Hubspot Sales

OCTOBER 28, 2019

Put yourself in the position of a prospect. Let's say you're working with two salespeople from competing companies at the same time. The first sends you an obviously canned email asking for a five-minute call. They follow up the call with a demo, the demo with a pitch — and before you know it, they're asking for the close. The other salesperson comments on a few of your recently shared LinkedIn posts, sends you a personalized email, and, after learning a little more about your business needs, as

Advertising 136

Advertising Decision-making Communication Meetings 136

Nutshell

OCTOBER 31, 2019

Selling your product to the wrong market segment can often feel like barking up the wrong tree, or more specifically, barking up tens of thousands of wrong trees. Since the invention of funnel reports, salespeople have been standing around whiteboards trying to crank up their conversion rates. Nearly everybody in the industry has, at one point or another, heard someone reasoning that simply adding more people to the funnel will improve their sales numbers while preserving their conversion rate.

Marketing 90

Marketing Advertising Supply Chain Decision-making 90

Engage Selling

OCTOBER 31, 2019

The key to faster sales is extremely obvious, yet also counterintuitive. It has to do with your efficiency. Obvious, right? Not so fast.

Sales 86

Sales Organization 86

Chaordix Co-Creation

OCTOBER 29, 2019

The spookiest day of the year is upon us, marking the culmination of a month or more of haunted houses, ghost stories and endless horror movie marathons. Frightening ourselves for fun is a given at this time of year and there are even hordes of year-round horror aficionados, but most people don’t have a fondness for fear when it comes to business matters.

Co-Creation 74

Co-Creation Innovation 74

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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.

Sales Management

Hubspot Sales

NOVEMBER 1, 2019

When the housing market is booming, you have new clients coming in left and right, and you’re landing sale after sale, the last thing you want to do is hunt through a messy spreadsheet to track your client information. If you’re ready to take your business to the next level, allow us to introduce you to a life-changing tool: the CRM. CRM (Client Relationship Manager) serves as an online database to help you manage your contacts and save precious time on manual data entry.

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CRM Communication Management Media 136

Nutshell

OCTOBER 31, 2019

Selling your product to the wrong market segment can often feel like barking up the wrong tree, or more specifically, barking up tens of thousands of wrong trees. Since the invention of funnel reports, salespeople have been standing around whiteboards trying to crank up their conversion rates. Nearly everybody in the industry has, at one point or another, heard someone reasoning that simply adding more people to the funnel will improve their sales numbers while preserving their conversion rate.

Marketing 85

Marketing Advertising Supply Chain Decision-making 85

Sandler Training

OCTOBER 29, 2019

There’s a wise saying popularly attributed to baseball legend Yogi Berra: “If you don’t know where you’re going, you’ll end up someplace else.”. The post Five Necessary Behaviors to Achieve Your Goals appeared first on Sandler Training.

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Hubspot Sales

OCTOBER 29, 2019

With nearly half the world’s population now active on social media, social selling is more relevant than ever. Sales leaders who'd rather be ahead of the curve than chasing it would be smart to start systematizing the practice in their sales forces. To support forays into social selling, we've put together this massive guide, covering everything from social selling's definition to its measurement.

Media 130

Media Sales Value Proposition Software 130

Nutshell

OCTOBER 26, 2019

Whether you’re a sales manager , an account executive, or a sales development representative , you play an integral role in making sure that the AEs and SDRs on your team work well together. Here’s why the relationship between account executives and sales development representatives is critical to your company’s success, and how you can contribute to making that relationship healthy and productive.

CRM 80

CRM Meetings Communication Stakeholders 80

SBI Growth

OCTOBER 28, 2019

What Is Digital First? Digital first is a marketing concept created to reach consumers on digital platforms. The intent of digital first was to optimize content through digital channels. It was a response to the demand to reach consumers on the.

Digitalization 69

Digitalization Customer Experience Marketing Media 69

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

OCTOBER 29, 2019

By now, you’ve realized that regurgitated sales techniques and tactics aren’t working – including the approach you take with your sales proposal. You need something more. What you need is a well-crafted document that hits the right tone and authentically convinces your great lead to close the deal. But sometimes, even with a data-focused , detail-driven proposal, that great lead disappears in the abyss, and before you know it, you realized you’ve been ghosted.

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Sales 68

Hubspot Sales

OCTOBER 28, 2019

There are dozens of different pricing strategies you can use in your business, and one of the more unique options is the price skimming strategy. Price skimming is an approach to pricing your products that capitalizes on novelty, timeliness, exclusivity, and/or innovation. When used and adjusted effectively, this strategy can maximize the revenue of individual product lines – particularly when they first launch.

Profitability 86

Profitability Innovation B2B Marketing 86

Groove HQ

NOVEMBER 1, 2019

When choosing customer service “types,” businesses make one capsizing mistake: they start with channels. Instead, start with customer experience—then work backwards. You could offer many types of customer service—different communication channels to fit different customer’s preferences. For example: Phone Email Live chat Knowledge base Social media In person Forums But, with all those options, the […].

Media 65

Media Customer Experience Communication 65

Corporate Visions

OCTOBER 31, 2019

The post Executive-Level Selling: How to Actually Gain Access to the C-Suite by Tim Riesterer appeared first on Corporate Visions. The most popular approach to executive-level selling is the least effective, according to new academic research from Corporate Visions. Conventional wisdom about executive selling says that if you want to talk with an executive, you need to talk like an executive.

Value Proposition 64

Value Proposition Decision-making Meetings Sales 64

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

B2B

The Center for Sales Strategy

NOVEMBER 1, 2019

- MOTIVATION -. "The measure of intelligence is the ability to change.". -Albert Einstein. - AROUND THE WEB -. > The Future of Work Is in These 3 Things – HubSpot. People are changing the way they work. The root of this change is the growing acceptance of flexibility in the workplace. So, when we talk about the future of work, we have to focus on what’s influencing change.

