Hubspot Sales
JANUARY 12, 2018
How to Be a Good Salesperson. Identify and stick to your buyer personas. Use a measurable, repeatable sales process. Know your product. Review your pipeline objectively. Find shortcuts and hacks. Practice active listening. Manage your emotions. Follow up. Personalize your message. Take breaks. Get 8+ hours of sleep every night. Believe in what you’re selling.
SBI Growth
JANUARY 12, 2018
Many of you are looking at the revenue plan and worried that you are already behind. Why? You are wondering if you have enough headcount to make your revenue number. So, what do you do about it? There are two.
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MTD Sales Training
JANUARY 10, 2018
When we ask salespeople how they prepare for making sales calls, most say they might check the company’s website and possibly check the contact’s Linked-In profile, but that’s about it, really. This surprises us, as the quality of the preparation can make or break your opportunities with a new prospect. Here are some tips that you might consider to make your preparation that much better and more successful.
The Center for Sales Strategy
JANUARY 12, 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. 1. 5 Skills Every Sales Development Rep Needs to Master in 2018 — HubSpot. To be successful next year and beyond, sales development reps need to think outside the box. With the right skills, they’re more valuable than ever before.
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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
JANUARY 12, 2018
What is direct mail? Direct mail is a marketing strategy that involves sending a physical letter, package, mailer, brochure, postcard, etc. to your prospects and/or current customers. It’s used in both B2C and B2B selling, although more commonly with consumers. Everything old is new again. Although direct mail’s response rate has dropped over time, it’s still a valuable tool for marketers and salespeople.
SBI Growth
JANUARY 9, 2018
As a successful sales leader, you spend your life chasing airplanes and living in hotels to Make Your Number. Throughout 2018, you will once again prove yourself worthy by flying 100,000+ miles and sleeping in dozens if not hundreds of.
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
JANUARY 8, 2018
We’re all familiar with Ego. If someone says you have a “big ego,” you know that’s not a compliment. At least not in most circles. Your Ego is about your survival. At its best, your Ego is simply your awareness of your own identity and how you interact with the outside world. Let’s look at five strategies your Ego may be using that may be interfering with the way you interact with business prospects and partners.
Hubspot Sales
JANUARY 11, 2018
What does BANT stand for? The acronym BANT stands for: Budget: How much is the prospect able and willing to spend? Authority: Who is the ultimate decision maker? Need: Does the prospect have a problem your product can solve? Timing: Is there urgency? What is BANT? BANT is a sales qualification methodology that lets salespeople determine whether a prospect is a good fit based on their budget, internal influence/ability to buy, need for the product, and purchase timeline.
SBI Growth
JANUARY 11, 2018
Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generation.
Engage Selling
JANUARY 12, 2018
?I spent a couple of days this week with a client rebuilding their sales process and specifically, helping them define what the qualifications, needs, and solutions portion of their sales process is.
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
JANUARY 9, 2018
Over time, organizations can begin to lose performance. It can start to feel like the organization is missing a beat, not hitting on all cylinders. If it was your car, you'd take it into the garage and get a tune-up, but what do you when it's your sales team? How about a sales tune-up for your organization? A sales tune-up is the perfect way to assess your sales organization through a comprehensive, analytical sales diagnostic.
Hubspot Sales
JANUARY 9, 2018
What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? Entrepreneurs, sales executives, and sales managers all benefit from writing sales plans -- whether for their business, department, or team.
SBI Growth
JANUARY 8, 2018
How do you determine the Key Accounts for a program? How often should you re-evaluate current Key Accounts? The answer for most is by simply taking your top few customers by annual revenue, and calling them “Key Accounts”. If your analysis.
MTD Sales Training
JANUARY 11, 2018
It’s no secret that everything in the working environment is evolving. The biggest shifts that are happening in work are being driven by Artificial Intelligence, Globalisation and robotics. The generational gaps that we really didn’t have to concern ourselves about are now one of the most important aspects of every office’s working situations. The changes we see today are happening at the quickest rate we have ever seen.
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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
JANUARY 11, 2018
There certainly is a lot banter these days about how many contacts a salesperson must make in order to secure an appointment. We all know it takes more than 2 or 3 calls, but how many does it really take and why?
Hubspot Sales
JANUARY 11, 2018
How to Get a Real Estate License. Understand state licensing and education requirements. Take a pre-licensing course. Pass your state licensing exam. File a real estate license application. Find a real estate brokerage. Join the National Association of Realtors. Renew your license. So, you’ve decided to become a real estate agent? Congratulations! It’s time to get to work.
