Hubspot Sales
JANUARY 25, 2018
Case studies and testimonials are useful to have on hand. They help you earn a prospect’s trust, show them what life would be like as your customer, and validate that your product or service works. Consider creating a library of customer stories your sales team can use to share targeted and relevant content with your prospects via your website and sales proposals.
SBI Growth
JANUARY 23, 2018
Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.
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The Center for Sales Strategy
JANUARY 22, 2018
When you look up in the night sky, there are millions of stars. So many that it’s sometimes hard to find even the easiest constellations. But one star everyone knows is the North Star. Why is that? It's different in a few signficant ways.
Engage Selling
JANUARY 25, 2018
This is the hidden secret behind high sales performance. If you follow my content, or any other sales thought leader’s work, you’ll find a plethora of great strategies, practices, and ideas that you can apply in your business.
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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
JANUARY 24, 2018
Like it or not, small talk is integral to your success. Whether you’re networking, speaking with a new prospect, or warming up a customer before upselling them or asking for a referral, you must be able to build rapport with casual conversation. To help you master this crucial skill, we’ve written a comprehensive guide to small talk. What is small talk?
Nutshell
JANUARY 26, 2018
In sales and marketing, there are so many ways to pretend you’re doing well. All you have to do is find a couple of metrics that are increasing for your business—any metrics at all, really—and tell your boss, “The numbers are up!”. But here’s the reality: In a B2B sales organization, anything you measure that doesn’t directly relate to customer acquisition, customer retention, or revenue is a vanity metric , and vanity metrics are only there to make you look good.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Openview
JANUARY 24, 2018
Pipeline review meetings are notorious for being dreaded by sales professionals and sales leaders alike. While they might not be appreciated in the moment, they do perform a necessary function as they help sales professionals identify problem areas in their pipelines while also providing leaders a better view of weighted probability and an opportunity to coach.
Hubspot Sales
JANUARY 23, 2018
Want to become a prospecting superstar? LinkedIn Sales Navigator is a fantastic resource. It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. Rather than spending hours manually tracking prospect activity on the platform, you can get instant insights. That means more time for high-value activities like calling people or giving demos.
MTD Sales Training
JANUARY 25, 2018
No matter how good your sales technique, even the best of us will not get a 100% closing ratio. Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t listen effectively, or a myriad of other reasons, it’s possible that the sale has been lost when it could have progressed efficiently. This can have a negative effect on many salespeople.
The Center for Sales Strategy
JANUARY 23, 2018
If you really want to develop new business with prospects—or even existing clients—try changing your conversation from WHY they should be buying your product to HOW they should use your products and all your other resources to meet their specific needs. (Of course, you have to know what those are, so plan and execute an engaging conversation to discover those needs.
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 25, 2018
Most new product launches fail to meet their full, forecasted potential. These launches often fail because companies take their new products to market with the same sales org structure that was built to sell their legacy products. Evaluating your current.
Hubspot Sales
JANUARY 24, 2018
Client Gift Ideas. A Terrarium or Succulent Garden. Professional Notebooks. Coffee or Tea Blends. Calendars. Coffee Table Book. Toiletry Bag. Gourmet Food Basket. Portable Phone Charger. K-Cup Coffee Sampler. Kindle. Custom Water Bottle. Online Classes. BarkBox. Better Swag. A Charity Donation. Beer Brewing Kit. Restaurant Gift Card. Bakery Delivery.
Engage Selling
JANUARY 26, 2018
?Someone once said that everything old will become new again eventually.
The Center for Sales Strategy
JANUARY 26, 2018
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web. 1. 4 Essential Email Marketing Tips to Know for 2018 — Salesforce. A lot has changed in email marketing over the last year. You need practical, actionable ways to revitalize your email marketing over the coming year.
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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
Louise Collins Associates
JANUARY 25, 2018
For those of you who have read Animal Farm, you will be familiar with George Orwell’s famous line: “All animals are equal, but some animals are more equal than others” Orwell wrote this in 1945, referring to the hypocrisy of governments that proclaim equality of citizens, but give power and privileges to the elite few. Before you stop reading, I have no intention of getting into government hypocrisy in this article!
Hubspot Sales
JANUARY 26, 2018
The pen is mightier than the sword. Which is good, because you probably don't want to threaten prospects into buying at sword-point. As the primary "weapons" to convert prospects into customers, w ords are incredibly important to salespeople. How sales reps deliver their messages and converse with contacts can have a dramatic effect on the outcome of a conversation.
Pinnacle View
JANUARY 20, 2018
Mike Prosnick will not be stopped! In fact, it’s doubtful he’ll ever even slow down. Mike’s unwavering passion for his business and his clients was clear from the moment we began our conversation with the JAM. Fitness founder. JUST ABOUT ME Fitness (JAM. Fitness) is an innovative gym in Alpharetta, Georgia that allows its members 24/7 access to digital personal trainers and custom workout programs.
