Hubspot Sales
NOVEMBER 6, 2017
When a deal stalls, it’s tempting for the salesperson to unknowingly put themselves first. We’ve all been guilty of it at one time or another. You might repeat the close, not-so-subtly threaten the prospect with an expiring discount, or roll several asks into one conversation. These tactics are a surefire way to turn stalled deals into cold ones. Below, I’ve outlined six strategies for moving stalled deals forward.
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Openview
NOVEMBER 6, 2017
Editor’s Note: This article was first published on Medium here. A few weeks ago, I met a CMO named Yvette in the office kitchen at OpenView. She was chewing on a bagel during a lunch break from the VC firm’s all-day speaker event, and she was clearly upset. “How in the world,” Yvette said, reaching for the cream cheese, “am I going to inform my team that our entire approach to marketing is wrong?”.
MTD Sales Training
NOVEMBER 9, 2017
Last week, the CMI and Glassdoor published their research findings on management trends in their paper ‘Leadership and Culture at Work.’. It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future business opportunities.
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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
NOVEMBER 10, 2017
It’s not a lack of leads. It’s not inefficiency. It’s not even sales effectiveness (at least, as “sales effectiveness” is generically defined). It’s more specific than that. It’s the sales performance gap. This is the (vastly misunderstood) delta that separates the top 20% of your sales force from everyone else, creating a performance bell curve that looks like this: This divide wreaks havoc on your ability to make your number, your cost of sale, rep turnover, and even your job tenure as a sales
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
NOVEMBER 9, 2017
We can talk about methods, strategies, and tactics until we’re blue in the face.
Hubspot Sales
NOVEMBER 8, 2017
Are you a multi-tasker? That might not be a good thing. A study by the American Psychological Association found shifting tasks causes temporary mental barriers, which swallow up to 40% of your productive time. If you're keeping busy with tasks that are necessary but don’t contribute much value to your company or career, it might be time for a virtual assistant.
Nutshell
NOVEMBER 10, 2017
One of the clear advantages of a CRM system is access to centrally located customer data. In fact, 74% of CRM users say their CRM system offers improved access to customer data. At first, salespeople can be resistant to CRM implementation because it seems like a lot of work, and could be disruptive to their current processes. However, having instant access to historical sales data like contact details, past orders, and buying patterns, means that key intelligence from your pipeline will always b
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.
Engage Selling
NOVEMBER 7, 2017
Enabling your sellers with the best strategies and tactics is critical to success. But, there is a fine line between not developing your team enough, and overdoing it. Remember, the key is implementation.
Hubspot Sales
NOVEMBER 9, 2017
The data science team and I at Gong.io analyzed 67,149 SaaS sales demos to understand the anatomy of demos that close deals. It took us 10 weeks of painstaking analysis to do it. Every sales demo recording included in this study was conducted on screen sharing platforms like Zoom and GoToMeeting , where they were recorded with speaker separation. The recordings were then transcribed from speech to text and analyzed against their sales outcomes (in the CRM) using our machine learning engine to id
The Center for Sales Strategy
NOVEMBER 8, 2017
Last week was an exceptionally brutal soccer game for my girls. They played a team that preferred to play with aggression verses skill. There were many times the referee should have intervened with his whistle but chose not to. The opposing team got away with foul after foul, so guess what happened? The opposing team became more aggressive as the game went on, and by the end of the game, we had two girls with slashes on their arms that resembled a small animal attack and another girl with a snap
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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
MTD Sales Training
NOVEMBER 8, 2017
Have you ever interviewed someone who comes across as having all the skills you need to be successful for your company? Did their CV have all the qualities you want? Were the answers they gave to your questions good enough to give you confidence in their abilities? So, you employed them and they started with a flourish, building their knowledge of your products and services and getting some sales.
Hubspot Sales
NOVEMBER 7, 2017
Now that HubSpot has seven offices and our team spans 10-plus time zones, we meet virtually way more often than in-person. In fact, at the typical meeting half the attendants are on their laptops in random parts of the world, while the other half is sitting together in a conference room. This might be the new way to work, but it has its disadvantages.
SBI Growth
NOVEMBER 6, 2017
Joining us for today’s show is Steve Bonvissuto, the Executive Director for Innovation at MarketSource. Steve answers questions out of SBI’s 2018 hbspt.cta.load(23541, '74afaaa6-ba2a-4936-a1ed-8fe80db57c38', {}); to share his deep knowledge of strategic sales systems. To follow along flip to.
