Hubspot Sales

APRIL 24, 2019

Did you know 43% of workers would be willing to leave their companies for a 10% salary increase ? Compensation is an important factor in attracting and retaining employees, especially in sales. Imagine if almost half of your sales team left the company because of a poorly designed compensation plan. The results wouldn't be pretty. If your sales organization is struggling to strike a balance between company requirements and the compensation needs of employees, it's likely time to reevaluate your

Sales 145

Sales Insurance Financial Services Manufacturing 145

Nutshell

APRIL 10, 2019

Effective marketing is about more than just attracting one-time customers. It’s about creating a lasting impression that will keep all your customers engaged with your products or services and coming back for more. Imagine a locally-owned store operating in a small town—a simple, familiar place where the shopkeep knows your name and knows precisely how to help you find what you need.

Marketing 128

Marketing CRM e-Learning Advertising 128

Engage Selling

APRIL 18, 2019

There’s a right way and a wrong way to handle objections. Let’s start with the wrong way.

Client Relationships 124

Client Relationships Communication Management Sales 124

SBI Growth

APRIL 26, 2019

Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Sell Solutions Instead of Products. Traditional sales enablement motions are.

Sales 119

Sales Supply Chain B2B Marketing 119

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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.

Sales Management

Corporate Visions

APRIL 25, 2019

The post Five Selling Techniques That Really Work, And Five That Don’t (Updated April 2019) by Corporate Visions appeared first on Corporate Visions. The Five Best Sales Techniques… And Five of The Least Effective. Who couldn’t use an arsenal of effective selling techniques? But there is a lot of “conventional wisdom” out there that, in reality, doesn’t help you make the sale.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

RAIN Group

APRIL 18, 2019

Something new vies for your attention every few minutes: emails, text messages, collaboration tools, phone calls, co-workers, meetings, customers, and the list goes on. The result? Productivity suffers. But with discipline and preparation, you can defeat these productivity dragons. We know it's possible because we recently surveyed 2,377 professionals to find out which habits and hacks, when applied in different combinations, drive not only productivity, but also top performance versus peers, jo

Meetings 111

Meetings 111

Nutshell

APRIL 1, 2019

As a great man once said , you miss 100% of the shots you don’t take. Or, to put it in sales terms, you close 0% of the prospects who don’t hear from you. Anyone who relies on email to start sales conversations understands that follow-up is what separates success from failure. Instead of dropping some bogus stat about how nearly half of salespeople never follow up with their prospects, we’ll just say that a lot of sellers don’t do it, and they’re leaving money on the table.

B2B 118

B2B CRM Software Software 118

Miller Heiman Group

APRIL 2, 2019

Managing a strategic account is a complicated balancing act. Sometimes, you find yourself striving for short-term gains by upselling. But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals.

Account Management 110

Account Management Value Proposition Management Suppliers 110

SBI Growth

APRIL 2, 2019

Prioritization 114

Prioritization Sales 114

Sales Readiness Group

APRIL 11, 2019

Negotiating with Procurement can be challenging. In this video, you'll learn five sales negotiation tactics you can use when negotiating with Procurement.

Procurement 109

Procurement Negotiation Sales 109

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.

RAIN Group

APRIL 10, 2019

Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you—as the seller—have a win-win mindset and approach, you need to know how to maneuver the situation when buyers throw you curveballs.

Negotiation 110

Negotiation Sales 110

Hubspot Sales

APRIL 1, 2019

What makes a good sales presentation? An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. It ends with a strong call-to-action. Hate the thought of doing sales presentations ? You’re not alone. But the best reps have sales presentations down pat, even if it’s not their favorite activity.

Sales 143

Sales Decision-making Value Proposition Construction 143

Nutshell

APRIL 24, 2019

The best sales emails sound like they came from a trusted friend. That requires the sender to understand who their recipient is and what they want. Otherwise, you’re just another stranger clogging their inbox. Creating a sense of familiarity goes a long way in email outreach, and warm emailing helps you do that. Once you understand how warm email prospecting works, you’ll be able to generate a steady stream of leads for your business, book more sales calls, and close more deals.

Sales 115

Sales Value Proposition Software Software 115

Corporate Visions

APRIL 30, 2019

The post The Best Way to Apologize to Customers, Backed by Science by Corporate Visions appeared first on Corporate Visions. No matter how you phrase it, apologizing to your customers for a service failure is never easy. They’re upset, and you need to find some way to salvage the relationship and their business. But it’s tricky to navigate such a sensitive conversation.

Suppliers 107

Suppliers B2B Media Decision-making 107

Advertiser: ZoomInfo

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

B2B

SBI Growth

APRIL 11, 2019

Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.” Yet, there’s inherently a level of gray enabling the marketing.

