Hubspot Sales

NOVEMBER 30, 2017

It's the time of year for cookies and eggnog, family and coworker get-togethers. and buying presents for people you know very little about. Did you pick the colleague in your work gift exchange who pulls overnight shifts by himself? Is Uncle Marty bringing his new girlfriend to your holiday party? Giving is not always nicer than receiving. We can't help you with everyone on your list (didn't your second cousin Pete say he liked golf once?

Internet 145

Internet Transportation Software Software 145

Openview

NOVEMBER 30, 2017

The most decisive factor separating your superstar reps from everyone else on your team comes down to their sales conversations. The sooner you understand this, the sooner you can begin closing the quota attainment gap between the two groups. Gong’s data science team has used our conversation intelligence platform to analyze almost one million conversations between B2B salespeople and buyers.

Decision-making 119

Decision-making Sales B2B Meetings 119

SBI Growth

NOVEMBER 27, 2017

Joining us for today’s show is Bryan Adams, the co-founder and Managing Partner for Integrity Marketing Group. Matt and Bryan use the How to Make Your Number in 2018 Workbook to share emerging best practices. Access the latest hbspt.cta.

Marketing 111

Marketing Management 111

MTD Sales Training

NOVEMBER 27, 2017

A habit can be defined as ‘any behaviour that is repeated regularly and tends to occur subconsciously’. When we work on something continuously, we start to lay down a pattern of behaviour that is reflected every time that specific situation occurs. This behaviour becomes the norm for us and we see it as such; a normal way of doing things. So, what should a business development manager (BDM) develop as habits, the normal way of behaving?

Management 106

Management Emotional Intelligence Profitability Sales Training 106

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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

DECEMBER 1, 2017

Every call-to-action matters. Ask for the right things in the right way, and your relationships with prospects will grow stronger over time. Ask for the wrongs things in the wrong way, and they’ll stall -- or even go nowhere at all. To make sure you’re not sabotaging your emails, take a look at the CTAs you should never use (and which ones to try instead). 1) The Non-Call-to-Action: “Hope to speak with you soon”.

Sales 111

Sales Decision-making Meetings 111

PandaDoc

NOVEMBER 27, 2017

If you’re just winging it through your sales pipeline process without a steady stream of leads – and an understanding of how to move them through each stage – you’re leaving money on the table. This process is crucial to your company’s success and keeps new opportunities at your fingertips. According to HubSpot research, 72% of companies with less than 50 new opportunities a month didn’t achieve their revenue goals , while only 4% of companies with 101 to 200 new opportun

Sales 99

Sales Negotiation Meetings Communication 99

The Center for Sales Strategy

NOVEMBER 27, 2017

My recent article on how to hire a great sales hunter stirred up great conversations about how to coach and develop those hunters once they are onboard. Great stuff, so I want to share it with you! The best way to grow an organization is to grow each of the people within that organization, including your sales hunters. Great managers do this by keeping the natural behaviors of these people top of mind and committing to a handful of strategies to maximize their strengths.

Onboarding 90

Onboarding Sales Organization Management 90

Hubspot Sales

NOVEMBER 29, 2017

It doesn’t matter how good you are at selling, your close rate will never be 100%. But if you’re consistently losing deals you should have won, there’s probably a reason -- if not several. Fortunately, once you diagnose the cause, you can improve your process, and ultimately, your results. The 5 Major Reasons Prospects Don't Buy. 1) You’re trying to sell to everyone.

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Sales 112

MTD Sales Training

NOVEMBER 30, 2017

Many salespeople fear the ‘close’ of the sale, as they think it might be putting too much pressure on the decision-maker. Use these 19 tips to reduce this fear and build confidence when you get to this strategic part of the sales cycle. 1) Get rid of sales objections before they come up. By anticipating and dealing with objections early on in the sales cycle, there is more chance you will hit the buyer’s purchase decision with a clean run. 2) Don’t think of the close as a close; think of it as a

Sales 74

Sales Decision-making Sales Training Meetings 74

SBI Growth

NOVEMBER 29, 2017

Marketing 100

Marketing 100

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

NOVEMBER 29, 2017

Seven years ago , we introduced Nutshell: a new CRM with several big ideas. We understood a handful of the challenges sales teams face, and set off to solve them. Along the way, feedback from our customers revealed even more challenges that we didn’t consider. That’s why so many of the best Nutshell features were inspired by suggestions from our own customers.

Investors 74

Investors CRM Management Sales 74

Hubspot Sales

NOVEMBER 28, 2017

How to Convince Someone. Ask them to share their thoughts. Match their type of reasoning -- if they're being emotional, appeal to their emotions; if they're relying on logic, be logical. Get them to lower their guard with a genuine compliment. Pose a counter-argument (without making them defensive). Don't hide behind jargon or unnecessarily fancy words.

Decision-making 112

Decision-making Suppliers Manufacturing Publishing 112

PandaDoc

NOVEMBER 30, 2017

When you’re searching for the right document automation tool for your business, the number of options can be overwhelming. So, we’ve broken down some of the most common options as compared to PandaDoc. Nitro. Nitro works specifically with existing PDF documents, rather than allowing you to create your own customized documents. Also, Nitro does not offer a native mobile solution, which can make staying on top of the status of your documents a challenge while you’re away from your desk.

CRM 70

CRM Facilitation Software Software 70

SBI Growth

NOVEMBER 29, 2017

The World’s premier athletes are preparing for the biggest moment of their careers, the Winter Olympics. As your organization’s Sales Enablement leader, you also have a date in early winter top of mind… Sales Kickoff (SKO). You have been preparing for.

