Hubspot Sales

FEBRUARY 1, 2019

What's your company worth? It's an important question for any entrepreneur, business owner , employee, or potential investor -- for any size company. And like most complex mathematical problems, it depends on a variety of factors. If you're an entrepreneur , understanding the value of your company becomes increasingly important as the business grows, especially if you want to raise capital, sell a portion of the business, or borrow money.

Investors 140

Investors Profitability Negotiation Small Business 140

Sales Readiness Group

JANUARY 29, 2019

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team achieve their full potential.

Management 128

Management Sales Sales Management 128

Groove HQ

JANUARY 30, 2019

The best advice on customer service we’ve learned in half a decade of blogging Throughout five years of blogging at Groove, we’ve written about customer service tips a lot ourselves, as well as chatted with other influencers in the industry. Our support blog is full of fascinating stories, case studies, interviews, and tips spread all […].

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105

Openview

JANUARY 30, 2019

Editor’s Note: This article first appeared on Highspot’s blog here. . Prospecting, pitching, tracking engagement — there’s no question that modern technology solutions have made it easier for sellers to complete these essential tasks. But even as the tools have improved, selling has become more complicated as buyers’ expectations have risen.

Onboarding 97

Onboarding Artificial Intelligence Sales Decision-making 97

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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

JANUARY 30, 2019

Data is one of the primary drivers of business strategy and projection, however, many decision makers don't fully understand how inaccurate data collection and poor data maintenance can negatively impact their marketing, sales and bottom line. According to a recent report, bad data accounts for trillions of dollars spent annually by U.S. businesses, and unfortunately, bad data's impact doesn't end there: According to the 1-10-100 data quality principle, the relative cost of fixing a data error i

CRM 108

CRM Decision-making Marketing Management 108

SBI Growth

JANUARY 29, 2019

As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.

Value Proposition 95

Value Proposition Meetings Customer Success Marketing 95

The Center for Sales Strategy

JANUARY 29, 2019

There are many benefits to using LinkedIn as a sales professional that include everything from personal branding and thought leadership to prospecting, lead nurturing, and recruiting. The problem is, often times, sales professionals don't have time to set up or update the basics of their LinkedIn accounts to best represent them and their company. You can't build a great building on a weak foundation, and the LinkedIn profile is just that: the foundation that could affect the success of your soci

Sales 93

Sales Leadership Media 93

Engage Selling

JANUARY 31, 2019

Why are you good? Seriously. Have you asked yourself this question before? Let’s face it. Salespeople often come with healthy egos, to put it lightly. The good ones know that they’re good, but it’s vital to go beyond that.

Client Relationships 87

Client Relationships Communication Management Sales 87

Miller Heiman Group

JANUARY 31, 2019

Salespeople are highly motivated to sell as many solutions as possible to their existing accounts. Yet most accounts end up getting smaller over time, not larger. This is directly related to how the seller fits into the buyer’s process. 70 percent of buyers start interacting with sellers after the buyer has fully defined their needs, according to CSO Insights, the research division of Miller Heiman Group.

Account Planning 83

Account Planning Decision-making Account Strategy Prioritization 83

SBI Growth

FEBRUARY 1, 2019

Picture this: We are a few weeks into the new year, the results from Q4 are in, and there’s been a big drop in sales.

Marketing 82

Marketing Sales 82

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

JANUARY 31, 2019

One of the most common debates in sales is how to best measure performance and other sales indicators. While some organizations prefer process-oriented KPIs, others have an outcome-oriented bias. Both ends of the spectrum are invaluable for powering your sales, but when it comes to prioritizing inputs vs. output, the “i’s” have it.

Prioritization 85

Prioritization Sales Organization 85

RAIN Group

JANUARY 30, 2019

One of the biggest mistakes sellers make in a sales negotiation is letting buyers take control of the negotiation, leaving you to play defense. If you want to come to a great agreement (and you do), you need to lead the process. In our white paper, 6 Essential Rules of Sales Negotiation , Rule #3 is: Lead the Negotiation. A key part in leading a sales negotiation is teeing up the meeting properly with an agreed to agenda ahead of time.

Negotiation 81

Negotiation Sales Meetings 81

Nutshell

JANUARY 28, 2019

Love the Patriots or hate ‘em , you can’t deny that Bill Belichick is one of the most effective coaches in football history. Belichick is the only NFL head coach with five Super Bowl victories, and under his direction the Pats have won nine AFC championship titles (beating my Colts in a number of those games). Clearly, the man knows how lead a team.

Sales 79

Sales Sales Management CRM B2B 79

SBI Growth

JANUARY 31, 2019

Marketing 80

Marketing Management Sales 80

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

Engage Selling

FEBRUARY 1, 2019

?????I just got back from rolling out a program in a part of the world that I’ve never worked in before.

