Jermaine Edwards
MAY 27, 2020
Are you really THE expert? Research. Research. Research. We know we’re supposed to do it. The good ones do, the bad ones do very little, and then the great ones simply know its importance as they do it weekly, not just before a call. When I started out in sales I was told to do customer research. No one told me what I should be researching, why and how I should use it.
SBI Growth
MAY 29, 2020
Data is becoming a core component of every business. As a result, the quality of the data being gathered, stored, and consumed is becoming increasingly important. We have all seen the impact that poor data quality can have on a.
RAIN Group
MAY 27, 2020
There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.
Nutshell
MAY 26, 2020
When you think of new marketing and sales strategies to boost your business in 2020, direct mail probably doesn’t come to mind. It should, though. In this article we’ll discuss what direct mail is, why it’s beneficial to both marketing and sales professionals, and how to create a successful direct mail campaign for your company in five simple steps.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
The Center for Sales Strategy
MAY 25, 2020
A conversation about desired business results (needs, challenges, and opportunities) is an essential part of the sales process. When engaging new business prospects as well as current customers, it’s crucial to ask the right questions. Aside from the right questions, other tools can help a seller discover core needs quickly and succinctly. Needs analysis is a central and critical part of making the sale.
SBI Growth
MAY 23, 2020
In today’s environment, where sales leaders are running accelerated transformations, it’s more important than ever that your team is bought in and well equipped to bring your vision to life. In a previous segment, Steve King, CRO of Hexagon PPM, shared.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Miller Heiman Group
MAY 26, 2020
Our Customer Experience Best Practices Study revealed that organizations reporting the most successful customer experiences—ones that lead to greater customer loyalty and higher spending per customer—have four key characteristics in common: They have executives who walk the talk. Their customer experience practices translate strategy into action. They follow journey maps that eliminate silos between marketing, sales and service teams.
The Center for Sales Strategy
MAY 27, 2020
Based on HubSpot research, only 3% of buyers trust sales representatives. If your sales process follows the cookie-cutter pattern of simply selling a product or service, the chances of you reversing that statistic are slim to none. If you follow the formulated Sales Accelerator process, you know how important it is to execute the steps in correct order.
Engage Selling
MAY 29, 2020
I want you to think like your competitor. Why? Thinking like your competitor will help you figure out where you’re weak and strong in the accounts you’re managing, which can lead to retention and growth activities.
Hubspot Sales
MAY 26, 2020
What adjectives would you use to describe a successful salesperson? Common terms that come to mind may include goal-oriented, attentive, charismatic, and proactive. Let’s take a moment to zero in on that last term — what does it really mean to be proactive when working in sales? To know how to take a proactive approach to selling, it is important to also understand what a reactive approach to sales looks like.
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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.
Strategic Planning and Management Insights
MAY 26, 2020
Keith Ferrazzi is a two-time New York Times best selling author, Harvard Business School graduate, and the former youngest CMO of a Fortune 500 company at Starlight Hotels. Keith's company, Ferrazzi Greenlight, works with executive leadership teams within some of the largest companies in the country including Verizon, Delta Airlines and General Motors.
SBI Growth
MAY 28, 2020
Why Are We Having a Hard Time Identifying Customer Needs? Just as social media platforms are constantly evolving, so is the way customers wish to interact with your company. Think of your new customer interactions as “TikTok”—it’s quick (less than 15.
The Center for Sales Strategy
MAY 26, 2020
As 2020 unfolds, we see that Glassdoor’s prediction of a culture-first decade is upon us. Company culture and employee engagement are differentiators for organizations. This rise in popularity is largely due to a long string of well-respected experts, with studies in hand, pointing to a solid link between employee engagement and company productivity, revenue, and key customer retention.
Hubspot Sales
MAY 29, 2020
Be honest, how much time do you spend manually updating your contact lists? It’s ok, this is a safe space. If you are only using static lists, chances are you are spending more time than you’d like to admit keeping your lists up-to-date, please allow us to introduce you to the ultimate game-changer: the smart list. What is a smart list? A smart list, also known as an active list, is a contact list within a CRM that automatically updates depending on specific criteria.
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
MAY 28, 2020
Sales leaders often become confused by the differences between coaching and managing. The post The Difference Between Managing and Coaching Your Salespeople appeared first on Sandler Training.
SBI Growth
MAY 27, 2020
With your selling motions in full swing, and with some bookings coming through the door, how can you best assess the health of your organization as it relates to revenue growth? Through our work helping leading companies grow their revenue.