The Center for Sales Strategy
JANUARY 25, 2018
Here it is, the beginning of another new year and the perfect time to make sure you are setting yourself up for success in 2018. If you manage people, one of the best ways you can do this is to ensure that you have a strong talent bank — even if you do not plan on making a single hire. A strong talent bank allows you to set the bar high for your team, hold people accountable to meeting expectations, and move forward without missing a beat if one of your people chooses to leave.
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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.
MTD Sales Training
JANUARY 24, 2018
That seems a bold statement. But we have experienced many meetings with decision-makers where these ways have proved successful. We share them with you in this article. How many times have you thought that it’s a shoeing you will get the business, only to be rejected at the last minute, or having to face a barrage of objections ? It can happen to the best of us.
Hubspot Sales
JANUARY 23, 2018
QUESTION. Adopt a Family. Take a Hike. Offer Employee-Led Classes. Bowl a Few Rounds. Try an Escape Room. Join a Softball League. Binge-Watch a Show. Take a Class. Volunteer. Host a Barbecue. In sales -- perhaps more than any other profession -- team building is crucial for long-term success. Salespeople are held to high standards, deal with regular rejection, and work long hours.
Planview
JANUARY 23, 2018
MIT’s Sloan Management Review recently published a story that focuses on the research Spigit conducted with Northwestern University’s Kellogg School of Management around quantifying a culture of innovation. In other words, we set out to move beyond the why behind creating a culture of innovation and look at the how. In doing so, we surfaced actions a company can take actually build and sustain a culture of innovation.
Sales Gravy
JANUARY 26, 2018
Have you ever found yourself hoping that non-performer would turn around? Have you ever wondered if you missed early signs that someone was not really well suited for their role? John is the CEO of a consulting firm in the Midwest.
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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
JANUARY 21, 2018
Want your salespeople to be happy? Just give them what they want! I’ll show you how RO Innovation helps you do just that with a tour of their 4 key areas of value, Reference Enablement, Content management, Sales Enablement, and Partner Enablement. Visit RO Innovation.
Hubspot Sales
JANUARY 22, 2018
With sales email subject lines, a little creativity goes a long way. After all, sparking your prospect's curiosity is often the simplest and most effective way to get them to open your email -- and once they've done that, you can win a response by writing a relevant, timely email. But hitting on a good subject line isn't easy. Plus, what was fresh and inventive eight months ago will make your buyer's eyes roll back in their head today.
ReviewTrackers
JANUARY 23, 2018
Google is the link between your healthcare organization and the consumer. Consumers type in something like this in Google’s search box when searching for a new provider: “primary care doctor in Boston.” They’ll then scroll down the page to see the doctors that show up under Google’s map. Consumers use the reviews and ratings of each doctor when deciding who to trust with their health.
Sales Gravy
JANUARY 26, 2018
Communication is always tricky. There are so many ways a conversation can be misinterpreted by either party. Both people in a conversation have expectations and objectives. ?Buyers are liars?? I hear this a lot and I used to say it even more.
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.
CM Partners
JANUARY 22, 2018
Written by Mari Fitzduff, Elizabeth McClintock, Steve McDonald, John Murray, Tina Robiolle, Thomas Schaub, and Anthony Wanis. Can Conflict Resolution Studies Adapt? Earlier this year, the World Politics Review (WPR) published a piece by Richard Gowan entitled “Can the study of Conflict Resolution adapt to an increasingly dangerous world?” A Resident Fellow at the New York University’s Center on International Cooperation, Mr.
Hubspot Sales
JANUARY 26, 2018
How to Make Your Career in Sales a Job You Love. Educate Yourself about Sales. Learn Your Industry. Talk to Top Sales Reps. Be Patient. Work with Your Manager on Ramp. Set Goals. Conduct a Yearly Gut Check. Author Daniel Pink believes that in today’s economy, we all sell. Whether we’re working to persuade, influence, or convince others, Pink says , “Like it or not, we’re all in sales now.”.
ReviewTrackers
JANUARY 25, 2018
If you’ve ever tried your hand at marketing any business or brand online — in search and on social media — you’re likely to have heard of “user-generated content” or UGC. What exactly does this term mean? And why is it getting thrown around a lot in so many marketing conversations? To help you more clearly understand what UGC means, as well as to highlight the ways you can harness it to power up your own marketing campaigns and initiatives, we thought we’d write this beginner’s guide to user-gen
Sales Gravy
JANUARY 26, 2018
Great sales managers I?ve observed over the years are very consistent in their approach to coaching because they developed specific habits. Here are three habits I think are most useful for great sales coaches.
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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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