Hubspot Sales

NOVEMBER 20, 2017

What if you tripled your typical email response rate? People are three times likelier to reply to a LinkedIn InMail message than a traditional email -- so if you’re going to reach out, an InMail might be the way to go. What Is LinkedIn InMail? You can only send LinkedIn messages to your first-degree connections. To contact someone who’s not in your network, you’ll need to send an InMail.

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SBI Growth

NOVEMBER 20, 2017

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The Center for Sales Strategy

NOVEMBER 22, 2017

Simple life lesson: One of the best ways to find exactly what you need is to know exactly what you’re looking for. We regularly work with hiring managers and recruiters to clearly define the role they are working to fill so they know exactly what they need for superstar performance. This morning I received an email from a sales manager asking which talents he should look for to hire a strong sales hunter.

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Openview

NOVEMBER 20, 2017

Scaling a sales organization is both exciting and a little terrifying. Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. There are a lot of moving parts to manage and, if your company has hit a growth spurt, timing is of the essence. As part of our recent Go-to-Market Forum, I had the opportunity to sit down with sales leader, Mike McGuinness , and pick his brain about his best advice for succ

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Organization Onboarding Sales Healthcare 72

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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

NOVEMBER 22, 2017

How to Be a Consultant in 9 Simple Steps. Identify your area of expertise. Set goals. Make a website. Get certified. Choose a target market. Decide where you’ll work. Network. Set your rates. Know when to say "no". Do you have a well-developed network? Are you self-directed? Do you have an impressive portfolio filled with client success stories? You might be ready to become a consultant, but it can be difficult to know where to start.

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SBI Growth

NOVEMBER 22, 2017

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Planview

NOVEMBER 22, 2017

In her Huffington Post article , Tiffani Bova, Contributor Global Customer Growth and Innovation Evangelist at Salesforce, touches on an important point made by Lisa Bodell, an award-winning author and CEO of Futurethink, that has a big impact on building a culture of innovation: idea diversity. As highlighted in the article, Bodell explains: “Innovation isn’t just about being creative or having great ideas—everyone has ideas—it’s about simplifying the unnecessarily complex and having an open mi

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Hubspot Sales

NOVEMBER 20, 2017

‘Tis the season for sugar plums and stalled deals. You release emails into a void darker than Black Friday, and the only thing you’re collecting is OOO auto-replies. And while regular people enjoy slices of pie and seemingly endless vacation, you’re enjoying a second helping of “Bah Humbug” and sweating your looming number. Sound familiar? To help, I’ve pulled together seven email templates with eye-catching subject lines and get-to-the-point messages for more opens and higher response rates --

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Meetings Sales 145

Engage Selling

NOVEMBER 24, 2017

I want to focus on what’s on the top of my mind, which is the end of the year for many of my clients.

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Sales Management 54

Corporate Visions

NOVEMBER 24, 2017

When you think about it, an effective sales strategy is all about making sure that your reps hit their quota, right? Consider the following insights: Research performed by SiriusDecisions shows that the number-one inhibitor to sales achieving quota is “inability to communicate value message.” In other words, if your sales force cannot communicate why your solution is different, better and worth more, there’s nothing your sales strategy can do to fix that.

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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

NOVEMBER 23, 2017

Today is Thanksgiving Day in the U.S. and we're reflecting on the good things in our lives and enjoying time with family and friends.

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Hubspot Sales

NOVEMBER 24, 2017

It’s no secret, working in sales is hard. I’m not suggesting it’s any more difficult than other careers out there, but it comes with its own unique challenges. It could be the customer who seemed keen but then never answers your calls, the intense meetings with your sales manager, or the months you're never sure whether you'll hit quota until the eleventh hour.

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Louise Collins Associates

NOVEMBER 24, 2017

A recent post from INSEAD explored the importance of engaging emotional capital. What does this really mean? A former colleague of mine once described this as winning hearts and minds. Anyone working within the life science sector will be all too familiar with organisational change. We all recognise the two to three year cycle of change, whether it is a new selling model, a restructure or a product launch, pharmaceutical and medical device organisations excel at change!

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CM Partners

NOVEMBER 23, 2017

Written by CMPartners Managing Partner Liz McClintock and Principal Rob Rosen. In a previous CMPartners post, we recommended a Vanity Fair article by John Macwilliams which emphasizes that Kim Jong Un, in fact, does not have a death wish and that his pursuit of nuclear weapons is a rational course of action, at least from his perspective. This week, we follow up on that conversation with an analysis of the current conflict between North Korea and the international community and make some

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Negotiation Decision-making Brainstorming Government 52

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

Jeb Blout

NOVEMBER 23, 2017

From now until the end of the year it is a challenge to get prospects to make buying decisions. Savvy sales pros, though, are engaging businesses that are sitting on piles of cash and demonstrating how smart buying decisions now can add value to the business while reducing their overall tax burden. Get more sales training tips at [link].

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Decision-making Sales Training Sales 52

Hubspot Sales

NOVEMBER 23, 2017

As comedian John Mulaney so aptly put it, “We spend half of our day convincing robots that we are not, in fact, robots.” Unfortunately, a lot of us in sales are doing a darn good job of imitating droids with our robotic “I think you’d really enjoy this new tool blah blah” emails. This isn’t to say you shouldn’t distribute your company content through your sales emails, because you should absolutely be doing that.

