Hubspot Sales
APRIL 19, 2019
There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over." While many salespeople focus on making their presentations flashy, fun, and exciting, they do little to ensure that their presentations address the prospect's top concerns -- and provide an irresistible solution.
Engage Selling
APRIL 18, 2019
There’s a right way and a wrong way to handle objections. Let’s start with the wrong way.
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RAIN Group
APRIL 18, 2019
Something new vies for your attention every few minutes: emails, text messages, collaboration tools, phone calls, co-workers, meetings, customers, and the list goes on. The result? Productivity suffers. But with discipline and preparation, you can defeat these productivity dragons. We know it's possible because we recently surveyed 2,377 professionals to find out which habits and hacks, when applied in different combinations, drive not only productivity, but also top performance versus peers, jo
SBI Growth
APRIL 17, 2019
The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.
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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
APRIL 19, 2019
What's in a name? When we think of successful sport team names, like the New England Patriots or the New York Yankees, we picture the motivated individuals that make up the team. And we envision their dedication to achieving a common goal (i.e., winning a championship.). But, how does a name contribute to a team's success? A creative sales team name can help unite your team, foster collaboration, and help individuals learn, grow, and reach personal and team goals.
Miller Heiman Group
APRIL 15, 2019
A software technology company with $4 billion in revenue struggled with inconsistent CRM use, long sales cycles and disparate methodologies across its three business units. The leaders at the software technology company knew they needed a solution that bridged methodology and technology to improve strategy and aggressively push deals through the pipeline.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sandler Training
APRIL 15, 2019
At many of the organizations we work with, the size of the average sales team has increased over the past decade. Given that there are a limited number of working hours, and given that sales leaders now find themselves responsible for supervising, training, mentoring, and coaching larger teams, what best practices should they embrace when it comes to time management?
Hubspot Sales
APRIL 15, 2019
With active email accounts expected to hit 5.6 billion by the end of 2019, it's no wonder email is the one sales and marketing trend that just won't go away. But there's so much noise in our inboxes today. How do you stand out? For starters, avoid making these 13 mistakes guaranteed to send you straight to trash. Email Mistakes. Misusing reply all. Forgetting to proofread.
Drift
APRIL 16, 2019
Conversational marketing isn’t about you. It’s about your buyers. It’s a new way of thinking because it’s focused on the buyer’s goals not your company’s goals. It’s the fastest way to move buyers through your marketing and sales funnels through the power of real-time conversations But in the last couple decades, the buying process has grown unnecessarily complicated.
Groove HQ
APRIL 18, 2019
Choose between a classic three-pane layout or a modern four-pane layout. Classic View is here! We know that a lot of our customers were missing the classic three-pane layout from legacy Groove and today we’re excited to announce that this view is now available again in Groove 2.0. Users can easily toggle between Classic and […]. The post Classic View is Now Available!
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
APRIL 18, 2019
The hardest job in sales these days is getting an appointment with a new prospect. As a sales manager, it's fairly easy to stand up in the sales meeting and tell your salespeople that they need to do a better job prospecting or that they need to just commit more time and energy to getting appointments. But they already know those things, and they're facing huge hurdles that their counterparts of a few years ago didn't face.
Hubspot Sales
APRIL 19, 2019
When I hear someone mention “the next big thing,” I generally roll my eyes. It’s usually the same recycled two or three points you find scattered across the web and every other self-titled thought leader’s blog (cue: “ 2019 will be the year or AI and Blockchain ”). But how do you identify and personalize the next big thing for your own industry , career, or even personal growth?
SBI Growth
APRIL 15, 2019
Marketing team structures too often are remnants from the days of print ad dominance. Sure they’ve evolved, but the core structure is often the same. Modernization has been performed by adding ‘vertical’ skills onto existing structure. Few organizations have retooled.
MTD Sales Training
APRIL 16, 2019
One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as ‘buyer types’. Some people prefer to buy quickly, others slowly. Some people need a lot of information and detail, for others a sheet of A4 with bullet points is all the information they need.
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
The Center for Sales Strategy
APRIL 16, 2019
The starting point of being a thought leader on LinkedIn is to use social selling as a way to connect with high potential prospects. Through social selling, you can illustrate empathy, expertise, and problem-solving ability which helps you build trust and create value for those who want to engage with you. I am still surprised by the number of salespeople I meet who don’t use social selling as part of their attempts to connect with a high-potential account.
