Hubspot Sales

JANUARY 6, 2020

If you’re trying to optimize your sales process and empower your sales team to achieve better results, the answer lies in frictionless selling. Simply put, frictionless selling is a way of rethinking sales to effectively reduce friction and create more convenient experiences for both buyers and sellers. In this blog post, we’ll discuss why frictionless selling drives great results, and how you can incorporate this new approach into your sales model.

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RAIN Group

JANUARY 8, 2020

It's 2020 and now is the time to begin executing on your plan to blow the doors off your sales goals. But where should you begin? What’s going to make the biggest difference? What are others doing that's working today ? To answer these questions, we looked across our sales research studies and pulled out 5 key ways Top Performers stand out compared to The Rest.

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Sales 108

Drift

JANUARY 10, 2020

I got off the phone with a brilliant founder last night who has decided to “do enterprise sales” because she had experience working for a mega-brand and recognized a gap in the market as a result. This process of arriving at or deciding to pursue enterprise sales is pretty common in the startup world. However, I can say from first-hand experience that building the team you’re thinking of will be.

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SBI Growth

JANUARY 10, 2020

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

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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 8, 2020

Objection handling is one of the most dreaded occurrences that salespeople encounter in their careers. This is because objections are typically viewed as a hindrance to the sales process and can sometimes throw an otherwise confident sales professional into a frenzy. Do you find that you’re continually thrown off guard by customers’ objections? Or that you never seem to respond in a way that helps move the sale forward after a customer raises an objection?

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Sales 98

Engage Selling

JANUARY 10, 2020

A large number of my clients this year are looking to grow and retain their existing account base.

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SBI Growth

JANUARY 8, 2020

It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new.

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Global Accounts Account Management Management Organization 87

Hubspot Sales

JANUARY 8, 2020

Every day you want to progress toward achieving positive sales performance. Most days you feel that sense of achievement, but you also see areas for improvement when it comes to productivity levels. In our 2019 RFPIO Responder Survey, salespeople in technology, healthcare, and financial services revealed they’re working toward time management and revenue objectives with perseverance.

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Groove HQ

JANUARY 6, 2020

Take control of your customer reviews with these 10 inspiring lessons from some of Groove’s top customers. The post 10 Good Customer Service Reviews, Examples, and Lessons appeared first on Groove Blog.

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The Center for Sales Strategy

JANUARY 9, 2020

If you have—or have ever had—a veteran salesperson on your staff, you know they bristle at training. The mere suggestion of it can set them off—and for good reasoning! Most of us were once salespeople, and we were good at it. And we too would sound off on why training wasn’t for us, why we wanted simply to be left alone to perform. Here's a list of reasons why sales veterans hate sales training, can you add to the list?

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Sales Training Sales 83

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 9, 2020

The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.

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Sales Readiness Group

JANUARY 10, 2020

Most sales managers know they need to coach their salespeople to maximize performance, but they don’t know how to get started. When you’re confronted with a complex problem, remember what Albert Einstein once said, “If I had an hour to solve a problem, I'd spend 55 minutes thinking about the problem and 5 minutes thinking about solutions.”. Here are four steps to help you think about how to start coaching your sales team.

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Sales Sales Management Management 77

MTD Sales Training

JANUARY 6, 2020

We often get salespeople on our programs discussing the most important aspect of sales, and many consider the sales processes that they follow as the most important aspects that will keep the sales and commissions rolling in. However, we always point out that you could have the best processes in the industry, the most valuable product in the market place, or the cheapest price in your area.

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The Center for Sales Strategy

JANUARY 6, 2020

The world of sales has rapidly changed as new technology evolved and became more accessible to businesses and sales teams. Over the last decade, the major trends in sales have included ideas like inbound marketing , social selling , and implementing sales enablement tools. From companies becoming more intentional about building a culture of engagement to sellers mastering the art of shared-screen conversations, predictions in sales trends for the next decade take a slightly different approach.

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Sales Sales Management Marketing Management 81

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

Strategic Planning and Management Insights

JANUARY 10, 2020

In this episode of the Strategy & Leadership Podcast , we were joined by the Principal of Apogee Public Relations and instructor at UBC's Sauder School of Business, Shawn Hall. Shawn's vast experience, which includes time as the Director of Social and Media Relations for Telus, has led him to become an expert in reputation management and helping organizations manage change and crises.

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Communication Media Leadership Management 72

Engage Selling

JANUARY 9, 2020

Especially in 2020, you need to diversify your prospecting to ensure long-lasting success. The world continues to change at a rapid pace.

