Hubspot Sales
MAY 8, 2019
How much time have you spent sending emails today? Most salespeople spend 21% of their day writing emails. Unnecessary emails and coordinating can take up a lot of that time. Tools like appointment scheduling apps and booking software help automate the process of scheduling meetings with potential and existing customers. So, why should you invest in an appointment scheduling app?
Openview
MAY 5, 2019
The post Pluralsight will acquire GitPrime for $170M appeared first on OpenView.
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Nutshell
MAY 10, 2019
When your sales emails are focused only on what you want, you’re not selling—you’re spamming. That’s a problem, because once a potential buyer identifies you as a spammer, any chance you had of building a fruitful sales relationship has scattered to the wind. Ideally, you want to present yourself in sales emails as a trusted advisor who has taken the time to understand your prospects’ specific needs.
RAIN Group
MAY 8, 2019
There's abundant advice on how to be more productive. Endless hacks, tips, motivational quotes, trainings , apps, and tools all promising to increase your productivity. It's enough to make your head spin. It definitely made our heads spin over the years as we tried to help our clients increase execution and accountability after training programs. So, we asked the question, "What actually helps people be more productive?".
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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
MAY 7, 2019
"No, sorry, I can't make it at that time.". How many times have you heard that phrase, or something similar? It happens more often than you'd think. Case in point: my friends and I attempted to make plans to meet up for dinner. The leader of the group suggested a location, date, and time. The remaining four of us checked our individual calendars and reported back in our group chat.
Groove HQ
MAY 9, 2019
We live in an era where shoppers are more knowledgeable, more deeply connected and more demanding than ever before The reality is that merchants must deliver a great customer experience in order to survive. With this checklist, we give you a step by step guide on how to create winning experiences for your online buyers […]. The post Checklist: Creating a Winning Customer Service Experience for E-commerce Businesses appeared first on Groove Blog.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
MAY 7, 2019
It’s the sales leader’s job is to pay attention to both what is working and what is not working in the sales department and to make the appropriate adjustments so that the sales force has the best possible chance for success. To do that, the sales leader must pay attention to several things including sales process, sales activity, sales analytics (KPI’s), and of course, the customer.
Hubspot Sales
MAY 6, 2019
Imagine you could wave a magic wand and magically improve one part of your workday. What would you choose? Would you wish for more hours in your day? Or would you wish all the items on your to-do list be magically marked as complete? For many, they'd like to achieve more during their workday. Oftentimes, we're left wondering where the day went and the empty checkboxes on our to-do-lists outnumber the ones we've marked as done.
Engage Selling
MAY 9, 2019
We’re approaching the halfway mark of the year (already!), will you hit your goals? At the beginning of the year, most of us had goals set for the next 12 months.
Openview
MAY 10, 2019
Effective sales enablement in the Digital Age blends the traditional practice of aligning business needs to training with the (far trickier) task of finding new and innovative ways to make training as targeted as possible to the needs of the learner. Achieving this “recipe for success” poses quite a challenge—especially for those in the highly competitive IT industry, where a rapidly changing industry and strategic change further complicate the ability for sales executives to meet customer needs
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.
PandaDoc
MAY 6, 2019
Long ago, in a time before the internet, sales organizations struggled to gather enough quality data. Activities were manually logged in spreadsheets or on paper and CRMs didn’t exist as we know them today. Decisions based on guesswork or intuition were the norm. It was a dark time. Today, we have the opposite problem. We wear “data-driven” like a badge of honor, but in truth, many B2B sales professionals simply suffer from data overload.
Hubspot Sales
MAY 10, 2019
Monday morning. I'm groggy, tired, and in dire need of coffee. It's time to make the first decision of the day: Should I make coffee at home or buy a coffee? As I'm weighing my two options, my phone lights up with a notification -- it's from Starbucks. Limited time! Purchase a beverage and get a free pastry. Oh boy! Here's where the justification process kicks in.
Engage Selling
MAY 10, 2019
???????????????A good sales organization centres around a good sales coach. In fact, coaching is what drives top performance in sales teams.
Openview
MAY 7, 2019
Bringing in outside training and/or building a sales enablement function is an expensive investment, yet it’s critical to the success of your sales organization. But when do you do it? Well as in life, timing is everything. Too early and your team won’t have the proper baseline or pipeline to measure the results of these efforts. Too late and they are locked into bad habits and poor practices that impact your scalability.
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
The Center for Sales Strategy
MAY 8, 2019
I've worked with thousands of salespeople over two decades now, and it's interesting that so many salespeople are still afraid to have candid discussions about the results a client is seeking and how well what they have sold them is working. Many sellers wax eloquently about the features and benefits of their product, and especially why it’s a much better value than the competition.
Hubspot Sales
MAY 9, 2019
As a high schooler, I had a part-time job at a dry-cleaning business. It wasn't the most glamorous or engaging job and I worked alone. Since there was a lot of quiet time between customers, I had the opportunity to daydream. I've always had an entrepreneurial spirit, and I thought to myself: If I could start my own business, what would I do? My key requirements for the business were: It had to be inexpensive to begin.
Miller Heiman Group
MAY 7, 2019
kIn today’s business selling environment, change is a constant. That makes selling—like everything else—a moving target and consequently a tougher proposition than ever before. In fact, the 2018-2019 Sales Performance Report from CSO Insights showed that only slightly more than half of sales representatives (54.3%) are meeting or exceeding their quotas.
SBI Growth
MAY 10, 2019
In a previous article, SBI explained the importance of CMOs taking ownership of the Customer Life Cycle. If you already agree with its importance, your next two questions are likely: “What does great look like?” “How do I deliver it?” While there are.
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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.
Sandler Training
MAY 6, 2019
Rick McDermott, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in sales. Get the best practices collected from around the world. Listen Time: 19 Minutes.
Showpad
MAY 6, 2019
What are your sales representatives’ goals? Some include closing deals, hitting quotas, and generating revenue, which seems straightforward enough, but the path to reaching those goals isn’t as clear. A combination of content, training, and ongoing sales coaching is needed to drive reps’ success. As a crucial part of sales enablement , coaching must be done the right way in order to have the greatest impact.
Miller Heiman Group
MAY 9, 2019
The handshake: it’s an act that predates modern times. In ancient stone carvings that date back to the 4th century BC, Romans can be seen shaking hands with one another, though that action may have been less about closing a deal than about reassuring themselves that the other person was not carrying a weapon. Over time, the ritual of the handshake evolved into a sign of trust.
SBI Growth
MAY 9, 2019
Who’s on First? The classic comedy sketch by Abbot and Costello plays on a series of misunderstandings perpetuated by rat-a-tat wordplay. Costello cannot grasp why Abbott’s roster includes ‘Who’ at first base, ‘What’ at second, ‘I Don’t Know’ at third, a.
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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
The Center for Sales Strategy
MAY 6, 2019
This is the fifth and last post in the series, "How to Get the Most Out of Your Sales Team." Check out other posts in this series - linked at the bottom of this blog post. I'm back again for the fifth week to talk about ways you can get the most out of your sales team , and this week I'm talking about sales gamification. Sales gamification is one of the hottest trends going in the world.
Sandler Training
MAY 7, 2019
It's common for people to mistake sales management for sales coaching. In fact, these are two very different roles. The table highlights some of the most notable differences. Read Time: 5 Minutes.
Point N Time
MAY 10, 2019
Your task is to create a new sales strategy and the sales process to support it. To accomplish this task, you have spent countless hours, The post Operationalize Your Sales Strategy and Processes appeared first on Point N Time.
SBI Growth
MAY 6, 2019
The time has come – your annual user conference is around the corner, teams are divided, and the all too familiar battle has begun. In one corner, teams shout opinions about the outlandish cost, lack of ROI, and better ways.
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.
Texas Creative
MAY 9, 2019
"> Account Managers generally spend a lot of time in reactive mode. We are always prepared to “jump” when our clients tell us to. So, how do we stay on top of our day-to-day tasks and manage the urgent requests at the same time? We have a few time management tips to help improve your ability to function more effectively throughout your work day.
Sandler Training
MAY 9, 2019
On this episode, Bill Morrison from Sandler Training in EMEA speaks with Daniel Zamudio, founder and CEO of PlayBoox. Bill and Daniel discuss an important idea in sales and sales leadership in corporate organizations; how to take great strategies and turn them into action with a playbook. What should be included in your playbook? Effective ways to create and share a playbook in order to get on track and stay on track.
CSSP
MAY 8, 2019
Market Segments. One of the benefits of doing a huge number of strategic plans is that we get to see lots of variations. I started my work in strategic planning with a suspicion that I knew the right number of market segments to analyze. Actually developing a plan with more – or less – market segments, however, has shed new light on why my suspicions were correct.
SBI Growth
MAY 6, 2019
Unfortunately, as seen in our Q1 Research Report on Execution, this is where most companies come up short. They are unable to execute the growth strategy they have embraced fully. A 2017 article in the Harvard Business Review noted that 67%.
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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