Hubspot Sales
FEBRUARY 1, 2018
Like most skills, your ability to negotiate improves with practice. However, getting opportunities to practice isn’t easy. There’s a lot on the line during a negotiation with the buyer. You need to focus on your objectives, your prospect’s goals, potential landmines, and more. In addition, this isn’t an optimal time to try a new technique -- if it doesn’t work and things go south, you could lose the deal.
SBI Growth
JANUARY 31, 2018
Our guest on SBI TV is Mike Volpe, the Chief Marketing Officer for Cybereason. Mike is a who’s who among CMO’s. Often called the “godfather of inbound marketing” for his work in taking inbound marketing from an idea to a movement.
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The Center for Sales Strategy
JANUARY 30, 2018
Everybody’s got one. In fact, ideas are not only cheap and plentiful, but their overuse often obscures the work we should really be doing—gaining an understanding of what the prospect is trying to get accomplished. I see so many salespeople (and sales managers) default to premature ideas that end up nowhere. The temptation is to vomit an idea the minute we see or hear a possible need in the customer’s business.
MTD Sales Training
FEBRUARY 1, 2018
It’s one of the biggest complaints we hear in our sales programmes. “My prospect won’t return my call!”. Of course, it’s the prospect who’s missing out, isn’t it? It’s the prospect who should be doing the work isn’t it? It’s the prospect who should be picking up the phone after you’ve left your message and begging you to come and see him, isn’t it? The slight sense of sarcasm is deliberate, because when we ask salespeople what they said that would cause the prospect to return their call, much of
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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 31, 2018
I’ve been selling for over 30 years, and it’s been a blast. I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. But being a salesperson in 2018 is very different than being a salesperson in 1987.
SBI Growth
FEBRUARY 1, 2018
In our customer success engagements, the timing of when to introduce the Customer Success Manager (CSM) is one of the most common questions. You only get one chance to make a first impression. Early engagement of Customer Success professionals accelerates.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
JANUARY 31, 2018
It’s completely normal to pick up on small habits when working in sales, whether you’ve been in the role for a year or for ten! But how do you really know you work in sales? We’ve put together a funny video including all the ‘sales person signs’ Take a look at it below: Well what did you think? Relatable? I thought so! Happy Selling!
Hubspot Sales
FEBRUARY 2, 2018
Intrapreneurship definition. An intrapreneur works at a large company but acts like the leader of a startup. They typically manage a small team and/or have complete ownership over a product or initiative that’s separate from their organization’s “core” business. There are several other key differences as well. Look up “intrapreneur,” and Google will ask if you meant to search for “entrepreneur.
SBI Growth
JANUARY 31, 2018
Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy.
SBI
JANUARY 30, 2018
Happy New Year! The start of a new year means a lot of different things to people, for some it’s the time to exercise more, eat healthier, read more, text less, and be happier. For sales teams, it’s both a time of endings as well as beginnings. Closing out the year in sales means getting those last minute deals in and determining which reps will come out on top and make it to club.
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 31, 2018
If you are in sales, you can’t avoid price competition altogether, but you can take steps to reduce the focus on price. You need to behave in such a way that you are working with the prospect to create specific value, using your product or service as part of the solution. The alternative is that you present general value by pitching your product or service as the solution—inviting the type of product comparisons that lead to price negotiation.
Hubspot Sales
JANUARY 29, 2018
How do you feel when your phone rings and you realize you’re receiving a call from a salesperson? For most business people, it’s interruptive, annoying, and distracting. But if it’s your job to call prospects , you don’t have to fall into the category of “pesky sales rep.”. To kickstart a productive, professional conversation, you need a strong opening.
SBI Growth
FEBRUARY 2, 2018
You are one month into 2018. Do you have a plan to hit your 2018 revenue goal? Every sales leader knows the routine. You crushed last year’s number. Your CEO and board repay you with a new, unrealistic revenue goal.
SBI
FEBRUARY 1, 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 Brad Layman , VP of Sales for KZO Innovations. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Brad: KZO Sales develops your sales team into top performers with coaching, just-in-time learning, video role play, collaboration, content creation, & selling tools all i
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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
FEBRUARY 2, 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. 22 Things We Learned About the Sales Industry in 2017 — Hubspot. A lot has changed in the sales industry over the last year. Salespeople, processes, systems, compensation, and strategies have contributed to and changed the way we sell.
Hubspot Sales
JANUARY 30, 2018
Sales meetings are crucial to a sales team’s success … when done properly. But a poorly-run, disorganized meeting isn’t just inconvenient, it’s a waste of everyone’s time. Over my career, I’ve learned how to run productive sales meetings that last 20 minutes -- no longer. My system lets us cover all the bases without spending too much time on a single agenda item.
