Hubspot Sales

DECEMBER 19, 2018

Today's salespeople are afraid to pick up the phone. Yes, phone anxiety is real. At ValueSelling, we recently conducted a survey on B2B sales reps' top prospecting challenges and found that 50% of sales reps surveyed feared making cold calls. Half of the respondents we surveyed had anxiety about this essential part of their jobs. Perhaps it's generational -- after all, what millennial makes a phone call instead of texting or using social media?

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Meetings Communication Media B2B 145

Outbound Engine

DECEMBER 19, 2018

The new year is the perfect time to take stock and set goals for the year ahead. You may have plans to eat better, exercise more, or finally take that trip to Europe you’ve been talking about forever. For business owners, making new year’s resolutions can significantly impact their success. Here are a few of our favorite new year’s resolutions for business owners in 2019. 1.

Small Business 107

Small Business Prioritization Meetings Digitalization 107

SBI Growth

DECEMBER 18, 2018

As a leading CMO, you’ve integrated digital channels into your marketing channel spend to align with how your personas or buyers want to get information. You’ve started measuring the effectiveness of these now institutionalized channels through ROI (Return on Investment).

Digitalization 101

Digitalization Marketing 101

Drift

DECEMBER 18, 2018

1 year ago I did a weird thing… I spent two months going from CEO to SDR. I was CEO of Siftrock at the time and wanted to learn about outbound sales development. So I made myself “interim SDR” for two months and immersed myself into the world of prospecting. My favorite channel: Cold email. As a wannabe SDR, I learned that cold email was 1) Poorly understood by most non-SDRs and 2) very valuable.

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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 21, 2018

First impressions matter, and when potential clients find your real estate website , they'll be looking for information about you and your expertise. The best way to share these details is with a bio that provides background on your real estate experience. Why is a bio so important? A study by the National Association of Realtors (NAR) found that 51% of home buyers found their home on the internet.

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Engage Selling

DECEMBER 20, 2018

There’s a step that’s commonly missing in account management planning. Do you know what it is?

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Account Management Management Client Relationships Communication 90

Openview

DECEMBER 19, 2018

Ahh, the New Year. January is the month we, as sales reps, start anew. Often times, we try to embrace new methods of thinking and better ways of doing things – all with the intention of bigger and brighter things ahead. But instead of setting lofty goals that might not make it to February, focus on refining your skills and setting a clear plan to get to your goal.

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Prioritization Meetings Management Organization 89

Hubspot Sales

DECEMBER 21, 2018

Sales managers often motivate their reps with SPIFFs and sales contests that award cash prizes. This is a tried and true sales motivation strategy, and monetary rewards generally produce results. However, they don't really motivate the entire sales force -- only the top performers likely to win. And while it's good to motivate your rock stars, the top line would be better served by getting everyone striving for the prize.

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Sales Leadership Meetings Innovation 111

Nutshell

DECEMBER 21, 2018

Picture this: You’ve just started a new job working for an awesome company. Your coworkers seem easy to get along with, and you’re excited to be a part of a new team. Sounds like the ideal new setup, right? Well here’s the catch—your new role is “sales development representative,” and you’re in for a wild ride. As a sales development representative (SDR) , your main focus will be prospecting for new leads, making initial contact with them, and preparing them to be handed off to account executive

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SBI Growth

DECEMBER 17, 2018

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Investors Prioritization Profitability Organization 98

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

DECEMBER 20, 2018

Editor's Note: This post was originally published on Marketo.com.

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Publishing Sales 87

Hubspot Sales

DECEMBER 20, 2018

Door-knocking might remind you of door-to-door salespeople and Girl Scouts, but it could also be a worthwhile part of your real estate lead generation strategy. Door-knocking doesn't need to be sleazy or awkward -- it can be a great way to network in a neighborhood, drum up new contacts or visitors, and invite prospective buyers to open houses. In this post, I'll offer you tips for building a successful real estate door-knocking strategy, as well as a few scripts you can use if anyone answers th

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Transportation Value Proposition Decision-making Marketing 101

Outbound Engine

DECEMBER 19, 2018

As a business professional, you know the importance of engaging your customers. Connecting on a deeper level is the way to build trust and long-term loyalty. In person and face-to-face are great options to accomplish this. Social media and email marketing have also become important ways to engage your customers in meaningful conversation. But simply sending out an occasional newsletter or social media post isn’t going to cut it.

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Media Small Business Marketing Client Relationships 75

SBI Growth

DECEMBER 21, 2018

“But wait…there’s more!” We’ve all heard the infomercials with the two for the price of one special. Or the five accessories we theoretically should never need since the first one is supposedly indestructible. All of this for only $19.99 plus shipping.

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Sales Profitability Acquisition Marketing 79

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

The Center for Sales Strategy

DECEMBER 21, 2018

- MOTIVATION -. "ALL PROGRESS TAKES PLACE OUTSIDE OF THE COMFORT ZONE.". -MICHAEL JOHN BOBAK. - AROUND THE WEB -. > 4 Sales Trends That You Need To Know About In 2019 — Forbes. This post reviews the recent 4th Annual Sales Enablement Study (2018) and the performance, impact, and trends of sales coaching and organizations this year. >>> READ MORE.