SBI
JANUARY 9, 2018
In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling. This is especially true for sales people who manage a large book of business and large product portfolios: the larger their account or product list, the larger the data sets to review and report on, and the less time they have to focus on growing and retaining every customer account.
Excelerate
JANUARY 9, 2018
Why did I start Excelerate? ? Oh man. That’s a tough question. Where to start? I have so many thoughts in my head - many good and many bad experiences from my 20-year career in industry and consulting. What was it that finally pushed me to take that leap? My family, that’s what it was. I have two incredible kids and an amazing wife. I’m so lucky to have them in my life.
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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.
Pinnacle View
JANUARY 6, 2018
When the PV team spoke with Steven Sashen, Founder and CEO of Xero Shoes, we were excited to get an update on how the business had grown since appearing on Shark Tank in 2015. “The Shark Tank Wave” is a phenomenon where participants of ABC’s Shark Tank find themselves in position for immediate growth because of the massive exposure gained from the show.
Hubspot Sales
JANUARY 10, 2018
Gmail Multiple Inboxes. Multiple Inboxes are mini inboxes Google offers within your primary inbox. Organize your inbox into sections based on the email type, topic, or personal preference. It’s worth noting you can't implement Multiple Inboxes if you are using Gmail Promotions, Social, Updates, or Forums tabs. My email inbox acts as my to-do list. Some of my emails are threads around a pending project, some are about a relationship I'm working with a new writer, and each one requires a certain r
SBI
JANUARY 11, 2018
In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Steve Preston , CMO at Qstream. Nancy: Why does the industry need your solution? Steve: More and more companies are investing in sales enablement solutions, and as evidenced by your own SalesTech Landscape , there’s now a wide array of solutions and services for organizations to choose from.
The Center for Sales Strategy
JANUARY 10, 2018
If you put a bad apple in a bushel of good apples, the bad apple won’t become good. In fact, w hen a bad apple starts to rot, it emits a gas that can indeed start to rot the good apples. But even if the bad doesn't completely rot the good apples, it's important to lock on to the fact that the bad won't get better by being with the good.
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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 Gravy
JANUARY 12, 2018
Always prioritize quality over quantity when it comes to best business practices - and potatoes. When I was at school, I earned some extra money as a waiter for an agency in Bristol in the west of England.
Hubspot Sales
JANUARY 8, 2018
Inspirational Sales Quotes: "Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time." -Thomas Edison. "Always do your best. What you plant now, you will harvest later." -Og Mandino. "Become the person who would attract the results you seek.” -Jim Cathcart. "Don't watch the clock; do what it does.
ReviewTrackers
JANUARY 10, 2018
In one review about Apple, an interviewee was asked about finite element analysis and strength materials in the first round. No personality questions were asked. In a second review, an interviewee felt disrespect from the employees during a group interview. In a third review, an interviewee writes that Apple is very secretive about the interview process.
Hubspot Sales
JANUARY 10, 2018
While sales is undoubtedly the lifeblood of any organization, the thought of implementing a successful sales training program is enough to give even the strongest business leader pause. Many organizations invest heavily in sales training ( Training Industry reports $300 billion is spent globally on training programs and activities, with $161 billion spent in the U.S. alone) -- but most continue to struggle with the intricacies of managing and developing productive sales talent across various age
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.
Hubspot Sales
JANUARY 6, 2018
According to a report by Silicon Era , Sony expects to increase the number of PSVR games from 150 to 280 over the course of 2018. Citing Japanese financial publication Nikkei , the report holds the 80 percent increase in games planned for 2018 is primarily due to the fact that Sony has shipped over 2 million PSVR units worldwide since launch, making the platform ripe for further investment.
Hubspot Sales
JANUARY 9, 2018
VP of Sales. In the early days of a company, the VP of Sales is responsible for building the first sales team, helping their reps close business, optimizing the company’s sales process and playbook, defining the high-level strategy, and occasionally closing deals themselves. Table of contents. When to hire a VP of Sales. Who to hire. What a VP of Sales does.
Hubspot Sales
JANUARY 12, 2018
Want to reduce your sales cycle by 400% ? Electronic signature technology is typically used in the very last stage of the sales process -- after the deal is closed, and you need the customer’s signature. However, using e-signature technology throughout the selling process (even as early as the first contact), has major ROI. Let’s review the 10 most valuable ways e-signature technology can improve your bottom line. 1) Improve Stakeholder Management.
Sales Gravy
JANUARY 12, 2018
When it?s an objection, you?d handle this in a way that magnified desire by looking through the lens of value. Rather than focusing exclusively on price, you?d figure out what else is in this particular buyer?s value equation ?
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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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