SBI Growth
JANUARY 29, 2018
When a Sales team is asked why opportunities are lost, the top reasons include price, product functionality, and the amount of disruption created by switching. When the same folks are asked why deals are won, the top reasons include “they.
Corporate Visions
JANUARY 31, 2018
You may not be a golfer, but you know an awkward swing when you see one. You’ve probably never acted in a movie, but you can easily spot bad acting. If you think recording yourself in sales character is weird, or narcissistic, get over it. It’s the best way to prepare to excel in the moment during customer conversations. And, it can even serve as the foundation of a training approach that, through a system of expert coaching and feedback, turns observable practice into demonstrated profici
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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
JANUARY 29, 2018
Over the past couple of weeks, I have had several account managers ask me questions surrounding a digital client needs analysis. Everyone wanted to know those three or four questions that would magically give them everything they needed to put together a fool-proof digital solution. The truth is: there are no magical questions. There is nothing special about a digital client needs analysis.
Hubspot Sales
JANUARY 29, 2018
How to Be a Good Car Salesperson. Remember Names. Ask the Right Questions. Build Rapport. Listen Twice as Much as You Talk. Treat Every Customer Equally. Don't Disparage Other Dealers. Don't Be Pushy. Make Eye Contact. Avoid Untrustworthy Language. Discuss Price Last. Never Let Yourself Be Bored. Always Follow Up. Be the Last Face They See. Leave Bad Training Behind.
Service Excellence Partners
FEBRUARY 2, 2018
High touch, low touch, tech touch: the most popular tiered account structure for Customer Success. These levels might make sense in the short term, but blind adherence can lead to a company’s decline in the long term. Revenue maldistribution A time comes when early-stage SaaS companies discover Pareto’s Principle—a majority of revenue comes from the minority of accounts.
5600 Blue
JANUARY 31, 2018
My friend and colleague, Jim Dickie ( [link] ) recently reported sales leaders stated their top barrier to achieving their 2018 revenue objectives is: LACK OF COACHING. Furthermore CSO Insights 2017 Sales Enablement Optimization Report highlights that those organizations who deliver “dynamic” coaching enjoy a: 27.6% Improvement in Win Rate For an organization with a $100m revenue goal, simply increasing coaching quality has an immediate return of almost $30m!
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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
Engage Selling
FEBRUARY 2, 2018
??Today, we’re going to go over three tips that will help you in your interview process so you know which candidates you shouldn’t hire.
Hubspot Sales
FEBRUARY 2, 2018
How to Deal with Difficult Customers. Practice Reflective Listening. Consider Their Affect Heuristic. Tap Into the Beginner's Mind. Let Go Of Fear. "Chunk" the Problem. Remember, Anger is Natural. Keep Calm and Carry On. Crossed arms, heavy sighs, short replies -- you know when a prospect’s getting frustrated. Worse, these physical signs show they’re losing interest in what you’re saying, and your shot at earning their business might be fading fast.
RAIN Group
JANUARY 31, 2018
Most of the buying journey is complete before buyers talk to sellers. Cold calling is dead. It's impossible for sellers to break through to buyers. Buyers don't want to hear about your capabilities. With all the information on the internet, buyers do their own research. Sellers hear these messages all the time. But are they true?
Planview
JANUARY 30, 2018
Happy New Year to you! The time is ripe for big dreams, high hopes, and well-intentioned resolutions for what we’re going to set out and achieve in the coming year. One popular New Year’s Resolution is getting fit – so here at Spigit, we wanted to share with you a series about how to get “Innovation Fit” in 2018 to ensure your innovation program is set up for success.
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
FEBRUARY 2, 2018
Want to dramatically increase your results? In this video, I share a secret that I really never talk about in public, but something I do with my clients frequently. Curious to what this secret is?
Hubspot Sales
JANUARY 31, 2018
Definition of Business Acumen. Business acumen is the ability to combine experience, knowledge, perspective, and awareness to make sound business decisions. It’s the practice of good judgement and the capacity to consider a holistic, long-term view of organizational needs. What sets sales leaders apart from everyday reps? Why are some salespeople more effective at closing deals?
Sales Gravy
JANUARY 28, 2018
As a leader you must never forget that you are the boss. You have power, and your decisions impact the lives and careers of the people on your team. Because you are the boss your people watch and analyze your every move?
ReviewTrackers
FEBRUARY 2, 2018
Corporate reputation management is a combination of strategies that are used to shape consumer perception of your brand. Today, consumers rely on current customers to tell them whether or not a business is worth their time and money. Consumers look at feedback from online reviews and social media to use in their decision making when selecting a business. .
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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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