Hubspot Sales
SEPTEMBER 14, 2018
When it comes to sales prospecting , it’s more important than ever that you write concise, effective communication. On average, we send and receive 121 emails every day , according to DMR Business Statistics ( click here for more surprising prospecting stats ). I imagine this number climbs higher as a person gains more authority and responsibility in an organization.
MTD Sales Training
SEPTEMBER 24, 2018
One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do you need to do to keep up with these changes?
SBI Growth
SEPTEMBER 5, 2018
News flash to all CEO’s. Gone are the days of the 5 year strategic plan. While market-leading companies still typically possess a strategic road map, SBI’s research shows that they have shifted, they have adopted a new motion. We refer.
The Center for Sales Strategy
SEPTEMBER 13, 2018
We probably all agree that it is easier to fill a bucket when it’s not leaking from the bottom. Seems like a pretty good rule of thumb. In the context of managing sales revenue and keeping that bucket completely full, things can become pretty difficult when you spring a leak! We need to spend more and more time dumping new business in just to keep a minimum level inside, and that is exhausting.
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Engage Selling
SEPTEMBER 27, 2018
Some sales reps give up too easily. That is, they’ll reach out twice, perhaps three times to a prospect before throwing in the towel and moving on. The issue?
Sales Readiness Group
SEPTEMBER 10, 2018
On this Q&A episode: "Can on-demand sales training replace classroom training.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Openview
SEPTEMBER 20, 2018
Every year around this time, I see a lot of messages that look like this: This isn’t a rep who is failing and has to make a move… it’s a talented person who will be actively open to/looking for a new role because something is missing in his current one. Folks, there is a strong chance you have reps in your own startup that are thinking this exact thing right now.
SBI Growth
SEPTEMBER 28, 2018
Your C Players Will Prevent You from Hitting Your Number[P].
The Center for Sales Strategy
SEPTEMBER 20, 2018
Everyone knows that sales is a numbers game, right? Of course! The more you have out there, the better off you are, so I’ll agree that sales is a numbers game. But, today I am going to argue that you may be looking at the wrong numbers. I’ll start by asking you, how many times have you heard or said, "Don't worry! I've got a lot out there pending!” C’mon—be honest!
Engage Selling
SEPTEMBER 13, 2018
We all strive to be perfect. But, there’s a problem with perfection. Interestingly enough, most of us know that it’s an unrealistic ideal to live up to.
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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.
MTD Sales Training
SEPTEMBER 3, 2018
You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication. Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will not be the success you could be without having excellent communication skills, especially with clients. How can you start to improve, so that you have the best chance to make an impact and create high level communications with clients that will persuade them they are making a go
Hubspot Sales
SEPTEMBER 13, 2018
The Best TED Talks for Salespeople. Eddie Obeng: Smart Failure for a Fast-Changing World. Kelly McGonigal: How to Make Stress Your Friend. Ernesto Sirolli: Want to Help Someone? Shut Up and Listen! Angela Lee Duckworth: Grit: The Power of Passion and Perseverance. Dan Pink: The Puzzle of Motivation. Rachel Botsman: We've Stopped Trusting Institutions and Started Trusting Strangers.
Openview
SEPTEMBER 27, 2018
To sell or not to sell – that is the question among startup founders. As a founder and former sales leader, I get asked all the time how I decided to step back from my sales role and add a layer between me and my sales reps. When I founded ion interactive, I just sort of organically moved into the sales role. Why not? I had a strong sales background, and who knew the product better than me?
SBI Growth
SEPTEMBER 15, 2018
The emergence of the Customer Success Professional is an existential threat to account managers. As you create your headcount plan for 2019, you’re starting to think of how to cover your accounts, and whether you need Account Managers, Customer Success.
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.
The Center for Sales Strategy
SEPTEMBER 25, 2018
As a group of salespeople were gathered for their weekly sales meeting , their manager said he had an exercise on focus that they would complete first. The manager walked around the room and laid a sheet of paper, face-down in front of each salesperson. He then told them to all turn the handout over. On the sheet was a single black dot in the middle of each page.
