Engage Selling

JULY 31, 2020

Recently, I explained that video is the new default in how we connect and do business with others now. It’s been a huge, rapid shift.

Meetings 155

Meetings Sales 155

Hubspot Sales

JULY 30, 2020

Salespeople are often told to sell benefits, not just features. But the distinction can sometimes feel blurry. Is the product’s ability to scale with a prospect’s growth a feature or a benefit? What about its best-of-class quality? Or its ease of use? Understanding the difference between features, advantages, and benefits is crucial to a rep’s success.

Meetings 140

Meetings Publishing Decision-making Stakeholders 140

Account Manager Tips

JULY 28, 2020

When you’re a small business your priority is survival. But what happens when things take off? How does your account management team keep up with the challenges and opportunities presented by growth? And how do you define account management objectives that deliver results? I'm excited to share my conversation with Calin Muresan , Existing Business Manager at Netguru.

Account Management 130

Account Management Management Account Planning Organization 130

Nutshell

JULY 28, 2020

HubSpot charges way more than its competitors—sometimes ten times as much—even though it often gets trounced in head-to-head comparisons. How can it afford to do this? No, the answer has nothing to do with “audacity.” HubSpot has been around since 2006 and is a frontrunner in the marketing space. If you’ve ever Googled any sales or marketing tips, you’ve more than likely seen its content.

Software 127

Software Software CRM Advertising 127

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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.

Sales Management

SBI Growth

JULY 25, 2020

With the shift towards retention being the new growth, companies have increasingly seen the incremental value that Customer Success brings. If you are still assessing the benefits of a CS function in today’s world, you will fall behind your peers.

Customer Success 122

Customer Success Software Software Customer Experience 122

Hubspot Sales

JULY 28, 2020

It should come at no surprise that your sales team harbors a range of talents and strengths. Some members may be quick to close deals, while others are better at forging client relationships. In addition, every sales team should have some rainmakers. Yes, as in, make it rain! What is a rainmaker in sales? A rainmaker in sales is someone who frequently brings in new business and generates leads for the company.

Sales 138

Sales Decision-making Client Relationships Meetings 138

Nutshell

JULY 29, 2020

Getting unreasonably angry at email marketing software is one of the things that unites us as marketers. We love these platforms in theory—how else would we be able to communicate with our prospects and customers on a large scale? Unfortunately, every leading email marketing platform seems to suffer from the same set of problems, from inadequate reporting to user-unfriendly UI.

Software 120

Software Software Marketing CRM 120

Engage Selling

JULY 31, 2020

When sales leaders think about their sales teams and the success they’re creating, they often think about, well, their sales!

Sales 119

Sales Sales Management Management Sales Leadership 119

Hubspot Sales

JULY 27, 2020

As a sales manager at HubSpot, I lead a team of nine reps who sell to small businesses based out of California. Though various curveballs have been thrown our way, we have met or exceeded quota for a year straight, with an average quota of 120 percent month over month. Like many other sales groups, we have had to be nimble and adjust our working habits to succeed in 2020.

Small Business 134

Small Business Remote Working Sales Acquisition 134

Outbound Engine

JULY 26, 2020

There’s a lot to be said for staying organized. The ability to quickly locate all of the information, reminders, and documents you need is one of the biggest time-saving favors you can do for yourself. With that in mind, our super organized customer success team gathered a list of their favorite apps to keep you organized. 1. Evernote. Evernote is a comprehensive, yet easy to learn documentation management system that works on all devices.

Organization 110

Organization Internet Small Business Meetings 110

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.

SBI Growth

JULY 28, 2020

As a native marketer, I’ve only been on the same wavelength with the sales team at one company and was always surprised (not so much anymore) about how marketing and sales teams do not get along well. Does the following sound.

Marketing 110

Marketing Sales B2B 110

RAIN Group

JULY 29, 2020

2020 has flipped sales on its head and driven unprecedented levels of virtual interaction. Sellers are faced with more challenges than ever. You can’t sell the same way you did before. You need to adapt, pivot, and change almost everything you did previously. If you want to thrive in sales today, it'll require you to transition to the new world of selling virtually, and take the "new norm" by storm.

Virtual Selling 101

Virtual Selling Sales 101

Hubspot Sales

JULY 30, 2020

Even your top performers can lose focus during the summer. Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. This is a toxic combination for sales reps and their managers. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets.

Sales 132

Sales Brainstorming Decision-making Communication 132

Sandler Training

JULY 29, 2020

2020 was the year. Your company was going to experience exponential growth. The plans had been meticulously prepared and presented, blessed by the board, applauded by all business unit leaders around the table. The post 6 Musts for Sales Leaders Heading into the U-Shaped Recovery appeared first on Sandler Training.

Sales 96

Sales Sales Leadership Leadership Sales Management 96

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

B2B

SBI Growth

JULY 28, 2020

As COVID-19 has left many businesses scrambling to adapt to changing economic and technological conditions, many top sales leaders are actively embracing the new normal with the latest technologies and best practices to improve their teams’ efficiency and make their.

Sales 93

Sales B2B Marketing 93

The Center for Sales Strategy

JULY 30, 2020

Much is written every year about corporate culture. And yes, every corporation has a culture—they may not have built it purposefully, they may not be proud of it, it may hold the organization back rather than propel it to success—but there’s always a culture and it always impacts performance. Don’t look to a mission or vision statement hanging on the wall to discern the culture of a given organization.

