Hubspot Sales
SEPTEMBER 24, 2018
For more than 30 years (yikes!), I’ve been directly involved in selling, managing, and leading salespeople, and providing advisory services to sales organizations. There are two trends that have persisted: The increased prominence and investment in sales technology and sales force automation. The consistent decrease in sales rep productivity, or the time salespeople actually spend selling.
MTD Sales Training
SEPTEMBER 24, 2018
One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do you need to do to keep up with these changes?
SBI Growth
SEPTEMBER 28, 2018
Your C Players Will Prevent You from Hitting Your Number[P].
Engage Selling
SEPTEMBER 27, 2018
Some sales reps give up too easily. That is, they’ll reach out twice, perhaps three times to a prospect before throwing in the towel and moving on. The issue?
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot Sales
SEPTEMBER 27, 2018
A 2017 small business study reported 71% of small businesses have a website to market their products and services. It’s clear a web presence is crucial to small business success in today’s consumer-driven market. Just like small businesses , the internet and web-based technology has changed the way homes are marketed and sold. So, how can real estate professionals leverage these tools to their greatest advantage?
The Center for Sales Strategy
SEPTEMBER 25, 2018
As a group of salespeople were gathered for their weekly sales meeting , their manager said he had an exercise on focus that they would complete first. The manager walked around the room and laid a sheet of paper, face-down in front of each salesperson. He then told them to all turn the handout over. On the sheet was a single black dot in the middle of each page.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
SEPTEMBER 22, 2018
The days of the “ideal buyer” have gone the way of the dinosaurs. So has the routine sales pitch.
Hubspot Sales
SEPTEMBER 27, 2018
How should you treat a prospect when you’re on a sales call? Be nice. Be respectful. Don’t criticize them. It’s a no brainer. But while it’s common sense, sometimes even the best of us forget to put these guidelines into practice. These principles were popularized by Dale Carnegie in his classic book How to Win Friends and Influence People which has sold over 15 million copies worldwide.
The Center for Sales Strategy
SEPTEMBER 24, 2018
I was lost. I had the address, I knew the destination, but I was lost. To make things more challenging, I was in a foreign country, and many of the people around me did not speak English. I approached a man on the street, address in hand, and asked, “Can you tell me how to get to 157 Rue Saint-Honoré?” In reality, I did not say the address. I merely pointed to on the paper in my hand.
Openview
SEPTEMBER 27, 2018
To sell or not to sell – that is the question among startup founders. As a founder and former sales leader, I get asked all the time how I decided to step back from my sales role and add a layer between me and my sales reps. When I founded ion interactive, I just sort of organically moved into the sales role. Why not? I had a strong sales background, and who knew the product better than me?
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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.
Engage Selling
SEPTEMBER 28, 2018
??A recent study from Rosetta showed that engaged and satisfied buyers are 50% more likely to reorder, spend 200 times more than the average customer per year and they display brand loyalty 5 times higher than any other buyer.
Hubspot Sales
SEPTEMBER 26, 2018
After a deal closes, the customer relationship is still in its infancy. Beyond renewals, existing accounts present a great deal of new revenue and partnership opportunities for sales pros who understand their continued role as account manager. Account managers are responsible for maintaining client relationships and analyzing key information about the customer, their industry, stakeholders, and the competitive landscape to find “ white space.”.
SBI Growth
SEPTEMBER 27, 2018
210 Miles per Hour. That’s how fast NASCAR stock cars pummel into Turn One at Daytona International Speedway during the prestigious annual 500-miler; bumper-to-bumper, three-wide with the pack.
MTD Sales Training
SEPTEMBER 26, 2018
Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced.
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
SEPTEMBER 26, 2018
This is the third post in a four-part series on how managers can set new hires up for success. You can click to view the previous posts on building relationships that will lead to stronger sales performance and maximizing strengths and working around weaknesses. Giving your new hire detailed feedback on their talents is one of the best ways to set them up for success.
Hubspot Sales
SEPTEMBER 26, 2018
Take a hard look at the best sales teams -- the ones that really blow their quota out of the water. What do you see? Look past the high fives, the ring of the sales bell, or even the energy on the floor at any given moment. You’ll see the best sales teams are getting better every single day. They make it easy for new and seasoned reps alike to improve, which gives them the best chance to beat quota.
SBI Growth
SEPTEMBER 28, 2018
Joining us on the is Mike Volpe, the Chief Marketing Officer for Cybereason, the world’s most powerful cybersecurity analytics platforms. Often called the “godfather of inbound marketing” for his work in taking inbound marketing from an idea to a movement.
