Hubspot Sales
JUNE 9, 2020
Question for you — what makes someone a good seller? Is it their ability to prospect, how they can deliver a sales pitch, or being a master at the upsell? All of these traits and more can make you a better salesperson. When it comes to professional development for salespeople it can also be helpful to discuss traits that can hinder your growth, which is what we are discussing today.
Showpad
JUNE 9, 2020
Should you centralize sales enablement? If so, which parts should be centralized? Since I’ve fielded these and similar questions over the last few weeks, I wanted to capture a few thoughts and experiences that can help organizations answer them, as well as provide a few criteria you can immediately apply and check for your organization. Driving sales enablement impact requires the right set-up: strategic, formal and charter-based.
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Groove HQ
JUNE 12, 2020
Eight ways we managed to save money, time, and customers by keeping support in-house. The post How We Avoid Outsourcing Customer Support (Plus 3 Tips If You Absolutely Must) appeared first on Groove Blog.
SBI Growth
JUNE 10, 2020
For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating. In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining.
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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.
Hubspot Sales
JUNE 8, 2020
As a sales leader, you've probably wondered what impacts your prospects and potential customers. Well, content has become more important than ever for B2B buyers and decision-makers. According to Demand Gen’s 2020 Content Preferences Study , 67% of B2B companies said they’re leaning more on content to research and inform decisions. But that’s not all.
Engage Selling
JUNE 12, 2020
Strategic pivots can help you during these times. I’ve noticed salespeople, sales leaders and executives get discouraged because their current buyers have slowed down or completely ceased ordering.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Mercuri International
JUNE 10, 2020
It’s no surprise that sales strategies are having to pivot to meet the changing demands and context of the current market. This is nothing new – adaptability and flexibility have always been key to sales success. However, it’s the speed of market change that is causing such a headache. Whereas before, companies might be adapting on a quarterly basis, recent events have demanded an acceleration of this process, requiring an even higher degree of agility.
Hubspot Sales
JUNE 12, 2020
Selling is a lot like interpretive dance or improv comedy — a free-flowing art form that requires tact and charisma. And like those two other practices, sales can be grating and obnoxious when done poorly — like so bad that you leave the theater mid-performance and argue with your significant other about how it was unfair of them to drag you to see their cousin's improv troupe without notice instead of letting you watch the season finale of Survivor: Edge of Extinction like you had planned on al
Engage Selling
JUNE 12, 2020
In this week’s Sales Leader, I examine the difference between an objection and a heckle. Objections Versus Heckles An objection comes after a substantive discussion. It’s a legitimate question you have to answer.
Nutshell
JUNE 10, 2020
According to SmarterHQ , 72% of consumers say they won’t engage with emails that don’t have personalized content. Email tracking pixels are a safe and secure tool that you can use to supercharge your marketing campaigns while giving your recipients exactly what they want. Although privacy-minded critics sometimes refer to them as “spy pixels,” the truth behind what email tracking pixels do and how they work may surprise you.
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
JUNE 10, 2020
Grow, t he sixth and final step in the Sales Accelerator Process is often-overlooked and underutilized—despite having hidden revenue-generating opportunities. Closing deals is the ultimate goal in sales, but it’s not where the work ends with clients. Salespeople should start to care about the renewal the moment they make the sale. It costs five times more to attract a new customer than it does to retain an existing one.
Hubspot Sales
JUNE 8, 2020
It's never been more difficult to be a B2B sales rep. You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects.
SBI Growth
JUNE 6, 2020
Customer Onboarding is a crucial activity for customer success teams. In fact, within SBI’s 4-Step Customer Success (CS) Strategy, successful Customer Onboarding is the #1 factor in ensuring that customers achieve their desired outcomes. Yet, if you were to ask.
Kainexus
JUNE 11, 2020
A growing number of construction firms are embracing the Lean methodology that emphasizes maximizing value for the customer while minimizing waste. The approach is simple and attractive in an industry where budgets, timeframes, and safety are all critical, but the project delivery is very different than traditional construction methods. This makes proper execution of the philosophy and techniques difficult to implement.
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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
The Center for Sales Strategy
JUNE 12, 2020
- MOTIVATION -. "Prospecting - find the man with the problem.". -Ben Friedman. - AROUND THE WEB -. > How Digital Selling and Digital Marketing Work Together to Win Sales– HubSpot. Whenever I have a conversation about digital selling, the discussion quickly transitions to topics like search engine optimization, Facebook Ads, or some other messaging related category.
Hubspot Sales
JUNE 9, 2020
The online learning industry is booming. According to a study by Research & Markets , the online education sector is set to grow from $187.877 billion in 2019 to $319.167 billion by 2025. While that’s a positive thing for the industry and course creators, it will inevitably make the space more competitive. If you’re a course creator already established in your space, that means the coming years will bring more competition.
