Hubspot Sales
FEBRUARY 23, 2018
The Best Free Online Courses For Current & Future Entrepreneurs. Creativity & Entrepreneurship from Berklee Online. Financial Analysis for Decision Making from Babson Online. Becoming an Entrepreneur from MIT Launch. Building and Leading Effective Teams from MIT OpenCourseWare. The Essential Guide to Entrepreneurship by Guy Kawasaki. The Complete Product Management Course.
Openview
FEBRUARY 20, 2018
Editor’s Note: This article first appeared on the Gong.io blog here. What makes your top-performing reps so good at selling? Maybe you assume they’re just naturally talented. That the best salespeople are born, not made — which is great news for them, but not so good for your B and C players (or for you, unless you have a never-ending pipeline of A players to hire.).
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SBI Growth
FEBRUARY 20, 2018
Joining us for today’s show is Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype. Jennifer has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sales leadership role.
Engage Selling
FEBRUARY 22, 2018
I am sick of sales managers complaining about their top sellers not being team players. Sellers do need to be acting legally, morally, and ethically, and we do want them to get along with people.
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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
FEBRUARY 22, 2018
First-time sales outreach response is plummeting. According to Jill Konrath , 97% of all business calls now go to voicemail. It's never been more important for salespeople to be good at leaving voicemails. Not only that, but voicemail can -- and should -- be measured, coached, and improved. Through personal experience and research, I’ve been able to identify the most effective voicemail script -- along with the keys to implementing it -- so you leave voicemails that generate an incredible respon
The Center for Sales Strategy
FEBRUARY 19, 2018
Superstar salespeople have a unique combination of talents that lead to excellence, and this combination of talents is very rare. It can be tough to find the people with all of the right "stuff" who have the potential for greatness.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
FEBRUARY 23, 2018
???Most times, companies, marketing departments, executives, and even sales teams create value statements without understanding the value they can bring to the customer. After you create any value statement, ask yourself, “Who cares?
Hubspot Sales
FEBRUARY 21, 2018
Best Sales Blogs: Sales Hacker. Heinz Marketing. Jill Konrath's Fresh Sales Strategies. HubSpot Sales Blog. Sales Solutions Blog. The Filling the Funnel Blog. Salesfolk. Sales Gravy. CustomerCentric Selling. Sandler Training Blog. Marc Wayshak's Sales Blog. Art Sobczak's Smart Calling Blog. Your SalesMBA Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog.
MTD Sales Training
FEBRUARY 21, 2018
We’ve never been so time-poor. With everything inside and outside of our control exerting pressure on us to deliver, it’s not surprising that many things that should be done miss their deadline. One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. Because so many other things are pressing us for attention, we sometimes feel that we don’t have to give preparation for our presentations that much time.
SBI Growth
FEBRUARY 23, 2018
Our guest today on SBI TV is Brendan Cournoyer, Vice President of Marketing for Brainshark. Last year, Brendan and his team completed a successful brand transformation and he’s here today to share with his peers the behind the scenes view.
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.
Engage Selling
FEBRUARY 20, 2018
The winter Olympics are in full swing and I’ll be the first to admit I’m a junkie! I just love competition featuring the best of the best worldwide.
Hubspot Sales
FEBRUARY 20, 2018
Salespeople live on LinkedIn. They research prospects, participate in groups, and keep their profiles in tip-top shape. Another common practice is to message customers or connections helpful content. But what if you have a valuable blog post or insight to share with a specific person on LinkedIn? How do you send them a message if you're a 2nd- or 3rd-degree connection -- or even out of network?
The Center for Sales Strategy
FEBRUARY 20, 2018
There has been considerable talk over the years about so-called soft measures, like employee engagement, which begs the question, is this a nice-to-have element or a must-have element? I doubt any executive would say he or she doesn’t really care about employee engagement, but when you examine the time and money spent on establishing such an outcome, it would appear most companies and most managers don’t devote enough.
SBI Growth
FEBRUARY 19, 2018
The recent explosion of business intelligence and analytics tools has resulted in organizations measuring everything under the sun even if it is unclear what the metric is telling you or how to best leverage it. We often find that the.
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SBI
FEBRUARY 22, 2018
2018 is poised to be a particularly busy year for people looking to start new jobs. With the unemployment rate at a 17-year low, and companies planning to accelerate hiring plans, opportunities for career growth and advancement will be bountiful. According to the Bureau of Labor Statistics, most American workers will switch jobs 10 to 15 times between the ages of 18 and 48, so there has never been a better time to make a career change.
