Sat.Apr 06, 2019 - Fri.Apr 12, 2019

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The Ultimate Guide to Formal Emails

Hubspot Sales

Formal Email. A formal email is used when conducting business with a new associate or executive, sending a professional inquiry, or corresponding about a job. Best practices include using a formal greeting like, " Dear [Name], " closing with, " Sincerely, " and keeping the subject line short and descriptive. You know you’re writing a formal email if … you have to pause and wonder, "Is this too casual?

Suppliers 133
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The 8 best CRMs for marketing teams

Nutshell

Effective marketing is about more than just attracting one-time customers. It’s about creating a lasting impression that will keep all your customers engaged with your products or services and coming back for more. Imagine a locally-owned store operating in a small town—a simple, familiar place where the shopkeep knows your name and knows precisely how to help you find what you need.

Marketing 128
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16 Negotiation Tactics Buyers Use (and How to Respond)

RAIN Group

Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you—as the seller—have a win-win mindset and approach, you need to know how to maneuver the situation when buyers throw you curveballs.

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Five Sales Negotiation Tactics to Use with Procurement

Sales Readiness Group

Negotiating with Procurement can be challenging. In this video, you'll learn five sales negotiation tactics you can use when negotiating with Procurement.

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Enterprise ABM Marketing Tools: A Marketer's Guide

Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.

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How the HubSpot Sales Team Used Video to Engage More Prospects

Hubspot Sales

Sales calls and emails are tried and true methods of engaging and converting sales prospects. In fact, the average sales development representative performs almost 100 activities per day in an effort to engage prospective customers — including outreach via social media, phone calls, voicemails, and emails. However, only 24% of sales emails are ever opened.

Sales 106
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Why CMOs Need to Resist the Onslaught of the Trivial

SBI Growth

Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.” Yet, there’s inherently a level of gray enabling the marketing.

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Five Key Steps to Get Buy-In from Diverse Stakeholders in Large Accounts

Miller Heiman Group

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Beyond securing buy-in, another benefit of effectively communicating with all the key stakeholders is understanding the multiple perspectives inside a large account.

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The Risks, Benefits, and Point of a Loss Leader Pricing Strategy

Hubspot Sales

Ever wonder why milk is always at the back of the store? It's a staple in most American homes, so why isn't it conveniently up front? Without even knowing it, you've encountered loss leader pricing. Loss leader pricing is the time-honored tradition of pricing certain items -- like bread or milk -- below the cost it takes to produce them in order to bring buyers into the store and entice them to purchase other items -- like, say, cereal, a candy bar, and some laundry detergent.

Retail 104
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A Sales Leader’s Ascent to CEO

SBI Growth

Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how.

Sales 95
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The Easiest Way to Get Referrals | Sales Strategies

Engage Selling

?????????????The number one question I get from sales leaders: how do I get my sellers to ask for more referrals?

Sales 90
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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What Is Active Listening And How Can We Improve It?

MTD Sales Training

What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have to see the benefits of active listening in order for us to take it seriously. Active listening can be defined as ‘the concept of listening that keeps you engaged in a conversation in a positive way’.

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6 Tips to Help You Secure a B2B Sales Appointment

The Center for Sales Strategy

Just getting the appointment can be one of the most difficult steps in the entire sales process. Having a referral or industry success story can make this task a little easier (so, use them if you have them). But, what do you use if you don’t have either at your disposal? What if you just can't get the appointment?

B2B 83
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Introducing the Miller Heiman Group Icons

Miller Heiman Group

Miller Heiman Group is thrilled to announce its inaugural class of the MHG Icons, bringing together outstanding client facilitators as trusted ambassadors and advocates of our sales and service methodology and skills programs. For more than 40 years, Miller Heiman Group has embedded sales and service leaders within customer organizations, providing on-the-ground support and expert instruction for tens of thousands of alumni.

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Build a Growth Transformation Office (GTO) in Your Company to Drive Change for Topline Improvements

SBI Growth

Value of the GTO. Every great team has a leader on the court that directs their teammates and acts as an extension of the coach. Think of a great point guard holding up 3 fingers to signal the play that.

B2B 76
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2024, The Year of the Customer

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.

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6 Traits of an Effective Corporate Sales Training Program

Sales Readiness Group

In this video, we share the top requirements that some of our clients routinely point to as the key drivers of corporate sales training success.

