Hubspot Sales
JULY 23, 2018
LinkedIn Prospecting Tips. Look at the "People Also Viewed" Sidebar. Reach Out to Prospects in New Roles. Investigate Your Competitors' Networks. Scroll Through Skill Endorsements. Use Alumni Search. See Who’s Commented On Your Prospects’ Posts. Browse Users Who Have Interacted With Your Posts. Use Boolean Google Search. Create a search alert. For most salespeople, social selling on LinkedIn is a way of life.
Mike Kunkle
JULY 21, 2018
It’s unfortunate that role play has a low level of acceptance in many sales organizations. Done well, it’s one of the very best ways to train, coach, and improve skill levels. In this post, I’m not going to attempt to convince you that role play is an outstanding learning or performance improvement tool. For that, see this post on why it’s time to get serious about purposeful practice in the sales profession.
MTD Sales Training
JULY 25, 2018
One feature of modern, relationship selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. Some people prefer to buy quickly, others slowly. Some people need a lot of information and detail, for others a sheet of A4 with bullet points is all the information they need.
Engage Selling
JULY 26, 2018
Want to know the very best way to keep the majority of your customer base? Develop a healthy sense of paranoia. That’s right, paranoia. Nothing is ever a sure thing in business.
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
JULY 22, 2018
Selling Skills. Educate prospects with new ideas and perspectives. Collaborate with prospects. Demonstrate potential return on investment. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Craft a compelling solution. Accurately depict the purchasing process. Connect with prospects personally. Differentiate based on value.
Openview
JULY 25, 2018
As a startup at the expansion stage , there’s no doubt in my mind that you will look towards the enterprise market if you haven’t already. And for good reason… there is big business to be done there! However, as an enterprise sales person for over 20 years, I’ve got to tell you – you really only get one shot at this market. Enterprise accounts have the attention span of a gnat… if you tank it on the first go, well, you’re more or less done.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
JULY 26, 2018
Returning to join our CEO, Matt Sharrers, in The Studio is JD Miller, Chief Revenue Officer for Motus. Previously, JD unpacked his successful transformation of the sales organization at Bravo Solutions. In today’s episode, Matt and JD demonstrate how to integrate.
Hubspot Sales
JULY 25, 2018
Every sales team and entrepreneur need to know their customer. Who is the ideal fit for your offering? What are their interests and priorities? Answering these questions can help you prioritize the deals you’re most likely to win. But how do you find a target market and what exactly is it anyway? What Is a Target Market? A target market is a group of customers for which your products and services are aimed.
RAIN Group
JULY 25, 2018
Becoming more productive is about changing your habits. It's not something you do some of the time; it becomes part of the way you approach your work and get things done.
The Center for Sales Strategy
JULY 25, 2018
When we ask sales people about how their manager can get the most out of them, we often he a r something like , " I work best if they tell me what I need to accomplish, and then they give me the freedom to get it done. I don't l ike to be micromanaged!".
Advertisement
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.
Hubspot Sales
JULY 26, 2018
The Definition of Outsourcing. Outsourcing is the practice of hiring outside specialists or generalists to perform certain tasks traditionally handled within a team or organization. These tasks can include calendar management, travel arrangements, and social media management. Outsourcing frees time for full-time staff to focus on more revenue-driving tasks.
MTD Sales Training
JULY 23, 2018
We’ve all had them; those customers for whom nothing you ever do is enough, or everything you do is wrong, or you’re blamed for everything that isn’t your fault. A picky customer is usually like that with every situation. It’s probably not just you. It could be that their character is simply one for whom nothing reaches the level of perfection they are looking for.
The Center for Sales Strategy
JULY 24, 2018
Over the last few weeks, I've been coaching a number of salespeople from markets across the country on tactical things they can do within their sales processes to help them connect with a decision maker or decision influencer sooner to grow their new business. Many things can be done to accomplish this, but one that seems to be resonating with salespeople lately is identifying their target persona so they can clearly define WHO their target is and fine tune HOW they plan to approach a new busine
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
JULY 22, 2018
Why is prospecting such a negative word? If marketing is going to contribute 30% of pipeline, sales will need to generate the other 70% of sales opportunities. Most sales reps on your team hate prospecting because they relate prospecting to.