Sales 91

Sales Organization B2B 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

MTD Sales Training

NOVEMBER 29, 2017

How many times do your clients talk about you reducing your prices? What do you say when the issue of price is brought up by the prospect? In which direction do you take the conversation when price is the biggest stumbling block? For most salespeople, price is the biggest objection they have to overcome, and they do it by justifying the price-tag and comparing it against competitors or increasing the benefits of the product through its improved features.

Decision-making 65

Decision-making Sales Training Innovation Leadership 65

Hubspot Sales

NOVEMBER 28, 2017

One of the most important decisions first-time entrepreneurs and sales leaders face is when and how to hire their first salesperson. Hiring too aggressively -- or not hiring for the right role -- can lead to accordion growth, and too much caution stunts sales and company growth. Your first sales hire also has a big impact on team culture. Basically, this is one decision you really don’t want to screw up.

Sales 111

Sales Decision-making Media Negotiation 111

RAIN Group

NOVEMBER 29, 2017

Buying in the last few years has changed more than ever. Buyers are more educated, they're distracted and short on time, and options are endless. Sellers and sales organizations are struggling to keep up. There are specific actions that Top Performers and Top-Performing Sales Organizations take that allow them to achieve superior results.

Sales 60

Sales Organization 60

SBI Growth

DECEMBER 1, 2017

Your product team is creating great products that should dominate the market. But marketing doesn’t position it right and sales doesn’t sell it. Why do sales and marketing continue to fail to sell your product? This is the right question, but.

Marketing 75

Marketing Sales B2B 75

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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

The Center for Sales Strategy

NOVEMBER 30, 2017

If you are a sales manager, there are probably a number of metrics that you look at or are asked to examine by your leadership in order to determine how your sales team is performing. At times, you can go overboard, looking at too many metrics and spending more time pulling numbers and reports than coaching your team out in the field. So where is the happy medium?

Sales Management 59

Sales Management Management Leadership Sales 59

Hubspot Sales

NOVEMBER 28, 2017

Down to the last few days of the quarter and have that one prospect who just won’t close? It’s easy to start panicking and -- like the Hulk -- turn into a pushy salesperson. But there’s a better, less green, and more successful way to proceed. Instead of hounding your prospect with frantic phone calls and aggressive emails, try a more subtle approach.

Meetings 111

Meetings Sales 111

Engage Selling

DECEMBER 1, 2017

A lot of work in the sales process focuses on handling objections. I’m going to make this simple for you and give you three steps that will help you handle just about any objection that you come across.

Sales 56

Sales Client Relationships Communication 56

SBI

NOVEMBER 30, 2017

For Account Based Sellers (ABS) and Account Based Marketers (ABM) the amount of irrelevant, vacuous content being created by businesses presents a huge opportunity to get noticed. With inboxes, social feeds, and voice mails drowning in content that is neither wanted nor asked for, to suddenly come across a piece of relevant, personalized content is a rare experience.

Sales Environment 55

Sales Environment Prioritization Marketing Sales 55

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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

The Center for Sales Strategy

DECEMBER 1, 2017

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web. 1. 23 Holiday Gift Ideas for the Salesperson in Your Life — HubSpot. Gift-giving is always a challenge — what to give that's unique and interesting, that your recipients will love? Any one of these presents is certain to bring a smile to a salesperson's face.

Marketing 52

Marketing Sales 52

Hubspot Sales

NOVEMBER 27, 2017

How to Sell to Fortune 500 Companies. Identify your target contacts by responsibility rather than job title. Map the decision-making process. Expect an extended sales cycle. Provide value. Establish credibility. Fortune 500 companies are in their own league. Not only will successfully selling to them give your business a significant revenue stream and huge credibility boost, it can also lead to lucrative referrals.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

5600 Blue

NOVEMBER 29, 2017

We recently conducted negotiation coaching for over $1b in revenue on over 100 renewal opportunities for a global client of ours. We weren’t training their new reps, but working with some of their most seasoned global account managers to help them be more strategic and successful. This consulting gave us the ability to confirm with a new level of conviction what we have been seeing in industries, cultures and companies for years.

Negotiation 52

Negotiation Value Proposition Global Accounts Procurement 52

Engage Selling

NOVEMBER 30, 2017

Like many sellers, you’re wrapping up your fiscal year soon, so it’s time to close-out your year strong.

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Sales Client Relationships Communication Management 50

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

The Center for Sales Strategy

NOVEMBER 29, 2017

When I talk to salespeople and look at data from structured sales campaigns, it’s clear that the number one bottleneck in the sales process is getting appointments. And it’s seemingly getting tougher, not easier, despite all the digital avenues available to most salespeople for pre-call research and preparation of a Valid Business Reason that should, in theory, evoke a response from the prospect.

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Digitalization Sales 50

Hubspot Sales

NOVEMBER 30, 2017

Internet outages, bad phone connections, products that stop working … chances are, you’ve experienced plenty of technical snafus in the middle of a demo. There’s always something new that can and will go wrong. The good news is that these challenges don’t have to derail your deal or even your demo. Avoid the seven blunders below, and impress your prospects with your honesty, professionalism, and adaptability.

Internet 107

Internet Meetings Digitalization Software 107

MTD Sales Training

NOVEMBER 28, 2017

In September we won CIPD’s Best HR/L&D Supplier award and I’m delighted to announce that last week we also won Best HR Partnership in the Personnel Today Awards. We had a great night down in London at Grosvenor House and after a lot of champers had very bad heads the next day! I’m also very pleased to say that we’re finalists in two other awards as well!

Suppliers 48

Suppliers Innovation Sales Training Management 48

Engage Selling

DECEMBER 1, 2017

Generating leads is great, but if none of those people are actually going to end up working with you, or do but turn out to be an entirely wrong fit for your business…what good is it doing?

Client Relationships 48

Client Relationships Communication Management Sales 48

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