Hubspot Sales

JULY 12, 2019

When I first built my email list, I was ready to create some drip campaigns. Just one little problem: I didn't know what to say. I felt like a salesperson with this perfect prospect, but I couldn't find the words to convey how I could change this person's business. I started chatting with a few of my friends in sales to learn more about their best secrets and corresponding open rates, and David Sneider , Sendbloom's former head of growth and current CEO of Deco.Network, provided the following qu

B2C 145

B2C B2B Customer Experience Organization 145

SBI Growth

JULY 12, 2019

Today Ray Oram, Global VP of Sales Enablement for IBM, joins us to discuss how to transform the seller experience. Traditionally, sales enablement groups have spent their time working on budgets, supporting sellers through training, developing digital assets, and knowledge sharing.

Sales 112

Sales Digitalization Customer Experience Customer Success 112

MTD Sales Training

JULY 9, 2019

It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for? Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs.

Decision-making 110

Decision-making Sales Training Meetings Sales 110

The Center for Sales Strategy

JULY 11, 2019

If your sales meetings are typically just focused on reviewing the budget pacing numbers and other housekeeping notes, then WOW are you missing a great opportunity. Sales meetings are a great place to do sales training or sales warm ups. While most sales managers agree with this, they often share that one of the reasons they don’t do that sort of activity is that they don’t have time to prepare.

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Meetings Sales Sales Training Sales Management 100

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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

JULY 9, 2019

When thinking about ways to boost your revenue and grow your business, you might consider evolving your product line, reaching your buyer personas in new ways, or launching a brand awareness campaign. But what about considering the people who are working to sell your products every day? Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily.

Sales Management 142

Sales Management Management Sales Onboarding 142

RAIN Group

JULY 10, 2019

Productivity is often misunderstood. One person might think being productive is conquering their never-ending inbox by the end of the day, while another perceives it as working as many hours as possible. Here's the thing: it's not about getting through your email, and it's not about being a workhorse and cranking out eight or more hours of work every day.

Meetings 88

Meetings 88

The Center for Sales Strategy

JULY 10, 2019

If someone has the “gift of gab” they're often told that they should go into sales. Which often, just gives salespeople a bad name. Think about it. None of us like the salesperson who just keeps talking. The one that knows everything and is willing to tell us every detail. Are you talking about something the other person expressed interest in?

Sales 83

Sales Leadership 83

Hubspot Sales

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? If the answer is “Yes,” chances are you understand your customers want partners, not vendors. To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

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Account Planning Co-Creation Account Management Negotiation 142

Miller Heiman Group

JULY 8, 2019

The question isn’t if a recession is coming. It’s when. Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. European business leaders feel similarly, as half of European companies stated that a recession is imminent in the next five years and 18% believing their country is already in one.

Sales Management 82

Sales Management Management Sales Sales Training 82

Sales Readiness Group

JULY 10, 2019

In this episode, we discuss how sales is changing, how sales training needs to respond to the new complexities in the marketplace, and what salespeople need to do to adopt a learning mindset.

Sales Training 69

Sales Training Sales 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

JULY 8, 2019

Shifts in consumer behavior over the last 20 years demand that businesses use multiple platforms to reach consumers. As a result, most media organizations today understand the importance of selling Integrated Solutions – just take a look at all of the capabilities that they have to offer a business to help them achieve their desired business results!

Media 79

Media Organization Advertising Digitalization 79

Hubspot Sales

JULY 11, 2019

Your sales team is working harder than ever to differentiate your product or service and close new business. In fact, HubSpot research shows 72% of companies with less than 50 new opps were unable to meet their goals. That number shrank to just 4% with companies earning 101 or more opportunities each month. Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work.

Sales 141

Sales CRM Finance Leadership 141

Miller Heiman Group

JULY 9, 2019

The latest Move the Deal episode features Pam Hammers, sales performance consultant at Miller Heiman Group. With more than 15 years of experience and a focus in the manufacturing industry, Hammers’ expertise includes attracting, training and retaining millennial sales talent—and she’s sharing her advice with Move the Deal listeners. Win More With Your Sales Team.

Manufacturing 72

Manufacturing Onboarding Sales Technology Sales Training 72

Sales Management Matters

JULY 8, 2019

In this blog series, sales performance management (SPM) consulting firm OpenSymmetry explored key sales compensation plan design components and considerations for team-based incentivization. Continuing in the third installation of this series, we’ll examine different scenarios for which measuring sales performance by revenue and by margin are the most appropriate.

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Profitability Supply Chain Finance Sales 69

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

JULY 12, 2019

- MOTIVATION -. "NEVER PUT OFF TOMORROW WHAT YOU CAN DO TODAY". -THOMAS JEFFERSON. - AROUND THE WEB -. > Marketing Hacks to Make You a Sales Management Guru — Sales & Marketing Management. Sales managers are a rare breed. The job is challenging. The most successful sales managers demonstrate a knack for hacking other disciplines. Successful sales managers combine the skills of economists, data analysts, psychologists, sociologists and entrepreneurs.