Advertising 103

Advertising Communication Organization Marketing 103

Miller Heiman Group

APRIL 5, 2019

When most sales leaders think about analytics, they usually think of their CRM platform. In reality, your CRM is a means to an end—to be successful, you need to apply insights discovered from CRM analytics to improve the performance of your team. At their core, analytics change the conversation between a salesperson and a sales leader. It’s normal during a review of key opportunities in a sales pipeline for sales leaders to ask sellers for their opinion about an opportunity’s likelihood to close

Sales Analytics 102

Sales Analytics Sales CRM Meetings 102

Openview

APRIL 2, 2019

Most of us know that one of the keys to thriving in the SaaS landscape is getting customers to renew subscriptions. According to Totango , 56% of SaaS companies treat renewals as a high priority. However, when it comes to actually documenting, streamlining and perfecting that renewal process, far too many of us are looking at courting customers into renewal as a perfunctory obligation, which could be the reason customers are walking away.

Stakeholders 102

Stakeholders Sales 102

Hubspot Sales

APRIL 19, 2019

There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over." While many salespeople focus on making their presentations flashy, fun, and exciting, they do little to ensure that their presentations address the prospect's top concerns -- and provide an irresistible solution.

Value Proposition 142

Value Proposition Sales Software Software 142

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Meetings

Nutshell

APRIL 4, 2019

When a prospect makes the decision to become your customer, you want to roll out the red carpet for them. That’s just as true for a website visitor who subscribes to your newsletter or other marketing content. In both cases, a person has made a commitment to your company based on what you’ve shown them so far, and you have a wonderful opportunity to capitalize on that positive sentiment.

B2B 109

B2B B2C Onboarding Communication 109

Groove HQ

APRIL 25, 2019

How to turn existing customers into engaged brand advocates New relationships are always exciting—and the business kind are no exception. Your new customers are thrilled to have found a great solution, and you’re excited about your business growth. The issue is that many companies (especially the ones in their early stages) think they have more […].

Marketing 102

Marketing Business Growth 102

SBI Growth

APRIL 17, 2019

The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.

Organization 98

Organization Marketing B2B Sales 98

Miller Heiman Group

APRIL 15, 2019

A software technology company with $4 billion in revenue struggled with inconsistent CRM use, long sales cycles and disparate methodologies across its three business units. The leaders at the software technology company knew they needed a solution that bridged methodology and technology to improve strategy and aggressively push deals through the pipeline.

Sales Analytics 97

Sales Analytics Software Software CRM 97

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.

Sales

MTD Sales Training

APRIL 23, 2019

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. That’s the law of the salesperson! So, do we often come up with emotional selling points in our proposals? Do we develop our emotional selling propositions as well as our unique selling propositions? You’ve heard of a USP right?

Decision-making 97

Decision-making Sales Training Sales Management Management 97

Hubspot Sales

APRIL 3, 2019

I know what you woke up thinking this morning: “ I sure could use a quick refresher on price elasticity. ” If you’re shaking your head saying, “ Yes, Meg. Yes! ” then I’m so happy to have met your needs with this miraculous piece. Understanding the price elasticity of your product/service and how it impacts your sales and business strategy is crucial to building a responsive, successful company.

Negotiation 140

Negotiation Marketing Sales 140

Nutshell

APRIL 29, 2019

You can have an outstanding product at a price that can’t be beat, but one thing is for sure: If you make a promise you can’t keep, your prospect will walk. Unfortunately, breaking promises can become a bad habit. A study by Accenture found that over 60% of companies who broke promises to consumers were serial offenders: Does this mean you should stop making promises to customers?

Suppliers 102

Suppliers Advertising Client Relationships Publishing 102

Sandler Training

APRIL 30, 2019

I’m often asked to identify a single “blind spot” that keeps leaders from growing their businesses aggressively. There are actually a number of these … but one that’s particularly common is the failure to collect best practices and assemble them in a regularly updated “playbook.”. Read Time: 6 Minutes.

Leadership 94

Leadership Management 94

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.

Supply Chain

SBI Growth

APRIL 12, 2019

Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how.

Sales 95

Sales Software Software Acquisition 95

Miller Heiman Group

APRIL 23, 2019

Closing the deal can be challenging—but it doesn’t have to be. In most cases, sellers lose deals because they don’t make the right connection with the buyer, leading to buyer apathy, indecision and stalled progress. Often, this happens because sellers have simply taken the wrong approach: one that doesn’t speak to their particular buyer. Admittedly, it can be difficult to hone in what the right approach should be.

Decision-making 97

Decision-making Sales Stakeholders B2B 97

Groove HQ

APRIL 16, 2019

Customers rely on testimonials to gauge if a product or service is worth taking a leap of faith for. In fact, 84% of customers trust online reviews as much as personal recommendations. Whether it’s choosing a new coffee maker or trying out software to increase team productivity, we all look out for social proof—reviews, mentions, […]. The post Customer Testimonials: Where, When, and How to Use Compelling Stories to Build Trust and Credibility appeared first on Groove Blog.

Software 94

Software Software 94

Hubspot Sales

APRIL 25, 2019

Ready for a career change? You've spent hours searching job boards, identified the ideal job, and now it's time to apply. Then the panic sets in …. You begin to question everything: How do I begin writing my resume? Do my skills even apply to this role? What does the employer want to know? Not to fear! Here are some sales manager resume tips and templates to calm your nerves and help you get the job of your dreams.

Sales Management 138

Sales Management Management Brainstorming Sales 138

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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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