Hubspot Sales
APRIL 14, 2019
You heard that right -- sales scripts as we’ve known them are dead in the water. The truth is, your prospects can sniff out a super-scripted pitch a mile away. The realization you’re hearing a prepared spiel will trigger one of the following responses: " Not another spam call! I thought I had my number on the do not call registry…". "I’ve never bought anything from a telemarketer before and I’m not about to start now.".
Miller Heiman Group
APRIL 16, 2019
Picture it: you’re working on an opportunity you deeply want to win. Your solution best meets the client’s needs and you’re trending ahead of your competition. But you lose the deal over an objection from a C-level executive. What went wrong? The needs of the C-suite buying influence are often quite different from other stakeholders; sellers need to tailor their messages to them accordingly.
SBI Growth
APRIL 19, 2019
Today Chris Downie, CEO of Flexential, joins us to discuss the best practices in merging companies together. He provides insight into the checks and balances of company mergers and shares his experience forming Flexential from two legacy companies. Click here for.
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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
APRIL 17, 2019
“Wow, this is the best campaign recap I’ve ever received!” As a seller, have you ever heard this from a customer? The odds of getting this type of feedback are low. Don’t feel bad because most campaign recaps are mediocre at best. Most are a bunch of data that do not tell a story. Most are forgettable at best.
Hubspot Sales
APRIL 16, 2019
How many meetings do you have today? I'm assuming you have a fair amount. In fact, 23% of professionals in the U.S. spend five or more hours in meetings per week. Whether you're meeting with prospects, clients, or colleagues finding a time to meet can be a challenge, especially when everyone's calendars are equally as busy. And precious time can be lost while scheduling meetings due to countless email threads and back-and-forth messages.
Engage Selling
APRIL 18, 2019
??????????????Today, I will highlight what I’ve discovered about making training work—making it work in a way that you get and a way that will yield the highest ROI from your sales training dollar.
Miller Heiman Group
APRIL 19, 2019
Sales analytics tools can provide key insights that allow sales leaders to coach their sales team on the strategies that improve their win rates. To achieve this goal, you must implement three essential processes to ensure you have accurate data and that you leverage it effectively. Sellers Need to Buy In to Sharing Accurate Data. Too many sellers neglect inputting sales data into CRM platforms because they don’t see the 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
The Center for Sales Strategy
APRIL 19, 2019
- MOTIVATION -. "EITHER RUN THE DAY OR THE DAY RUNS YOU.". -JIM ROHN. - AROUND THE WEB -. > Keys to an Engaged Sales Team — LinkedIn. We’re doing better, but we still have work to do. This is the conclusion reached in Gartner’s latest research around employee engagement, which found last year that 34% of U.S. employees are engaged. That’s tied for the highest number Gartner has surfaced in its many years of tracking, but clearly there remains room for improvement.
Hubspot Sales
APRIL 18, 2019
How's your sales team like a football team? Both sales and football require a certain amount of strategy to succeed. And if your sales team was a football team, a capture manager would be the quarterback. Without a quarterback, there's no one to organize and initiate the plays. Hint: your team likely won't be winning without this key player. Instead of winning games, capture managers win business for your company.
Drift
APRIL 17, 2019
Today’s B2B buyer is in charge. And guess what? They’ve done a lot of research on you before ever coming to your website. So when they do come to your site, you need to give them the personalized experience they’ve come to expect in the consumer world. You can make this a reality by adopting a conversational sales approach – using chatbots to convert buyers on your website into meetings and.
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.
The Center for Sales Strategy
APRIL 15, 2019
This is the second post in a series, "How to Get the Most Out of Your Sales Team." Check out the first post in this series here. Last week, I started a series on how you, as a sales manager, can get the most out of your sales team. This week, I'm focusing on working with them in a way they like to be worked with, and how they want to be managed. NEWS FLASH: You can't do that if you don't know your salespeople.
Miller Heiman Group
APRIL 18, 2019
Miller Heiman Group is thrilled to announce the launch of our new podcast, Move the Deal, debuting in early May. Produced by Miller Heiman Group and hosted by sales leader Greg Moore, Move the Deal listeners can expect conversations with industry experts to understand how aligning the right talent, tools and technology can transform sales to close more deals.
Sandler Training
APRIL 15, 2019
Tina Phillips, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at using your Sandler techniques and tools in a personal or professional crisis. Get the best practices collected from around the world. Listen Time: 17 Minutes.
SBI Growth
APRIL 17, 2019
Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, is pleased to announce that both Eric Estrella and Josh Horstmann have been promoted to Partner. Estrella most recently served as SBI’s Senior Vice President of Client.
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.
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