SBI Growth
JUNE 11, 2020
The best leaders will tell you that they don’t want a bunch of “yes men” on their team. They encourage new ideas and debate because they understand that innovation happens not when people agree, but when there’s a difference of.
Miller Heiman Group
JUNE 10, 2020
As a result of the coronavirus pandemic, everything seems different, but sales fundamentals haven’t changed that much, if at all. What’s most different is our time: each moment seems more precious, which means sellers must be conscious of how they spend their time preparing for interactions and of how they spend their buyers’ time. Because every moment matters, foundational selling and questioning skills are more critical now than in the past.
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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.
The Center for Sales Strategy
JUNE 8, 2020
Whether you’re a veteran in your career or just starting out, one of the most helpful things you can do is continue your professional growth. Our team enjoys many forms of professional development , and we find one of the quickest ways to grow is by reading. At The Center for Sales Strategy (CSS), you’ll find a book in our hands most of the time. Reading helps you develop empathy , gain valuable exposure to other perspectives, and increases verbal intelligence—all of which make you a better lead
Hubspot Sales
JUNE 10, 2020
I've made this comparison to sales skills before, but for me, it always rings true. Salespeople, just like Liam Neeson in " Taken ," need a particular set of skills to be successful. One of those skills is vulnerability. After researching how vulnerability can impact sales, I decided to talk to CeCe Aparo , Vice President and GM of Corporate Training at Hoffman , a sales management training organization.
SBI Growth
JUNE 12, 2020
Companies often sign up channel partners without considering how they fit into a holistic go-to-market strategy. As a result, Marketing leaders often find themselves trying to deliver one-size-fits-all marketing support to a complex web of channel partners that bear no.
Sandler Training
JUNE 11, 2020
Although the current unemployment rate has spiked up in many areas, hiring a productive salesperson can still be a huge challenge. The post Hiring a Productive Salesperson Can be Hard appeared first on Sandler Training.
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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
The Center for Sales Strategy
JUNE 9, 2020
As a sales manager, do you feel like some of your veteran sellers struggle with new business development? It’s no secret that the recent downturn in revenue has shifted the focus to new business sales initiatives. Unfortunately, many sellers are struggling in this area of new business development. They are showing signs of call reluctance—the fear of taking a step in the sales process, fear of rejection, and fear of the unknown.
Hubspot Sales
JUNE 7, 2020
What do the most successful pitches on ABC's hit television show Shark Tank look like? When it comes to landing a deal with the investors on the show, the entrepreneurs in some industries have it easier than others. For example, a whopping 85% of successful pitches are products, while only 11% are service-based and 4% are both a product and a service.
Kainexus
JUNE 9, 2020
When you ask people if they would like to be involved in continuous improvement , they are likely to say, “Of course!” But ask them if they would like to experience continuous change, and you’re likely to get a different answer. Of course, improvement requires change, so what gives? The difference is that “improvement” describes the desired state, a positive outcome.
Performance Methods
JUNE 12, 2020
The post PMI and SAMA Launch Webinar eBook Series appeared first on Performance Methods, Inc.
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.
Sandler Training
JUNE 11, 2020
By using the Transactional Analysis model, we’re more likely to have better outcomes from challenging conversations, particularly in challenging times. The post If You Know Transactional Analysis, Now is the Time for Your Nurturing Parent to Shine appeared first on Sandler Training.
Hubspot Sales
JUNE 10, 2020
I've made this comparison to sales skills before, but for me, it always rings true. Salespeople, just like Liam Neeson in " Taken ," need a particular set of skills to be successful. One of those skills is vulnerability. After researching how vulnerability can impact sales, I decided to talk to CeCe Aparo , Vice President and GM of Corporate Training at Hoffman , a sales management training organization.
Outbound Engine
JUNE 11, 2020
Here’s a word problem for real estate agents in 2020. John is selling the Smiths’ home to the Robertsons. Due to a novel coronavirus, the Smith family must shelter in place. If the Smiths cannot leave their house, and the state is mandating all people must keep 6 feet apart from one another at all times, how can John show an empty house to the Robertsons while maintaining the appropriate amount of distance?
Blue Canyon Partners
JUNE 12, 2020
The spring of 2020 ushered in numerous unexpected shocks. The COVID-19 pandemic, business shutdowns, civil unrest, high unemployment, and a volatile stock market are coalescing events that point to a highly uncertain business outlook. As we head into the summer and the second half of 2020, many ask once again: where do we go from here? To navigate through this indeterminate period, executives must anticipate what their new normal will look like and how it will impact their business; use these in
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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.
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