Hubspot Sales

SEPTEMBER 28, 2017

In a perfect world, all prospects would love you starting the moment they shook your hand -- and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly impossible to close when you’re dealing with tough customers who make everything harder than it needs to be. If clients try to push you around, or they waffle indefinitely over their next steps, deals can drag on for weeks on end.

Sales 145

Sales Profitability Meetings 145

SBI Growth

SEPTEMBER 29, 2017

Sales 120

Sales 120

Openview

SEPTEMBER 11, 2017

A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo. Using the details of a fictional Vodafone employee to sign up for SaaS products , Process Street automatically collected all incoming outreach including sales emails, marketing emails, and voicemail transcripts.

Advertising 118

Advertising Onboarding Software Software 118

RAIN Group

SEPTEMBER 27, 2017

In our research report, The Value Driving Difference , we studied almost 500 organizations' practices regarding how focused they are on driving value for buyers. Companies that rose to the top as Value-Driving Sales Organizations had higher sales win rates, were more likely to grow revenue, had lower undesired sales staff turnover, and much more highly motivated sellers.

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Negotiation Sales Organization 100

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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

Sales Latitude

SEPTEMBER 28, 2017

Selling into large accounts can be challenging. As sales managers, we work so diligently to “even out” territories ensuring everyone has a chance to make lots of money. But, in many instances, we limit ourselves in how we go about reaching the potential of large accounts. Two scenarios with the same problem come to mind, all relating to your own perspective.

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Sales Sales Management Management Account Planning 94

Tenfold

SEPTEMBER 19, 2017

When discussing digital transformation, it’s impossible not to discuss social selling and its impact on the sales cycle. Marketing and sales automation tools have made it possible to reach hundreds, if not thousands, of potential buyers instantly. This however has caused a decline in the effectiveness of email and cold calling techniques. As a result, now more than ever, personalized outreaches and pitches have become imperative for a successful sale.

B2C 89

B2C Media B2B Digitalization 89

SBI Growth

SEPTEMBER 6, 2017

The buyer’s journey does not follow a linear course. Without revenue attribution, you are exposed—unable to allocate time, money, and resources to the marketing efforts that produce top-line results. If you can’t quantify the collective impact of marketing touch-points, you.

Marketing 119

Marketing 119

Openview

SEPTEMBER 21, 2017

Anytime someone moves into a new role, there is an adjustment period to figure out how to be effective. When that transition is from an individual contributor to manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople.

Sales Management 96

Sales Management Management Sales Meetings 96

Engage Selling

SEPTEMBER 15, 2017

I’m going to share a quote with you that a client recently reminded me of that I used to say all the time.

Sales 88

Sales Client Relationships Communication 88

MTD Sales Training

SEPTEMBER 11, 2017

You’ve been there before; ten minutes into the sales interaction, the prospect is demanding to know the price. You do what you can to avoid divulging the price prematurely, but the prospect insists. If you sell a product or service such that it is impossible to quote a price until later in the process, that helps. However, when you have exhausted the usually options and answers and the prospect remains adamant, then here are three powerful ways to either get this under control or terminate a bad

Decision-making 77

Decision-making Sales Training Sales Management 77

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.

Tenfold

SEPTEMBER 19, 2017

These days, it is no longer enough to argue that enterprise companies are too big to bother with social media. Remember this Sales 101 basic: be where your market is. Right now, they are online. The numbers are daunting. Of the 7.3 billion global population as of July 2015, more than 3 billion use the internet. Of these, more than two thirds are on social media.

Media 71

Media B2B Decision-making Digitalization 71

Hubspot Sales

SEPTEMBER 29, 2017

Good communication skills are essential for achieving sales success, but your frontline sales team's face-to-face communication depends on much more than their language. Some research suggests non-verbal behavior is actually more significant than verbal aspects of communication. Your sales training and sales coaching should emphasize the importance of body language so your sales team can understand and react to their clients' body language and use positive, open body language themselves -- impro

Negotiation 111

Negotiation Communication Sales Training Sales 111

SBI Growth

SEPTEMBER 9, 2017

Meetings 118

Meetings Sales 118

Openview

SEPTEMBER 14, 2017

Editor’s Note: This article first appeared on Inc. here. When ranking the list of professions that are likely to be replaced by AI, sales is often way down on the list , along with chiropractors and preachers. The rationale for such predictions are that sales is still considered a high-touch profession. A recent survey showed that in certain industries, people would rather buy from someone who is charismatic and fun even if that salesperson doesn’t know their product well.

Artificial Intelligence 90

Artificial Intelligence Meetings Sales Management 90

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

SEPTEMBER 28, 2017

Are you present enough with your clients? A couple of years ago, I had just boarded a flight and noticed an attendant in the aisle helping another passenger find their seat.

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MTD Sales Training

SEPTEMBER 6, 2017

The old adage, “It is not what you say, but how you say it,” is true and valid. In today’s business environment, the wrong words or tone of those words can cause misunderstanding and resentment. As today’s buyers are more educated and sophisticated, sales management must realise that today’s sales people have evolved as well. You Said One Thing, They Heard Something Else.