Hubspot Sales
JULY 24, 2018
A discount can help accelerate a slow-moving deal, create goodwill, and give you leverage for requesting concessions. But you’ll only reap these benefits by discounting strategically -- not whenever your prospect asks for one. Promising your prospect a discount before the actual negotiation can have three negative consequences: The buyer subconsciously attributes less value to you and your product.
Openview
JULY 26, 2018
Did you know the average win rate for an Inside Sales Team is only 22% ? But elite teams win 50% of their deals. That’s a BIIIG difference. Achieve this as a sales leader and you: Double sales without hiring a single rep. Earn more money with less stress. Impress your boss or CEO. Get Promoted. But, getting there isn’t easy. In fact, I struggled with low win rates for years.
The Center for Sales Strategy
JULY 23, 2018
During the sales process, it’s important to have open and upfront conversations about how advertisers measures success. Clients will make their decisions to buy again based on the success, or failure, of the campaigns and solutions you sell them. Questions about success and client expectations should take place throughout the steps of the sales cycle, and your questions will differ based on where you are in the sales process.
Advertisement
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.
Hubspot Sales
JULY 27, 2018
Did you know using quotes in your presentations or meetings has a benefit beyond simply filling that extra slide you didn’t know what to do with? PresentationLoad CEO Tom Becker-Schweitzer says , “The brain automatically links our existing experience with other experiences, thus actively engaging the brain with new content. If you incorporate a captivating quote with a powerful image in your presentation, your audience will make connections automatically.”.
Openview
JULY 23, 2018
As we covered in our last article , managing the tension between consistency and flexibility is key to a sales team’s success. Get this right and you’ll have sales conversations that close significantly more deals. For most sales teams, this isn’t easy to manage. If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots.
The Center for Sales Strategy
JULY 26, 2018
You found someone's email address online. Someone you've been looking to get in touch with for a long time. Now, it's up to you to write an email that'll get opened. A cold email can be effective depending on your target audience's communication preferences.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Hubspot Sales
JULY 24, 2018
“To Whom It May Concern” is kind of like that favorite old sweatshirt you pull on when you just can’t -- or don’t want to -- consider wearing anything else. It’s easy, it covers a multitude of sins, and it gets the job done. But is it doing more harm than good for you in business settings? That answer is a hard “ Yes ” when it comes to your sweatshirt and a little more nuanced for “To Whom It May Concern.”.
S4 Consulting
JULY 23, 2018
Think you’re above average? So does everybody else. This is the fifth in our S4 Insights series: Proving the Soft Stuff with Hard Science. Nearly 90% of MBA students rated their academic performance as above the median in a Stanford University study. While this is mathematically impossible, it’s something we often see. Many business people struggle with self-awareness because, in order to become self-aware, we must confront our feelings.
Miller Heiman Group
JULY 22, 2018
In the sales industry, few resources are more iconic than Miller Heiman Group’s Blue Sheet. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic Selling® methodology. The sales industry has changed a lot since Robert Miller and Stephen Heiman launched Strategic Selling® in 1978.
Advertisement
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
Hubspot Sales
JULY 26, 2018
When you’re starting a real estate business or brokering a deal for a client, even the smallest variation in language matters. That’s especially true when it comes to understanding the differences between the right of first refusal clause and the right of first offer. Are you clear on their meanings? Double-check with the concise explanations below.
The Center for Sales Strategy
JULY 27, 2018
- WHAT'S MOTIVATING US THIS WEEK -. "Don't let the fear of losing be greater than the excitement of winning.". -ROBERT KIYOSAKI. - WHAT WE'VE BEEN READING THIS WEEK -. > The Straight-Forward Guide to Target Markets — Hubspot. Every sales team needs to know their customer. Who is the ideal fit for your offering? What are their interests and priorities?
Engage Selling
JULY 27, 2018
????????????????????????Today, I have a challenge for you. I want you to throw out all notions that all micromanaging is bad because in fact, micromanaging your sales team can be a good thing.
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.
Expert insights. Personalized for you.
145 
Let's personalize your content