Hubspot Sales
AUGUST 31, 2018
Quotes by Famous People. “The greatest glory in living lies not in never falling, but in rising every time we fall.” - Nelson Mandela. "The way to get started is to quit talking and begin doing." - Walt Disney. “Your time is limited, so don’t waste it living someone else’s life. Don’t be trapped by dogma – which is living with the results of other people’s thinking.” - Steve Jobs.
Nutshell
AUGUST 16, 2018
Definition of Cold Calling: Cold calling is a form of telemarketing in which a salesperson attempts to solicit business from potential customers who have not previously expressed interest in the seller’s product or solution. For outbound sales teams, cold calling is often the first—and arguably the most important—step towards creating sales opportunities.
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Engage Selling
AUGUST 30, 2018
I get called in a lot when organizations are struggling to hit their sales targets. Generally, the first thing I’ll do is look at their pipeline. Why? The number one reason that sales stay stagnant is due to anemic pipelines.
SBI Growth
AUGUST 20, 2018
It’s Crunch Time – the Beginning of Q4. Are you going to hit your 2018 number? What’s your forecast for 2019? Do you have the heads, processes, and funding to ensure a successful 2019? Only a handful of Sales Ops leaders can.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
RAIN Group
AUGUST 8, 2018
Email is an essential part of the prospecting process. In fact: 77% of buyers have responded favorably to an email from a new provider in the last 12 months. 31% of sellers say sending 1-to-1 emails manually after doing research and customizing the message is very/extremely effective (this ranks in the top 5 most effective prospecting tactics). 80% of buyers prefer to be contacted by sellers via email.
The Center for Sales Strategy
AUGUST 9, 2018
The job of a sales manager is a challenging one. One of the biggest challenges that they face is how to keep a team of sellers motivated and producing quality results. Some of the best ways to make salespeople more productive don't include spending a fortune or sending them through another training class. A few of the best ideas are ones that help to reduce administrative burdens and increase time in the field or on the phones.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
AUGUST 27, 2018
There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals.
Engage Selling
AUGUST 23, 2018
Let’s face it, your competition inevitably comes up every so often while you speak with prospects and clients. You need to know how to talk about the competition.
SBI Growth
AUGUST 24, 2018
Joining us on SBI TV is Doris Raimundi, SVP of Consumer Banking Sales and Support for US Bank. In today’s show, Doris details how to orchestrate a world class customer experience. Why this topic? The customer experience trend is sweeping.
RAIN Group
AUGUST 29, 2018
Technology sellers lament how impossible it is to get their buyers on the phone more than any other industry. Phone is one of the top ways sellers say they connect with buyers, yet sellers in the technology industry report extreme difficulty using it to reach their buyers. In our study on Top Performance in Sales Prospecting , we studied 488 buyers responsible for $4.2 billion of purchases and the prospecting habits of 489 sellers.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
MTD Sales Training
AUGUST 10, 2018
A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. He wanted our opinion on how to get more leads without having to cold call. My trainer was very diplomatic and said that, even though cold calling wasn’t the most efficient use of a salesperson’s time, you have to sometimes get hold of prospects some way or other, or your pipeline will be as empty as it possibly could be.
Hubspot Sales
AUGUST 12, 2018
Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all. You're not the only salesperson who feels apprehensive about the close. However, without that feeling of risk, successfully closing a sale wouldn't be so thrilling -- which drives salespeople to continually strive for more.Because sales professionals are expected to generate the
Nutshell
AUGUST 24, 2018
Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. This is especially useful for companies that can deliver and support their products regardless of their customers’ geographical location.
Sales Latitude
AUGUST 2, 2018
As a sales professional, you may think your job is all about selling products and services, making quota, and driving revenue for your company. Sure, ok – that’s true. But that’s not the whole picture. Your job is really about helping buyers solve their problems and achieve their goals. Whenever I coach sales people and sales managers, I ask them specific questions to see how much they know about their customers and prospects, with an eye towards understanding the quality of their pipeline.
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Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
SBI Growth
AUGUST 23, 2018
On July, 17 1955 it was well over 100 degrees in Anaheim, CA on the first day in the original Magic Kingdom. Women’s heels were melting into the asphalt, and people were thirsty but there wasn’t enough to drink. Yet.
RAIN Group
AUGUST 22, 2018
Email is one of the top ways to break through and secure meetings with targeted buyers. In fact, 80% of buyers say they prefer to be contacted by sellers via email. It's an essential part of any prospecting plan. However, too many prospecting emails fall victim to common mistakes that kill response rates. Recently, we shared 13 email prospecting best practices.