Engage Selling
SEPTEMBER 22, 2018
The days of the “ideal buyer” have gone the way of the dinosaurs. So has the routine sales pitch.
MTD Sales Training
SEPTEMBER 5, 2018
We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you could ask that would uncover a whole load of information. One question that, when answered, would help you build value in your presentation and enable you to overcome most objections.
Hubspot Sales
SEPTEMBER 21, 2018
The Amazon affiliate program, also called “Amazon Associates” can be an easy way to monetize your website or blog. Simply sign up, receive immediate approval, and place Amazon affiliate links on your site today. When someone makes an Amazon purchase via one of your links, you get the commission -- it’s that simple. But how do you get started? Below, you’ll find a step-by-step guide to becoming an Amazon Affiliate, with screenshots.
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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.
Openview
SEPTEMBER 6, 2018
Editor’s Note: This article first appeared on the Avenue Talent Partners blog here. If you’ve been in startup leadership for any amount of time, when I say retaining sales employees is especially hard right now, you probably know exactly what I mean. It is PAINFUL when your best people leave you and you’re left figuring out how to rebuild. But if you’ve experienced this first hand, you’re not alone – some of the data swirling around on sales retention for tech startups is a little scary:
The Center for Sales Strategy
SEPTEMBER 24, 2018
I was lost. I had the address, I knew the destination, but I was lost. To make things more challenging, I was in a foreign country, and many of the people around me did not speak English. I approached a man on the street, address in hand, and asked, “Can you tell me how to get to 157 Rue Saint-Honoré?” In reality, I did not say the address. I merely pointed to on the paper in my hand.
Engage Selling
SEPTEMBER 28, 2018
??A recent study from Rosetta showed that engaged and satisfied buyers are 50% more likely to reorder, spend 200 times more than the average customer per year and they display brand loyalty 5 times higher than any other buyer.
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.
MTD Sales Training
SEPTEMBER 26, 2018
Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced.
Hubspot Sales
SEPTEMBER 14, 2018
How to build a high-performing sales team. Identify culture warriors and hire for those attributes. Give cultural warriors yes/no authority in hiring. Set personal and professional goals as a team. Share customer success stories. Give consistent feedback. Use data to identify engagement issues. Ask teams to create their own solutions. Does everyone on your sales team give 100% during the end-of-quarter crunch?
Outbound Engine
SEPTEMBER 27, 2018
Why is it that we spend money on customer acquisition marketing when customer retention marketing works so much better? We can all agree that customers are the most important part of any business. After all, without customers, there would be no business! And yet we find ourselves spending most of our marketing dollars on finding new customers instead of nurturing the ones we already have.
SBI Growth
SEPTEMBER 16, 2018
The number one way to demonstrate Return on Marketing Investment (ROMI) is by driving revenue through Lead Generation. However, few CMOs are driving top-line revenue growth with their lead generation activity. The problem? It is in the statement. Activity. Activity.
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.
The Center for Sales Strategy
SEPTEMBER 17, 2018
Some sellers wonder why they miss sales goals on a regular basis even though they are busy as a bee. Making “plenty” of face-to-face calls. Presenting and closing “plenty” of proposals. Conducting “plenty” of post-sale follow-up tasks. All of these activities usually equal another month short of exceeding their sales goals.
Engage Selling
SEPTEMBER 20, 2018
It’s time to forget about the idea of an “ideal buyer.” That’s right, forget about it. Times have changed. There is no longer a single person who starts and stops all buying decisions.
MTD Sales Training
SEPTEMBER 19, 2018
Are you using video meetings in your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training ). Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability and all that jazz! Do it correctly and it can work wonders for you.
Hubspot Sales
SEPTEMBER 19, 2018
Sole Proprietorship Definition. A sole proprietorship is considered one of the easiest types of businesses to start. Unlike corporations or LLC’s, you don’t have to register with the state. However, you must acquire appropriate permits and licenses to operate legally, and you are personally liable for debts, lawsuits, or taxes your company accrues. The United States Small Business Administration reported over 70% of U.S. businesses in 2013 were owned and operated by sole proprietors or sole trad
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