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.

Sales Training 144

Sales Training e-Learning Onboarding Sales 144

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.

Marketing 115

Marketing Management Customer Experience Media 115

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.

Sales 101

Sales Suppliers Decision-making Sales Training 101

Nutshell

OCTOBER 1, 2019

It always pays to read the fine print—especially when it comes to Salesforce contracts. While Salesforce remains the most well-known name in CRM software , their billing practices, one-sided contracts, and minimal user support can make them a bad fit for small businesses. Many Salesforce customers have encountered substantial financial hardships and unbelievable frustration simply because they didn’t know what they were getting themselves into.

Negotiation 99

Negotiation CRM Software Software 99

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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

Hubspot Sales

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 years , down by half from 2010. Furthermore, the average sales professional turnover rate is 35% — a dramatic number compared to the average turnover rate of all industries, which is just 13%.

Management 142

Management Performance Review Sales Software 142

SBI Growth

OCTOBER 2, 2019

You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.

Decision-making 104

Decision-making B2B Marketing Sales 104

CSSP

OCTOBER 4, 2019

Annual Strategic Planning. Strategic Planning should not be a one-and-done business process. As a rule, your organization should conduct annual strategic planning even though it’s time horizon is typically multiple years. Why, you ask? Isn’t a strategic plan valid for more than one year? No, for a number of reasons. First, if the rate of change in your competitive environment is rapid.

Supply Chain 89

Supply Chain Innovation Profitability Strategic Thinking 89

Hubspot Sales

OCTOBER 4, 2019

Sales automation may just be the answer to all your selling woes. No, really. Have you ever: Lost a deal because you forgot to follow up? Spent precious minutes adding opportunities or leads to your CRM? Overlooked an issue in your sales process for a dangerously long time? Called leads in alphabetical order rather than best fit? Went back and forth with a prospect figuring out a good time to meet?

CRM 108

CRM Sales Artificial Intelligence Software 108

SBI Growth

OCTOBER 1, 2019

Mapping the Customer Journey Is Complex – but It’s Worth the Effort.

Marketing 103

Marketing Sales 103

The Center for Sales Strategy

OCTOBER 3, 2019

Sales enablement is a broad and powerful term that covers a lot of sales functions under one large umbrella. We define sales enablement as the strategy, content, technology, and training that empowers sales teams to sell smarter and faster. Sales enablement tools put the right resources and content in the salesperson's hands right when they need it.

Sales 84

Sales 84

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

OCTOBER 3, 2019

You’ve probably heard some of the buzz around leading with fear.

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83

Hubspot Sales

OCTOBER 1, 2019

Between developing a scalable sales process, collecting data, and helping your team sell, it can be hard to properly track your sales team's performance. However, bad data and reporting could result in fewer sales, a decrease in customer satisfaction, and poor decisions. In fact, your sales team could be wasting time chasing poor leads due to bad data.

Sales 108

Sales Decision-making Software Software 108

SBI Growth

OCTOBER 4, 2019

As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to.

Sales 91

Sales Marketing 91

RAIN Group

OCTOBER 2, 2019

Sales success doesn't just happen. Sales winners aren't born with special knowledge or abilities that others don't have. Maybe it looks that way when you watch top performers from the outside, but they've worked to hone their skills, constantly learning and improving. And guess what? The secret to sales success isn't, as Blake says in Glengarry Glen Ross , to "Always be closing.".

Sales 83

Sales 83

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

The Center for Sales Strategy

SEPTEMBER 30, 2019

Sales managers and sellers can agree that developing trust with a customer is one of the most important parts of the sales process. Simply put, customers don't buy from people they don't trust. However, they buy more from people they do trust! Here are some tips on how to develop trust with your customers.

Sales Management 80

Sales Management Management Sales 80

Hubspot Sales

OCTOBER 4, 2019

How mature is your organization’s sales enablement structure? If you don’t know how to answer that question, don’t stress. We’re here to help you figure it out. Sales enablement is the process of providing your company’s sales team with the resources they need to be successful. Common sales enablement resources include tools, automation, content, and information that prepares your reps to close new business.

Sales 103

Sales Organization CRM Business Growth 103

Nutshell

SEPTEMBER 30, 2019

Quick question: Which software tool does your company use for project management and planning? What about time management? Or resource scheduling and invoicing? If your answer is “a bunch of different tools that I barely remember how to log into” or “nothing,” you might want to see this. Paymo is a work management platform for small and medium-sized businesses that has served over 150,000 users worldwide since launching in 2008, offering a wide range of efficiency tools that help teams work smar

Software 80

Software Software Management 80

Groove HQ

OCTOBER 1, 2019

Whether you’re hiring for your first customer service representative or expanding a team, use these job interview questions to find top performers. (Hint, they’re not really questions.) A good friend of mine leads support at a fairly well-known software company. A large part of her job is finding, interviewing, and hiring new agents in various […].

