Hubspot Sales

OCTOBER 17, 2018

Growth Hacking is a popular buzzword, but does anyone really know what it means? Neil Patel does a pretty good job explaining the concept and talking about its origin, saying that a growth marketer is someone who uses " analytics, inexpensive, creative and innovative ways to exponentially grow their company’s customer base. " But how can one pull off that kind of growth -- especially with a limited budget and resources?

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Brainstorming Co-Creation Media Onboarding 145

Nutshell

OCTOBER 8, 2018

On June 1st, 2018—after a massive team effort—Nutshell rolled out a 15% price increase for customers on our “Classic” subscription. This is the story of what happened before, during, and after that price increase, through the perspectives of everyone who was involved. What did it take to execute an initiative that was simple on paper, but complex in practice?

Communication 124

Communication Decision-making Software Software 124

SBI Growth

OCTOBER 18, 2018

Sales 115

Sales 115

Jeffrey Gitomer

OCTOBER 10, 2018

How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man. They may talk to you, they may be civil to you, they may even appear to help you – but ask them if they wish you were dead or alive, I'm betting on the funeral home.

Sales Management 113

Sales Management Meetings Marketing Sales 113

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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

RAIN Group

OCTOBER 24, 2018

Broad, open-ended sales questions are great for helping you find out what's going on in your prospects' and clients' worlds. They are essential to sales success. In fact, "listened to me" and "understood my needs" are two of the top five factors most separating sales winners from second-place finishers. Sales questions also help you connect with buyers personally, understand what's important to them, reshape their thinking, and create better futures for them.

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Sales 111

Openview

OCTOBER 31, 2018

I got on a call with an SDR recently who was nothing short of lovely. He asked great questions, talked about my goals, what I was looking for, what I wanted to see in their technology, etc. He listened well, was authentic, and was helpful from start to finish. Then I asked to see the technology. Which is when he told me it wasn’t his job and that he’d have to get me scheduled with an Account Executive because he wasn’t allowed to show me.

Sales 110

Sales B2B Marketing Communication 110

Nutshell

OCTOBER 24, 2018

It’s rare to land on a website these days without seeing a chatbot emerge from the bottom right hand corner, asking, “What can I help you with today?”. The message appears to be coming from a nice man named Brent, but you can’t know for sure if it’s actually Brent or just some bot programmed to be Brent while the real Brent is off doing other things.

Decision-making 113

Decision-making Publishing Marketing Sales 113

SBI Growth

OCTOBER 29, 2018

Most companies acknowledge the merits of value-based pricing as an ideal. Why then, do so many companies struggle to execute it in practice? There are three reasons we frequently encounter: Confusing Product Value with Customer Value. Back in the early.

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Customer Value Internet Negotiation Sales 112

MTD Sales Training

OCTOBER 3, 2018

Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before? The great feelings flow through you, because you realise that all your hard work was worth it, and you feel rewarded by repeat business that you didn’t have to do too much to gain.

Suppliers 103

Suppliers Decision-making Sales Training Meetings 103

RAIN Group

OCTOBER 3, 2018

One of the greatest difficulties in sales is helping buyers understand what outcomes they will achieve when they work with you. Creating a picture of what outcomes are possible with the solution you present is imperative for two reasons: Buyers need to be convinced of the positive outcome—and that you can achieve it—or they likely will not purchase.

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Communication Organization Value Proposition Sales 108

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.

Openview

OCTOBER 15, 2018

Imagine you’re part of a Grand Prix race through the winding streets of Monaco. You’ve got the fastest, most exotic car. The best crew. Powerful fuel. And you’ve been training for years. But, while your rivals zip along the harbor like electric slot cars, you sputter along at a crawl. It turns out, your wheels aren’t perfectly aligned. They’re each set in slightly different directions, creating tremendous friction.

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Hubspot Sales

OCTOBER 15, 2018

What's the difference between the sales email no one opens and responds to and the one that generates dozens of new customers?Is it the subject line, the length, the way the copy is written, or the ideas contained in the content? The answer is a combination of all of the above. B2B Email Template. If you have a targeted lead list and your response rate is less than 10% with personalized emails, your emails could use some work.

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B2B Advertising Sales Decision-making 145

Nutshell

OCTOBER 31, 2018

For the ninth quarter in a row, Nutshell has been named a High Performer by software review site G2 Crowd. Nutshell earned the honor in G2 Crowd’s Fall 2018 Grid® Report for CRM due to our consistently high customer satisfaction scores in user reviews. (Add your own Nutshell review here !). In addition to the Grid® Report, G2 Crowd released four separate Index rankings, comparing dozens of leading CRM solutions based on individual criteria.

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CRM Software Software Meetings 103

SBI Growth

OCTOBER 22, 2018

Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.

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Sales Organization B2B 109

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

Engage Selling

OCTOBER 18, 2018

Could you be solving the wrong sales problem? In other words, is the culprit behind a lack of sales the real issue, or an easy “scapegoat” which is masking the real problem?

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Sales Client Relationships Communication Management 99

RAIN Group

OCTOBER 31, 2018

There are only 24 hours in each day. Some people are able to achieve incredible amounts in that time seemingly effortlessly. Others put in massive amounts of effort, but don't seem to get where they want to be. What are those in the more productive group doing differently? How are they able to achieve so much more?