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Hubspot Sales

DECEMBER 21, 2018

Marriage, your first child, that promotion you've had your eye on for years -- each of these wonderful life events comes with something extra special: tax forms. Specifically, a new W-4. If you live in the United States, consider it the government's way of saying, "Congrats!". But while you might consider a W-4 the gift that keeps on giving (or taking), it's also one that should come with instructions.

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Government Meetings 97

Engage Selling

DECEMBER 15, 2018

It’s both a blessing and a curse to be living in an age of unlimited data.

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Sales Training Sales Leadership Leadership Sales 69

Drift

DECEMBER 20, 2018

The tactical details of the sales process vary from company to company and even from individual to individual, but there are certain universal insights that will help any sales team thrive. Once revealed, these foundational concepts may seem like common sense, but the truth is that many people don’t really learn them without a good deal of hands-on experience.

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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

DECEMBER 18, 2018

If you are struggling to uncover desired business results that lead to cash, perhaps it is time to modify your needs analysis process. Here’s a new model that is getting rave reviews — feel free to take it for a test drive during your next discovery meeting with a new prospect.

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Meetings Sales 78

Hubspot Sales

DECEMBER 20, 2018

Financial analysis is a key tool to evaluate your business' success. If you're an entrepreneur or small business owner, you've likely used a sizable portion of your personal savings to fund the business. A study by the Small Business Association (SBA) found that three-fourths of businesses use family or personal savings to get their business started.

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Small Business Sales Management 95

Planview

DECEMBER 19, 2018

Today is an exciting day for the Spigit business and all the customers we serve, as we announce that Spigit has agreed to be acquired by Planview , the global leader in work and resource management (WRM). Spigit’s mission and commitment has long been to support our customers as they drive sustained innovation by engaging employees in crowdsourced ideation and managing the entire innovation lifecycle.

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Innovation Acquisition Account Management Leadership 66

Miller Heiman Group

DECEMBER 21, 2018

Only a few short months ago we launched Scout by Miller Heiman Group. Our powerful sales analytics platform combines the methodologies of Strategic Selling® with Perspective and Conceptual Selling® with forward-looking, analytics-driven sales technology. Now, sellers can accurately predict the actions that will increase their odds of closing deals. Sales leaders receive essential insights enabling them to coach sellers earlier and more effectively.

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Prioritization Sales Analytics Sales Technology Organization 63

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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 17, 2018

As we roll through the Holidays, working hard to close out the year and prepare for a great 2019, we thought we'd share some 'sounds of the season' in true sales pro fashion. So, we asked the elves at the North Pole to help us write some carols with you in mind. Happy Holidays!

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Sales 72

Jeffrey Gitomer

DECEMBER 18, 2018

"Call me after the holidays" is the second most-heard objection in sales. (First being, "Your price is too high." Third being "I have to think about it."). It comes up year after year and salespeople get frustrated year after year, unnecessarily. Here's how to think about it and here's what to do about it…. Humbug. Salespeople hate holidays. It's an excuse for decision makers to put buying decisions on hold.

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MTD Sales Training

DECEMBER 16, 2018

What’s the most frustrating barrier that you come up against when you are trying to get the buyer to commit to your solution? If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’. Yes, the prospect being indecisive can be frustrating to you as a sales consultant. You’ve gone through all the reasons that your solution is right for them or their business.

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Decision-making Sales Training Sales Management 54

SBI

DECEMBER 20, 2018

Our last blog post of the year is a gift to all of you who are looking for sales tools for 2019. It’s our annual Top Sales Tools of the Year Guide – Final Cut, nicely packaged into a shiny guide for you to unwrap. We’ve got tools to get contracts signed faster, to get prospects’ attention, to up-level your sales team, and to add margin to your deal sizes.

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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

DECEMBER 19, 2018

Coaching is a hot topic! Makes sense. people who use their strengths every day are 12.5% more productive in their work. Any strong manager knows they need to coach their people to maximize their strengths, so they can benefit from that natural lift in performance.

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Management Sales Sales Management 59

RAIN Group

DECEMBER 19, 2018

In the spirit of giving this time of year, we've made a charitable donation on behalf of our clients to Upper Ojai Relief. Last month, as multiple wildfires wreaked havoc across California, local organizations like Upper Ojai Relief provided much-needed support to victims without bureaucracy or red tape. Upper Ojai Relief has been particularly active at Seminole Springs, where 101 homes in one community were destroyed.

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Organization 49

MTD Sales Training

DECEMBER 20, 2018

How much have you achieved in 2018? Did you reach, or even better, exceed your monthly targets? Maybe you finally closed the deal that you’ve been working on for months?! With only a few days until 2019, take some time to reflect on all your greatest achievements this year has bought you. I’d like to think that some of our posts have helped you reach your goals.

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Sales Training Sales Meetings Management 48

SBI

DECEMBER 18, 2018

Time to Get Your Data & Tech Stack in Shape for 2019. As you plan your sales and marketing strategies for next year, have you assessed the state of your data and technology stack? B2B companies are in planning mode this time of year. It’s important to think about how to optimize your business processes and technology. I sat down to discuss this topic in a webinar with Nancy Nardin, Founder of Smart Selling Tools and Vendor Neutral.

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Artificial Intelligence Sales Technology Prioritization Decision-making 49

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