Hubspot Sales

JUNE 16, 2020

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency. Anyone can have a good sales month, but a high-performing salesperson and sales team can meet or exceed expectations for an extended period of time through different sets of economic circumstanc

Sales 142

Sales Sales Management Negotiation Meetings 142

Engage Selling

JUNE 19, 2020

It’s not a coincidence that the word crisis—borrowed from the Ancient Greeks—meant “the turning point in a disease.

Sales 125

Sales 125

SBI Growth

JUNE 16, 2020

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.

Marketing 108

Marketing Sales Organization B2B 108

Sandler Training

JUNE 18, 2020

I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization. The post How to Create and Support a Learning Culture in Your Organization appeared first on Sandler Training.

Organization 104

Organization 104

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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 17, 2020

There’s no easy way to put it — for many companies, it is a hard time to sell and consumers have a lot on their minds. According to LinkedIn’s 2020 State of Sales Report , buyers are becoming increasingly less responsive, with 44% of salespeople reporting a decrease in responsiveness to outreach. This research also indicates sales cycles are increasing, with 44% of salespeople saying their customers buying cycles have increased.

Sales 138

Sales Decision-making Leadership CRM 138

Engage Selling

JUNE 19, 2020

Have you noticed that the crisis has brought to light the two different types of sellers? The first type of seller is choosing to “wait out” the crisis and hopes for things to get back to “normal.

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Mercuri International

JUNE 17, 2020

Let’s start by saying that webinars are great. When it comes to a straightforward, intuitive way to impart complicated information, the combination of audio and visual is hard to beat. Numerous studies have demonstrated that the brain processes information differently depending on whether the learner has a bias to visual or auditory stimuli – a webinar is an efficient way to encompass both channels, leading to potentially greater retention of information.

Facilitation 98

Facilitation Communication Digitalization Management 98

Hubspot Sales

JUNE 15, 2020

Sellers who were used to high-touch, in-person customer meetings have had to instantly pivot to remote virtual meetings. This new normal has left many sales organizations across the globe scrambling to provide their sellers the resources they need to operate successfully and efficiently from home and drive remote selling. How do companies ensure sellers are as effective as if they were engaging with customers, prospects and colleagues face to face?

Decision-making 126

Decision-making Value Selling Meetings Organization 126

Strategic Planning and Management Insights

JUNE 19, 2020

As the business world continues to change with relentless consistency thanks to new technology, economic conditions and political forces, many people and organizations are at risk of being left behind. As progress pushes us forward, it brings disruption and change along with it. In this modern workplace that is ever-changing, no one knows it all and everyone can benefit from learning.

Organization 95

Organization Communication 95

The Center for Sales Strategy

JUNE 18, 2020

Once you have an appointment with a strong prospect, it’s time to prepare for a successful needs analysis so all the effort you spent getting the appointment isn’t wasted. You want to make sure that you have a strong and thorough needs analysis—because understanding your prospect's desired business results , challenges, and expectations is essential for developing a solution that will achieve results.

Meetings 94

Meetings Sales 94

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.

Miller Heiman Group

JUNE 18, 2020

In a recent post , we began to explore first three of the “Big Six” categories that sellers use to qualify leads using our scorecard : solution alignment, decision-making process and timing. Today, we focus on the remaining three categories: other people, competition and budget. 4. Other People. On average, 6.4 buying influences are involved in complex deals.

Decision-making 90

Decision-making Sales Facilitation Stakeholders 90

Hubspot Sales

JUNE 15, 2020

Forecasting sales for a new venture can feel like shooting in the dark. You don't have historical data to reference, and you might not be sold on the process's practicality until you have some. It can be hard to make forecasting a priority when you're dealing with the other trappings and responsibilities of starting a new venture. But you have to think about the big picture.

Construction 118

Construction Investors Sales Innovation 118

Showpad

JUNE 15, 2020

Critical to the success of a sales team is skill development — not just as a whole, but for each contributing representative. Sales professionals are expected to be experts in their industry and the products or services they sell. And today’s sophisticated buyers expect salespeople to understand their businesses and needs before interacting with them.

Sales Training 83

Sales Training Interpersonal Skills Sales Brainstorming 83

The Center for Sales Strategy

JUNE 17, 2020

If your media sales department is facing difficulties, you’re not alone. Despite recent innovations, media sales departments are still missing budgets, not developing new business, and not retaining key accounts. Many media sales managers are stuck in a vicious circle of recognizing challenges that hinder growth, but they tend to ignore them for various reasons.

Media 91

Media Innovation Sales Sales Management 91

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

SBI Growth

JUNE 18, 2020

Market-leading sales organizations are maniacal about designing and executing their processes. A well-oiled revenue-generating organization deploys a number of tactics to align their assets for maximum effectivity.

Organization 83

Organization Marketing Management Sales 83

Hubspot Sales

JUNE 18, 2020

Some things never change. You'll always be from the place you came from. " Roses " by OutKast will always get the people going. And John Stamos will always look at least 15 years younger than he actually is — seriously, he's 56 but doesn't look a day over 35. That principle of some things never changing — or at least being extremely resistant to change — is the basis for a concept known as customary pricing.

