Hubspot Sales
APRIL 18, 2018
Email Closing Lines. "I've got a great checklist on [insert topic]. Want me to send it your way?". "Is it currently a priority to improve [insert business goal]?". "Did the ebook you downloaded change the way you think about [insert topic]?". "I love ramen as well. Have you tried [insert restaurant name]?". "I've also a fan of [type of music]. Who are your favorite artists?".
SBI Growth
APRIL 17, 2018
Sales Leaders need to have their finger on the pulse at all times. They must know whether the team is on track, or not, to hit the yearly goal. Top performing Sales Leaders are always on top of this. They.
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Nutshell
APRIL 17, 2018
What’s the one thing that defines your sales activities more than anything else? Is it the kind of prospects you target? A focus on customer nurturing and repeat sales? The way your team members cooperate to get deals done, instead of going it alone? While many sales organizations use a hybrid approach that draws from a variety of selling tactics and methodologies, there is usually one element of how they sell that’s more prominent than the rest.
The Center for Sales Strategy
APRIL 17, 2018
The Tour of Duty Framework. There are so many young people out there with innate talent and tremendous potential… but zero sales experience.
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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 17, 2018
Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. If they’re not getting prospects to sign contracts, they’re not going to hit their number. There are a handful of mistakes you need to avoid if you hope to be successful.
SBI Growth
APRIL 19, 2018
The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
APRIL 18, 2018
When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, and when you see them they appear common sense. Unfortunately, the sense needed for this isn’t that common. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you.
Hubspot Sales
APRIL 17, 2018
Up-Front Contract Example. (Appreciation and Time) [Prospect name], thanks for agreeing to meet today. Can I take three minutes …. (Agenda) … to give you some recommendations on [improving X] at [prospect’s company]? And then, iIf you have no further interest …. (Outcomes). you can hang up, but if you do have interest, let’s have another meeting. A great sales call depends on what we at Sandler Training call an up-front contract.
Jeffrey Gitomer
APRIL 16, 2018
Looking for new prospects? Who isn't! You probably have hundreds you're not paying attention to. your present customers.
RAIN Group
APRIL 18, 2018
In sales, you have a finite number of hours in a day. Most of those hours are spent on the immediate sales opportunities in your pipeline—those buyers who have a need they are looking address and a timeline to act. These buyers receive the majority of your time and attention, and rightfully so. But what about the buyer you met at a conference or have had an initial sales call with that was "interesting" and "valuable" but goes nowhere?
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.
Drift
APRIL 16, 2018
Imagine this: It’s the grand opening of your brand new brick and mortar store. Leading up to the big day, you tell the world about it. On the morning of the grand opening, there are hundreds of people lined up outside your store, ready to go in and buy. But instead of letting people inside, you ask everyone to fill out a short survey–their name, their address, and a couple other questions.
Hubspot Sales
APRIL 20, 2018
Tired of opening motivational quotes blog posts only to find little to no female representation? Me too. The business world is full of strong women who’ve shown up, done the work, and inspired us all. To celebrate their incredible minds and contributions, I’ve put together a list of 25 quotes by amazing women whose words encourage me to push a little harder, speak up a little louder, and swap doing for dreaming.
Miller Heiman Group
APRIL 18, 2018
“In a mature enablement discipline, none of these services stands alone. As we often tell our clients: There is no content without training, and there is no training without content. … In turn, both content and training services require coaching to ensure the services are implemented and adopted appropriately.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”.
Openview
APRIL 20, 2018
It’s one thing to get meetings. It’s another to generate sales wins. Too many sellers rely too heavily on inbound leads, referrals, and repeat business. However, there often isn’t enough of these to go around to allow you to reach your overall sales target. If you need to drive your own pipeline, you need cold meetings. Unfortunately, many sellers don’t even believe that cold meetings result in sales.
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
Drift
APRIL 18, 2018
There’s an enormous shift happening within sales and marketing organizations, and you probably don’t even realize it: The tools you use every day are becoming more connected to one another and capable of the kind of intelligent exchange of information that’ll make your life as a marketer way easier. Over the last 5 years, we’ve been a part of the rise of the first wave of cloud based integration.
Hubspot Sales
APRIL 19, 2018
" But why do you want to join a sales boot camp? You hate calling! ". I have always hated talking on the telephone. Even as a reluctant child, writing thank-you letters after the holidays was a preferable chore to a simple call. Looking back, it still makes me shudder. So, when I started my own business, I vowed never to make outbound calls -- I would wait until people contacted me.