Software 77

Software Software 77

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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.

Meetings

The Center for Sales Strategy

OCTOBER 2, 2019

Today’s consumers are distracted with numerous options and bombarded with loads of information. As a result, they often struggle to find the products or services that best meet their needs. In a rapidly changing industry, tools, and tactics that enabled sales and closed deals just a few years ago don’t stand a fighting chance today. Innovation and agility are keys to staying ahead of altering consumer demands.

Innovation 80

Innovation Sales Meetings Sales Management 80

PandaDoc

OCTOBER 4, 2019

It doesn’t matter how good your product or service may be, or what kind of deal you’re offering potential clients. If you can’t clearly communicate your value proposition through a well-written and well-delivered presentation, you’re never going to land the sale. Savvy salespeople know that it isn’t just what you say. It’s how you say it. That’s why they invest in improving their proposal development and presentation skills in order to avoid the common mistakes too many sellers fall victim to.

Value Proposition 72

Value Proposition Digitalization Meetings Software 72

Strikedeck

OCTOBER 1, 2019

Vincent Manlapaz, in an interview with Christina Wong, (Director of Customer Success and Support at Badger Maps), talks about achieving measurable results through authentic , genuine engagements with customers.

Customer Success 71

Customer Success Onboarding Customer Experience 71

Revegy

OCTOBER 2, 2019

We all know that all clients are not created equal. Your approach to managing and growing your most strategic accounts impacts your ability to optimize revenue. Why Focus on Key Accounts? Key Accounts are your most profitable, scalable, and tenured clients. For many companies, they are typically large, complex global entities with multiple buying units, functions and verticals.

Account Growth 69

Account Growth Key Account Management Account Management Account Planning 69

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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

Sales

The Center for Sales Strategy

OCTOBER 1, 2019

Baby Boomers (1946-1964), Gen X-ers (1965-1979), and Millennials (1980-1995) have been the core generations that sales managers have long tailored incentive and engagement programs to. All have very different goals, needs, and work styles that require accommodation in order to improve sales performance, reach sales goals, inspire, and motivate. Entering today’s workforce is the fourth generation, labeled Generation Z.

Management 73

Management Sales Sales Management 73

Engage Selling

OCTOBER 4, 2019

????????????????????????????????? We’ve seen a lot of very high performing sales managers that come through our program. And one thing I noticed was that most of them were never the best salesperson in their organization.

Sales Management 68

Sales Management Management Sales Organization 68

Miller Heiman Group

OCTOBER 2, 2019

This week’s guest needs no introduction: legendary consultative selling expert Neil Rackham joins host Greg Moore to reflect on his 50 years of research that’s changed the face of sales. Moore worked for Rackham early in his career, and their lively conversation takes us down memory lane, from the research that Rackham conducted that led to his seminal 1988 book, SPIN Selling, to where he sees sales evolving through technology and creativity.

Artificial Intelligence 67

Artificial Intelligence Publishing Decision-making Sales 67

Sandler Training

OCTOBER 1, 2019

Selling to major accounts, also known as enterprise accounts, is radically different from selling in other spaces. For one thing, the major account selling cycle is a continuous process – continuous because there’s no end to the cycle of selling to and serving large accounts. The post Selling Major Accounts: Following the Roadmap of Value appeared first on Sandler Training.

Sales 60

Sales 60

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

The Center for Sales Strategy

OCTOBER 4, 2019

- MOTIVATION -. "If You Don't Stand For Something, You Will Fall For Anything.". -Gordon Eadie. - AROUND THE WEB -. > The Sales Leader's Guide to Performance Management - HubSpot. As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue.

Management 66

Management Sales 66

MTD Sales Training

OCTOBER 2, 2019

Episode 36: Small businesses versus large, summary statements and a quote from Zig Ziglar. In this episode we look at how a smaller businesses differ from larger ones you may be dealing with. Our skillspill outlines the benefits of summary statements with buyers and how they can build trust and progress the sale. And a quote from Zig Ziglar. Take a look at this episode on [link].

Small Business 48

Small Business Sales Training Sales 48

Miller Heiman Group

OCTOBER 4, 2019

We’re excited to announce we’ve opened the nominations for the 2020 Miller Heiman Group Icons program. The Icons program honors outstanding client facilitators as trusted ambassadors and advocates of our sales and service methodology and skills programs. The community extends across the globe, in diverse industries and of all company sizes. What Do We Look for in a Miller Heiman Group Icon?

Facilitation 55

Facilitation Innovation Organization Sales 55

Sandler Training

OCTOBER 3, 2019

Often, we’re frightened when we come to terms with a problem that has grown out of proportion and seems dangerous. As these problems manifest, we become more and more aware of the intricacies that have created it. The post The Worst Things We Do; We Do to Ourselves appeared first on Sandler Training.

Sales 53

Sales 53

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing