Hubspot Sales
APRIL 20, 2020
Let’s get right to it — there are elements of the sales process that are wonderful on video and others that aren't. So the idea of doing an entire sales process from beginning to end while utilizing video may not be the best approach. To effectively use video to sell, you have to incorporate the right elements of video during specific points of the sales process.
SBI Growth
APRIL 20, 2020
Your Q2 plan has been impacted by the most significant economic disruption that any of us have ever seen. Everything changed in what was seemingly the blink of an eye. New deal flow has dried up, and the velocity of.
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Nutshell
APRIL 24, 2020
Have you ever found yourself staring at a web page and thought: “Wow, I actually hate this?”. The days of cringe-worthy websites are (mostly) past us. We lived through MSPaint graphics and amateur GeoCities sites, and now we have web builders like Wix and Squarespace making it easy to create decent pages. Templates and guides exist to keep amateur web devs from making anything too atrocious, and designers are always around the corner to lend a hand whenever needed… For a price.
The Center for Sales Strategy
APRIL 22, 2020
Often the terms “tough times,” “slow times,” and “uncertain times” create a pessimistic feeling , but they can easily be seen as an opportunity. Yes, times are changing, and business models are shifting, but the relationship you establish right now with your clients and prospects will define your organization in the future. With no meetings or sales conferences taking place, how can you genuinely maintain relationships with clients and prospects?
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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
APRIL 20, 2020
The best salespeople make sales personal. They put thought and careful consideration into the deals they make, and they work — first and foremost — for their customers' best interests. And troubling times make that kind of compassion and effort even more essential. Salespeople need to know how to be empathic and thoughtful while still making sales. Sometimes, that process can be easier said than done.
RAIN Group
APRIL 22, 2020
Selling virtually is a challenge for even the best sellers. You have to change the way you sell and use different technologies to maximize your success. While many of the principles of consultative selling remain the same (i.e., you have to build rapport, uncover needs, inspire with new ideas, build an impact case, etc.), how you go about doing these in a virtual environment is drastically different.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
APRIL 21, 2020
Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the.
Hubspot Sales
APRIL 22, 2020
As a marketer I must admit, we love templates. I mean just typing the word t-e-m-p-l-a-t-e-s makes me feel all warm and fuzzy inside. The utility of them. The functionality of them. It really is a thing of beauty to be able to pass the buck to a salesperson with a shiny new template. No more repetitive requests. No more creating things from scratch.
Sales Gravy
APRIL 23, 2020
On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book, The Self-Reliant Entrepreneur. On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book,
Sales Readiness Group
APRIL 24, 2020
I recently presented to the Women Business Owners (WBO) association on this topic. It was interesting to share thoughts and hear business owners' perspectives on how we can best engage with customers during this crisis.
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
APRIL 19, 2020
We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive.
Hubspot Sales
APRIL 24, 2020
As a Millennial, I’ve spent the past decade rolling my eyes at the media’s portrayal of our generation. Whether depicted as participation trophy-holding underachievers who prioritize avocado toast over homeownership and carelessly destroyed various industries or constantly being mistaken for Gen Z , Millennials haven’t been portrayed in a positive or even neutral light.
Sales Gravy
APRIL 24, 2020
On this bonus Selling in a Crisis Daily Sales Briefing, Jeb Blount and and Jeffrey Gitomer discuss what you should be doing now to get ahead of the curve and read for recovery on the other side of the coronavirus shutdown. On this bonus Selling in a Crisis Daily Sales Briefing, Jeb Blount and and Jeffrey Gitomer discuss what you should be doing now to get ahead of the curve and read for recovery on the other side of the coronavirus shutdown.
The Center for Sales Strategy
APRIL 20, 2020
Salespeople fill a fundamental role in society, so why do they get a bad rep? In a HubSpot’s Research study, Buyers Speak Out: How Sales Needs to Evolve , respondents were asked to submit the word they most associated with salespeople. The number one response was “pushy.". Persistence is part of being a salesperson, but there’s a difference between consistently adding value with each check-in and rambling on about the benefits of what you’re selling.
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
SBI Growth
APRIL 24, 2020
These are truly challenging times. To adapt to this new normal, COVID-19, you are likely rethinking your go-to-market strategy. Companies need to reallocate go-to-market resources (people, money, and time) in order to capture opportunities in the short-term, as well as.
Hubspot Sales
APRIL 21, 2020
This piece is the single best article you will ever read about anything. It contains mind-blowing facts, enthralling references, and the most compelling examples you've ever seen. It's about a subject so interesting and important that you should drop everything you're doing and thoroughly pore through every word. This is a captivating, next-level, otherworldly blog post that will enrich your life and open your mind.
Strategic Planning and Management Insights
APRIL 24, 2020
Sudden changes, such as the current COVID-19 global health crisis has caused a disruption in every-day business, while many individuals and teams find themselves navigating new ways to work together effectively. While Tuckman’s Stages of Team Development apply to newly formed teams, they also apply to teams that encounter new situations or experience abrupt change and disruption.
The Center for Sales Strategy
APRIL 24, 2020
- MOTIVATION -. "Whether you think you can, or you think you can't, you're right.". -Henry Ford. - AROUND THE WEB -. > Building A High-Performing Virtual Selling Channel– Forbes. Virtual selling is now fundamental to growth in a market where remote selling is the “next normal” as the coronavirus pandemic has forced over 4 Billion consumers, customers, employees, and salespeople to stay at home.
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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.
Miller Heiman Group
APRIL 21, 2020
Emotional connections matter: that was the ultimate conclusion from a customer experience survey that we conducted with 5,500 global consumers. Specifically, we asked consumers to describe their experiences with organizations to identify employee behaviors they like and dislike and to evaluate common service practices. Our goal was to determine the universal expectations that define what a positive customer experience looks like.
Hubspot Sales
APRIL 22, 2020
Every company has a product or offering that performs better with customers than others. Whether it’s an athletic apparel company that has one style of legging that outsells the rest, or a car manufacturer that has a specific model their customers flock to. It’s a universal business truth — not every product you offer is going to sell at a high rate at all times.
Corporate Visions
APRIL 23, 2020
The post Why Isn’t Everyone Whiteboarding? by Tim Riesterer appeared first on Corporate Visions. A new survey shows that 77 percent of salespeople rely on PowerPoint for their in-person presentations, while only 6 percent use whiteboarding. The whiteboard vs PowerPoint disparity jumps even higher in remote selling situations, where slides are used more than 83 percent of the time while using a digital whiteboard, or any kind of annotation, drops to below 4 percent.
Nutshell
APRIL 23, 2020
Sales teams and marketing teams often work together, but what about your sales and customer support teams? If sustained revenue growth is your goal, you can’t afford to neglect the relationship between these two departments. The reasoning is simple: If your customers have a post-sale experience that falls below their expectations, they’ll move onto a competitor and your company’s growth will peter out.
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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
Outbound Engine
APRIL 20, 2020
Imagine that you are on a beach vacation with your family (Pre-COVID of course). It’s been a beautiful day, with plenty of cool drinks, warm sun, and not enough sunscreen. All of the sudden, the water quickly recedes from the shore. You look up, curious. Where there was once seemingly endless waves, are now miles of wet sand and exposed sea life flopping about.
Miller Heiman Group
APRIL 22, 2020
We recently published a blog discussing four of the essential customer experience best practices that we identified in interviews of top customer service reps. Today, we continue that discussion and reveal the last four effective practices that sales and service organizations should emulate. Get the Study. 5. Manage Difficult Conversations. No matter how good your product or service is, mistakes are inevitable.
Sandler Training
APRIL 20, 2020
Mike Montague interviews David Brown on How to Succeed with the Sales Software of the Future. The post How to Succeed with the Sales Software of the Future appeared first on Sandler Training.
Kainexus
APRIL 22, 2020
Many leaders are finding themselves faced with the task of managing a 100% remote team for the first time. The challenge is amplified by the fact that remote work is new to most employees, and even getting together for an in-person meeting once in a while is impossible. Unfortunately, business challenges and process defects don’t disappear because there’s a pandemic.
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
APRIL 24, 2020
Over the next four weeks, we will be sharing special content that’s specific to the COVID-19 crisis. In particular, we will be exploring strategies that you can implement as sellers and sales leaders in order to: 1.
MTD Sales Training
APRIL 19, 2020
In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. In addition, it states that “Sales reps can reach more customers with virtual selling or even reach customers in various geographical locations.”.
Sandler Training
APRIL 24, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How To Succeed at Sandler Rule #16 – Never ask for the order; make the prospect give up [PODCAST] appeared first on Sandler Training.
Kainexus
APRIL 20, 2020
Are you struggling to drive a continuous improvement culture in your organization? Do you need to revive a CI culture that has lost momentum? If you’re like so many others, it can be difficult to know which questions to ask, and where to start. Jeff Roussel, chief revenue officer of KaiNexus and a true continuous improvement leader and believer, recently joined Allison Greco, founder of Continuous Improvement International , to talk about how you can build a continuous improvement culture.
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.
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