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Future of Work Meetings 60

Hubspot Sales

OCTOBER 31, 2019

Do you believe all sales jobs are created equal? Think again. Sales roles can vary greatly depending on the types of goods and services being sold. In the fast-paced field of technology, advanced knowledge is a critical part of the job. Who can sales reps call on to better understand the technical aspects of the products they are selling to help them close the deal?

Facilitation 71

Facilitation Sales Negotiation Software 71

SBI Growth

OCTOBER 29, 2019

The Basics of Conversational Commerce. Uber has been credited with many disruptive Customer Experience Trends, so it’s no surprise that in 2015, Chris Messina coined the term “Conversational commerce” in a brief Medium article. Since 2015, conversational commerce has seen many.

Customer Experience 59

Customer Experience B2C Customer Success B2B 59

RAIN Group

OCTOBER 30, 2019

Finding and hiring new sales talent is a long and expensive process. Once the new rep is hired, it takes time to onboard them. Especially challenging during the ramp-up period is building their knowledge in: Your customers' businesses—their markets, industries, customers, regulations, etc. The needs you solve and how to identify those needs.

Onboarding 58

Onboarding Sales Marketing Sales Management 58

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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.

Meetings

MTD Sales Training

OCTOBER 28, 2019

Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that will give us the ability to compete effectively and bring in more business, while developing the connections with people who can bring us even more business.

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Key Account Management Account Management Management Sales Training 58

The Center for Sales Strategy

OCTOBER 28, 2019

What image comes to mind when you hear the words “burnout?”. Burnout is defined as an individual’s response to chronic emotional and interpersonal stressors within the workplace. It doesn’t simply happen from being bored or from working too many hours. Studies increasingly indicate other factors are behind this work epidemic and employee burnout has reached record levels.

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Sandler Training

OCTOBER 31, 2019

We all know the statistics. Most selling organizations derive 80% of their revenues from 20% of their clients. Winning a new major account costs up to 20 times more than keeping a current one. %. The post Major Accounts: Will They Stay or Will They Go? appeared first on Sandler Training.

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Organization Communication 56

Engage Selling

NOVEMBER 1, 2019

I recently spoke with a couple of high-performing salespeople about the various accounts we were managing.

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Sales Management Sales Management 55

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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

Sales

Miller Heiman Group

OCTOBER 31, 2019

Whether you recently implemented sales enablement or want to improve your existing sales enablement strategy, you’ll want to download the new the Fifth Annual Sales Enablement Study from CSO Insights, the research division of Miller Heiman Group. The 2019 Study shows how the goals for sales enablement continue to align with the goals of sales leaders, from increasing new account acquisition to reducing the sales cycle length, in addition to optimizing revenue.

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Sales Acquisition Leadership Organization 54

Showpad

OCTOBER 31, 2019

A productive Sales rep is a prepared Sales rep. However, all the legwork that must be completed to facilitate that productivity and effectiveness is a challenge that Sales organizations struggle with. . Often, Sales professionals are laden with duties like lead prospecting, presentation deck creation, cold calling, and other day-to-day responsibilities that prevent them from finding more valuable uses for their time, like personalizing client interactions.

Sales 53

Sales Client Relationships Procurement Decision-making 53

Gordian Business

OCTOBER 31, 2019

“ If your presence doesn’t add value, our absence won’t make a difference. ” — Zero Dean. I recently ran a four-day negotiating skills conference in Australia for a group of senior marketing managers and representatives; the group were highly motivated. They were working in an interesting market, and they were keen to find creative ways to negotiate.

Negotiation 52

Negotiation Decision-making B2B Innovation 52

Strategic Planning and Management Insights

OCTOBER 31, 2019

In this episode of our Strategy and Leadership Podcast , we were joined by Josh Schneider , Director at the Millennial and Employment Engagement Institute. Josh spends his days traveling, writing, and speaking at conferences, and has developed this institute to fund research that matches the stories and examples that were being seen in the workplace, along with topics such as meaningful and fulfilling work.

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Leadership 49

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.

Sales

Miller Heiman Group

NOVEMBER 1, 2019

No salesperson sets out to seem ordinary. But in the eyes of buyers today, nearly two-thirds of sellers fail to set themselves apart from one another, according to the CSO Insights 2018 Buyer Preferences Study. As a result, buyers: See sellers as product representatives, not solvers of business problems. Buyers turn to eight other types of resources first, including websites, colleagues and online communities, before sellers.

Sales Training 50

Sales Training Organization Meetings Customer Experience 50

Showpad

OCTOBER 28, 2019

The benefits of a quick Sales cycle are clear: Sales reps can efficiently move through prospects and close new deals at a continuous pace. Yet the general trend across industries has been for a more involved, more complex Sales funnel. Factor in the demands of personalization and customer experience, and the path to purchase can seem to stretch on forever.

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Sales Software Software CRM 53

Sandler Training

OCTOBER 28, 2019

Mike Montague interviews Karl Schaphorst on how to succeed at being a purpose-driven salesperson. The post How To Succeed on Purpose appeared first on Sandler Training.

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Strategic Planning and Management Insights

OCTOBER 31, 2019

Set in 1960’s New York City, AMC’s Mad Men features Sterling Cooper, a fictional advertising agency on Madison Avenue, while detailing the everyday lives of its members at work and at home. A winner of several Emmys and Golden Globes, the show is widely praised as historically authentic, well written and stylistically appealing.

Advertising 49

Advertising 49

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.

Marketing