Hubspot Sales
APRIL 9, 2018
Sales Objection Responses. “If money and resources were no object, would you be willing to start with our product today?”. “What’s holding you back?”. “When would be a good time to buy?”. “What are your company’s other priorities right now?”. “How can I help you get the resources you need to sell this to the decision maker?”. “So is X goal no longer a priority for you?”.
Jeffrey Gitomer
APRIL 9, 2018
Pat me on the head and tell me to go away. That's the real meaning of call me in six months (or any nebulous "get back to me" after some period of time).
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Engage Selling
APRIL 12, 2018
Let’s not beat around the bush. There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.
Miller Heiman Group
APRIL 12, 2018
“To be effective, sales enablement must be seen as a strategic discipline that is set apart from other functions such as marketing and training, even though those functions contribute to enablement.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. Understanding sales enablement as a distinct, strategic discipline is a relatively new development.
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Hubspot Sales
APRIL 13, 2018
You’re almost there. You’re in a meeting with the decision maker, demoing your product, handling any question they throw at you, and winning the business. At least, that’s how it looks in your 4:35 p.m. daydream. Let’s face it, sales is sometimes easier said than done. So, how do the best of the best come home with the contract? Here are three tactics to bring home the business and make you the ultimate dealmaker.
Jeffrey Gitomer
APRIL 12, 2018
When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Openview
APRIL 11, 2018
Editor’s Note: This article first appeared on the Intercom blog here. Founders make natural salespeople. So much of what they do, particularly fundraising, is selling. They’re the first and best salesperson your company will ever have. But even if you have a great product, there will come a point where you simply need to build out a sales function.
Hubspot Sales
APRIL 13, 2018
Has your name ever been on a salesperson's call list? Did you receive a lot of voicemails from that salesperson over the course of a few weeks? Think back to those sales voicemails. Were they valuable? Did you learn anything that helped you? Or were the voicemails a carbon copy of the company's elevator pitch? I probably receive about 20 calls a day from various salespeople.
Jeffrey Gitomer
APRIL 13, 2018
How long does it take to establish a networking relationship? There is no set answer. It takes time. How much time does it take to show a prospect you are credible, honorable, have a good company and can deliver consistently? It takes time.
The Center for Sales Strategy
APRIL 9, 2018
People who use their strengths every day are six times more likely to be engaged in their jobs, and they will have 12.5% higher productivity ( Gallup.com ).
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
APRIL 7, 2018
As March Madness comes to an end, one of the biggest takeaways from the tournament is the impact of high quality coaching. Top tier Basketball programs spend millions of dollars on their coaching. Are your Sales Managers setting you up.
Hubspot Sales
APRIL 13, 2018
Touching Base Email Subject Line. “Are you struggling with [challenge]?”. “Any luck with [goal]?”. “[Mutual connection] said we should talk”. “Some ideas on driving recurring revenue”. “Hi [name], [question]?”. “[Prospect's name] -- do you have 10 minutes for a conversation?". "Hoping to help with X". " Will persistence pay off?". "[Pain point]. does this sound familiar?".
Jeffrey Gitomer
APRIL 9, 2018
Ask anyone in sales if they consider themselves a professional and the response is an immediate YES. But I challenge you.if you were in court, in front of a judge, could you produce the evidence to prove you're a professional salesperson?
Nutshell
APRIL 7, 2018
How many of the people entering your marketing funnel are actually leads? Your inbound marketing efforts might bring plenty of traffic to your site, but how many of the website visitors downloading your content are just researching that specific subject with no intention of buying your product? On the other hand, just because someone ignores a webinar offer or a specific part of your marketing program, it doesn’t necessarily mean they wouldn’t be interested in test-driving your product.
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Engage Selling
APRIL 13, 2018
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Hubspot Sales
APRIL 13, 2018
Sales Words to Avoid. "Thank you for your time.". "Just checking in.". "Touching base.". "I wanted to. ". "Do you have budget for this?". "Are you the decision maker?". "I don't want to waste your time.". "Can I send you some information?". "To be honest with you. ". "Trust me.". "I haven't heard back from you.". "If I don't hear back from you. ". “Sales is rejection.
