Hubspot Sales
MARCH 23, 2018
Sales Call Tips. Start Sales Calls with a Bang. Don't Bad-Mouth Competitors. Use Awesome Labels. Set the Agenda and Stay in Control. Stand Up. Use Emphasis Wisely. Simplify Options. Adopt Smart Product Positioning. Get Emotional. Clarify Product Value. Empower Customers. Remember, There's a Time for Everything. Serve Hot, Not Cold. Observe, Record, and Predict.
RAIN Group
MARCH 28, 2018
How many touches does it take to make a sale? The simple answer is: more than most people think! According to our Top Performance in Sales Prospecting research, it takes an average of 8 touches to get an initial meeting (or other conversion) with a new prospect. But the initial meeting is just the beginning. It takes a lot more to make the sale.
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SBI Growth
MARCH 1, 2018
Our guest on SBI TV is Burney Barker, SVP of Worldwide Sales at Gigamon. Follow along as we learn from a transformative global sales leader with success at EMC, Dell, and now with Gigamon. With 96%+ of Gigamon’s revenue coming.
Nutshell
MARCH 23, 2018
What is CRM? Even if you’ve never used a CRM before, you’ve probably heard the term echoing through your industry. You know that many companies (including your competitors) are implementing CRM software because it saves time and drives sales. But what is CRM? And what can it do for you? CRM—or customer relationship management —is business software that helps individuals and teams maximize their customer communications and sales efforts.
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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.
The Center for Sales Strategy
MARCH 6, 2018
It’s easy to assume that as a manager, we’re expected to make all the decisions, give directions, and generally just be sure that things are getting done by our team. While there is a little bit of truth to that, the best leaders know that in order to truly be effective and successful you must do one thing really, really well… Ask good questions. And it doesn’t stop there.
Sales Readiness Group
MARCH 19, 2018
Attention prospective salespeople—here’s a hint. If you want to work on my sales team, you have to show me you can sell.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Openview
MARCH 16, 2018
Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. I’m going to take you back, way way back. The year is 1999. And what we now consider to be “old cloud” companies were just being founded. Salesforce was one of the first out of the gate with an inside model.
SBI Growth
MARCH 28, 2018
In this line of work, I run into many turtles on fence posts. If you have never heard the expression, it refers to a management fable that goes like this: When you walk down the road and see a turtle.
Nutshell
MARCH 5, 2018
Meeting new people at a business conference or networking event is easy. Turning those fresh contacts into actual business relationships is another story altogether. Sales teams often attend conferences and networking events “ just to get their name out there , ” with no strategy for what to do with the contacts they collect. In fact, 62% of businesses don’t follow up with their leads after events , suggesting a tremendous amount of missed revenue (and wasted effort).
The Center for Sales Strategy
MARCH 8, 2018
Think of sales performance as a three-legged stool. When all three legs are strong, there is nothing sturdier. But if one of the legs isn’t holding up its weight, the stool can no longer do its job. Just as you need all three legs on that stool, so too must a sales organization have three solid legs to carry the weight of the expectations placed on it.
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.
Sales Readiness Group
MARCH 29, 2018
The battle cry for Sales Coaching has never been greater. Learning and development professionals and senior sales leaders continue to identify Sales Coaching as a top priority for their frontline sales managers.
Hubspot Sales
MARCH 21, 2018
Best Sales Questions. "What are your short-term goals? Long-term goals?". "What does this purchase mean to you? What does it mean to your company?". "What is your boss hoping to accomplish in the next year?". "How do your team objectives play into your department's strategy?". "What do you perceive as your greatest strength? Weakness?". "How does your company evaluate the potential of new products or services?".
RAIN Group
MARCH 21, 2018
There are 2 stats that are cited in sales articles all the time: 57% of the purchase decision is made before a customer calls a supplier. 67% of the buying journey is now done digitally. The question, however, is so what? Sellers and sales leaders often interpret this to mean that buyers don't want to hear from sellers. This is far from the truth.
SBI Growth
MARCH 29, 2018
Our guest on SBI TV is Paula Shannon, the Chief Sales Officer at Lionbridge. Paula shares her journey going from a publicly traded company, as a chief sales officer, to a company owned by a private equity firm. She discusses.
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
MARCH 14, 2018
For many companies, sales teams are the ultimate growth engine—which makes effective hiring of sales reps tremendously important. Figuring out the right time to hire, nailing down the responsibilities and expectations of the sales role, and understanding how to evaluate and select the best talent can make or break your business. And rightfully so: If you hire the wrong person, it can end up costing your company a fortune to find, hire, onboard, and train a replacement.
The Center for Sales Strategy
MARCH 22, 2018
Inbound and outbound sales strategies are both crucial to a healthy, thriving business. Since leads are the lifeblood of most sales teams, receiving them in more than one way allows your company to be dynamic and flexible, easily shifting with the latest marketing trends and poised for conversions.
Openview
MARCH 5, 2018
A little more than six years ago, my partner Lee Demby wrote that when talking with customers about the value of C-Level executive insights, he sometimes heard, “But we don’t sell to the C-level.”. Times have changed. Technology vendors have woken up to the reality that C-Level conversations are inevitable and necessary. Why? Because major technology purchases are increasingly tied to corporate-wide, digital transformation efforts, which are largely being driven by C-Level players.
Hubspot Sales
MARCH 20, 2018
Types of Objections. The Brush-Off. Competition. Procrastination. Budget. Getting in the Weeds. Avoidance. The Gatekeeper. When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing.
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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
MARCH 26, 2018
It’s been a long time since I was perturbed about a sales practice. That changed last week at Saks Fifth Avenue with Georgio Armani cosmetics. Congratulations to the brand for forever tarnishing themselves in my mind. Aggressive and subversive sales tactics never work.
SBI Growth
MARCH 31, 2018
The diagnostic data summarized in the attached report is from 15 financial service firms who are in various stages of working with SBI. Each financial services company recently assessed their company’s revenue growth capabilities with a Revenue Growth Diagnostic. These.
RAIN Group
MARCH 14, 2018
Buyers are awash with information, bombarded with sales and marketing messages, crazy busy, and tasked to do more with less. Yet they still want to hear from sellers and they still accept meetings with sellers who reach out to them proactively. 82% of buyers will accept meetings with sellers who reach out. The sellers who secure these meetings achieve significantly greater success with a much different approach.
The Center for Sales Strategy
MARCH 15, 2018
Recently I read an article by James Altucher, author of The Power of No in which he explained, “I’m going to be dead for about 9 or 10 trillion years. And only alive for the next 40 or so.” Pretty depressing stuff there, Mr. Altucher, but actually a little inspiring too. It puts things into perspective, right? We have a short window of time to make our mark on this world while at the same time, finding happiness.
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.
PandaDoc
MARCH 2, 2018
Everyone says that time is money. But this statement is especially true for sales reps. Commission-based jobs know no time restraints. Hustling is good. But there’s also a point of diminishing returns. Another 80 hour week doesn’t necessarily mean you’re crushing it. It probably means you’re taking meetings you shouldn’t. You’re doing too many repetitive admin tasks.
Hubspot Sales
MARCH 21, 2018
Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. But who has higher on-target earnings, better quota attainment, and brings in more revenue? New research has those answers.
Engage Selling
MARCH 8, 2018
Everything old becomes new again… Have you heard of that saying before? I bring it up because it’s true, especially with an “old” lead generation practice which is turning into one of the hottest trends of 2018.
SBI Growth
MARCH 20, 2018
Our guest on SBI TV is Dan Levinschi, the Vice President of Marketing for PandaDoc. Dan is a revenue generating marketer who knows how to quickly transition from marketing strategy to execution. If you prefer to watch a video of.
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.
Miller Heiman Group
MARCH 6, 2018
A majority of sales and service organizations now have dedicated staff and programs for sales enablement. But CSO Insights research shows that despite increased adoption, many organizations still aren’t seeing optimal results from their sales enablement investments. As more and more organizations embrace enablement, it’s critical for leaders to understand how to properly launch a sales enablement practice and improve existing enablement practices to achieve the best possible outcomes.
The Center for Sales Strategy
MARCH 13, 2018
Recruiting and hiring top talent is a tall order! But it is critical for success in a sales organization.
Jeffrey Gitomer
MARCH 22, 2018
More than half the time you hear the line, "I need home office approval," it's a lie. A stall tactic that frustrates and deceives. The challenge this objection presents is to find out if it's the truth (or true objection).
Hubspot Sales
MARCH 19, 2018
New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. This stems from strong competition and an increasing number of decision makers on the buyer’s side. Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. Understanding how buyers make decisions.
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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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