The Center for Sales Strategy
NOVEMBER 6, 2017
The impact of the millennial generation is making headlines everywhere! As a sales manager, you may have read a blog or two on how to manage or even hire millennial talent. But now the headlines are about how millennials are impacting business, from a consumer’s point of view. If you have a hand in marketing or sales, you may be experiencing disruption within this loosely-defined generation as well.
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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.
Nutshell
NOVEMBER 9, 2017
Everyone is selling something. It doesn’t have to be a product or service. When you’re trying to convince your co-workers where to go for lunch or happy hour, you’re selling them on an idea. My first real memory of selling was when I was recruiting for my fraternity at Michigan State University. I was selling the idea of what the house was, what our beliefs were, and who our friends were.
Hubspot Sales
NOVEMBER 7, 2017
As sales reps, our tendency is to flatter prospects by pointing out their accomplishments. We say things like, " I see you went to Duke ," " I understand you were at EMC ," and " I saw you were named Marketing VP of the Year! " In addition to buttering up our prospects, these statements make us feel we've done our homework. The problem is people don’t trust flattery from strangers.
RAIN Group
NOVEMBER 8, 2017
My grandfather Sidney was raised during the great depression. Often hungry growing up, he learned the value of a dollar the hard way. It stuck with him the rest of his life. When I was in college, he never let me call him because he would say it was long-distance. I told him that the distance was long, but the call didn't cost anything. Still, he could barely stay on the phone for 5 minutes.
The Center for Sales Strategy
NOVEMBER 7, 2017
Remote working is commonplace in nearly every industry. This is especially true for sales and marketing. Knowing how to manage your remote working teams is an essential part of your company’s growth and success. According to The New York Times , “43 percent of employed Americans said they spent at least some time working remotely, according to the survey of more than 15,000 adults.”.
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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
SBI
NOVEMBER 8, 2017
Your prospects want to succeed as much as you do. And they want to boost their companies — and hopefully their own careers — in the process. So, if your offer will help them succeed, why wouldn’t they call you back immediately and sign now? If something’s good for you, surely you should want it! Your prospect has a tough job. She must convince her organization and relevant stakeholders (the proverbial average of 5.5 internal stakeholders ) that change is a good thing.
Hubspot Sales
NOVEMBER 6, 2017
How much do you really know about your prospects? Maybe you don’t need to know how they take their coffee, but you do need to know enough about to get in their heads. If you want to get responses to your outreach emails, you need to offer your prospects value. But before you decide which benefits your emails should focus on, first understand your prospects’ desires and pain points.
Engage Selling
NOVEMBER 10, 2017
It’s that time of year again. How do we finish the year strong and at the same time, how do we start ramping up for next year?
The Center for Sales Strategy
NOVEMBER 9, 2017
I was on the phone with a client the other day who was really struggling with many open seats across his sales teams. He mentioned that his company had tried many different things to entice potential employees, but nothing seemed to be working. I asked how full the talent bank was and he said, "running on empty." I suggested that he think of recruiting just like prospecting.
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.
SBI Growth
NOVEMBER 10, 2017
Joining us for today’s show is John Young, the Senior Vice President of Global Sales for NetFortris. John has a proven record of accomplishment of increasing profitable recurring revenues faster than his industry and his competitors in a crowded SaaS.
Hubspot Sales
NOVEMBER 7, 2017
How to become a medical sales rep. Choose a specialization. Gain field experience. Enroll in online or in-person training. Network and build relationships. Grow your online presence. Medical sales jobs will always be in high demand. Despite automation’s emergence in nearly every aspect of business, medical sales remains a largely face-to-face industry.
Engage Selling
NOVEMBER 10, 2017
Identifying willingness vs. ability is knowing how to separate your sloths from your stars and helps you get informed about the deadweight on your team! .
The Center for Sales Strategy
NOVEMBER 8, 2017
In almost every industry, there are a few people or businesses that watch trends, see where the industry is headed, and share unique insights—thought leaders. These people and organizations are the ones that you check on regularly for innovation, market challenges, new initiatives, etc. The thought leadership position is certainly an advantageous position to have, as it can help with generating sales, lead generation, recruitment and retention, and new business opportunities.
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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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