Hubspot Sales
OCTOBER 9, 2018
You've started a new business and you're building up your customer base. But how can you reach the prospects who might benefit from your product or service? A business proposal can bridge the gap between you and potential clients. It outlines your value proposition, and its primary purpose is to persuade a company or organization to do business with you.
Nutshell
OCTOBER 8, 2018
On June 1st, 2018—after a massive team effort—Nutshell rolled out a 15% price increase for customers on our “Classic” subscription. This is the story of what happened before, during, and after that price increase, through the perspectives of everyone who was involved. What did it take to execute an initiative that was simple on paper, but complex in practice?
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Jeffrey Gitomer
OCTOBER 10, 2018
How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man. They may talk to you, they may be civil to you, they may even appear to help you – but ask them if they wish you were dead or alive, I'm betting on the funeral home.
Openview
OCTOBER 10, 2018
Maintaining a position of preeminence in the highly competitive IT industry requires leaders to adapt to changes in the business landscape more rapidly than the competition. Continued success also relies on innovative sales enablement techniques that boost performance, help meet customer needs and achieve bottom line results. While many corporate sales enablement functions are already leveraging state-of-the-art enablement mechanisms, like online and virtual trainings, chat bots etc., most are s
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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
OCTOBER 11, 2018
Whether you're managing your small business' finances or filing taxes, it's necessary to know where your money is being spent. But receipts from your purchases are likely to get lost in a sea of documents and miscellaneous papers. If you struggle to keep track of your receipts, a receipt scanner can come in handy. Some receipt scanners include online tools that allow you to access your receipts from anywhere, so receipts will be consolidated and you can access them whenever you need them.
RAIN Group
OCTOBER 12, 2018
Sales Training Defined: Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. To be most effective, sales training should be viewed, designed, and executed as a change management initiative. The global market for sales training is approximately $4.6 billion. Yet most sales training fails to deliver lasting results.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
OCTOBER 8, 2018
Look across your digital tactics and channels…do your buyers go there? Is their engagement worth the challenges involved in creating these? How do you know? Let’s first define Digital Planning (or Digital Marketing) – Leveraging digital channels to reach customers and.
Hubspot Sales
OCTOBER 12, 2018
It’s tempting to write off “burn rate” as cute startup jargon or a funny subplot on the television series “Silicon Valley.” But a correctly calculated burn rate is crucial for the responsible growth, planning, and success of a business. In fact, 82% of small businesses fail because of cash flow problems. But what exactly is a cash burn rate and how do you calculate it?
The Center for Sales Strategy
OCTOBER 11, 2018
There are two poisonous mistakes that will kill a presentation: using jargon and using stock phrases. Making either of these mistakes will drastically reduce the chance of getting a second meeting with a prospect. Let's start with HOW NOT to start a presentation and finish with the HOW TO of communicating an engaging proposal.
Jeffrey Gitomer
OCTOBER 8, 2018
Selling is not about defining the type of buyer you're facing. There are a millions of types of buyers. Ever see those "four types" of buyer things? The Driver. The Amiable. The Idiot. The Big Idiot. The Big Idiot is someone who thinks there are four types of people, and you can somehow pigeon–hole them into characteristic categories that will make them buy.
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
OCTOBER 7, 2018
Joining us on  is Ryan Tognazzini, Chief Executive Officer for iGrafx, an enterprise class business operations and modeling software that allow it’s users to capture, communicate, improve and optimize every aspect of their business processes. Ryan represents one of the new breed.
MTD Sales Training
OCTOBER 12, 2018
Here’s a question to start your day. ‘If you’re going to make some contacts with prospects today, why should they bother talking to you?’. Now, if you answered with something like ‘because my products are better than the competition’ or ‘I know what people in their position need’ then maybe you need to take a step back first. We’ve all heard that pre-call research is important, so it doesn’t sound like a scripted pitch you’ve made 146 times before.
The Center for Sales Strategy
OCTOBER 8, 2018
"No. No, no, no. No!" Have you ever had someone tell you "No" before? Whether you're a sales manager coaching your sales team to success, or a salesperson eager to reach your goals, you've more than likely been told "No." BUT. that doesn't mean it's over. It just became a challenge. Are you ready to take on that challenge? The next time you present a proposal and hear “No,” try some of these tactics designed to change the outcome.
Engage Selling
OCTOBER 12, 2018
????Did you know that customers that receive an exceptional customer experience are 80% more likely to reorder than those who have a subpar experience?
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
OCTOBER 12, 2018
It is almost that time of year again for companies both big and small, the dreaded compensation season. Numbers are crunched, budgets are realigned, and a firms overall compensation strategy is brought into the spotlight once again. As your company.
Sales Readiness Group
OCTOBER 12, 2018
On this Q&A episode: "What's the best response to "It's too expensive'?" I often struggle with price objections when the customer says, "My price is too high." Is there a best response to this objection? What do you recommend?