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Texas Creative

JANUARY 9, 2020

"> To kickoff 2020, here are 10 things you might not have known about Texas Creative.

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The Center for Sales Strategy

JANUARY 8, 2020

Recruiting top-performing sales leadership for your organization is harder than ever. The quality of the sales organization is directly associated with the quality of sales leadership. When looking for top-performing sales leaders, you can’t just look for great salespeople. You need someone who can coach, go in the field, watch, and understand the sales process.

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Sales Leadership Leadership Sales Sales Management 74

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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

Corporate Visions

JANUARY 9, 2020

The post Why Your Sales Kickoff Needs a Shake-Up by Tim Riesterer appeared first on Corporate Visions. The goal of every great sales kickoff event is to get your team fired up, energized, and ready to win. Yet, year after year, most sales kickoffs get dragged down by too many informational, product-based breakouts. And all these product presentations often come at the expense of more customer-centric activities—including practice and coaching—that actually drive more energy, better performance,

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Showpad

JANUARY 6, 2020

Let’s say you’re presented with an example of one Sales organization versus another. They are mostly identical in terms of the budget, resources, and personnel provided to their separate Sales and Marketing teams. . Imagine that you’re asked to determine why one of them has low Sales revenue and the other is doing reasonably well. Not exactly an easy matter to parse, at least not on the surface – but there’s a good chance the difference between good and bad is the e

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Outbound Engine

JANUARY 9, 2020

The new year is an exciting time for many of us, but it’s an especially good time for health and wellness professionals. If you work in the health and wellness industry, you’re likely used to the surge of clients looking to start the year off with healthier habits. The new year also means the search for marketing ideas for health and wellness businesses.

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The Center for Sales Strategy

JANUARY 10, 2020

- MOTIVATION -. "Become the person who would attract the results you seek. ". -Jim Cathcart. - AROUND THE WEB -. > The Ultimate Guide to Objection Handling: 40 Common Sales Objections and How to Respond – HubSpot. Every prospect you speak to has sales objections, or reasons they're hesitant to buy your product. Why are sales objections unavoidable?

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B2B Sales 70

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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

Miller Heiman Group

JANUARY 9, 2020

This guest blog post features one of our inaugural Miller Heiman Group Icons, Nicholas Gregory. In this post, he recommends ways that sales enablement leaders can implement sales transformation strategies. As a global sales enablement professional and leader, one of the chief lessons I try to teach is moving sales enablement from the perception it’s purely a training function or just a new word for training.

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SBI Growth

JANUARY 6, 2020

You have seen the dire warnings about the imminent recession. According to the Duke CFO Survey, 70% of CFOs believe it will happen by the end of 2020. According to the Conference Board, CEO confidence reached the lowest point in a.

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Sandler Training

JANUARY 7, 2020

I’m about to share something I have implemented here at Sandler which has jump-started our growth year after year after year. The post Leaders: Six Ways to Jump Start Growth in 2020 appeared first on Sandler Training.

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Sales 59

Strikedeck

JANUARY 7, 2020

Tom Lipscomb talks about using and understanding various revenue and cost ratios to optimize financial success.

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Customer Success 45

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

Miller Heiman Group

JANUARY 7, 2020

2020 marks the start of not just a new year, but a new decade, which makes it an excellent time to revisit the challenges that have plagued the sales industry and find new solutions. For many sales organizations, that means taking a good look at your talent and determining if your talent strategy aligns to your business goals. If your company resembles the average sales organization, getting hiring right is a concern that’s not just keeping you up at night–it’s literally costing you.

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SBI Growth

JANUARY 9, 2020

January 9, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a leading management consulting firm exclusively focused on revenue growth, announced the completion of a strategic investment by CIP Capital. CIP Capital is a private equity firm focused on.

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Sandler Training

JANUARY 6, 2020

Mike Montague has been involved with Sandler for over 20 years as a client, certified trainer, VP of online learning, and now global head of content. The post How to Succeed at Having 2020 Vision [PODCAST] appeared first on Sandler Training.

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Sales 53

Showpad

JANUARY 9, 2020

Happy New Year! Start 2020 out on the right foot with the latest Sales and Marketing news. 5 Steps to Generating ROI with B2B Content in 2020. Simply creating content isn’t enough to improve your buyer experience and close deals — that content needs to be agile in order to resonate with the right buyers at the right time. Elevate your content Marketing and see real returns with these steps from MarTech Advisor.

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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