Hubspot Sales

AUGUST 12, 2018

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all. You're not the only salesperson who feels apprehensive about the close. However, without that feeling of risk, successfully closing a sale wouldn't be so thrilling -- which drives salespeople to continually strive for more.Because sales professionals are expected to generate the

Sales 145

Sales Onboarding Meetings Communication 145

Nutshell

AUGUST 16, 2018

Definition of Cold Calling: Cold calling is a form of telemarketing in which a salesperson attempts to solicit business from potential customers who have not previously expressed interest in the seller’s product or solution. For outbound sales teams, cold calling is often the first—and arguably the most important—step towards creating sales opportunities.

Decision-making 132

Decision-making Prioritization B2B Marketing 132

SBI Growth

AUGUST 15, 2018

Joining us on the SBI Podcast is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo. In today’s show, Sarah details how to apply the discipline of revenue attribution to marketing. Why this topic? CEOs, CMOs and CROs need to understand.

Marketing 76

Marketing B2C Acquisition B2B 76

Sales Readiness Group

AUGUST 17, 2018

To maximize sales results, a sales manager has to ensure that his or her team is operating at their peak level like a sports team. That’s where coaching comes in—it’s one of the most important things you can do as a manager to drive better sales results. Coaching is the time you spend 1:1 with your team members to improve their ability to sell. The most common obstacle preventing sales managers from coaching their teams is time commitment.

Sales Management 75

Sales Management Management Sales 75

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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

AUGUST 13, 2018

Sales forecasting can play a major role in your company’s success ( and your own career development ). According to research from the Aberdeen Group , companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% more likely to hit quota. But despite the advantages, many sales leaders struggle to create sales forecasts that are anywhere near reality.

Sales 141

Sales CRM Procurement Decision-making 141

Nutshell

AUGUST 13, 2018

Whether it’s a killer closing tip or just some well-timed encouragement, guidance from a sales mentor can change the course of a young salesperson’s career. Even the simplest principles can be powerful when you learn how to apply them. We asked 11 sales professionals, entrepreneurs, and business executives about their mentors and the greatest lessons they learned from them.

Sales 86

Sales e-Learning Logistics Investors 86

Engage Selling

AUGUST 17, 2018

?????????????????????????????Today, I have a challenge for you that you can do over the next week or the next month. Put down your Powerpoints. Instead, I want you to focus on the audience and the message that you’re sending to them.

Sales 72

Sales Client Relationships 72

Hubspot Sales

AUGUST 13, 2018

“Just stop,” s pat the COO from across the table. “I don’t have time for this generic line of questioning.”. I was two years into my first tech sales job, thinking I was doing everything right. I asked open-ended questions to unearth pain. Just like the sales books told me to do. Yet this COO kicked my teeth in, leaving me and his ops manager twiddling our thumbs.

Banking 100

Banking Decision-making Publishing Meetings 100

Nutshell

AUGUST 17, 2018

MailChimp is a beloved staple in the email marketing world. Almost everyone has heard of the platform, and if you communicate with customers for a living, there’s a good chance that you’ve used MailChimp to send out email newsletters and marketing drip campaigns. However, MailChimp can also be an essential B2B sales tool when used in the right context.

B2B 72

B2B Sales Communication Marketing 72

SBI Growth

AUGUST 15, 2018

In today’s omni-channel world answering that question has never been more challenging for a CEO. There are no longer any boundaries for how, when and where potential buyers may be exposed to your products or services. However, without the right.

Marketing 66

Marketing Organization Sales 66

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.

MTD Sales Training

AUGUST 15, 2018

It’s one of the biggest challenges that salespeople face in today’s selling world, and one that most people ask about on our programmes; how do we deal with objections? Objections occur when prospects or customers have not seen the overall value of the solution you are offering to them or their business. Depending on the type of objection, you can view it from different perspectives; it could be a sign they are interested but some variables like price need to change, or some of the parameters th

Sales Training 61

Sales Training Decision-making Sales Management 61

Hubspot Sales

AUGUST 15, 2018

When a salesperson sends a message to a lower-level prospect, they can afford to try a stronger ask at first and then tweak it or scale back as necessary. But when you’re pitching to a CEO, you really only have one shot to engage them. Bungle the ask and you might miss the runway entirely. With this in mind, salespeople must be deliberate and thoughtful in how they approach CEOs if they hope to receive any kind of response.

Decision-making 99

Decision-making Meetings Software Software 99

Openview

AUGUST 16, 2018

Every new year brings with it trendy buzzwords related to sales – (like freemium ), but one word has show up time and time again: data. With phrases like data analytics, sales data, big data and data sets, the collection of information is driving everything from sales coaching and productivity to predictivity technologies and marketing campaigns. No matter how big your business, if you’re not using data analytics to drive your sales, you’re going to fall behind your competition.

Emotional Intelligence 60

Emotional Intelligence Sales Manufacturing CRM 60

SBI Growth

AUGUST 12, 2018

Business service firms can make significant gains if they have pricing discipline, unfortunately most do not. In fact, 30% of companies reduce pricing by 10-24%. This variance in pricing leads to poor sales behaviors, customers who expect discounts and most.

Business Services 63

Business Services Sales Profitability Government 63

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

AUGUST 17, 2018

- WHAT'S MOTIVATING US THIS WEEK -. "When we tell people to do their jobs, we get workers. When we trust people to do their jobs, we get leaders.". -SIMON SINEK. - DON'T MISS THIS -. > How Inbound Can Turbo Charge Your Outbound Sales Efforts — LEADG2. Outbound sales tactics are alive and well. The key is that your sales organization can't survive relying solely on this alone.