The Center for Sales Strategy
OCTOBER 9, 2018
Many of us seek new things in our lives to stay engaged and motivated, but even the most adventurous among us value certain things that are consistent. There are obvious consistencies we depend upon like gravity, the sun coming up in the east and setting in the west, or a manager who is very consistent in setting expectations. You probably didn’t see that third example coming, did you?
RAIN Group
OCTOBER 10, 2018
If you've worked in sales for any length of time, you've likely heard the phrase, "Sales is a numbers game." It's true. A profitable sales organization relies on the careful analysis of success metrics, performance data, and sales reports. If your sales reports are incomplete, inaccurate, or just plain wrong, the outcome is simple: misguided and ineffective selling.
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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.
Jeffrey Gitomer
OCTOBER 10, 2018
You didn't qualify the prospect very well, did you? OK, what do you do now? When others need to approve the deal, besides qualifying the buyer better, you must take four action steps: Get the prospect's approval. Get on the prospect's team. Arrange a meeting with all deciders. Make your entire presentation again. If you think you can get around these steps, think again.
MTD Sales Training
OCTOBER 10, 2018
When I was growing up, my uncle had some ideas that, in this modern world, would seem laughable. Yet, in those days, we had no social media and a mobile phone was a brick attached to a 16lb battery! Yes, things were a little different then. One of my uncle’s ideas was that ‘if it’s in the paper, it’s true’. Journalists were lauded for having all the background knowledge and wisdom so that everything that came out of their mouths was deemed to be correct and wise.
The Center for Sales Strategy
OCTOBER 10, 2018
CFO asks CEO: "What happens if we invest in developing our people and then they leave us?". CEO: "What happens if we don't, and they stay?". I really LOVE this "fictional" exchange. It drives a stake right through one of the arguments against training and developing your salespeople.
SBI Growth
OCTOBER 9, 2018
If you opened this blog post looking for the perfect answer to setting pricing KPIs… I hate to tell you that the perfect answer is: There is no answer. However, I do have some guidance for you. Let’s think of pricing.
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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
Jeffrey Gitomer
OCTOBER 9, 2018
All sales training includes this line: "If you want to make the sale, be sure to push his hot button." Great, where's that? It's within plain sight, it's within asking distance, it's within listening distance. All you have to do is be alert. Pushing the hot button only works if you can find it. Here are some ways to discover/uncover the hot button in a conversation: Ask questions about status and situation – Where he vacationed, where his kid goes to college.
Outbound Engine
OCTOBER 9, 2018
In business, the follow-up is a fact of life. Now that texting is more common than calling, phone conversations aren’t getting easier for many people. However, phone calls are still an important part of business communication. When a customer reaches out to you, the way you handle that follow-up call can make or break your relationship with that customer.
The Center for Sales Strategy
OCTOBER 12, 2018
- WHAT'S MOTIVATING US THIS WEEK -. "SETTING GOALS IS THE FIRST STEP IN TURNING THE INVISIBLE INTO THE VISIBLE.". -TONY ROBBINS. - WHAT WE'VE BEEN READING THIS WEEK -. > 6 Ways Inbound Marketing Tactics Can Reduce Friction in the Sales Process — LeadG2. Reducing friction in the early stages of engaging the market will increase conversion rates and accelerate deals through the sales process.
SBI Growth
OCTOBER 11, 2018
You’re Blind and You Have a Problem. When you sell entirely through indirect channels you are blind to the street price and how your products or service is valued by the end customer. The gap between the price you sell to.
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.
Jeffrey Gitomer
OCTOBER 10, 2018
Where will you be one year from today? Where will your sales be? How will you get there? Are your goals established for next year? Are they written down? If not, next year you'll likely be where you are today. Wishing you were someplace else, without the direction or drive to get there. A goal is a dream with a plan and a deadline. The three main reasons people don't achieve their goals are: They fail to write them down and post them in plain view.
Engage Selling
OCTOBER 10, 2018
We’re in Q4! This can bring feelings of anxiety for many salespeople, especially if they’re behind target. Don’t worry! There’s still time to end the year on target.or even exceed it!
SBI
OCTOBER 11, 2018
Last week I was in my favorite city – Boston – for the ever popular MarTech East event. If you weren’t there, you missed great sessions like: Building (and finding) a Marketing Technology Team. Solving Human Problems: A Case for MarTech – Design Thinking. How to Be Just Evil Enough (a Super interesting session by Alistair Croll).
Showpad
OCTOBER 12, 2018
Buyers want a better buyer experience. We know this because of findings in the new Showpad report, The New B2B Buyer Experience , that show buyers are taking longer to make purchasing decisions, are relying on more people within their company to help make those decisions, and are researching more before contacting a sales rep than they did 12 months earlier.
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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