Hubspot Sales
NOVEMBER 9, 2018
One of the first steps when working with home sellers is setting the listing price of a home. When working with buyers, that first step is usually checking the value of a home before making an offer to purchase. A home’s current worth can be difficult to pinpoint, and the best and most common way to find out how much a home is actually worth is by running a comparative market analysis.
Openview
NOVEMBER 6, 2018
In my experience, at the $1 million ARR stage, most SaaS companies find themselves in one of two buckets. Either their sales organization is firing on all cylinders or falling apart at the seams. You can guess what happens to the companies who have sales teams that are knocking it out of the park. Customer acquisition increases as they continue to execute strategies and tactics that they know work well and shed the ones that don’t.
RAIN Group
NOVEMBER 7, 2018
"Can you send me a proposal?". Sellers love to hear these 6 words from buyers. Once you submit a proposal, you can move forward to the win. While a good proposal summarizes what you've already discussed and agreed to, a proposal is, at its core, a persuasive document that communicates to buyers why they should buy, and why they should buy from you.
SBI Growth
NOVEMBER 6, 2018
A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot Sales
NOVEMBER 6, 2018
In 1997, Billy Beane became the General Manager of the Oakland A’s. The A’s had the lowest payroll in Major League Baseball and in the four full seasons before Beane became GM, the A’s averaged less than 70 wins a season. Beane knew if he was going to build a contending team, he would not be able to do it the traditional way. Beane’s strategy -- as depicted in the 2011 film, “Moneyball” -- has traversed beyond the world of baseball to nearly all sectors of business and has become synonymous with
Engage Selling
NOVEMBER 3, 2018
It used to be that buyers needed to know you first before they could trust your product. Today the reverse is true.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
NOVEMBER 9, 2018
It’s early November, and only a few weeks away from Thanksgiving. For some, Thanksgiving is an opportunity to reflect on what they are thankful for in life: friends, family, the food on the kitchen table—a smoked chipotle turkey with stuffing and.
Hubspot Sales
NOVEMBER 5, 2018
Questions are some of the most valuable tools in a salesperson’s arsenal. With a well-crafted inquiry, reps can open their prospect’s mind to a new possibility, compel them to action, discover relevant information, or secure buy-in for the next step. But if reps ask questions aggressively, they won’t get far. Instead, they’ll alienate prospects or even anger them -- and, unsurprisingly, angry prospects aren’t eager to talk.
The Center for Sales Strategy
NOVEMBER 6, 2018
How many decisions does a sales manager make in day? 10? 25? 50? That number probably varies, but most people would agree sales managers make a lot of decisions each day as they navigate changing conditions, corporate demands, and plenty of persuasion from their salespeople about doing what they want them to do. Better sales managers make good decisions more often than mediocre sales managers.
MTD Sales Training
NOVEMBER 5, 2018
Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be spending your valuable time. It focuses on what are the most significant areas for you to concentrate and focus on that will bring the biggest returns.
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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.
Engage Selling
NOVEMBER 8, 2018
Every time I speak to a new sales audience, someone starts up with a familiar whine: “Colleen it’s different around here…” “Colleen what you need to know about our market is…” “Colleen it’s unique here…” And then they go on … Read More »
Hubspot Sales
NOVEMBER 8, 2018
Congratulations! Your client closed on their dream home and it's time to show your appreciation. Or your client's home finally sold, and it's time to celebrate. You've been working with them for months and you've likely learned a lot about them. A closing gift is a great way to say ‘thank you' for their business. In real estate referrals and repeat business are important, and a closing gift is one way to ensure the buying or selling experience ends on a high note.
The Center for Sales Strategy
NOVEMBER 8, 2018
Sales superpowers? Yes, really. To understand what I mean, please take a step back from the world of selling and focus instead on the process of buying. The easiest way to wrap your mind around this is to consider a few common business-to-consumer (B2C) purchasing processes like buying a car, remodeling a kitchen, or selecting a college. Looking through that lens, it is easy to see how different the process of buying is today than it was only 10 years ago.
SBI Growth
NOVEMBER 8, 2018
As The CEO, you obsess about your Customer. You also know you need to transform your Customer Experience. You are aware that customer expectations have risen, however, your company has not evolved to address them. You are committed to CX.
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.
Engage Selling
NOVEMBER 9, 2018
????????A few weeks ago, I had a rousing discussion on LinkedIn about the downside of pushing too hard as I recently did a Facebook Live video about pushing hard until the end of the year.
Hubspot Sales
NOVEMBER 9, 2018
The pet boarding and grooming industry is growing -- it has grown 6.8% over the past five years to draw in eight billion dollars of revenue in 2018. And the number of businesses in this industry has grown by 5.1% in the same timeframe. If you're looking to start a business in the pet grooming and boarding industry, have you considered a franchise ? If you answered ‘yes', then Dogtopia might be a good option for you.