Sales Management 60

Sales Management Management Sales Customer Success 60

Hubspot Sales

AUGUST 14, 2018

Psychology of Choice. Choice is our ability to make decisions when presented with two or more options. The psychology of choice explores why we subconsciously make the decisions we do, what motivates those decisions, and what needs these decisions are meant to satisfy. I don't know about you, but I get stressed when someone asks me what I want for lunch.

Decision-making 97

Decision-making Energy and Utilities Organization Sales 97

Global Partners Training

AUGUST 15, 2018

A few years ago we published the results of a research study on the changing roles of account managers and new challenges coming from customer buyers. We thought this quote from one of the study participants summarized the main messages from the research pretty well. “The classic older, golfing-type relationship manager is being replaced by younger entrepreneurial account managers who can cover the numbers and all the surrounding issues, rather than show the product benefits and let the cu

Account Management 52

Account Management Meetings Publishing Management 52

SBI Growth

AUGUST 11, 2018

Go-to-market strategic planning enables executive leadership to make informed decisions. It dictates the development of a path forward into the market. Coupled with an execution plan, shareholder value is created. In the past, strategic planning was a one-time event. Executive leadership.

Shareholders 63

Shareholders Leadership Decision-making Marketing 63

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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

AUGUST 13, 2018

I get it. I know it is important, but I’m sick and tired of hearing about new business. Truth be known, most sellers are sick and tired of hearing about new business … and their managers are sick and tired of talking about it! Facts Behind the Myth. The majority of sales organizations are obsessed with new business because of one reason: they do a terrible job of keeping and growing existing business (AKA: customers).

Organization 60

Organization Management Sales Account Growth 60

Hubspot Sales

AUGUST 17, 2018

Chances are, you’ve heard, seen, or even used a Jim Rohn quote -- whether you knew it or not. Rohn was an entrepreneur, author, and motivational speaker. His early years were spent in direct sales. In 1963, Rohn discovered he had a talent for public speaking. He went on to present personal development seminars worldwide for more than 40 years, until his death in 2009.

Decision-making 89

Decision-making Leadership Communication Sales 89

Miller Heiman Group

AUGUST 12, 2018

How accurate is the weather forecast? A study by Minitab suggests that, in general, same-day forecasts are quite good, five-day forecasts are usually pretty reliable, and 10-day forecasts stretch the limits of predictability too far. How about sales forecast accuracy? It’s tempting to say that lost opportunities are harder to see coming than a thunderstorm.

Leadership 51

Leadership Sales Sales Analytics Sales Leadership 51

SBI Growth

AUGUST 17, 2018

David W. Earle stated in his book, Love is Not Enough, that “Being able to say, “No,” is a necessary ingredient in a healthy lifestyle.”. Earle is applying the necessity for boundaries to one’s personal life. Boundaries are necessary for.

Profitability 61

Profitability Management Sales 61

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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

AUGUST 15, 2018

IMAGINE THIS: After countless attempts to connect with a prospect, your persistence has paid off. You did it! You've got the meeting on the calendar, you are feeling great! Now, you have one chance to make a great first impression, and it needs to count. Luckily, you have a few days to prepare so you can ensure the meeting runs smoothly and the prospect views you as a trusted and valued partner.

Meetings 58

Meetings Sales 58

Hubspot Sales

AUGUST 15, 2018

Business acronyms. They make lengthy emails easier to digest, lead to better communication skills , and make you feel a little like you’re communicating the instructions for a covert mission. However, acronyms can also be confusing and frustrating. Have you ever received an email from your boss or colleague asking to have a task completed by COB or EOD?

Banking 84

Banking Communication Meetings Marketing 84

Miller Heiman Group

AUGUST 12, 2018

How accurate is the weather forecast? A study by Minitab suggests that, in general, same-day forecasts are quite good, five-day forecasts are usually pretty reliable, and 10-day forecasts stretch the limits of predictability too far. How about sales forecast accuracy? It’s tempting to say that lost opportunities are harder to see coming than a thunderstorm.

Sales 48

Sales Leadership Sales Analytics Sales Leadership 48

SBI Growth

AUGUST 16, 2018

I had been warned this would come, it happens on almost every consulting project we are on. After a week of working with a new Client the CEO asked: “John, what do you think of Vick; is he the right.

Meetings 59

Meetings Sales 59

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

AUGUST 14, 2018

People crave feedback. We want to know if what we are doing is good, bad, or just plain ugly. It starts when we are little kids. We all desperately wanted our parent's attention. We wanted them to "watch us" run fast, jump high, or sing a song. We wanted them to be proud of us, but also to give us feedback. Were we doing it "right?" How can we do it better?

Sales Management 56

Sales Management Management Sales Sales Training 56

Hubspot Sales

AUGUST 17, 2018

So, you need some funds for your startup. But which type of financing is right for you and your business? A business line of credit is an excellent option for those looking for flexibility and greater control over their funds. It’s also an important way to build business credit. The NSBA Small Business Access to Capital Study found 20% of small business loans are denied due to business credit -- and 46% of all small businesses use personal credit cards to finance their operations.

Banking 66

Banking Finance Small Business Meetings 66

Nutshell

AUGUST 16, 2018

Definition of Cold Calling: Cold calling is a form of telemarketing in which a salesperson attempts to solicit business from potential customers who have not previously expressed interest in the seller’s product or solution. For outbound sales teams, cold calling is often the first—and arguably the most important—step towards creating sales opportunities.

Decision-making 48

Decision-making Prioritization B2B Marketing 48

SBI Growth

AUGUST 14, 2018

Getting Ahead in Your Sales Enablement Role. You’ve just been promoted to be the new Head of Sales Enablement. Now you’re tasked to take over a function that once belonged to marketing. Your organization has veered into a content driven account.

Account Management 59

Account Management Management Sales Marketing 59

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