Organization 93

Organization Sales 93

Hubspot Sales

JULY 29, 2020

Constantly handling objections is a fact of sales life that's every bit as unavoidable as it is uncomfortable. It's inevitable — engaging in any kind of sales communication means running the risk of getting some grating, potentially overwhelming pushback. Most salespeople are schooled on how to address common sales objections. Points like, "We don't have the budget for your product," or, "Sorry, I have to cancel.

Sales 128

Sales Software Software CRM 128

Corporate Visions

JULY 30, 2020

The post Proving the Power of Situational Enablement by Tim Riesterer appeared first on Corporate Visions. Situational Enablement has tremendous benefits for your organization. Imagine being able to ready your sales force to respond to urgent threats or opportunities in weeks, instead of waiting months. But realizing the power of Situational Sales Enablement requires a new approach to training and coaching your salespeople on new skills.

Decision-making 89

Decision-making Sales Training Software Software 89

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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.

Meetings

Groove HQ

JULY 27, 2020

Cut your writing time in half with these knowledge base templates for help center articles and resources. You’ve decided to create a knowledge base. You want customers to start finding answers to support questions on their own (without having to email you). Now what? How do you actually create knowledge base articles for your help […]. The post 5 Simple Knowledge Base Templates to Rapidly Create Content for Your Help Center appeared first on Groove Blog.

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The Center for Sales Strategy

JULY 29, 2020

Whether you call it cold calling, prospecting, or new business development, lead generation is critical piece for the sales success formula. In many current sales structures, the salesperson in charge of lead generation also oversees setting appointments, finding needs, selling solutions, and ensuring contracts are fulfilled. Sales managers are great at tracking pending business and placing accountability on the average number of new accounts.

Sales Management 88

Sales Management Marketing Management Sales 88

Hubspot Sales

JULY 28, 2020

What do the Microsoft Office Suite and two reduced-price white chocolate macadamia cookies with the purchase of a six-inch Spicy Italian sub at Subway have in common? Not too much. One has a bunch of practical software applications that people generally lie about understanding on their resumes. The other helps parents keep their kids at bay in between games at soccer tournaments.

Energy and Utilities 125

Energy and Utilities Profitability Banking Construction 125

Sandler Training

JULY 31, 2020

Attracting and keeping good salespeople is at the top of every sales manager's list of priorities. The better we are at inspiring and holding on to great salespeople, the happier, the more engaged, and the more successful they will be. The post Three Tips For Retaining Great Salespeople This Summer appeared first on Sandler Training.

Sales Management 88

Sales Management Management Sales Leadership 88

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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

Sales Readiness Group

JULY 31, 2020

The COVID-19 pandemic has been the ultimate validation of the importance of leadership abilities for sales managers. In addition to navigating their teams through incredibly challenging business conditions, many sales managers have had to almost overnight re-engineer how their sales teams sell to remote customers. To emerge stronger from this crisis, now’s a great time to focus on how you can become an even better sales leader by developing your personal abilities.

Leadership 87

Leadership Sales Sales Management Management 87

The Center for Sales Strategy

JULY 27, 2020

Culture is powerful, and you’re going to have one whether you like it or not. Your company culture is the personality of your organization. It’s the vibe people feel when they work there and the way they describe your company to others. How is your company culture weathering the COVID-19 storm?

Organization 86

Organization 86

Hubspot Sales

JULY 27, 2020

Though the "Girlboss" era is now behind us , female entrepreneurs blazed trails long before the term became mainstream in 2014. Among notable female entrepreneurs is Madam CJ Walker. The early 20th-century beauty entrepreneur is often credited as the first female self-made millionaire in America. Though Walker was a ground-breaking entrepreneur in her own right, there is speculation that the title of the first female self-made millionaire in America actually belongs to her business rival Annie T

Negotiation 124

Negotiation Innovation Media Digitalization 124

Miller Heiman Group

JULY 28, 2020

Change is constant in the age of the coronavirus, and it’s having deep effects on sales organizations. With the sudden transition to digital selling, lengthened sales cycles and personnel changes such as layoffs and furloughs, not only has the flow of prospects in sellers’ pipelines trickled to a drip, but customers have also become harder to reach and deals have become more challenging to close.

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Sales Sales Technology CRM B2B 85

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.

Sales

Sandler Training

JULY 29, 2020

For leaders – and, let’s face it, for everyone else – the last few months have been nothing short of mind-bending. Most of us, in fact, are not even sure how to describe this period. The post Leaders: Avoid Overcorrecting in Response to a Crisis appeared first on Sandler Training.

Sales Leadership 85

Sales Leadership Leadership Sales Management Management 85

The Center for Sales Strategy

JULY 31, 2020

- MOTIVATION -. "Don't watch the clock; do what it does. Keep going.". -Sam Levenson. - AROUND THE WEB -. > The Ultimate Guide To Using LinkedIn Sales Navigator in 2020– Spotio. LinkedIn positioned itself as a distinct social networking site for recruiting top talents. Over 30 million companies use this platform for business. It consists of around 690 million users , with more and more organizations using LinkedIn marketing to network, connect, and sell every day.

B2B 86

B2B Sales Marketing Organization 86

Vantage Partners

JULY 28, 2020

Recently, Vantage joined executives from across the Financial Services, Fintech, and Data Services ecosystem for a set of discussions about partnership formation and management. Following are key takeaways from these discussions.

Financial Services 83

Financial Services Management 83

Showpad

JULY 28, 2020

AI: Attempting to extend human intelligence. The use of artificial intelligence (AI) or machine learning (ML) is increasing across all industries to augment data and rule-driven tasks including automation, deep analysis and decision making. . Simply put, AI systems are trained with defined rules from a known sample to make predictions for a new, unknown sample.

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Artificial Intelligence Cybersecurity Sales Decision-making 75

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.

Marketing