Hubspot Sales
SEPTEMBER 20, 2019
Imagine your sales team performing 19% better month after month. Sound nice? Of course. But how can you make this happen? Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. A separate study from CSO Insights reveals a correlation between quota attainment and coaching.
RAIN Group
SEPTEMBER 18, 2019
Everybody's brain has two different processing centers: emotional and rational. The emotional brain is old. It developed millions of years ago, first with raw instincts—like fight or flight—that all animals have, and then into more complex emotions for us humans like anger, aggression, desire, fear, hatred, passion, love, disgust, sympathy, and so on.
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SBI Growth
SEPTEMBER 18, 2019
Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.
Groove HQ
SEPTEMBER 19, 2019
It felt like the exact wrong thing to do. It was crazy. Maybe even a little stupid. We had recently finished our rebuilding project, trying to rescue our company from a slide into failure, and we were just starting to find our footing. Things were going well, but after working our way out of the […]. The post Vacations Are Important, but Most Founders Do Them Wrong appeared first on Groove Blog.
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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
SEPTEMBER 19, 2019
Knowledge is power — especially in the world of sales. Salespeople need to be armed with the information they need to make a sale. The most important information? Product knowledge. According to a study from Tulip Retail , 83% of shoppers believe they’re more knowledgeable than retail store associates, and 79% of survey respondents say knowledgeable associates are important or very important.
Engage Selling
SEPTEMBER 19, 2019
There’s a truth about price objections that you need to be familiar with. We’ve all been there as sellers. We walk into a buyer’s office, shake hands and are immediately asked what our pricing looks like.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sandler Training
SEPTEMBER 17, 2019
In our book THE SUCCESS CADENCE, Tom Schodorf, Bart Fanelli and I ask these questions: How can leaders scale aggressive sales growth consistently? How can they achieve rapid, dramatic growth in their company? How can they sustain that growth over time? The aggressive, sustainable growth so many company leaders seek, but few can actually point to,… The post Three Steps to Implement a Culture of Growth appeared first on Sandler Training.
Hubspot Sales
SEPTEMBER 19, 2019
You know they're important. HR is on your case about getting them done. But, they're time-consuming, uncomfortable, and difficult. And as a manager, you have more important things to focus on right now. We're talking about the dreaded performance review. While not exactly fun – and oftentimes stressful – performance reviews are among the most underused levers for affecting behavior in your organization.
The Center for Sales Strategy
SEPTEMBER 20, 2019
- MOTIVATION -. "ALL THINGS BEING EQUAL, PEOPLE WILL DO BUSINESS WITH, AND REFER BUSINESS TO, THOSE PEOPLE THEY KNOW, LIKE, AND TRUST.". -BOB BURG. - AROUND THE WEB -. > Essential Roles on a Modern Sales Team — LinkedIn. Great teams are not defined by simply having the best players. They are defined by depth, balance, and cohesion. Whether in business, sports, music, or otherwise, the highest-performing teams tend to include a diverse range of skills.
SBI Growth
SEPTEMBER 15, 2019
It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time.
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.
Sandler Training
SEPTEMBER 17, 2019
The aggressive, sustainable growth so many company leaders seek, but few can actually point to, lies in moving yourself and your organization into a growth-driven sales culture. The following three steps are essential preliminaries to that shift. Read Time: 6 Minutes.
Hubspot Sales
SEPTEMBER 17, 2019
Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen. But face-to-face meetings come with their own challenges. Thanks to subtle body language cues you're probably not aware of, it’s much trickier to disguise any nervousness or anxiety when you’re face to face.
The Center for Sales Strategy
SEPTEMBER 18, 2019
When was the last time you purchased anything without researching online? We bet it's been a while! According to studies, 81% of shoppers conduct online research before buying. They search content on products and services that best suits their needs, read reviews , browse pictures, look at the best deals, and more. People go online to research at every stage of the consumer journey.
SBI Growth
SEPTEMBER 17, 2019
Quick—why do top sales reps make big bucks? It’s because they make it easy for their prospects to buy and to feel good about buying. They personally differentiate their company and solutions at the crucial moment someone prepares to take.