Outbound Engine
SEPTEMBER 27, 2018
Why is it that we spend money on customer acquisition marketing when customer retention marketing works so much better? We can all agree that customers are the most important part of any business. After all, without customers, there would be no business! And yet we find ourselves spending most of our marketing dollars on finding new customers instead of nurturing the ones we already have.
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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.
The Center for Sales Strategy
SEPTEMBER 27, 2018
This post was originally published on Business.com. Top sales managers don't just look for candidates when they need them – they keep in contact with potential team members to build an internal pipeline of interested and engaged salespeople.
Hubspot Sales
SEPTEMBER 26, 2018
If you’re a decision maker, it’s important to remain unbiased toward the parties who’ll be impacted by the results of your choice. But, in some cases, a decision maker might favor one party’s interests over another. This situation is known as a conflict of interest -- and it occurs when a person or organization has an obligation to more than one person or organization and cannot act in the best interests of both parties.
SBI Growth
SEPTEMBER 25, 2018
It’s a late June morning and your shoes stick to the hot, gooey parking lot asphalt as you head toward your building. Despite the inferno underfoot, a chill progressively takes hold as you enter. When the elevator announces your arrival.
Outbound Engine
SEPTEMBER 24, 2018
Creating a marketing budget for your small business used to involve a lot of guesswork. Flinging spaghetti at the wall and seeing what stuck was the norm. This trial and error approach is both expensive and ineffective. Now, small business owners are learning how to use the many tools they have for creating a successful marketing budget. But the number of resources, steps, and examples available to them can make things confusing.
Advertiser: ZoomInfo
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The Center for Sales Strategy
SEPTEMBER 28, 2018
- WHAT'S MOTIVATING US THIS WEEK -. "TODAY IS ALWAYS THE MOST PRODUCTIVE DAY OF YOUR WEEK". -MARK HUNTER. - WHAT WE'VE BEEN READING THIS WEEK -. > Sales Engagement: The Intersection of Sales and Science — Sales Hacker. Sometimes, simple ideas can spark revolutions. When science and sales meet, sparks fly. Just as cell phones and emails revolutionized the way people live and do business, sales engagement upends the infrastructure inefficiency that prevents even excellent salespeople from perfo
SBI
SEPTEMBER 26, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Vlad Voskresensky , CEO and Co-Founder of SmartCloud Connect by Invisible Solutions. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION?
MTD Sales Training
SEPTEMBER 24, 2018
One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do you need to do to keep up with these changes?
Planview
SEPTEMBER 24, 2018
A recent Gallup study found that employee disengagement costs businesses $7 trillion a year. Yes…7 trillion! Meanwhile, research shows that investments made by organizations to increase employee engagement have barely had an impact over the last 15 years. $7 trillion in costs and employee engagement stagnation for the past 15 years…the status quo isn’t working for companies to say the least.
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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
Help Scout
SEPTEMBER 23, 2018
The first 90 days in support, especially at a new company, can be incredibly hectic and stressful. Your new employee is tasked with learning an almost entirely new product from front to back, as well as any secondary tools that you might require them to use, and they’re expected to know the product so well by the end of their training that they can effectively support other people who are also learning an entirely new product.
ReviewTrackers
SEPTEMBER 28, 2018
To get the most out of Google, some businesses will add a Google My Business appointment URL – a.k.a. local business URLs – in their listings. These are links to crucial information like a menu, service offerings, or reservation prices, which are hosted on third-party sites like OpenTable, SinglePlatform, or Hotels.com. In some situations, the URL comes in the form of a button at the top of a listing that encourages customers to “Find A Table” or schedule an appointment, which saves customers ti
Pinnacle View
SEPTEMBER 23, 2018
Nike is no stranger to politics. With 54 years of brand experience in its back pocket, Nike has demonstrated, again and again, that the line between brand and politics is a hard one to define. Just weeks after Donald Trump’s inauguration, Nike released “Equality,” an ad featuring LeBron James, Serena Williams, and Gabby Douglas, among other prominent black athletes.
ReviewTrackers
SEPTEMBER 24, 2018
Your Google My Business photos are deciding factors when it comes to attracting customers. These images are the first impression of your business. They can attract customers or drive them away. When asked about the important elements in local search, people ranked profile images (21 percent) as the deciding factor. By adding the right photos and allowing select images from customers, you can create an attractive digital gallery that will make people want to visit your establishment.
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.
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