The Center for Sales Strategy
NOVEMBER 5, 2018
Campaign recaps have become an expectation of doing business in the digital marketing era, but they often become a delivery report instead of reporting on the performance of a campaign. The goal of any recap should be to sell the results of that campaign in an effort to retain and grow the business. Over the years, I’ve seen some really good recaps, and I’ve seen some bad ones.
Nutshell
NOVEMBER 7, 2018
Our industry is funny when it comes to “inbetweeners.”. We have no problem holding unicorns on a pedestal and worshipping them like idols. And we gladly celebrate total failure (perhaps too much ) because you can learn a lot from people who took a big swing, whiffed, and managed to bounce back. But the vast majority of tech companies are more like Nutshell.
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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.
Corporate Visions
NOVEMBER 5, 2018
The post Seven Tips for More Effective Sales by Corporate Visions appeared first on Corporate Visions. You always want to ensure that your business is getting the most from your sales resources. But in today’s economy, maximizing sales effectiveness is critical – and could make the difference between struggling for survival and generating growth.
Miller Heiman Group
NOVEMBER 5, 2018
With organizations facing an ever-evolving (and uncertain) future, it can be difficult for sales leaders to draw a bead on the best focus areas to ensure success. Should they be developing talent? Investing in the latest technology? Widening the net to search for new customers, or nurturing their long-term clients? No matter what, sales transformation is a strategic endeavor.
The Center for Sales Strategy
NOVEMBER 7, 2018
We're partially through the 4th quarter of the year, and as planning is in the works for the following year, it’s a great time to do an account review with your team. After all, their success equals your success, so it’s vital that you help them set a strategy that helps them meet their goals.
Outbound Engine
NOVEMBER 6, 2018
These real estate headline examples provide inspiration from real estate professionals like yourself. Sometimes it’s hard to come up with yet another real estate headline. You know your property is amazing, but distilling it all down to one or two sentences is a challenge. While there are plenty of rules you can follow when writing your listing, real estate headline examples should be unique and compelling.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Corporate Visions
NOVEMBER 7, 2018
The post You Don’t Need a Better Sales Process – You Need a Better Sales Message by Corporate Visions appeared first on Corporate Visions. When Sales needs to hunker down and improve its performance, what do you typically hear from sales management? “We need a better sales process.” Then, your sales management team and your sales training experts spin the dial to pick one of the many options available in the marketplace – in hopes that it will help you rise above the economic p
Revegy
NOVEMBER 8, 2018
Your strategic account planning process is integral to optimizing revenue in your largest accounts. In an interview hosted by Revegy’s Anne Kimsey, VP of Product Management, SiriusDecisions’ Research Director of Sales Operations Strategies, Robert Muñoz, shared the critical ingredients of effective account plans and how to drive results through living account plans.
The Center for Sales Strategy
NOVEMBER 9, 2018
- WHAT'S MOTIVATING US THIS WEEK -. "THE ONLY LIMIT TO OUR REALIZATION OF TOMORROW WILL BE OUR DOUBTS OF TODAY.". -FRANLIN D. ROOSEVELT. - WHAT WE'VE BEEN READING THIS WEEK -. > The Sobering Truth: Why You Can’t Sell to C-Suite Executives — Hubspot. Senior decision makers in general are becoming fatigued by salespeople’s questions. This post shares data that supports strategies to help you sell to C-Suite executives.
SBI
NOVEMBER 8, 2018
Customer-Specific Prices: The Silent Source of Margin Leakage. For many B2B companies, the creation, maintenance — in response to cost changes and low volume compliance — and renewal of customer specific price exceptions and agreements present an opportunity to either inadvertently give away margin or capture the fair and appropriate value of customer relationships.
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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
Corporate Visions
NOVEMBER 7, 2018
Want to wow your sales team for kickoff? Try some new approaches that could help reps have value conversations customers want to have. Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. You definitely have to set the dates, confirm the budget, find the location, and get executive buy-in. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using.
Outbound Engine
NOVEMBER 6, 2018
The benefits of email marketing for small businesses are not always obvious. Email marketing is being used by thousands of organizations to promote their businesses and to grow revenue. If you’re on the fence about email or overwhelmed with information, we want to help you get started. Here are five benefits of email marketing for small businesses. 1.
Help Scout
NOVEMBER 7, 2018
Although email connects us to the world, it’s also a source of daily angst. Email management only gets more complicated when your job is to help people every day. For customer support professionals, email management software is no longer optional — it’s essential for an efficient workflow. As simple and affordable as they are, email distribution lists and shared inboxes can lead to overlooked customers, dropped work and duplicated efforts.
SBI
NOVEMBER 6, 2018
game chang·er. noun. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a potential game changer that could revitalize the entire US aerospace industry”. The Smart Selling Tools community knows about our weekly Executive Interview Series. Each interview is an opportunity to learn about different solutions and what way they’re changing the game for sellers.
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.
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