Hubspot Sales

JUNE 15, 2018

Like most small businesses, we used to get 90% of new clients from referrals. If we had more time, we’d generate leads through inbound marketing. If we had more money, we’d purchase $30,000+ in advertisements or sponsorships. But we had limited time AND money. So we had to come up with a different solution. As a result, we built a follow-up email system -- using the free Email Templates tool from HubSpot Sales -- that generated $100,000 in the past 30 days.

Advertising 145

Advertising Healthcare Small Business Publishing 145

RAIN Group

JUNE 13, 2018

With more sales going through purchasing departments, you're bound to face price pressure on almost every opportunity. They'll expect you to discount. Nearly all organizations negotiate or discount their stated list price to some extent. In fact, in our Top-Performing Sales Organization study, we asked about the frequency in which companies discount.

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Negotiation Organization Sales 88

SBI Growth

JUNE 9, 2018

There is an emerging best practice in Key Account Management that successful B2B firms are quickly deploying. The best practice is a “Revenue Desk”. In this blog, I will outline the role of Marketing in this critical new Key Account.

Key Account Management 85

Key Account Management Marketing Account Management B2B 85

Drift

JUNE 11, 2018

“We need to launch chat support.” Those words have always had the potential to strike fear into the heart of every customer support leader. Why? Because launching a new support channel is no joke. It requires planning, training — and, sometimes –onboarding new team members to help you execute on your strategy. But most businesses can understand the appeal of offering conversational.

Customer Success 79

Customer Success Onboarding Sales 79

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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

JUNE 13, 2018

If you’re a B2B salesperson, you’ve probably heard about SPIN Sales. It’s one of the most well-known -- not to mention oldest -- selling systems. SPIN gives reps a research-backed framework for working and closing complex deals with extended sales processes. You can use SPIN principles along with your current sales methodology. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into your product’s features.

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Procurement Decision-making Meetings Publishing 145

The Center for Sales Strategy

JUNE 14, 2018

Businesses are catching on. Those using effective inbound marketing initiatives are producing sales leads and, at the same time, establishing expertise and thought leadership in their specific industry. Those experiencing this success will tell you that it is contagious, but requires the constant sharing of quality content (in most cases, through blog posts), which attracts interested prospects to their companies.

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Marketing Leadership Sales Digitalization 76

Nutshell

JUNE 15, 2018

As a developer, it’s easy to get caught up in writing good code instead of writing good software. We all love new feature work and the process of creating things, but the reason we show up for work every day is to build a product for our customers. That’s why it’s so important that development and CX work side by side: Without constant communication with the people who are actually talking to your customers, the wrong things get done.

Prioritization 74

Prioritization Software Software Communication 74

Hubspot Sales

JUNE 12, 2018

How to Send a Follow-Up Email After No Response. Ask yourself if you included a close in your first attempt. Never forward or cut and paste an old email. Don’t follow up too quickly. Adjust your close. Avoid the temptation to send a breakup email. How many times has a deal been going along without a hitch until, suddenly, it’s not? One week of silence passes, then two, and you’re left wondering what you did wrong and if there’s any way to fix it.

Advertising 145

Advertising Communication Meetings Organization 145

The Center for Sales Strategy

JUNE 11, 2018

"If you don't know your numbers, you don't know your business!" -Marcus Lemonis. My friend (and Managing Partner at The Center for Sales Strategy), Matt Sunshine, got me into the CNBC television program, The Profit. And I am absolutely addicted to it. And I mean addicted… I might have just finished watching 6 hours of the program this weekend. And you should be watching it, too!

Profitability 68

Profitability Management Sales Sales Management 68

SBI Growth

JUNE 15, 2018

The Influencer Channel is often overlooked. If utilized correctly, it can help you: Learn about opportunities earlier in the sales cycle, Win more deals, while also…. Increasing the cost of sales for your competition. This combination is the sales equivalent of a hat-trick.

Sales 75

Sales 75

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.

Nutshell

JUNE 11, 2018

Over the years as a marketer, I’ve noticed a decent amount of animosity directed at marketing teams from sales teams. Maybe it’s because lead gen marketers take too much credit for the deals that the sales team closes. Maybe it’s because the leads coming in from marketing are totally worthless. Whatever the reason, salespeople, I want to tell you something important: Marketing is your wingman.

Marketing 63

Marketing Retail Software Software 63

Hubspot Sales

JUNE 14, 2018

Best Electronic Signature Apps. PandaDoc. DocuSign. Adobe Sign. HelloSign. eSignLive. SignNow. SignEasy. RightSignature. KeepSolid Sign. Signable. How much time do you waste signing documents? You format and print off a document, sign it, scan it into your computer, and (usually) reformat it again before sending. As a one-off, this doesn’t sound too bad.

Computers and Electronics 145

Computers and Electronics Small Business Software Software 145

The Center for Sales Strategy

JUNE 12, 2018

At The Center for Sales Strategy, we are serious about and committed to delivering quality content to your inbox Monday-Friday, but today, we'd like to pause and bring you something that's even more serious: OUR PEOPLE!

Sales 65

Sales 65

SBI Growth

JUNE 10, 2018

The Chief Customer Officer is one of the newest roles to join the C-Suite in the past few years. Their charter is to drive customer-centricity throughout the enterprise. They are a customer advocate who cares about providing a good customer.