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Sales Management Marketing Management Sales 70

Engage Selling

JULY 12, 2019

????????????????????????When I ask sales teams what’s the number reason why their pipeline isn’t more full—how come they’re managing a pipeline so lean it’s going to be impossible for them to hit their targets—they give me an excuse.

Marketing 67

Marketing Sales Management Sales Training 67

SBI Growth

JULY 9, 2019

Often entering a new market represents a significant growth opportunity for a company. As the CEO setting the strategic vision deciding which markets to pursue and when is one of the most important decisions, you can make. Despite this, far.

Marketing 67

Marketing Decision-making Organization B2B 67

Planview

JULY 9, 2019

Ideation + Delivery = Innovation. It’s a simple equation that is often a lot easier said than done. But why? We have heard it time and again…Somewhere between the birth of an idea and the delivery phase, innovation slows or becomes nonexistent. Which is why “Innovation is rewarded but execution is worshipped!” While most innovation management software makes it possible for teams and organizations to gather and iterate on ideas, the question you must ask is, how do you ensure the best ideas becom

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Innovation Software Software Management 63

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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

The Center for Sales Strategy

JULY 9, 2019

Sales managers know that if they want salespeople to have a healthy sales pipeline, they need to have a balance between proactive, upstream sales activities, and reactive, day-to-day tasks.

Meetings 68

Meetings Sales Management Management Sales 68

Strikedeck

JULY 9, 2019

Christian talks about the top 5 metrics that companies use to measure their CX improvements.

Customer Experience 63

Customer Experience Customer Success 63

Sandler Training

JULY 8, 2019

Clint Babcock, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to beat the competition. Get the best practices for locking out the competition and winning in a competitive space, collected from around the world. Listen Time: 30 Minutes.

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Miller Heiman Group

JULY 11, 2019

T ransformations in the market have put the locus of power squarely in the hands of buyers: the world revolves around buyers and their needs. That means sellers have to work harder than ever to attract buyers and convince them to purchase—not just once but in perpetuity. To forge these lasting customer relationships, sellers must create a world-class sales system that consists of three components: customer engagement, performance support and sales enablement.

Customer Experience 55

Customer Experience Innovation Organization Sales 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

Kainexus

JULY 11, 2019

The dictionary defines “principle” as “a fundamental truth or proposition that serves as the foundation for a system of belief or behavior or a chain of reasoning. Principles help us see the positive and negative results of our actions. They enable us to make smarter decisions about what we choose to do. In business, when leaders, managers, and team members understand the principles of operational excellence, they are better able to align systems and reward ideal behavior.

Decision-making 53

Decision-making Management 53

Gordian Business

JULY 8, 2019

“ We have the ability to create choice by altering our interpretations of the world. ” — Sheena Iyengar, Author - The Art of Choosing. Twenty years ago, one of the favourite words used by business gurus and keynote speakers at conferences was – a paradigm shift. Today you would think it is a button on a Tesla motor car. Now, a new hot word has appeared – archetype!

Negotiation 52

Negotiation B2B Communication Meetings 52

Sandler Training

JULY 11, 2019

Of the corporate blind spots shared in The Road to Excellence , “ not sharing the vision with those who have to implement it ” is one of the most detrimental to the sustained growth of an organization. To create buy-in with your team (aka “those who will have to implement it”) share your vision in the form of questions instead of statements. Read Time: 6 Minutes.

Organization 58

Organization Leadership Management 58

CMOE

JULY 11, 2019

The Linchpin of a Business. Have you ever seen or heard of a linchpin? A linchpin is defined as something that holds the various elements of a complex structure together. For example, a linchpin passes through the end of an axle to keep a wheel in position. And that is exactly what middle managers are to an organization. They are the linchpins that connect the front lines to higher levels of management and the direction of the business.

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Management Leadership Negotiation Organization 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

Kainexus

JULY 9, 2019

A little while back, we had the pleasure of presenting a webinar hosted by Chad Westbrook, a manufacturing engineering manager and AGCO production system manager at AGCO Corporation. AGCO is a full line manufacturer of agricultural equipment. The company makes everything, including tractors, tillers, sprayers, bailers, and other equipment. Chad joined our own Mark Graban to discuss a different way of thinking about problem-solving.

Manufacturing 52

Manufacturing Management 52

Showpad

JULY 12, 2019

Heat up your sales enablement program this summer with these latest tips, tricks, and news! B2B Email Marketing Techniques To Avoid Poor Sales Practices. In her research, Marie Fincher discovered that 59% of B2B companies do not use email marketing. In this article, she dives into why this might be, and provides five B2B email marketing techniques to create a strong strategic approach in order to increase the overall success of your digital marketing campaigns. . 12 Stats About Sales Enablement

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Digital Transformation B2B Digitalization Sales 45

Sandler Training

JULY 12, 2019

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: 13 Minutes.

Sales Management 55

Sales Management Management Sales Leadership 55

CMOE

JULY 10, 2019

As managers, we’re there with our direct reports through both good times and bad. They’re not always the people we want them to be. Sometimes they have different perspectives, goals, and interests than we might expect. Many of us dread having difficult conversations with employees. However, those are exactly the conversations that can lead to better relationships, performance, and culture at work—as long as we can learn to handle them well.

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Meetings Construction Management Emotional Intelligence 45

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