Groove HQ
AUGUST 1, 2018
Solve complicated scenarios with great communication. There are a few main difficult scenarios you’ll most likely face as a support representative. In customer service, every interaction matters, and there is no 100% right or wrong way to deal with any situation. Even though the ability to think on a case-to-case basis is one of the […]. The post 5 Customer Service Email Templates for Tough Situations appeared first on Groove Blog.
Hubspot Sales
AUGUST 1, 2018
What is Business Coaching? Business coaches help entrepreneurs, business owners, and professionals grow in a variety of ways. They receive payment and usually work on a fixed schedule to share actionable feedback, personalized advice, and growth plans for their clients to increase company revenue, accelerate their career, or increase business growth.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Nutshell
AUGUST 13, 2018
Whether it’s a killer closing tip or just some well-timed encouragement, guidance from a sales mentor can change the course of a young salesperson’s career. Even the simplest principles can be powerful when you learn how to apply them. We asked 11 sales professionals, entrepreneurs, and business executives about their mentors and the greatest lessons they learned from them.
MTD Sales Training
AUGUST 13, 2018
There are many times when a client tries to intimidate or get the better of salespeople. Whether it’s because they feel they have to in order to get a better deal, or their ego is associated with getting one over someone else, or some other rationale, they feel the need to do something that gains them a ‘win’ of some sorts. One way they do this is to keep negotiating a discount , no matter what figure you have dropped or discounted to.
SBI Growth
AUGUST 15, 2018
Joining us on the SBI Podcast is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo. In today’s show, Sarah details how to apply the discipline of revenue attribution to marketing. Why this topic? CEOs, CMOs and CROs need to understand.
Sales Readiness Group
AUGUST 29, 2018
At some point, every salesperson goes through a slump. One month you seem to close every deal in sight, and then the next month you go ice cold. No matter how hard you try, you can’t seem to close a deal.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Groove HQ
AUGUST 1, 2018
Every customer service email is an opportunity to build stronger relationships. Any given company probably sends hundreds of customer service emails daily, and it can be easy to lose sight of just how important every single one of them is. But for any given customer, it might be the only interaction with your business that […]. The post 10 Tips for Sending Better Customer Service Emails appeared first on Groove Blog.
Hubspot Sales
AUGUST 23, 2018
In a 2018 survey of more than 4,000 homes, 68% of staged homes sold for at least 9% more than those of their unstaged neighbors’. Whether you’re starting a real estate business or have been selling homes for a while, there’s clear and increasing benefit to professionally staging your clients’ homes. But the future of home staging goes beyond just hiring a designer.
The Center for Sales Strategy
AUGUST 28, 2018
Technology has disrupted the traditional techniques we have used to approach prospects. Today, the most successful developers of new business have a smart and focused prospecting strategy. They concentrate their efforts on a disciplined strategy that provides more appointments and more revenue. The shotgun approach of yesteryear is dead. Before technology disrupted our approach, we could sit down and call 100 prospects and get ten appointments.
MTD Sales Training
AUGUST 6, 2018
Trying to get your prospect to interact with you can often be a frustrating nightmare. Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a slam-dunk from the other end of the line. What can we suggest, then, that will at least get the prospect listening for a few moments?
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
SBI Growth
AUGUST 7, 2018
How often do you hear sales and marketing teams being critical of the product portfolio? Your products! It is easy for people to sit in the cheap seats and judge. But why does it continue to happen? Ironically, it’s because.
Sales Readiness Group
AUGUST 17, 2018
To maximize sales results, a sales manager has to ensure that his or her team is operating at their peak level like a sports team. That’s where coaching comes in—it’s one of the most important things you can do as a manager to drive better sales results. Coaching is the time you spend 1:1 with your team members to improve their ability to sell. The most common obstacle preventing sales managers from coaching their teams is time commitment.
Engage Selling
AUGUST 17, 2018
?????????????????????????????Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints. Instead, I want you to focus on the audience and the message that you’re sending to them.
Hubspot Sales
AUGUST 22, 2018
Sales manager job description. Sales managers are responsible for helping their reps meet individual quota, getting the team to hit quota, forecasting sales and running sales reports, providing mentorship and training, recruiting, hiring, and onboarding new salespeople, and more. Great news: It’s time to hire a sales manager for your team. But before you can start interviewing candidates, you need to draw them in with a well-written, accurate, compelling job description that describes the role,
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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