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.
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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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.
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.
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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.
Hubspot Sales
MARCH 23, 2018
Conversation Starters. What’s the most interesting thing you’ve read lately? What’s a fact about you that’s not on the internet? Do you listen to any podcasts? Which ones? If you were in charge of the playlist, which song would you play next? What’s the best gift you’ve ever gotten? What’s your favorite part about living in [city]? Least favorite? Are there any common misconceptions about your job?
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.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
MARCH 20, 2018
Many managers I work with have strong and detailed onboarding plans for new hires, but in general, onboarding is something that often does not get enough attention from managers. If you haven’t given it much thought, you might want to consider enhancing your plan.
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?".
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).
SBI Growth
MARCH 23, 2018
Perhaps you are familiar with the photo of the former CEO of Nokia sobbing with his leadership team as his company was sold to Microsoft for parts. The now infamous headline: “we didn’t do anything wrong.” Well, yes Steve –.
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.
The Center for Sales Strategy
MARCH 23, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
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.
SBI
MARCH 22, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Lyamen Savy , VP of Marketing at PipelineDeals. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Lyamen: PipelineDeals was founded in 2006 with the mission to give any business the power to build game-changing relationships.
Engage Selling
MARCH 22, 2018
I’m rarely lost for words, but this provocative question at last night’s Enterprise Sales Forum in NYC caused me to pause for a few minutes: “What does the fact that most sellers don’t call themselves “salesperson” say about our clients’ … Read More »
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
The Center for Sales Strategy
MARCH 19, 2018
With a blog title like that, you may be questioning my sanity. Why would you want to fire your best prospect before you've had the chance to even get a meeting? I assure you my thought process here is sane and relates to a problem I see many salespeople face. Sometimes you hang onto prospects, even the very best prospects, too long and it becomes a waste of time and misguided focus that could better serve you to work on other leads.
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.
SBI
MARCH 20, 2018
A dozen years ago, if you asked the average sales leader about their sales enablement strategy, the likely response would’ve been, “Huh?”. It’s not as if companies in years past weren’t training and enabling their sales forces; it’s just that the term “enablement” wasn’t yet a common part of the B2B sales lexicon. (Then again, back then most people didn’t know what YouTube was either.).
SBI Growth
MARCH 23, 2018
Our guest on SBI TV’s Fast Frame is Clint Poole, the CMO and SVP of Marketing for Lionbridge. Clint is here to share how he teamed with his peers in product and sales to launch a game-changing new product offering with.
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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.
The Center for Sales Strategy
MARCH 21, 2018
“To know your prospect, you must become your prospect.”. - Ancient Chinese Proverb (From a salesperson who knew how to get an appointment.). Getting the first appointment with a prospect is getting harder year after year, and making yourself relevant to the prospect is the first step in overcoming that challenge. As a daring and ambitious salesperson on the search for customers to serve, you must seek relevance like a duck seeks water.
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.
Planview
MARCH 21, 2018
Healthcare, like many industries, has gone through a transformation over the years. An influx of new startups disrupting the status quo, the patient experience becoming critical to success, and changes in consumer demand have all influenced this change. With change comes a need for established players to think differently about how they future-proof their businesses, while providing exceptional value to the patients they serve.
5600 Blue
MARCH 22, 2018
Discovery has long been among, if not the most important selling skill. Gaining access to stakeholders and uncovering needs is key to presenting your value. However, most discovery looks like this: " What Keeps You Awake at Night?" This approach makes it difficult to gain access to execute discovery and makes it harder to uncover areas to add value and differentiate.
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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
Service Excellence Partners
MARCH 17, 2018
Chances are you’re drawing the wrong conclusions from your churn metrics. Why? Conventional calculations don’t compensate for natural process variation. As a result, you’re probably making bad decisions. You must use different mathematical tools. Common senselessness The vast majority of executives and investors calculate customer churn using definitions like those described by David Skok , noted venture capitalist, entrepreneur and blogger.
Hubspot Sales
MARCH 20, 2018
What Is a Value-Added Reseller? A value-added reseller is a business that creates integrations, products, and features enhancing existing products or services. These companies then package the existing product/service with enhancements and resell the offering as a full-service solution. Value-added resellers often specialize in software, hardware, and other technologies.
Jeffrey Gitomer
MARCH 23, 2018
The Carolina Business Fair is September 23rd & 24th. The Business Journal will be exhibiting; BuyGitomer will be exhibiting.
MTD Sales Training
MARCH 23, 2018
Episode 2: Loads Bubbling Podcast. The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson. This podcast includes: What Exactly Is Consultative Selling? Communication Skills : 4 Revolutionising Steps. A Key Quote From Richard Branson. The post The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson appeared first on MTD Sales Training.
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.
Engage Selling
MARCH 23, 2018
???????You no longer have an ideal buyer. You have to throw out the notion that there’s a single person inside your organization that makes the buying decisions. Your buying influences may come from different departments that you don’t usually sell to.
Hubspot Sales
MARCH 22, 2018
How to Craft an RFP Response. Identify whether you already have a relationship with the RFP issuer, consider if you have an RFP “Swat Team” ready to go, and don’t let excitement fool you into thinking the deal is yours. Consider whether this is truly a qualified lead, and be willing to walk if it means saving valuable time and resources. Many salespeople become giddy when they see an RFP (Request for Proposal) that falls within their sales area.
Sales Gravy
MARCH 20, 2018
Here are six rapid learning strategies that can help you quickly assimilate new knowledge and improve your sales skills. Sales has now officially become a thinking-intensive profession.
SBI
MARCH 18, 2018
Gong offers sales teams a way to improve the outcome of every sales call for every salesperson. Manager’s can conveniently coach their team and salespeople love it because it helps them hit quota. Visit Gong.
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.
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