Communication 74

Communication Sales Training Sales Sales Management 74

Planview

SEPTEMBER 1, 2017

“Every human being has a great idea.”. This quote by Lale Kesebi, Chief Communications Officer and Head of Strategic Engagement at Li & Fung, perfectly sums up an opportunity that’s right in front of every company’s face. Whether your organization has 100 or 100,000 employees, each individual has ideas for new products or improvements, drawn from their day-to-day experiences and knowledge.

Software 63

Software Software Financial Services Facilitation 63

Hubspot Sales

SEPTEMBER 29, 2017

Conversational presenting is a big trend in 2017. It signals a change in how audiences want to receive information and reveals a flashy slide deck isn’t enough to win over your prospects anymore. Treating each meeting like a conversation allows you to navigate presentations based on your prospect’s needs. It also ensures better communication, retention, and engagement before, during, and after you present.

Decision-making 111

Decision-making Facilitation Meetings Communication 111

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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.

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SBI Growth

SEPTEMBER 7, 2017

Now is the time to finalize or stress-test your strategic plan, and there’s no time to waste. The NFL season kicks off tonight and before you know it, Thanksgiving will be around the corner. Average and poor performing companies tend.

Marketing 116

Marketing Sales 116

Openview

SEPTEMBER 19, 2017

The buying environment is becoming increasingly complex. A few reasons are likely top of mind including the emergence of new competitors, frequency of touchpoints, ever-shortening buyer attention span, and so on. But have you considered how a generational shift in your prospects’ demographics might impact the buying environment as well? Today’s B2B buying committees are growing more diverse as Millennials take their seats alongside Generation X and Baby Boomers.

B2C 76

B2C B2B Decision-making Marketing 76

Engage Selling

SEPTEMBER 21, 2017

Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing.

Sales 71

Sales Marketing Client Relationships Communication 71

MTD Sales Training

SEPTEMBER 14, 2017

I’m sure you’ve been in that situation where you’re about to gain commitment from the buyer and then you put your foot right in at, and completely blow the moment! It could be that you said something the buyer picks up on and it makes them nervous about making that final decision. This is the point of every conversation where you don’t need to put any pressure on the buyer.

B2C 72

B2C Sales Training Decision-making B2B 72

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

RAIN Group

SEPTEMBER 13, 2017

Negotiating a sale is never easy, and more often than not you'll be faced with price pushback, lengthy delays, excuses, purchasing nightmares, and more—even after you think you've done a solid job making your case.

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Negotiation Sales 53

Louise Collins Associates

SEPTEMBER 26, 2017

What is insight and how does it fit within Key Account Management (KAM)? In a previous role I had the pleasure of leading Global Marketing Excellence for a major pharmaceutical organisation. Marketers are all too familiar with the concept of insight generation, it is the backbone of marketing. What do we mean by insight, and what is the role of insight in the broader organisational sense?

Key Account Management 52

Key Account Management Stakeholders Healthcare Account Management 52

SBI Growth

SEPTEMBER 5, 2017

Sales 112

Sales 112

Openview

SEPTEMBER 26, 2017

I just returned from Dublin where I spoke at SaaStock 2017 (what an amazing group of founders and investors!) to share some of the lessons I learned while building out NetSuite’s BDR team. NetSuite is the world’s leading cloud ERP provider. Founded in 1998, they IPO’d in 2007 and were ultimately acquired by Oracle for $9.3B in 2016. What’s amazing about NetSuite is that their software can literally be used by any company.

Investors 73

Investors Leadership Management CRM 73

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

Engage Selling

SEPTEMBER 14, 2017

This week, I had the pleasure of addressing 400 top Financial Services professionals at a national sales conference in Las Vegas.

Financial Services 65

Financial Services Sales Client Relationships Communication 65

MTD Sales Training

SEPTEMBER 3, 2017

There’s a great saying that I’m sure you know well; “The bitterness of poor quality remains long after the sweetness of low price is forgotten” Most clients know the association between low price and poor quality. Here are 10 things that the prospect wants more than the lowest price available. 1) Reliability And Dependability.

Sales Training 72

Sales Training Marketing Sales Management 72

RAIN Group

SEPTEMBER 6, 2017

According to a recent study from the RAIN Group Center for Sales Research, 55% of leaders at companies don't believe their sellers have the negotiation skills needed to consistently win new business.

Negotiation 53

Negotiation Sales 53

Planview

SEPTEMBER 5, 2017

In May of this year, we had the opportunity to chat with Dr. Jill Waters, Lean Six Sigma Coordinator at Adventist Health, which is a not-for-profit healthcare organization comprised of over 20 hospitals and over 30 clinics in the U.S. Jill shared a ton of invaluable process improvement and innovation insights she has learned during her time at Adventist.

Brainstorming 49

Brainstorming Healthcare Idea Management Profitability 49

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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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