Hubspot Sales
JANUARY 14, 2019
Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone. Because that doesn't work. You sound like a salesperson trying to sell them -- which makes the modern buyer run for the hills. So when are elevator pitches effective?
Jeffrey Gitomer
JANUARY 13, 2019
YES! The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless. When I say sales, I'm not just talking, "Hey, please buy my stuff." Sales is not just selling your product or service.
Nutshell
JANUARY 12, 2019
Remember what it was like to be a kid on the first day of school, and you didn’t know anyone in your class? You had two choices: approach the other kids and try to make new friends, or sit by yourself at lunch every day. Outbound sales is a lot like that. You hardly know anyone you’re trying to sell to, and you can either make an effort to get to know them…or you can completely miss your quota.
SBI Growth
JANUARY 15, 2019
Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.
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
JANUARY 18, 2019
As a real estate professional, the amount you're paid for each sale is often dependent on commission. And the average commission for the sale of a property is 6% of the purchase price. But, how do you know you'll be paid fairly for the work you've done? This is where procuring cause comes into the picture. Let's demystify the procuring cause and what it means for real estate professionals.
Jeffrey Gitomer
JANUARY 14, 2019
You will no longer dread the dreaded cold call after you read this column several hundred thousand times. There is a fear and dislike many salespeople have when it comes to cold calling. John Whittington at the Lake Norman SalesMasters ® club mentioned that he had a big fear of being thrown out of a company when making a cold call. It was suggested to him that his strategy should be to only cold call on one-story buildings.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
JANUARY 18, 2019
Advocacy is on fire! Why? Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth. Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers.
Hubspot Sales
JANUARY 17, 2019
For small business startups, enlisting the help of a silent business partner may feel like a win-win proposition. The notion of a partner who will contribute money without demanding control likely feels too good to be true. Better yet, when you consider that 82% of startups fail due to cash flow problems , finding a silent partner could be a vital step in your company's survival.
Jeffrey Gitomer
JANUARY 15, 2019
Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime. What kind of saleswoman will this kid be when she's 21? So, what does this 7–year old kid have to do with your sales success?
Openview
JANUARY 14, 2019
Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. According to Gartner , “By 2020, all new entrants and 80% of historical vendors will offer subscription-based business models.” Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch.
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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.
SBI Growth
JANUARY 17, 2019
Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan.
Hubspot Sales
JANUARY 17, 2019
By the time a sales engagement reaches the negotiation stage, the rep can see the revenue at the end of the tunnel. If they can just engineer a win-win deal for both sides, they'll be that much closer to making quota. But negotiations can go awry quickly and in any number of ways. While there's no surefire way to barter a positive outcome, avoiding a handful of common mistakes can decrease the likelihood of the negotiation getting derailed.
The Center for Sales Strategy
JANUARY 15, 2019
It's not out of character to hear a sales manager say, 'ABC: Always Be Closing.' Or to have a salesperson live out that phrase daily. But in reality, to close more business, you must sell less and help more.
Jeffrey Gitomer
JANUARY 14, 2019
Take me to your leader. If you have one. Are you a leader? Do you aspire to be one? Are you a true leader or a leader in name (or title) only? Leadership is the true challenge for the next decade. Entrepreneurial ventures are starting in record numbers, competition is stiffer than ever, customers are demanding more, profit margins are thinning. All of these trends create leadership opportunities.
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
JANUARY 14, 2019
Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan.
Hubspot Sales
JANUARY 17, 2019
Are you an employee or a business owner ? If you're earning money from your job or business, you have an income. In the third quarter of 2018, the median weekly earnings for full-time U.S. workers was $887. This equates to just around $44,350 in earnings per year, not adjusted for taxes or any other deductions. But what's the term to describe income before any taxes or deductions have been subtracted?
The Center for Sales Strategy
JANUARY 14, 2019
Recently, I provided five options for New Year’s resolutions for struggling sellers and managers who had a less than awesome 2018. If none of these options seemed attractive, here are five additional things you can do to reset your sales compass for 2019—plus some information to help make these resolutions part of your sales routine to improve sales performance.
Jeffrey Gitomer
JANUARY 15, 2019
Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself. The first person to affirm is yourself. Ken Blanchard in his legendary, "One–Minute Manager," recommends that everyone write their Personal Mission Statement. The results are startling. Have you written yours? A Personal Mission Statement is your affirmation, philosophy and purpose rolled into one.
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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.
SBI Growth
JANUARY 14, 2019
Transforming a Cloud Solution Provider by Being a Sales-Driven CEO CEO of iGrafx shares his incredible journey from a frontline sales rep to the office of chief executive… 2018 Priority: Grow Revenue With Customer Success We analyzed over 1,000 responses by CEOs.
Nutshell
JANUARY 16, 2019
This article was originally published on Medium. The software company I work at had a system slowdown today. Our average response times jumped from 100 ms to almost 900 ms. Within 45 minutes of this spike, my customer experience team had fielded 21 emails and a few handfuls of phone calls from frustrated customers. This may not seem like much, but my team is currently two people (okay, we’re short-staffed right now; usually, it’s three).
Jeffrey Gitomer
JANUARY 14, 2019
Are you blaming the prospect when you can't close? Are you telling the boss it's the prospect's fault that you can't set an appointment, or they won't order now? After 25 years of selling, training and consulting one truth remains - I have yet to hear one salesperson say, "The prospect wouldn't buy and it was my fault," or, "The prospect wouldn't appoint me and it was my fault.".
Advertiser: ZoomInfo
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SBI Growth
JANUARY 16, 2019
Reconstructing a Marketing Organization from Start to Finish Chief Marketing Officer demonstrates how she transformed a marketing organization to help her company achieve a successful exit strategy… Design Thinking, Empathy, and the Ideal Customer Experience Design Including customers in the design process.
Engage Selling
JANUARY 12, 2019
If you travel a lot with work—as I do—it exposes you to a much wider variety of ways that people experience the world around them.
The Center for Sales Strategy
JANUARY 17, 2019
Editor's Note: This post was originally published in Sales & Marketing Management. As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. But to see real improvement, you need a system in place that measures how those expectations are being met. Unfortunately, this is easier said than done.
Jeffrey Gitomer
JANUARY 15, 2019
My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity. Whenever I need an important paper, Lito is laying on it. I give her card out in seminars and training programs for fun and a laugh. But everyone who gets her card keeps it, shows it to someone else, talks about it, and talks about me. Being memorable is creating a vivid image in the mind of the prospect that distinguishes you from others.
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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
SBI Growth
JANUARY 16, 2019
Is Your Product Leader a Grief Creator or Grief Reliever When It Comes to Annual Planning? The best Product Leaders are grief relievers. They are on top of the three steps talked about in this article, and they execute the necessary.
RAIN Group
JANUARY 16, 2019
The most popular and effective diets and workout routines—ones that lead to the most dramatic changes—have specific guidelines and rules for how to follow the system. No such system existed for sales—until now. And, it works.
The Center for Sales Strategy
JANUARY 16, 2019
I’m a sales performance improvement geek, and I admit it! I enjoy discovering, and sometimes creating, things that help sales organizations improve revenue performance. I encountered some really cool things in 2018 — here’s a list of my top 5.
Outbound Engine
JANUARY 18, 2019
What goes into building an email marketing calendar ? Each year, our team of professional writers and editors plan an email and social media campaign calendar for 10,000 customers. The content they plan spans across industries from real estate to financial services, making it safe to say they know their stuff. So, we asked them what it takes to put together a solid email marketing calendar for the entire year.
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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