Sales 72

Sales 72

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

Nutshell

JUNE 11, 2018

Over the years as a marketer, I’ve noticed a decent amount of animosity directed at marketing teams from sales teams. Maybe it’s because lead gen marketers take too much credit for the deals that the sales team closes. Maybe it’s because the leads coming in from marketing are totally worthless. Whatever the reason, salespeople, I want to tell you something important: Marketing is your wingman.

Marketing 63

Marketing Retail Publishing Software 63

Hubspot Sales

JUNE 14, 2018

LinkedIn has become an amazing sales tool -- so much so that InsideSales.com declared, " Cold Calling is Dead, Thanks to LinkedIn." Unfortunately, salespeople have also moved many of their bad habits onto the platform. And I'm not just talking about sending spammy InMails. Salespeople are abusing LinkedIn in many other ways. I'm not the only one noticing this problem.

Sales 112

Sales B2B Marketing Management 112

Miller Heiman Group

JUNE 13, 2018

In our last post , we explored data from the CSO Insights 2018 Buyer Preferences Study , which confirms that buyers are engaging salespeople later and later in the sales process. Thankfully, our data also shows that buyers don’t actually want to cut salespeople out of the buying cycle. However, due to new technology and the abundance of readily available information, salespeople are becoming less relevant in the early stages of the buying process.

Decision-making 63

Decision-making Sales Meetings Innovation 63

SBI Growth

JUNE 13, 2018

The idea of a deal desk is nothing new to many sales organizations. The need to treat critical and non-standard deals separately has rapidly given rise to this specialized function over the past few years. So, what happens when you.

Organization 70

Organization Sales Marketing 70

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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

Openview

JUNE 14, 2018

There are a few defining moments in the channel lifecycle. Early on those two are recruiting and onboarding. How you effectively manage those two items will directly impact the success of your program. Recruiting is all about bringing partners to the table, and onboarding is all about getting to revenue with them. You must take the time to recruit the right partners for your program, and then take the time to set them up for success.

Onboarding 60

Onboarding Profitability Decision-making Media 60

Hubspot Sales

JUNE 14, 2018

Entrepreneur Quotes. "Only the paranoid survive." -Andy Grove. "You have to see failure as the beginning and the middle, but never entertain it as an end." -Jessica Herrin. “People are the most important thing. Business model and product will follow if you have the right people.” -Adam Neumann. “Don’t let others convince you that the idea is good when your gut tells you it’s bad.

Investors 78

Investors Banking Decision-making Leadership 78

Engage Selling

JUNE 14, 2018

The number one most discussed topic by my community in the past year has been surrounding cold calling.

Sales 59

Sales Client Relationships Communication 59

SBI Growth

JUNE 14, 2018

Our guest today is Jamey Heinze, the Chief Marketing Officer at iGrafx. Jamey has a unique background with significant experience in sales for the first 1/3rd of his career, and then product management for nearly a decade, and now as.

Marketing 69

Marketing Sales Management 69

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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

SBI

JUNE 12, 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 Brendan Cournoyer, VP of Marketing for Brainshark. Connect with him on Twitter or LinkedIn. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Sales 55

Sales Sales Training Financial Services Manufacturing 55

Hubspot Sales

JUNE 11, 2018

Sales Communication Skills. Pay full attention. Practice active listening. Read body language (and control your own). Master the nuance of voice tones. Be empathetic. Understand what's not being said. Speak in specifics. Be a subject matter expert. Be genuinely curious. Don't act like you know everything. Assume good intent. Always be honest. Don't make assumptions.

Communication 112

Communication Sales Value Proposition Stakeholders 112

Nutshell

JUNE 15, 2018

As a developer, it’s easy to get caught up in writing good code instead of writing good software. We all love new feature work and the process of creating things, but the reason we show up for work every day is to build a product for our customers. That’s why it’s so important that development and CX work side by side: Without constant communication with the people who are actually talking to your customers, the wrong things get done.

Prioritization 54

Prioritization Software Software Communication 54

SBI Growth

JUNE 12, 2018

You’ve made it through the early CMO years, bringing in fresh perspectives and skill sets. Either you’re still going strong following your fast start, 100-day plan, or patience is running out and the results you set out to achieve haven’t.

Marketing 69

Marketing 69

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

Engage Selling

JUNE 15, 2018

???????????????????For the last few videos, I’ve been talking about client retention and expanding your network within your client accounts.

Sales 54

Sales Client Relationships Communication 54

Hubspot Sales

JUNE 12, 2018

A long time ago, IBM revolutionized sales with the introduction of BANT. The mantra is familiar to any salesperson: qualify your prospects based on their Budget, Authority, Needs, and Timeline. This used to work well. In a world where prospects didn't know and could not figure out solutions to their own problems via a simple Google search, their favorite blogs, or by posting a question on a social media site, they were reliant on salespeople.

Decision-making 111

Decision-making Value Proposition Internet Publishing 111

The Center for Sales Strategy

JUNE 13, 2018

Recently, I shared a blog post called 10 Social Media Best Practices for Salespeople , and I wanted to expand on a few of them specifically related to how you can put these best practices into play on LinkedIn. I’ve gathered some specific examples from our team of experts, so check out the previous post here , then read on for actionable steps you can take in one hour or less of your time, to enhance your LinkedIn social selling efforts.

Media 54

Media Account Growth 54

SBI Growth

JUNE 14, 2018

What separates the great companies that we work with? Fundamentally it is associated with good leadership, clear direction and strategic functional alignment.

Leadership 63

Leadership Profitability 63

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