Hubspot Sales
MAY 18, 2018
Sales Goals. Monthly sales goals. Waterfall goals. Sequence goals. Activity goals. Incentivized goals. Goal progression. Stretch goals. Mentor goals. If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number.
The Center for Sales Strategy
MAY 15, 2018
In an ever-changing sales landscape, maintaining a healthy personal brand on social media has become a necessary tool for sales professionals to build and maintain relationships with prospects. According to a Forrester Consulting study, Social Selling: A New B2B Imperative , “49 percent of B2B enterprises have developed a formal social selling program, and 28 percent are in the process of doing so.
Engage Selling
MAY 17, 2018
I don’t know a single sales leader who finds hiring great new talent to be particularly easy. Especially in this virtually “full employment”current market. So, what’s the solution? Do everything possible to keep your team from leaving.
Nutshell
MAY 16, 2018
Nothing inspires a salesperson’s creativity like a game-changing deal that’s hanging just out of reach. We asked eight sales professionals and business leaders for their best stories of going wayyyy above and beyond to close the deal. Enjoy, and tweet your own crazy sales stories to @nutshell. (The best story that can fit in a single tweet wins a prize!).
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot Sales
MAY 14, 2018
"Looking Forward to Hearing from You" Alternatives. “Could you return all proposal feedback by Friday?”. “Could you help me find the answer here?”. “I saw X and thought of you. What are your thoughts?”. “It would really help me out if you could reply by Wednesday.”. “If you’re too busy to handle this request, is there someone else I can reach out to?”.
The Center for Sales Strategy
MAY 17, 2018
Is your sales team running the same plays as it did ten years ago? Even five years ago? Well if it is, then there is a good chance you need to update your sales playbook. The fact is that the way businesses buy and sell has forever changed—and to stay competitive, you need to change too. Yes, certain things are still essential—finding needs, presenting solutions, and getting results—but how you interact with prospects and clients is different.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
MAY 16, 2018
Is cost reduction your company’s approach to value creation? If yes, this article does not address your strategy. This article is not about cost takeout, cutting your way to growth, or headcount reductions. If you have worked with a company seeking.
Hubspot Sales
MAY 15, 2018
Success in selling belongs to those who can balance the roles of analyst and storyteller. Doing so requires the ability to source, organize, and communicate data in a way that connects the salesperson’s solution to the buyer’s challenge. In short, salespeople must be master storytellers with data. But where to start? Here are three steps to improve your team’s ability to craft compelling sales narratives that differentiate your company’s solution and advance the sale.
MTD Sales Training
MAY 16, 2018
No matter how good your discussions have been with a prospect, there will come a time when you simply have to talk about lowering your prices. Even though you’ve built up your value, it still seems the prospect wants to shave a few pennies from your price in order to satisfy their innate desire to feel they have ‘made a deal’. Make it clear, though, to the prospect that you are going to trade rather than concede.
Drift
MAY 17, 2018
Last week AngelList sent out an email to 4.5 million people. And they had this crazy stat in there about the rise of conversational marketing. (You may have seen it). It said: “The number of new jobs in conversational marketing has grown by 445% in one year.” That’s wild. But here’s the thing, it’s not accidental. It happened because from the very beginning we’ve always been focused on creating a.
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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.
SBI Growth
MAY 17, 2018
Every well-crafted Sales Operations roadmap I’ve seen begins and ends with Sales Financial Metrics. The best roadmaps not only communicate, “How much benefit?” but also, “When will this benefit occur?” If your roadmap can quickly answer both questions, you’ll gain.
Hubspot Sales
MAY 17, 2018
The Best Sales Pitch. 60% of people find generic sales pitches irritating. Instead of rolling out a traditional seller-centric pitch, tell your prospect a story. First, ask questions about their pain points and needs. Then, tell a story about a customer you've helped through similar challenges. A recent study showed 5% of meeting attendees remember statistics, while a whopping 63% recall stories.
MTD Sales Training
MAY 14, 2018
It’s an exciting time when you meet a client or prospect for the first time. It can also be nerve-jangling as you try to make a good impression, so your products or services virtually sell themselves. Opening the first meeting contains a whole load of interesting phenomena. You are trying to build rapport; you want to make that great first impression; you want to be better than the competition; you want to come across as friendly but also professional; you don’t want to slip up and make a fool o
Sales Readiness Group
MAY 18, 2018
Last week I saw the future. Google demonstrated its amazing new Duplex technology that allows Google Assistant to make phone calls on your behalf and have natural, human-sounding conversations. Watch the demo here and listen to the Google Assistant first call a hair salon and book an appointment, and then make a reservation at a restaurant. I was blown away by Googles’ Duplex technology, and it is obviously a major step forward in the ability of computers to understand and generate natural speec
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
MAY 14, 2018
This article was originally published on Entrepreneur.com.