Nutshell
MAY 28, 2020
Copper CRM is a good choice for sales teams that live and breathe G Suite, but what about those of us who prefer a bit of software freedom? Copper CRM is a special CRM that is specifically designed to be used with Google products, like Gmail and Google Docs. Copper is used by around 12,000 companies, including some biggies like Shipt, Hello Fresh, and Atlassian.
Hubspot Sales
MAY 28, 2020
In Glengarry Glen Ross , Alec Baldwin plays Blake, a belligerent trainer sent to shake up a tired, underperforming sales team. Blake storms into a room of unsuspecting reps and starts screaming about prospects. "Only one thing counts in this life — get them to sign on the line which is dotted!". Fortunately for Blake, his character claims to have earned $970,000 in a year.
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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
MAY 29, 2020
- MOTIVATION -. "It's not about having the right opportunities. It's about handling the opportunities right.". -Mark Hunter. - AROUND THE WEB -. > 22 Responses to the Sales Objection "It's Not a Good Time to Buy"– HubSpot. You've been speaking with a prospect for a while and you have a sense of their goals and challenges—it seems like your offering is a great fit for their business.
Force Management
MAY 29, 2020
The goal of this month’s podcasts were to stay timely and relevant to the issues sales teams are dealing with right now. In each episode, we covered topics aimed at helping sales leaders, managers and reps navigate new buyer concerns and make positive tweaks to their process to improve the pipeline. For your convenience we’ve summed up the episodes below.
Kainexus
MAY 29, 2020
The renowned football coach and philosopher, Vince Lombardi, once said, “ Perfection is unattainable, but if we chase perfection, we catch excellence. ”. That’s the mindset of a Lean organization. There’s a bedrock belief that every process, investment, employee, or action should directly translate to value for the customer with no waste. That ideal is unattainable, of course, but Lean organizations try to get close to it every day, and in doing so, reach a level of success that their competitor
Hubspot Sales
MAY 26, 2020
Sometimes, you’re miles ahead of your competitor on pricing, features, and customer service. Other times, you’re not — and it’s better that both you and your prospects are aware of those shortcomings. The last thing you want to do is mislead someone during the sales process about your product, service, or capabilities, only to anger your newly acquired customer with poorly set expectations.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Miller Heiman Group
MAY 28, 2020
Customers form an impression of service reps within a matter of seconds, whether they’re meeting a field service technician in person or reporting a problem to a tech support specialist over the phone or online. It’s what your service reps do in those critical early seconds that sets the stage for the rest of your interaction—and for whether you’ll have a positive, neutral or negative defining moment.
Sandler Training
MAY 28, 2020
In my career I’ve seen many leaders with this challenge and sometimes all they need is a little framework to help coach their people. I have broken down five steps to help transfer these skill sets. The post Five Ways to Drive Strategy into Your Team’s Opportunities appeared first on Sandler Training.
Strategic Planning and Management Insights
MAY 27, 2020
The Problem. Many organizations have worked hard to develop their strategic plan, and yet a year or two down the line, they notice that they've not made enough progress towards their goals, or that their teams and departments have diverged down different paths, on projects or activities that don't align with their strategic objectives.
Hubspot Sales
MAY 27, 2020
It goes without saying, but setting your prices can't be an arbitrary process. Even if you're assigning value to your products based on a tried and true pricing strategy , supported by competitive analysis and market research, there's still another dimension you might not be considering — human psychology. Psychological pricing is a method — or collection of methods — structured around how consumers mentally perceive price points and value.
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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 Readiness Group
MAY 28, 2020
Like many, I ‘ ve spent plenty of time watching Netflix during the COVID-19 lockdown. I recently came across Salesman , a fantastic documentary from 1969 that follows four salesmen working for the Mid-American Bible Company as they sell expensive Bibles door-to-door in low-income neighborhoods.
Sandler Training
MAY 28, 2020
As a sales leader, there’s a simple way to help the salesperson check their beliefs when they are potentially getting in the way (head trash). The post How to Help Your Sales Team Rid Themselves of Excuses appeared first on Sandler Training.
Strategic Planning and Management Insights
MAY 28, 2020
Over the course of the next four months, the Association for Strategic Planning (ASP) will be hosting its annual Conference Series - virtually. Originally planned as an in-person conference in Whistler, British Columbia, ASP has chosen to move online in light of COVID-19. Despite the virus, a tremendous amount of value is being made available from June through September, including a combination of keynotes, masterclasses and virtual exhibitor halls.
Hubspot Sales
MAY 25, 2020
The world is struggling with unprecedented new challenges. No industry has been untouched, and for B2B salespeople it’s becoming increasingly difficult to connect with prospects. As the nature of work shifts, economic repercussions impact businesses, and large gatherings of people are limited, salespeople must find new avenues for building genuine relationships.
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.
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