Management 104

Management 104

Openview

OCTOBER 5, 2018

One of the biggest challenges for any scaling company is to bring a new sales rep up to speed quickly. Decreasing the time to productivity for new reps is crucial to meeting ever-expanding goals and closing more deals. While building a strong onboarding program that includes knowledge acquisition and skill development is key to sales ramp, it’s only part of the process.

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Onboarding Sales Acquisition Decision-making 104

Hubspot Sales

OCTOBER 9, 2018

You've started a new business and you're building up your customer base. But how can you reach the prospects who might benefit from your product or service? A business proposal can bridge the gap between you and potential clients. It outlines your value proposition, and its primary purpose is to persuade a company or organization to do business with you.

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Value Proposition Investors Software Software 145

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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.

Meetings

MTD Sales Training

OCTOBER 17, 2018

Years ago, when the first bartering started (thought to be in the Middle East), metals were used as symbols to represent value stored in the form of commodities. Currency became recognised as stores of value, and traded between market traders and, eventually, nations. This idea of value was built on the concept of the importance, worth or usefulness of something.

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Sales Digital Transformation Decision-making Banking 97

SBI Growth

OCTOBER 30, 2018

Artificial Intelligence (AI) isn’t just a buzzword in the data world. When used correctly, it will save you time, which frees up your team to execute on strategic sales initiatives empower the sales team. AI is growing increasingly prevalent in.

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Artificial Intelligence Sales CRM 108

Jeffrey Gitomer

OCTOBER 10, 2018

People are not afraid of achieving success, they just don't know how. Here's one element that will put you on the path. You have several goals you want to achieve, but they are not written down. They just pop up in your head every once in a while, only to be buried in a black hole of procrastination, excuses and guilt. Take heart – I found a way to beat the system.

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Banking Decision-making Organization Sales 95

The Center for Sales Strategy

OCTOBER 1, 2018

It's the beginning of the month. You're ready to help your team crush their sales goals. Sometimes they need a reminder of why they love what they do or a little help to boost their morale after a lost sale. Well, there are many things you can do to help your team improve sales performance and reach their sales goals, and here's something that can help boost morale, inspire, and increase productivity : motivation.

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Sales Sales Management Management 95

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

Openview

OCTOBER 10, 2018

Maintaining a position of preeminence in the highly competitive IT industry requires leaders to adapt to changes in the business landscape more rapidly than the competition. Continued success also relies on innovative sales enablement techniques that boost performance, help meet customer needs and achieve bottom line results. While many corporate sales enablement functions are already leveraging state-of-the-art enablement mechanisms, like online and virtual trainings, chat bots etc., most are s

Digitalization 101

Digitalization Sales Sales Leadership Leadership 101

Hubspot Sales

OCTOBER 3, 2018

What sets you apart from the competition? Successful companies like Coca-Cola and Band-Aid have one important thing in common: a strong brand. In fact, their brand names have become generic terms for all similar products in their niche. If you cut yourself, do you ask for a bandage or a Band-Aid? A strong brand should be a priority for all businesses striving for success -- and the proof is in the numbers.

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Marketing Value Proposition Media B2B 145

MTD Sales Training

OCTOBER 31, 2018

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well. Then, when you ask the prospect for the order, they bring out another objection, or stall you for a few extra discount percentage points.

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Sales Training Decision-making Sales Management 97

SBI Growth

OCTOBER 1, 2018

The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.

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Sales CRM B2B Management 105

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

RAIN Group

OCTOBER 17, 2018

This piece originally appeared in the August 2018 edition of Independent Agent magazine and is reprinted here with permission. Word of mouth, repeat business and referrals used to be enough to maintain a thriving sales organization. But today, buyers have more options than ever before, they're more educated, and the phone doesn't ring like it used to.

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Meetings Organization Sales 93

The Center for Sales Strategy

OCTOBER 11, 2018

There are two poisonous mistakes that will kill a presentation: using jargon and using stock phrases. Making either of these mistakes will drastically reduce the chance of getting a second meeting with a prospect. Let's start with HOW NOT to start a presentation and finish with the HOW TO of communicating an engaging proposal.

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Sales Communication Meetings 92

Openview

OCTOBER 25, 2018

When Kevin Gaither was hired as the forty-ninth employee at ZipRecruiter , the closest the organization had come to talking about sales was to say that they didn’t want to have a call center. A leading online employment marketplace, ZipRecruiter had experienced astronomical growth since launching in 2010. To-date, the company has helped more than 1.5 million businesses of all sizes find great candidates, received more than 430 million job applications, and currently has more than 8 million jobs

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Sales Customer Success Communication Marketing 95

Hubspot Sales

OCTOBER 24, 2018

Have you ever thought of turning your passion into a business ? Many businesses offer a wide range of products or services but struggle to become the market leader for each of their offerings. Instead of targeting a broad population, your idea could focus on a small portion of potential customers. Narrowing your scope provides the opportunity to be the best at what you do.

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Marketing Profitability Brainstorming Meetings 144

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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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