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
MTD Sales Training
SEPTEMBER 16, 2019
The building of relationships in business is the biggest common denominator when ascertaining how we can increase our sales with current and new clients. Relationships are the key to building trust and developing sales with clients, as your consistency and caring for the client’s business creates a clear, forward-looking strategic alliance between your business and their organisation.
Corporate Visions
SEPTEMBER 17, 2019
The post Sales Value Proposition: How to Build and Deliver a Powerful SVP by Tim Riesterer appeared first on Corporate Visions. Your sales value proposition, or SVP, is a powerful messaging tool for communicating the unique value of the solution you’re selling. Unfortunately, most value propositions in sales fall short of delivering on that promise.
The Center for Sales Strategy
SEPTEMBER 17, 2019
From identifying new opportunities for growth to driving profitable revenue streams, salespeople are the fuel to your company’s fire. As sales managers and leaders, we often state that our team is our most valuable asset, but are we doing anything about it? If we’re going to take this principle seriously, then identifying your human capital expense is essential.
SBI Growth
SEPTEMBER 19, 2019
It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.
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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.
Sandler Training
SEPTEMBER 20, 2019
David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at [link] as well as, the companion video course: [link] This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his… The post How to Succeed at Creating A Personalized Goals List [Podcast] appeared first on Sandler Training.
Strategic Planning and Management Insights
SEPTEMBER 17, 2019
Have you already created a strategic plan? Were you able to execute it successfully? Let me share one of the great challenges you are going to face as you create and execute one.
Engage Selling
SEPTEMBER 20, 2019
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The Center for Sales Strategy
SEPTEMBER 16, 2019
Talent assessments are an excellent tool for understanding the way your candidates and current salespeople are wired. The difference in approach with each group is key to productive new hires and successful coaching.
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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
Sandler Training
SEPTEMBER 20, 2019
This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 11 Minutes.
Strategic Planning and Management Insights
SEPTEMBER 16, 2019
Strategic Insights Gathering. On October 15th from 3:00-5:00 pm in Portland, Oregon, SME Strategy Managing Partner Anthony Taylor and Cascade Strategy North America CEO Carl Cox will be hosting a thoroughly interactive and thought provoking strategic planning event.
Openview
SEPTEMBER 16, 2019
Today, OpenView, the expansion stage venture capital firm, released the results of the 2019 Expansion SaaS Benchmarks survey. This year’s report was based on data from more than 500 SaaS companies, ranging from pre-revenue to $150M+ in ARR. The 2019 Expansion SaaS Benchmarks Report culls data from SaaS organizations of all sizes and stages to help these businesses understand what does and does not work when it comes to building a generational software company.
Miller Heiman Group
SEPTEMBER 20, 2019
Most economic forecasts predict a downturn in the next two years; some economists believe we’re already experiencing one. Yet many enterprise sales organizations wait until a recession hits to change course—and by then, their response is often too little and too late. But in a recent study of all U.S. public companies with more than $50 million in sales over the last four downturns, Boston Consulting Group found that 14% accelerated their growth and increased their profitability.
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.
Sandler Training
SEPTEMBER 18, 2019
Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That's fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?”. Read Time: 6 Minutes.
Showpad
SEPTEMBER 20, 2019
Fall is upon us! These news and tips will help you revamp your Sales and Marketing strategies for continued success into the end of the year. Join us at TRANSFORM 2019 in London | 8-9 Oct. You’re invited to London for Europe’s largest Sales enablement conference. TRANSFORM 2019 London is just around the corner! This event brings together Sales and Marketing leaders together for collaboration, learning, and knowledge sharing. . 5 Ways Improving your B2B Customer Experience Impacts the Bottom Line
Sales Readiness Group
SEPTEMBER 19, 2019
Asking great questions is an essential skill every successful sales professional must master. That’s because when you ask open-ended questions, you transform the sales call. Your focus moves away from your solution to the buyer’s problems, goals, and concerns. As a result, your customer feels listened to, while you learn key insights about what’s important to the buyer.
Miller Heiman Group
SEPTEMBER 18, 2019
In the latest episode of Move the Deal, host Greg Moore talks with Joan Ridgeway, sales training performance consultant at Roche Diagnostics. Ridgeway operates out of Roche’s commercial education group, helping sales and marketing in North America. She recently expanded her role as a lead on the training for the Diagnostics Information Solutions framework.
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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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