Hubspot Sales
MAY 17, 2018
One of the top things that grinds salespeople’s gears? Anything that stands in the way of sealing the deal -- fast. It could be extra clicks to find a prospect’s email, unnecessary fields to enter in your CRM (because Marketing told you to), or additional calls you need to make because your first few prospects never answered. You have to complete these tasks because it’s part of getting the deal done -- but they also sap energy, create friction, and kill momentum.
Openview
MAY 16, 2018
Sales and marketing spend is and should be top of mind for sales leaders. On the BUILD podcast, Liz Cain, Partner at OpenView, discusses how and why companies waste resources. Later on we chat with Dave Grow, President & COO at Lucidchart, to learn from his experience scaling the company to 10M users with few wasted resources. ?. Prefer to listen on iTunes?
Engage Selling
MAY 18, 2018
??????????????Sales leaders ask me all the time about how to make their sales team take accountability, or hold them accountable, for the set goals.
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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 Growth
MAY 14, 2018
What is GDPR? The new regulation referred to is of course the EU General Data Protection Regulation (GDPR) which goes into effect next month on May 25, 2018. This is just the tip of the iceberg in data privacy regulations.
The Center for Sales Strategy
MAY 16, 2018
Recently, I've had a few run-ins with bad email etiquette. Not just in a quick email thread from a co-worker (I'll admit, my email etiquette gets sloppy in this arena), but I've received emails from salespeople attempting to get me (the marketing manager) to subscribe to their software, utilize their platform, or allocate some of my budget to their product, and all had major email etiquette issues, misspelled my name, or included verbiage that clearly showed me we aren't on the same wavelength.
SBI
MAY 17, 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 John Raguin , CMO of Seismic. Nancy: What are the top 3 ways your solution changes the game for a sales organization? John: Seismic is an enterprise-grade sales and marketing enablement solution.
RAIN Group
MAY 16, 2018
Too many sellers have the following problems: Bloated pipelines filled with dead wood. Lack of clarity on what opportunities to focus on. In " How to Clear Your Pipeline of Dead Wood ," we shared how to make your pipeline real and manageable. Here, you’ll find a framework that will allow you and your colleagues to define and focus on the best sales opportunities with clarity and confidence.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
SBI Growth
MAY 17, 2018
Joining us for today’s show is Greg Clark, the Chief Marketing Officer for Caliber Collision Centers. Greg’s audience consists of B2C consumers as well as B2B audiences. Greg has built the Caliber brand to embrace the customer through the entire.
Revegy
MAY 14, 2018
According to a CSO Insights study, companies that engage in effective ongoing key account planning have win rates nearly double that of companies without a formal process. Moreover, companies that use a solution designed specifically for account planning have an 11-point advantage over those using manual efforts and a 9-point advantage over those using homegrown or CRM applications.
The Center for Sales Strategy
MAY 18, 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.
Sales Readiness Group
MAY 15, 2018
A question that often comes up in our conversations with clients: "How do you embed a company's culture in a sales training program?" It's an interesting question because culture is something that's intangible, but we kind of know it when we see it.
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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
SBI Growth
MAY 15, 2018
Our guest today is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. Steve has built an incredible business through both organic and inorganic growth. He’s here today to demonstrate how a CEO orchestrates the right level of inorganic growth.
MTD Sales Training
MAY 14, 2018
Episode 17 – Prioritise Your Day In 10 Minutes, Having A Different Perspective, Confucius On Life Improvement. This podcast includes: How to prioritise your day in just 10 minutes. Seeing things from a different perspective. An insight on Confucius on life improvement. Take a look at this episode on [link]. The post Prioritise Your Day In 10 Minutes, Having A Different Perspective, Confucius On Life Improvement appeared first on MTD Sales Training.
SBI
MAY 15, 2018
game chang·er. noun. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a potential game changer that could revitalize the entire US aerospace industry” There have never been as many game-changing sales technologies as there are today. These game changers can help you sell more, in less time, at the right price, and with fewer salespeople.
Sales Gravy
MAY 18, 2018
To keep sales momentum alive, you need to provide value on every interaction -- even a quick follow-up call. Here are three approaches to making a real connection.
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.
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