The Center for Sales Strategy
APRIL 18, 2018
Too many sales organizations do not have an account list management strategy (ALMS) or they have one that provides little strategic value.
SBI Growth
APRIL 18, 2018
Welcome to the Revenue Growth Fast Frame of the Week. Gary Schwake, Vice President Business Development at ACTIVE Network provides insight into evaluating a potential M&A target — What are the top criteria to review when evaluating the revenue growth capabilities.
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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.
Sales Readiness Group
APRIL 17, 2018
It’s no surprise that high-performing sales teams have managers who spend more time coaching, as evidenced in our Sales Management Research Report. There are numerous benefits to effective coaching , but despite the general acknowledgment that it’s a high-value activity, many managers don’t spend enough time coaching. Several reasons managers don’t coach include that they don’t know how, don’t think they have time, or don’t have a process to follow.
Hubspot Sales
APRIL 17, 2018
Despite what you’ve heard, cold-calling is not dead. Tens of thousands of sellers practice this approach every day. And, while only about 1% of cold calls convert to meetings and 90% of top-level B2B decision makers don’t respond to cold outreach anymore, I asked several sales experts about the secret sauce that puts a cold call in the elite, successful 1%.
The Center for Sales Strategy
APRIL 16, 2018
For some sales managers who are naturally very strong in relationship talent, doing things every day to invest in relationships with their direct reports comes naturally. For the rest of us, we could use a little reminder to make sure we are taking the right actions that foster strong relationships with our people, and today’s software and app selection can help.
SBI
APRIL 19, 2018
As a sales leader, onboarding new hires quickly should be a top priority. Why? When your sales ramp rate is poor, it’s a huge drain on resources that can prevent you from hitting annual targets. It costs your company time and money that it could put toward new hires and increased sales. So, how do you implement a great sales ramp rate that sets you up for success and lets your sales team soar?
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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
Jeffrey Gitomer
APRIL 20, 2018
Every high school has one weirdo – total nerdy type – you know what I mean. At Haddonfield Memorial High we had a kid who carried his books in a box.
Hubspot Sales
APRIL 19, 2018
What is Sales Outsourcing? Sales outsourcing can be a good way for organizations to increase lead generation and sales without investing in onboarding and the cost associated with full-time sales reps. There are important things to consider before outsourcing sales, including familiarity with the product/service, your business model, and your company's views on cold calling.
The Center for Sales Strategy
APRIL 20, 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. The 2 Letters Destroying Your Sales Pitch (& How to Stop Saying Them) — Hubspot. Do you think it's possible that two letters could be destroying your sales pitch ? If they are, how can you avoid using them?
SBI
APRIL 16, 2018
Give it up for our 2018 Top Sales Tools of the Year recipients! It’s an exciting time to be sure. With more than 500 sales technologies on our most recent 2018 SalesTech Landscape , there’s no question but that that the impact of digital technologies will be far reaching. Indeed, it has the potential to reshape every step in the sales process and impact every customer interaction.
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.
5600 Blue
APRIL 20, 2018
My friend and former colleague, Max Bazerman, negotiation professor at the Harvard Business School, once reported to me that: “Opening offers have more impact on outcomes of a negotiation than all counter-offers combined!” I couldn't agree more, however, I believe to really understand the weight of the impact, it is important to understand the complexity inside that statement.
Point N Time
APRIL 18, 2018
It’s good business advice to shoot for the stars. We’re so quick to sell ourselves short in everything we do. Go after the big fish. The post Best Practices for Connecting with Executives at Fortune 500 Companies appeared first on Point N Time.
The Center for Sales Strategy
APRIL 19, 2018
Every sales organization could probably use more quality leads for their salespeople to set appointments with. This is one issue we deal with day in and day out with our inbound marketing clients. We help them generate new traffic to their website and convert that traffic into qualified, sales-ready leads. What it ( inbound marketing ) boils down to is creating unique, compelling content pieces that solve a problem, entertains, teaches, or answers a question that your best prospects are searchin
Service Excellence Partners
APRIL 17, 2018
Customer Success leaders don’t have to rely on gut feel or buy expensive predictive analytics software to develop customer health indicators. As an interim step, statistical regression analysis can identify a short list of predictors, increasing accuracy while avoiding significant time and cost. Data-driven middle ground Executives typically construct customer health scores to help their teams focus their efforts.
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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