Hubspot Sales
SEPTEMBER 20, 2019
Imagine your sales team performing 19% better month after month. Sound nice? Of course. But how can you make this happen? Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. A separate study from CSO Insights reveals a correlation between quota attainment and coaching.
SBI Growth
SEPTEMBER 28, 2019
As marketing leaders, it makes sense to explore multiple channels to reach your target audience. With so many options, it quickly becomes not only expensive but also difficult to manage. How do you decide which channels will be worth the.
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RAIN Group
SEPTEMBER 18, 2019
Everybody's brain has two different processing centers: emotional and rational. The emotional brain is old. It developed millions of years ago, first with raw instincts—like fight or flight—that all animals have, and then into more complex emotions for us humans like anger, aggression, desire, fear, hatred, passion, love, disgust, sympathy, and so on.
Sandler Training
SEPTEMBER 25, 2019
One of the most important ways to retain clients is to view an honest understanding of their interactions with your company. What are the different touch points and how well does your company act and react at all those points along the way? Read Time: 6 Minutes.
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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 30, 2019
How do you increase value? You may think it’s by improving your product quality or better pricing strategies or better terms to customers. Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. Value can be seen as your overall worth to the marketplace and it’s how you increase and improve that value that will see you improve and build your reputation with current and future clients.
Groove HQ
SEPTEMBER 25, 2019
When building a successful business, everything screams for attention. Within that flood, why prioritize customer service? The post Why is Customer Service Important? 11 Ways Customer Satisfaction Correlates with Business Results appeared first on Groove Blog.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
SEPTEMBER 3, 2019
Your obligations as a Revenue Operations leader are under constant pressure. Your sales team is constantly under the watch of the Executive Team and Board of Directors; however, their priorities aren’t necessarily coordinated. The lack of clarity from the top.
Tidio
SEPTEMBER 13, 2019
Great reviews sell stuff. Period. Why? Because they’re an indication of the product’s quality. It’s a social proof, where a bunch of people point something out and say “ hey, we want that! ”. It always works the same, regardless if it applies to products, services, or applications. Table of Contents. Why having good reviews is important Tips for getting reviews.
Engage Selling
SEPTEMBER 12, 2019
Have you ever stopped and ask yourself what the return on investment is for your clients who work with you? It’s an important thing to quantify.
Miller Heiman Group
SEPTEMBER 30, 2019
Today we are announcing a landmark moment in the sales performance marketplace: Miller Heiman Group will join Korn Ferry to create an unprecedented force to deliver the most comprehensive solutions ever offered to the market. As a 20+ year veteran of the sales and service performance market, I could not be more excited for our employees, our clients and our Independent Sales Consultants to be a part of this next phase of Miller Heiman Group.
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.
Groove HQ
SEPTEMBER 19, 2019
It felt like the exact wrong thing to do. It was crazy. Maybe even a little stupid. We had recently finished our rebuilding project, trying to rescue our company from a slide into failure, and we were just starting to find our footing. Things were going well, but after working our way out of the […]. The post Vacations Are Important, but Most Founders Do Them Wrong appeared first on Groove Blog.
Hubspot Sales
SEPTEMBER 30, 2019
There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs.
SBI Growth
SEPTEMBER 8, 2019
Over the past few years, marketers are increasingly held responsible for revenue goals. If you’re like most CMOs, you can identify with at least one of these: You’re not sure how to calculate the number of leads you need to generate. You.
MTD Sales Training
SEPTEMBER 3, 2019
There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’. Think about that for a moment and you can see the sense in it. When someone asks you a question, they immediately put you on a course of finding the answer. Your thought processes are controlled by the nature of the question, and you seek the answer to what they have asked.
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
Nutshell
SEPTEMBER 10, 2019
Whether you have only a handful of donors or a database overflowing with them, each and every one is essential to the success of your non-profit. But nurturing new donors to be long-term supporters of your organization is easier said than done. Managing a non-profit requires a formalized system of retaining donors, volunteers, beneficiaries, and board members, and building relationships with them so your organization can reach its goals.
Engage Selling
SEPTEMBER 6, 2019
Do members of your sales team freeze up at this key moment? Especially with newer or lesser experienced sales reps, the following scenario is fairly common. They secure a sales meeting with a prospect. They get ready for the meeting.