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Weekly Roundup: 5 Ways Automation Can Improve Your Sales Strategy + More

The Center for Sales Strategy

- MOTIVATION -. "IF FOOTBALL TAUGHT ME ANYTHING ABOUT BUSINESS, IT IS THAT YOU WIN THE GAME ONE PLAY AT A TIME.". -FRANK TARKENTON. - AROUND THE WEB -. > 5 Ways Automation Can Improve Your Sales Strategy and Increase Revenue — LeadG2. While the usefulness of automation technology has become relatively well-established for those on the marketing side, many neglect the potential it also holds for sales.

Sales 79
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Make Your Sales Analytics Data Actionable with These Three Strategies

Miller Heiman Group

CRM systems and supporting sales technology platforms give sales leaders access to rich amounts of data. The challenge for many sales leaders is extracting actionable insights from the data that can be used to coach your sales team to achieve higher win rates. However, before you’re able to discern these insights, the most important step is ensuring that you have accurate information in your CRM or other platform.

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Aligning Your Sales Team to Your Pricing Strategy

SBI Growth

Sales 74
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Who Owns Customer Success?

Strikedeck

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How To Get The Most Out Of Your Sales Team: Get Creative (VIDEO)

The Center for Sales Strategy

CASH IS KING … or at least that's what we've always been told. Over the next few weeks, I'm going to talk about how you can get more out of your sales team by motivating them. I'm going to focus on ways to motivate your sales team to get the most out of them. We've always thought that cash is the way to do that. You do a sales contest, you give out money, people are happy, and BAM!

Sales 78
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How to Succeed at Strategic Partnerships [Podcast]

Sandler Training

Jason Nierman, Founder and President at Accelerated Advising, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at forming strategic partnerships for business development. Get the best practices collected from around the world. Listen Time: 23 Minutes.

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SBI’s March 2019 Pricing Newsletter

SBI Growth

Winning Pricing Strategies for a Mature Business Have you tried multiple times to roll out price increases, only to find single-digit execution rates? Do leaders and sales reps justify the lack of adoption of pricing changes to fear their clients will.

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4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. The reason for its rise? AI increases teams’ productivity by predicting and automating actions that require manual effort. In other words, the research that takes reps hours, AI can do in seconds. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data.

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Crowdsourcing Case Study: Polaris Industries

Planview

Polaris Industries’ crowdsourcing case study is inspiring people both internally and externally—and their story is still relevant today. As a strong believer that the key to success is in the ethics and values of its employees, Polaris has made the creation of great products not just a job, but a way of life. “We’re proud to have an innovative culture.

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7 Power Skills That Help You Lead Through Change

The Center for Sales Strategy

Workforce agility is necessary for any company to adapt to a rapidly-changing environment, and it’s safe to say that many companies today are operating in rapidly changing environments. As a leader, are you prepared to embrace and manage change without a reduction in performance? If you are, then you likely have a strong culture of engagement and the seven essential power skills needed for success.

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The Perfect Solution Presentation

Engage Selling

Ultimately, your clients are looking for solutions to their obstacles or problems. The perfect solution presentation follows a series of steps to help facilitate this. You never want to present solutions to a client without being strategic!

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How to Succeed at Risking Failure to Achieve Growth [Podcast]

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 12 Minutes.

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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

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

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Gap Takes Advice from 5-Year-Old: What Innovators Can Learn

Planview

Great ideas, and lessons, can come from anyone. Yes, even a 5-year-old. As reported by the Washington Post, 5-year-old Alice Jacob wrote a letter to the fashion retailer, Gap. In the letter, Alice urged Gap to consider going beyond the “pink” and “princesses” stuff common in their girls section. Instead, she recommended more variety in the clothes they offer; clothes that were cool and non-gender specific.

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Spring Cleaning: A 10-Step Guide to Cleaning Up Your Account List

The Center for Sales Strategy

Spring is in the air, and perhaps it is time for some Spring cleaning in your sales organization. A great place to start is your master account list. Is your account list a mess? Perhaps bloated and out of date? If so, follow these 10 steps to clean it up and get things back on track.

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Earth to Sellers: Get Real about Social Media

Engage Selling

No matter who you are in sales—whether you’re managing a team or selling in a territory—you know you need to go where the customers are.

Media 48
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Guiding Principles of Effective Management

Sandler Training

Learn the guiding principles of effective management with Mike Montague and Caroline Robinson. Watch Time: 54 Minutes.

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How to Leverage Intent Data for Better Outcomes

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.