Hubspot Sales
FEBRUARY 22, 2018
"For example" synonyms. For instance. To give you an idea. As proof. Suppose that. To illustrate. Imagine. Pretend that. To show you what I mean. Let's say. Case in point. e.g. As a writer, I’m hypersensitive to reusing words. If I write “That sounds great” in the first sentence of an email, I won’t sign off with “Have a great weekend.”. Yet even if you’re not as nitpicky as me (I hope you’re not as nitpicky as me), mixing up the phrases you use is a good idea.
The Center for Sales Strategy
FEBRUARY 22, 2018
You finally got an appointment with a strong prospect. Now, it is time to prepare for a successful digital needs analysis to make sure that all the effort you spent getting the appointment isn’t wasted. You want to make sure that you have a strong and thorough needs analysis—because understanding your prospect's business, their specific needs , challenges and expectations is imperative to developing a solution that will achieve results.
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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.
SBI
FEBRUARY 20, 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 Chris Heinrich , VP of Enterprise Sales for Adobe Sign. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Chris: Adobe Sign is an e-signature solution that make 100% digital workflows a reality.
Hubspot Sales
FEBRUARY 22, 2018
Think direct mail is an outdated sales tactic? Think again. While prospect’s email inboxes are becoming increasingly crowded ( 78% of consumers opt out of company emails due to sheer volume), their physical mailboxes get emptier. Now's the time for Sales and Marketing to work together to create direct mail prospects can’t help but respond to. From boxed balloons to 3D puzzles, there's no shortage of creative ways to format your mailers -- but the most important aspect of your letter is what you
The Center for Sales Strategy
FEBRUARY 23, 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.
Louise Collins Associates
FEBRUARY 23, 2018
Anyone who has ever coached will understand how much joy they experience when the team, or individual you have worked with, excels. The feeling of sheer delight and pride when you witness the impact of success. As a coach, you have a sense of enormous personal pride at a job well done. You beam when you see the rewards bestowed on those you coach, those whom you have nurtured to ensure they achieve their maximum potential.
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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
5600 Blue
FEBRUARY 19, 2018
After 22 years consulting on over 25,000 business negotiations in over 46 countries, we’ve heard a lot of negotiation tactics. All are attempts at commoditization and driving more concessions from the seller; some are more difficult than others. A recent client was negotiating with their largest customer, a $60b Fortune 50 firm in the manufacturing business.
Hubspot Sales
FEBRUARY 23, 2018
How to Relax. Journal. Fix Your Posture. Unplug. Eat a Banana. Purge Your Schedule. Meditate. Practice Mindfulness. Sniff a Coconut (Yes, Really). Laugh. Try Progressive Muscle Relaxation. Eat Some Honey. Make a Happy List. Try Walking Meditation. Think Outside. Stay Motivated. Pick Up the Phone. Hug Your Pet. Squeeze a Stress Ball. Give Yourself a Massage.
The Center for Sales Strategy
FEBRUARY 21, 2018
I was driving around downtown Tampa recently during a convention and found many roads blocked off as I was trying to get to my destination. I know downtown Tampa pretty well, and knew exactly where I wanted to get, which made it even more frustrating that I couldn't get to where I wanted to go. I was tempted to get out of my car and remove the roadblocks.
Miller Heiman Group
FEBRUARY 23, 2018
Sellers, it’s time to wake up to the new reality of sales. Technology, generational shifts and increased competition mean that today’s buyers are coming to the table more prepared, empowered and informed than ever before. And many sales organizations simply aren’t keeping up. In fact, according to CSO Insights, the research division of Miller Heiman Group, only 53 percent of organizations achieved quota plan attainment in 2017.
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 23, 2018
If we’re connected on LinkedIn, you’ve probably seen many of my posts surrounding this topic. Cold calling is dead. That’s right, cold calling is no longer relevant. And, this is exactly why you need to pick up the phone.
Hubspot Sales
FEBRUARY 20, 2018
You were an outstanding sales rep -- and now, as a sales manager, you’re eager to cultivate the same performance from your team members. But you quickly realize that leading a team is far different from carrying your individual quota. Both your day-to-day and ongoing responsibilities are completely different than your previous ones. Plus, you’re calling on a brand-new set of skills, like coaching, scaling, and recruiting.
MTD Sales Training
FEBRUARY 22, 2018
Salespeople are great conversationalists. That is, they find it easy to discuss opportunities and possibilities with prospects, listening to their needs and wants, and working with them to deliver great products and services. But once in a while, you need a pep up, a lifting of the spirits. Especially if things aren’t going well and sales are drying up.
Sales Gravy
FEBRUARY 21, 2018
?There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.? ? Jeb Blount, CEO, Sales Gravy. Fact: most sales professionals are not too keen on prospecting.
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