Miller Heiman Group
SEPTEMBER 23, 2019
The buyer-seller gap is real: According to the CSO Insights 2018 Buyer Preferences Study , buyers’ dwindling reliance on sellers during the early phases of the purchase process and the presence of numerous influencers and decision-makers means that sellers must take a different approach to build relationships and close more deals, realigning their selling process with the buying cycle.
Hubspot Sales
SEPTEMBER 19, 2019
Knowledge is power — especially in the world of sales. Salespeople need to be armed with the information they need to make a sale. The most important information? Product knowledge. According to a study from Tulip Retail , 83% of shoppers believe they’re more knowledgeable than retail store associates, and 79% of survey respondents say knowledgeable associates are important or very important.
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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.
SBI Growth
SEPTEMBER 22, 2019
Creation of a “Revenue Operations” Function.
The Center for Sales Strategy
SEPTEMBER 10, 2019
It’s the time of year where competition is in the air. Not only is a little fantasy football floating around the office, but we’re about to tackle the end of another fiscal year. We’re all going for the “Hail Mary” pass with, what feels like, only seconds remaining on the clock. Similar to having a successful season on your fantasy football league, having a great sales quarter takes strategy, skill and taking advantage of every opportunity that comes your way.
Sandler Training
SEPTEMBER 17, 2019
In our book THE SUCCESS CADENCE, Tom Schodorf, Bart Fanelli and I ask these questions: How can leaders scale aggressive sales growth consistently? How can they achieve rapid, dramatic growth in their company? How can they sustain that growth over time? The aggressive, sustainable growth so many company leaders seek, but few can actually point to,… The post Three Steps to Implement a Culture of Growth appeared first on Sandler Training.
Engage Selling
SEPTEMBER 19, 2019
There’s a truth about price objections that you need to be familiar with. We’ve all been there as sellers. We walk into a buyer’s office, shake hands and are immediately asked what our pricing looks like.
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.
Nutshell
SEPTEMBER 26, 2019
Founded in 1959, The Second City improvisational comedy theater in Chicago has produced some of the greatest comedic acts of all time. Such beloved performers as Bill Murray, Steve Carell, Stephen Colbert, Amy Poehler, and Tina Fey have all performed on its stage at the start of their careers. Today, The Second City is just as well-known as a training ground, developing the next generation of comedic talent through its highly regarded classes.
Hubspot Sales
SEPTEMBER 27, 2019
Sales has traditionally been an intuition-driven profession. What do I mean by this? Well, salespeople conduct research on potential customers and then engage the best-fit prospects in conversation. This allows reps to feel out each prospect’s interest and determine whether or not they’re an ideal customer. In recent years, however, sales data and technology has changed the way that sales teams think and feel — no longer does intuition sit in the driver’s seat.
SBI Growth
SEPTEMBER 18, 2019
Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.
The Center for Sales Strategy
SEPTEMBER 2, 2019
On a scale from 1 to 5, one being extremely easy and five being extremely difficult, how easy is it for you to balance between new business development and servicing your current customers?
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.
Sandler Training
SEPTEMBER 17, 2019
The aggressive, sustainable growth so many company leaders seek, but few can actually point to, lies in moving yourself and your organization into a growth-driven sales culture. The following three steps are essential preliminaries to that shift. Read Time: 6 Minutes.
Engage Selling
SEPTEMBER 6, 2019
????????????????????????????????Whether it’s a prospect or a client you’ve been doing business with for years, you need to over-communicate, not under-communicate. Far too many sellers believe that no news is good news.
Groove HQ
SEPTEMBER 23, 2019
An inspiring list of amazing customer service examples. Here’s the problem: it seems we only ever hear the negative stories about customer service. If you work in customer service, you know that for every customer service nightmare you see in the news, there are hundreds (maybe thousands?) of positive customer service stories. They just don’t […].
Hubspot Sales
SEPTEMBER 3, 2019
While tracking metrics is an important activity for all sales organizations, B2B sales teams face unique challenges. Selling to other businesses is completely different than selling direct-to-consumer. In B2B sales, the stakes are often much higher, and closing the deal can be a more involved process. That's why defining and tracking relevant metrics for your B2B sales organization is critical for success.
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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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