Marketing 78

Marketing Sales 78

The Center for Sales Strategy

JANUARY 28, 2019

Most sales organizations are dealing with some hidden constraints that negatively impact revenue and cash. Here’s a list of the three most common, plus solutions to eliminate them.

Sales 78

Sales Organization Sales Management Management 78

MTD Sales Training

JANUARY 28, 2019

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters. – one or more salespeople dominate the meeting. – trivial matters encroach on more important subjects. – management uses threa

Meetings 72

Meetings Sales Management Management Sales 72

SBI Growth

JANUARY 28, 2019

Download our Cross-Industry Benchmark Assessment Tool to help identify areas that need to be strengthened in your own company, to isolate what industries you should look to for cross-industry benchmarks, and for a step-by-step guide of who to engage at.

Acquisition 73

Acquisition Leadership Marketing Sales 73

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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

Miller Heiman Group

JANUARY 29, 2019

In today’s unpredictable, fast-paced sales environment, midsize organizations need a formal sales enablement initiative to ensure that sales reps are having quality conversations with prospects that lead to more wins. Sales enablement affects the bottom line in a real way. Unfortunately, many midsize organizations struggle with sales enablement. One of the largest inhibitors to sales enablement in midsize companies is taking a random approach to it.

Organization 64

Organization Onboarding Sales Sales Technology 64

The Center for Sales Strategy

FEBRUARY 1, 2019

- MOTIVATION -. "YOU WIN THE GAME ONE PLAY AT A TIME.". -FRANK TARKENTON. - AROUND THE WEB -. > One Simple Way to Improve Your Sales Process with Content (VIDEO) — LeadG2. Are you using content in the sales process? How do you use content in the sales process? Likely, your marketing team has created a large amount of great content that's not only beneficial for lead generation, but is also helpful for lead nurturing.

Sales 69

Sales Marketing 69

Strikedeck

JANUARY 29, 2019

Clayton shares how to move from reactive to proactive Customer Success, and the necessary strategies to advance!

Customer Success 60

Customer Success Onboarding 60

SBI Growth

JANUARY 30, 2019

The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It Hyper targeted advertising with highly personalized content will be table stakes for best in class marketing in 2019, but all your efforts could go to.

Advertising 67

Advertising Marketing Digitalization Sales 67

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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

Drift

JANUARY 28, 2019

As President & Chief Strategist of The Bridge Group – and the self-proclaimed “Queen of Sales Development” – Trish Bertuzzi has made a name for herself by advising companies that want higher performing sales development and inside sales teams. According to Trish, the team with the hardest job in the entire sales process is the sales development team.

Sales 54

Sales 54

The Center for Sales Strategy

JANUARY 30, 2019

Need some help connecting with target accounts when prospecting? Do you know the decision maker you need to connect with at a company, but don't have their email address? Have no fear. Trey is here. to share a hot tip that he uses regularly to connect with target accounts.

Management 66

Management Sales 66

Jeb Blout

JANUARY 30, 2019

I spent the past week working with one of my client’s inside sales teams. My objective was to map the sales process of their very best reps in preparation.

Sales 52

Sales 52

SBI Growth

JANUARY 30, 2019

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content. How to Settle the.

Meetings 63

Meetings Digitalization Marketing Sales 63

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

JANUARY 26, 2019

In this three-part series on generosity in sales, I’ve talked about how this must-do work is a three-part journey. First, there’s what you need to do to be generous at a personal level.

Sales 48

Sales Sales Training Sales Leadership Leadership 48

Kainexus

JANUARY 28, 2019

Although the overarching objective of Lean management is to create an unhindered flow of value to the customer, another of its primary concerns is transparency. If you can see roadblocks, process irregularities, resources that aren’t at capacity, and poorly aligned goals you can do something about them. That’s why so many Lean tools are designed to allow visual management.

Management 44

Management 44

Outbound Engine

JANUARY 28, 2019

All of us at OutboundEngine believe that every business deserves great marketing. We also know not every professional has the time or interest to take on the marketing tasks needed to promote and grow a business. As a result, we’ve put together this free guide to social media. Our 2019 Social Media Guide for business owners will help give you direction as you map out your social media marketing strategy for this year and beyond.

Media 41

Media Decision-making Marketing 41

SBI Growth

JANUARY 30, 2019

Are Your Portfolio Companies Optimizing Their GTM Resources? Waste and inefficiency are the enemy of growing enterprise value. It isn’t enough to simply have an org chart, budget plan, and strategy laid out. You must match up the right people, with.

Digitalization 63

Digitalization Marketing Sales 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