Hubspot Sales
AUGUST 1, 2019
You probably spend a lot of time cultivating valuable connections by prospecting on LinkedIn , and it’s likely that at some point, you’ll want to download those contacts’ information to further nurture those connections. But how do you do that? Where do you get started when exporting LinkedIn contacts -- and then what? Read on for step-by-step directions with helpful, up-to-date screenshots.
Nutshell
AUGUST 1, 2019
There’s something about the memory of your first real sale that elicits pride, confidence, and love for the profession. No matter how young or inexperienced you are when it happens, that first sale leaves an impression that stays with you for the rest of your career. We asked 11 sales professionals to take a trip down memory lane and share the stories behind the first sales they ever closed.
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Groove HQ
JULY 30, 2019
Amidst day-to-day struggles, we forget great support stems not from a mysterious alchemy of magnetism and magic. Instead, it arises from a certain set of core competencies. Behind the scenes of every experience are attainable skills that separate average or frustrating from truly exceptional customer service. But what skills matter? And how do you take […].
RAIN Group
JULY 31, 2019
This RAIN Group article was first published on Selling Power. When it comes to sales prospecting, sellers are frequently told the following: "Cold calling doesn't work.". "It's impossible to get through to buyers cold.". "With all the information on the Internet, buyers do their own research and reach out later in the sales process.". "You shouldn't pitch your capabilities.".
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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
JULY 28, 2019
Humans are wired to avoid negative experiences. And for most of us, saying “ no ” is a negative experience. As salespeople, we see this every day with our prospects. Call it objections, going dark, or just plain ghosting -- but really, it’s your prospect trying to avoid telling you they’re not that into your product/service. How to Tell They Want to Say No.
Nutshell
AUGUST 2, 2019
Okay, jail’s a stretch, but buying lead lists is still risky business. However, 68% of businesses are struggling with lead generation, so it makes sense that purchasing lists is still a common B2B practice. So if you’re going to do it, this guide will help you do it well. Jump to. When to buy a lead list. How to buy a lead list. How to use a lead list.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
AUGUST 1, 2019
Are you pushing the sale too hard with your prospects and clients? Look, we all know sales is about persistence. Sometimes though, sellers don’t know when to slow down on that persistence and actually repel the client away.
Hubspot Sales
JULY 30, 2019
Salespeople get a bad rap. In HubSpot Research's newest study, Buyers Speak Out: How Sales Needs to Evolve , respondents were asked to submit the word they most associated with salespeople. The #1 response? "Pushy.". Yikes. Persistence is part of being a salesperson. In fact, 80% of sales require five or more follow-ups. And there's an obvious difference between consistently adding a bit of value with each check-in and doggedly pursuing prospects who have, in no uncertain terms, told you they're
The Center for Sales Strategy
AUGUST 2, 2019
- MOTIVATION -. "DON'T BE AFRAID TO GIVE UP THE GOOD TO GO FOR THE GREAT.". -JOHN D. ROCKEFELLER. - AROUND THE WEB -. > 4 Field Sales Best Practices of High-Performing Teams — CloserIQ. Though the lines are sometimes blurred, inside sales and outside sales are generally separate functions within an organization that require distinctly different skill sets.
SBI Growth
JULY 28, 2019
Driving effective cross-functional interlocks is a best practice for B2B organizations looking to accelerate revenue growth. However, one interlock that often gets overlooked in go-to-market transformations is the relationship between Sales and Pricing. Too often, Sales views Pricing as a.
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.
CSSP
AUGUST 2, 2019
Strategic Planning Steps. Its important to follow a few basic strategic planning steps to build team commitment. When your team gets together to initiate/update your strategic plan, what is everyone looking to get out of the process? Naturally, nearly everyone has their own personal interests and perceived needs and wants. How do you merge their individual approaches with the best possible results for your organization?
Hubspot Sales
JULY 30, 2019
Failure is common in sales. In many circles, people like to reframe failure as “learning” and, in many cases, that’s true. From an early age, we learn how to do things by making mistakes. When we start to walk, we fall -- a lot. When we learn to ride a bike, we experience missteps and crashes (depending on how hands-on your helper chose to be). The idea of learning through failure is a principle that has inspired many people to persevere when the going gets tough.
Sandler Training
JULY 29, 2019
Tim Priebe, Founder of T&S Online Marketing, talks about how to integrate Sandler into your marketing and shows you the attitudes, behaviors, and techniques needed to be more successful at marketing the Sandler way. Get the best practices for marketing collected from around the world. Listen Time: 30 Minutes.
The Center for Sales Strategy
JULY 31, 2019
Sales tend to stall. Every salesperson with a pending list realizes that this week looks too much like last week. As does every sales manager who's listened through the excuses about why this or that prospect is still pending. “The journey of a thousand miles begins with a single step,” ~ Lao Tzu We know that to accomplish big things, we need to break them down into smaller tasks.