Retail 112

Retail Manufacturing Profitability Marketing 112

Kainexus

JUNE 18, 2020

Gemba Walks are an important part of many continuous improvement initiatives. They are designed to offer leaders the opportunity to observe work and talk with employees in the place where the work is being done, and it provides insight into current processes and opportunities for improvement. Although some companies are still primarily remote right now, it's important that you continue to utilize this valuable improvement tool.

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The Center for Sales Strategy

JUNE 15, 2020

Researchers have learned that companies with the highest levels of engagement have four things in common: Shared Mission, People Development, Valued Voice, and Earned Trust. When a company commits to improving in these areas, they simultaneously lift—or elevate—their levels of employee engagement. ?. When your people are engaged, they fully activate their talents and give their very best.

Customer Success 86

Customer Success 86

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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

SBI Growth

JUNE 17, 2020

On today’s show, we are joined by Vince Lombardo, President of US Payments and Payroll Solutions at Heartland Payment Systems. Over the last two decades, Vince has seen Heartland grow from a startup to a global company with 4,000+ employees.

Financial Services 83

Financial Services B2B Marketing Sales 83

Vantage Partners

JUNE 19, 2020

Juneteenth recognizes the end of slavery in the US. We acknowledge and celebrate it both as a day of liberation and as a reminder of the progress still to be made. On Juneteenth, and every day, Vantage Partners stands in solidarity with the Black community as allies in the fight against racism and injustice.

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72

Sandler Training

JUNE 17, 2020

Mike Montague interviews Doug Cohen on How to Succeed at Using Body Language in the Sales Process. The post How to Succeed at Using Body Language in the Sales Process appeared first on Sandler Training.

Sales 71

Sales 71

The Center for Sales Strategy

JUNE 16, 2020

Equipped with hotspots and Wi-Fi, laptops, and mobile phones, most professionals can now do their jobs from anywhere. However, the physical distance between remote workers quickly leads to loneliness and isolation for those not accustomed to the lifestyle. And, when employees feel left out, their comfort levels decrease when it comes to working with their team.

Communication 83

Communication Organization 83

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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 Growth

JUNE 15, 2020

If you’ve spent the last quarter preparing for the remainder of the year by overhauling your Go-To-Market function and redesigning your coverage plan, you’re not alone. But how do you make sure your optimal coverage plan serves the needs of.

Marketing 83

Marketing Acquisition B2B Sales 83

Miller Heiman Group

JUNE 17, 2020

Unprecedented times call for a change of strategy. If you haven’t yet adapted your sales tactics to address the changes wrought by the COVID-19 pandemic, it’s time to think about how to pivot as you position your company to rebound from the crisis. The priorities and needs of your prospects and customers have changed—and so have the opportunities for you to grow your relationship and win more deals with them.

Decision-making 69

Decision-making Sales Stakeholders Organization 69

Sandler Training

JUNE 18, 2020

“The Critical Elements of Proactive Client Retention” is the most recent Sandler Research Center survey project, which closed to survey participants on May 31. The post Major Account Revenue Forecasting for 2020 appeared first on Sandler Training.

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69

The Center for Sales Strategy

JUNE 19, 2020

- MOTIVATION -. "Either run the day or the day runs you.". -Jim Rohn. - AROUND THE WEB -. > When Business Is Slow, It's Time to Work on These 13 Things– HubSpot. Perhaps you're not hitting your revenue predictions or you're having difficulty with cash flow. Secretly, you're concerned that business is slowing. However, these things alone may not be enough to indicate that your organization is not humming along as usual.

Decision-making 82

Decision-making Organization 82

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

Force Management

JUNE 17, 2020

At any company life cycle stage, there are challenges that come with driving scalable growth. Defining where the biggest gaps or opportunities lie within a sales process is one complication sales leaders, their executive teams, and even their investment firms often struggle with. Determining which sales initiative will drive the most impactful results takes careful consideration.

Sales 64

Sales 64

Sales Gravy

JUNE 19, 2020

On part three of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the bad things that happen to you when you don't get enough sleep. Scientists have been studying sleep and health for over 100 years. They have proven that without enough sleep your health, motivation, passion, and cognitive abilities deteriorate.

Sales 57

Sales 57

Sandler Training

JUNE 17, 2020

Communication is a key component for any successful sales team. And when sales teams work remotely, the need for excellent communication increases even more. The post The A to Z of the Best 2020 Remote Work Sales Communication Tools appeared first on Sandler Training.

Remote Working 64

Remote Working Communication Sales Leadership 64

Kainexus

JUNE 16, 2020

Organizations that practice kaizen work hard to maintain a culture centered around continuous improvement. The best defense against push back and poor engagement is hiring only those employees who are likely to thrive in a culture of positive change. Ideally, the conversation about continuous improvement will begin the moment a candidate is considered.

Organization 53

Organization 53

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