Hubspot Sales
JANUARY 14, 2019
Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone. Because that doesn't work. You sound like a salesperson trying to sell them -- which makes the modern buyer run for the hills. So when are elevator pitches effective?
Sales Readiness Group
JANUARY 29, 2019
A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team achieve their full potential.
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Jeffrey Gitomer
JANUARY 13, 2019
YES! The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless. When I say sales, I'm not just talking, "Hey, please buy my stuff." Sales is not just selling your product or service.
Nutshell
JANUARY 12, 2019
Remember what it was like to be a kid on the first day of school, and you didn’t know anyone in your class? You had two choices: approach the other kids and try to make new friends, or sit by yourself at lunch every day. Outbound sales is a lot like that. You hardly know anyone you’re trying to sell to, and you can either make an effort to get to know them…or you can completely miss your quota.
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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.
SBI Growth
JANUARY 15, 2019
Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.
Openview
JANUARY 2, 2019
The sales profession is one of the most difficult in America and it is constantly changing. Hundreds of books have been written on how to excel in it, and with good reason. It is an occupation filled with pressure, high risk and endlessly overwhelming opportunities. Despite this, more than one in eight jobs in the United States are full-time sales positions according to a study done by The Brevet Group.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Groove HQ
JANUARY 30, 2019
The best advice on customer service we’ve learned in half a decade of blogging Throughout five years of blogging at Groove, we’ve written about customer service tips a lot ourselves, as well as chatted with other influencers in the industry. Our support blog is full of fascinating stories, case studies, interviews, and tips spread all […].
Jeffrey Gitomer
JANUARY 14, 2019
You will no longer dread the dreaded cold call after you read this column several hundred thousand times. There is a fear and dislike many salespeople have when it comes to cold calling. John Whittington at the Lake Norman SalesMasters ® club mentioned that he had a big fear of being thrown out of a company when making a cold call. It was suggested to him that his strategy should be to only cold call on one-story buildings.
Nutshell
JANUARY 4, 2019
How would you like to attend the best sales event of the year without leaving your desk? Nutshell is proud to present BOUNDLESS , an all-day virtual conference dedicated to our wonderful customers and designed to offer the inspiration and sales hacks you need to make 2019 your most successful year ever. BOUNDLESS 2019 will be streamed live on Friday, February 22nd , and you can see the current agenda and speakers’ list here.
RAIN Group
JANUARY 23, 2019
There are common competencies every organization needs to build a truly successful sales organization. At RAIN Group, we organize these competencies around the Sales Competency Wheel SM.
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.
SBI Growth
JANUARY 3, 2019
All businesses need to prove that their products are valuable; simply declaring it to customers will do little to grow the business. The window to prove your solution is worth the investment and is becoming increasingly brief. If there’s a.
Hubspot Sales
JANUARY 4, 2019
Heading into a closing conversation with a prospect is always nerve-wracking. No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver. A "yes" or "no" hinges on far more than just the specific closing sentence or question.
Groove HQ
JANUARY 29, 2019
Where we’ve been, where we’re going, and answers to all of the questions that many of you have been asking. I know. It’s been a while. Every few days, I’ll see a Tweet like this one… Or a comment like this one… Over the last several months, reading messages like this has been hard. Every […]. The post The Rebirth of Groove (and the Next Stage In Our Startup Journey) appeared first on Groove Blog.
Openview
JANUARY 30, 2019
Editor’s Note: This article first appeared on Highspot’s blog here. . Prospecting, pitching, tracking engagement — there’s no question that modern technology solutions have made it easier for sellers to complete these essential tasks. But even as the tools have improved, selling has become more complicated as buyers’ expectations have risen.
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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
MTD Sales Training
JANUARY 8, 2019
What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes to behave, based on a system that supports those beliefs. That means it can’t always be supported by empirical formulae, but is determined by someone’s confidence in an opinion or belief.
The Center for Sales Strategy
JANUARY 29, 2019
There are many benefits to using LinkedIn as a sales professional that include everything from personal branding and thought leadership to prospecting, lead nurturing, and recruiting. The problem is, often times, sales professionals don't have time to set up or update the basics of their LinkedIn accounts to best represent them and their company. You can't build a great building on a weak foundation, and the LinkedIn profile is just that: the foundation that could affect the success of your soci
SBI Growth
JANUARY 18, 2019
Advocacy is on fire! Why? Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth. Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers.
Hubspot Sales
JANUARY 9, 2019
Real estate is a linchpin industry in our society. People need to buy and sell property, and they need experts to help understand and manage the transactions. In the past decade or so, software and websites have amended the traditional real estate process. But regardless of how much technology advances, it’ll never replace the real estate middleman — the agent.
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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.
Engage Selling
JANUARY 3, 2019
I have a challenge for you, ditch your powerpoint. Do this for the next week, or even the next month. Wondering why?
Openview
JANUARY 7, 2019
“When I think about working with a recruiter I cringe.”. These words are straight from the mouth of a dear friend and colleague. And I hate that they exist. But let’s face it… they’re not exactly unfounded, are they? I’ve spent 20 years working with recruiters and talent leaders in HR Tech sales (plus the last 3 in recruiting here at Avenue Talent Partners) and I want to address the elephant in the room: sales recruiting as an industry is cringe-worthy.
MTD Sales Training
JANUARY 2, 2019
We’re always told to think big, aim high and challenge ourselves. It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible. How can we give ourselves that massive push to go for something that would inspire us to tap into our potential? One way is by setting ourselves a BHAG!
The Center for Sales Strategy
JANUARY 21, 2019
The things you do are often more powerful than the things you say. New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale?
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.
SBI Growth
JANUARY 17, 2019
Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan.
Hubspot Sales
JANUARY 7, 2019
In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want or need. While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. 49% of organizations have zero or limited means of measuring sales productivity.
Engage Selling
JANUARY 25, 2019
?????There’s an expression floating around these days that I love: corporate promiscuity. What exactly is that and how does it relate to us as sales leaders?
Openview
JANUARY 24, 2019
Editor’s Note: This article first appeared on LinkedIn here. . “Who knows, you may be that close. You could be uncovering a blind spot or two away to take your career to the next height…” Assegid Habtewold , The 9 Cardinal Building Blocks: For Continued Success in Leadership. Blind spots, we all have them and they have the potential to be damaging.
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.
Jeffrey Gitomer
JANUARY 15, 2019
Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime. What kind of saleswoman will this kid be when she's 21? So, what does this 7–year old kid have to do with your sales success?
The Center for Sales Strategy
JANUARY 7, 2019
Proper preparation prevents poor performance! Take these five P's for a test drive, and your sale performance will improve.
SBI Growth
JANUARY 14, 2019
Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan.
Hubspot Sales
JANUARY 18, 2019
As a real estate professional, the amount you're paid for each sale is often dependent on commission. And the average commission for the sale of a property is 6% of the purchase price. But, how do you know you'll be paid fairly for the work you've done? This is where procuring cause comes into the picture. Let's demystify the procuring cause and what it means for real estate professionals.
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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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