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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
SBI Growth
AUGUST 1, 2019
If you are a CEO whose company sells exclusively to the end-user of your product or service and you are confident that is the optimal go-to-market motion, this article isn’t for you. However, if you are a CEO who: Is actively considering.
Corporate Visions
AUGUST 2, 2019
The post Can Online Sales Training Be Better Than the Classroom? by Tim Riesterer appeared first on Corporate Visions. When it comes to creating lasting behavior change, most sales leaders assume that online sales training is just a pale imitation of the in-person classroom. But what if you could roll out an online sales training program that was proven as effective—if not more effective—than classroom training?
Sales Management Matters
AUGUST 2, 2019
This blog is a continuation of a seven-part series by OpenSymmetry for the Sales Management Association. In the sixth blog, we’re sharing our insights on what it takes to have a customer-centric approach to plan design. To read the entire blog series, start with blog one. Customer-centricity in plan design can mean the difference between a successful and unsuccessful sales strategy.
Strategic Planning and Management Insights
AUGUST 2, 2019
Are you a VP, CEO, or leader planning a strategy session for your organization? If you are, there are a lot of reasons why you may need to use a Strategic Planning Facilitator for your next strategy meeting.
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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
AUGUST 1, 2019
Brad Christian, Chief Customer Officer of Market Force, joins us to share the true meaning of customer experience. Brad and his team at Market Force have become masters of customer experience and have shared some of the best-practices that impact.
Sandler Training
JULY 31, 2019
In the business world it’s often been said, “Our strongest asset is our people.” But how often is it stated that they are also your greatest weakness? Every business can benefit from a reality check. If you use a systematic strategy for developing the people in your key roles, that reality will likely reveal the valuable human assets on your team. Read Time: 6 Minutes.
Engage Selling
AUGUST 2, 2019
???????????????????????????Most of my clients are in traditional businesses: commodities, manufacturing, aerospace, and finance. Businesses and business reps that have a long history in the market have been successful because of relationships.
Strategic Planning and Management Insights
JULY 30, 2019
In this episode of our Strategy & Leadership Podcast, we were joined by Jacob Baadsgaard Founder & CEO of Disruptive Advertising. Jacob began his career in the web analytics industry, eventually moving into marketing after working with various enterprise and Fortune 100 organizations to track their marketing efforts and data insights. Jacob founded Disruptive Advertising as an entrepreneur, and the organization now has over 150 employees.
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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
Showpad
JULY 30, 2019
Consumer packaged goods (CPG) companies with innovative Sales and marketing teams grow at 4.1 percentage points faster than lagging companies, according to McKinsey. But achieving growth and innovation and increasing market share is no simple feat. Promoting collaboration between Sales and marketing is the catalyst for success in the CPG industry. We took a look at common growth challenges for CPG companies’ marketing and Sales teams and how Sales enablement solutions help them connect wit
The Center for Sales Strategy
JULY 29, 2019
Nobody likes to feel used. This is probably not a news flash, but salespeople don’t like to feel as though they are being used by their sales manager to hit their budget or bonus. I bring this up because recently, I attended an industry conference and happened to be sitting next to two sales managers discussing their second-quarter budgets and how difficult it was going to be to hit them.
Sandler Training
JULY 30, 2019
Landing the right enterprise account is a big achievement, with new revenue and healthy margins being two obvious things to celebrate. But unlike smaller account wins, the real significance of the victory is the huge potential for growth over time. Read Time: 6 Minutes.
Strategic Planning and Management Insights
JULY 29, 2019
Are you looking to keep your employees happier and more engaged (and employed longer) with your company?
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.
CMOE
JULY 31, 2019
There’s been a lot of talk about emotional intelligence in the last few years. Many people believe that a person’s EQ (emotional quotient) is just as important as IQ , if not more so. And there’s business data to back it up: PepsiCo reported that their high-EQ executives were 10% more productive than those whose EQ was lower. L’Oreal reported that their high-EQ salespeople sold $2.5 million more than their low-EQ counterparts.
The Center for Sales Strategy
JULY 30, 2019
Much has been written about the importance of company culture. Most has been ignored. Here’s a list of some of the things impacted either positively or negatively by company culture: Recruitment. Retention. Employee satisfaction and happiness. Attendance (absenteeism). Innovation. Creativity. Problem-solving. All these items listed above have a direct connection to performance, profitability, and cash flow.
Miller Heiman Group
AUGUST 1, 2019
Almost half of organizations report having a weak relationship between their sales and customer success teams; and a third report that service plays no role in generating sales. These statistics are often ignored in a booming economy, but start to resurface when economic conditions weaken. When bringing more clients to the top of the funnel becomes harder, maintaining and growing current customers relationships is a sales management best practice and a key to recession readiness.
Strategic Planning and Management Insights
AUGUST 1, 2019
The never ending story of Brexit, American protectionism, and the Yellow Vest movement in France represent rising political risks, impacting organizations around the world. As a consequence, business leaders have to deal with challenging social-political situations and rising political uncertainty in their home markets on top of changing economic conditions regarding employment, finance, growth, and trade.
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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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