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Engage Selling

NOVEMBER 21, 2017

This year has been the year of international travel for me. As I write this I’m on my last overseas trip for the year, kicking off a new project in France.

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Sales Client Relationships Communication Management 51

SBI

NOVEMBER 21, 2017

One of the best experiences from Dreamforce 2017 was not on the official Dreamforce agenda – the Sales Enablement Soiree, an off-site lounge held at the Four Seasons. In just two years, the Soiree has become the go-to spot at Dreamforce for all things Sales Enablement related. During this one-day event, attendees could talk to and see demonstrations of twelve different Sales Enablement solutions including MindTickle , Highspot , Node , Allego , and BigTinCan.

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Artificial Intelligence Digital Transformation Digitalization Sales 10

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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

NOVEMBER 21, 2017

Everyone is selling digital marketing today. Everyone says they are an expert in digital advertising. From pure digital agencies to traditional media, from digital publishers to full-service advertising agencies, everyone is pushing digital marketing. I'm honestly shocked that when I drop off my laundry that my dry cleaner doesn't offer me an awesome new digital marketing package.

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Digitalization Marketing Advertising Publishing 50

Hubspot Sales

NOVEMBER 22, 2017

What Are the Best Sales Tools for Small Businesses? CRM. Documents tool. Inventory and order management software. Invoicing software. Survey tool. Personalized video creation and analytics app. LinkedIn Premium. Meetings app. Email management tool. As the daughter of two small business owners, I’ve seen firsthand how difficult the SMB world can be -- and how the right tools can make the difference between success and failure.

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Engage Selling

NOVEMBER 24, 2017

Firing people is never pleasant. Regardless of your personal relationship with an individual, in a business environment, if a seller is doing more damage than good, it’s time to think about their role on your team.

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Client Relationships Communication Management Sales 48

MTD Sales Training

NOVEMBER 24, 2017

5 Little-known But Essential Email Follow-up Secrets is a guest post written by Forster Perelsztejn. . Forster gathers sales data at Prospect.io in order to deliver powerful and insightful advice to salespeople. Ever seen this stats collection that says that 48% of salespeople never follow up with a prospect? Yeah, it’s fake , but still, most salespeople are bad at following up.

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Sales Training Sales 48

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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

NOVEMBER 24, 2017

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. 1. 7 Surprising Research-Backed Productivity Tips That Will Change the Way You Work — HubSpot. When trying to maximize our productivity, it’s easy to get caught up finding the next great tip or “lifehack.

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Hubspot Sales

NOVEMBER 22, 2017

Create a Sense of Urgency in Sales. If you don’t want your deals to stall -- or end up in nothing -- make sure to establish urgency. Urgency gives your prospects a reason to move forward and overcome inertia. Help them understand why every day, week, or month without your product hurts their business so they’re compelled to act as soon as possible. Your product could be a great fit for your prospect.

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Decision-making Manufacturing Profitability Meetings 56

Engage Selling

NOVEMBER 18, 2017

In my previous article, I talked about why you must embrace your inner sales geek.

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MTD Sales Training

NOVEMBER 20, 2017

Know The Prospective Buyer. Understanding and dealing with different personality types. Buyer Traits. While every person is different, you will find that most prospective customers fit into certain categories. We will examine how to recognise each one, and then provide tips on how to deal with them. These tips, of course, are not concrete rules that apply to every personality and every situation.

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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

NOVEMBER 20, 2017

You finally secured that all important meeting with a prospect you’ve been trying to reach for weeks. Your carefully constructed Valid Business Reason along with persistence paid off and the prospect has agreed to meet with you. You are on an adrenaline high as you think about the possibilities. Now what?! Give yourself a pat on the back and begin to prepare!

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Hubspot Sales

NOVEMBER 21, 2017

Being a CEO or entrepreneur is not for the faint of heart. You’ve got to have a firm handle on the market and your product -- while inspiring employees and influencing stakeholders. Sound like a tall order? It is. So, if you see the letters “CEO” in your future, it’s never too early to start preparing with these 27 powerful and inspiring books. Start your education now and your business and employees will thank you later. 27 Best Business Books for CEOs and Entrepreneurs.

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Decision-making Leadership Profitability Investors 112

Sales Gravy

NOVEMBER 20, 2017

Atlanta, GA — James Muir, author of the #1 bestseller: The Perfect Close, has been announced as a Training Track speaker for the OutBound Conference on April 12, 2018.

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Hubspot Sales

NOVEMBER 20, 2017

Editor’s note: Sales managers and leaders are often faced with creating a sales playbook from scratch. The more inspiration and examples you have, the easier that task becomes. Here’s the first playbook in our series, brought to you by Lessonly. More than 1,000,000 professionals at 450-plus companies use Lessonly's team training software. Over the past quarter, Lessonly's SDR team -- led by Sales Development Manager Kyle Roach -- used this playbook to improve their call-to-demo rate by 25% and c

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Sales Brainstorming Meetings Leadership 108

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