Jeffrey Gitomer
APRIL 12, 2018
The customer is always right. Except when they are wrong, which is most of the time. In sales right and wrong don't matter.
SBI Growth
APRIL 11, 2018
Today’s show focuses on capturing the attention of customers and prospects through campaign strategy and planning. Our expert guest is Randolph Carter, the VP of Marketing in North America for Rentokil. Rentokil-Steritech represents the North American division of Rentokil, one.
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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
APRIL 10, 2018
Marco Polo, Christopher Columbus, and Magellan. These are legendary explorers who set out to discover the great unknown of our world! These men were brave, bold, and courageous. They feared nothing. They were willing to risk it all for the sake of discovering a new world!
Hubspot Sales
APRIL 12, 2018
Ahh, the never-ending quest to create the perfect, predictable sales cycle. To figure it out would be like discovering the holy grail of sales. But -- as you know -- the insane number of variables and blockers in each sale makes it near impossible to fool-proof the system entirely. That’s not to say, of course, there aren’t ways to make sales cycles more predictable.
Jeffrey Gitomer
APRIL 12, 2018
Question – When is the buyer ready to buy? Answer – He'll tell you if you just pay attention.
SBI Growth
APRIL 9, 2018
Joining us for today’s show is Christopher Bray, the Senior Vice President, and GM for Cylance. Christopher has successfully launched products across multiple organizations and is the top revenue leader to speak on the topic of Go-to-Market new product launch.
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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
Openview
APRIL 13, 2018
Editor’s Note: This article first appeared on LinkedIn here. A few months ago, the CEO of a growth-stage software company on the East Coast engaged me to align his team around a new strategic narrative – the high-level story they’ll pitch in sales, fundraising, recruiting, everything. After a half-day kickoff session with the team, the CEO and I had dinner at a crab restaurant, where he told me he was concerned.
Hubspot Sales
APRIL 11, 2018
Sensory Words. See. Picture. Appear. Outlook. Sound. Hear. Mention. Feel. Grasp. Firm. Pressure. People have a preference for one of three primary senses in their communication: Sight, sound, or feeling. These innate biases make them more respond more favorably to visual, auditory, or kinesthetic language. Speaking your prospect's preferred language facilitates rapport building, making you easier to trust.
The Center for Sales Strategy
APRIL 13, 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.
SBI
APRIL 11, 2018
The ultimate, and most desirable goal of any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling. You hang up the phone from a sales call, pumped with turbo-infused Adrenalin, giving yourself a mental high-five, feeling like you ‘nailed-it.’ Your confidence is soaring, and you’d bet a million bucks the prospect is feeling the same sense of excitement.
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.
Engage Selling
APRIL 7, 2018
"Customer" used to be a one-size-fits-all word in sales. Either someone bought from you or they didn’t, and the steps you implemented to make a sale didn’t change all that much from one person to the next.
Hubspot Sales
APRIL 10, 2018
How to Get a Prospect to Respond. Don't refer to the past. Change your close. Engineer an opening with someone else. Vary your contact attempts. Throw a Hail Mary. Get personal. Ditch the break-up email. Sometimes a salesperson gets lucky with an ultra-responsive prospect. Every time the rep sends an email, a response follows within the hour. When they call, the prospect picks up and makes time to chat.
The Center for Sales Strategy
APRIL 11, 2018
Have you ever met with a prospect for the first time and felt like the entire conversation was like pulling teeth? Maybe they took a bunch of "Oh I need to get that," phone calls or answered some urgent emails while you were waiting to ask your next question. Maybe you had to have your meeting on the phone, and you could sense the person you were meeting with was distracted and not focused during the little time you had.
Jeffrey Gitomer
APRIL 12, 2018
Do you have a positive attitude? Everyone will say yes, but less than one in one hundred actually do! One percent.
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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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