Hubspot Sales
AUGUST 31, 2018
Quotes by Famous People. “The greatest glory in living lies not in never falling, but in rising every time we fall.” - Nelson Mandela. "The way to get started is to quit talking and begin doing." - Walt Disney. “Your time is limited, so don’t waste it living someone else’s life. Don’t be trapped by dogma – which is living with the results of other people’s thinking.” - Steve Jobs.
Nutshell
AUGUST 27, 2018
There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals.
Engage Selling
AUGUST 30, 2018
I get called in a lot when organizations are struggling to hit their sales targets. Generally, the first thing I’ll do is look at their pipeline. Why? The number one reason that sales stay stagnant is due to anemic pipelines.
The Center for Sales Strategy
AUGUST 28, 2018
Technology has disrupted the traditional techniques we have used to approach prospects. Today, the most successful developers of new business have a smart and focused prospecting strategy. They concentrate their efforts on a disciplined strategy that provides more appointments and more revenue. The shotgun approach of yesteryear is dead. Before technology disrupted our approach, we could sit down and call 100 prospects and get ten appointments.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot Sales
AUGUST 29, 2018
Social selling is part activity and part reputation. If you're writing insightful comments on your prospects' blogs, responding to their tweets, and liking their shared content, you've got the activity bit down pat. But if your LinkedIn profile is three jobs behind and features a picture of you from prom, you can't really call yourself a social seller.
RAIN Group
AUGUST 29, 2018
Technology sellers lament how impossible it is to get their buyers on the phone more than any other industry. Phone is one of the top ways sellers say they connect with buyers, yet sellers in the technology industry report extreme difficulty using it to reach their buyers. In our study on Top Performance in Sales Prospecting , we studied 488 buyers responsible for $4.2 billion of purchases and the prospecting habits of 489 sellers.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
AUGUST 29, 2018
It’s December 25th, 2018. You are sitting around the Christmas tree with your wife, two kids and black lab—Duffers. You hear the crackle of the fireplace as another log gets added to the fire. The kids are smiling from ear.
Hubspot Sales
AUGUST 25, 2018
A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. Even right here, on the HubSpot Sales Blog, I know an article on "How to Hire the Perfect SDR" will almost always be a hit. In fact, two of our top-performing posts of all time are " 40 Sales Interview Questions to Recruit the Best Reps " and " 10 Common Sales Job Interview Q
The Center for Sales Strategy
AUGUST 30, 2018
When was the last time you asked for a referral? Go ahead and fill in the date here __. If the answer is yesterday , congratulations. If you can’t remember any time recently, you should stop and figure out why you are not doing this. Think about it. When you are looking to hire a professional what do you do? Of course, you ask people you know and trust who they would recommend, right?
Sales Readiness Group
AUGUST 30, 2018
Since the day the first contact management systems added features to enable Reps to keep track of their opportunities, there has been a constant struggle between manager and sales rep to keep the pipeline clean and “update the damn CRM.” Management wants a roll-up of their reps’ pipelines to enable better visibility and produce accurate forecasts, while reps are not motivated to spend precious selling time on administrative tasks and data entry that doesn’t help them close business.
Advertisement
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.
SBI Growth
AUGUST 30, 2018
What percentage of your salesforce uses the marketing generated personas your team builds? 50%, 60%? Let me ask the question differently. What percent of the salesforce uses marketing generated personas on a regular basis to help with their sales planning?
Hubspot Sales
AUGUST 28, 2018
Sales objections are part of the job. And salespeople commonly come up against the competitor objection when talking to new prospects. As soon as the buyer realizes the nature or function of your product, she says something along the lines of, " We already work with Competitor X, " or " We already have a supplier for that. ". To overcome the competitor objection , you must: Figure out if your prospect truly has an existing vendor relationship or is simply not interested.
Miller Heiman Group
AUGUST 26, 2018
“Too many cooks in the kitchen” is a well-known idiom, but “zero cooks in the kitchen” is an apt description of Spyce, a new restaurant in Boston. The four founders of Spyce were mechanical engineering students at MIT when they set out to solve a problem: there were too few options for fast, healthy, inexpensive meals. “The goal was never to eliminate jobs,” Spyce co-founder Michael Farid told xconomy.com.
Engage Selling
AUGUST 31, 2018
???????????????????????????????Recently, I was on a sales call and the sales directors that I talked to had some interesting things to say that I want to share with 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.
SBI Growth
AUGUST 27, 2018
Mergers, Bolt-ons, and tuck-in acquisitions are an increasing common growth strategy being deployed by Private Equity firms today. Multiple Arbitrage can be a very efficient way to increase enterprise value, however, it is also fraught with peril and littered with the tombstones.
Hubspot Sales
AUGUST 26, 2018
How to Find Prospects. Job Boards. Twitter Searches. Business Journals. Industry Blogs and Forums. LinkedIn. CrunchBase. Local Chamber of Commerce Website. HubSpot CRM. Quora. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves.
Nutshell
AUGUST 30, 2018
Keeping track of what’s going on in your sales pipeline is critical. Your pipeline gives you an inside look at how your sales process is performing, and whether or not improvements need to be made. Unfortunately, prospects can get lost in the shuffle or end up becoming inactive. So what should you do when you find that leads are dropping off or getting stuck?
Engage Selling
AUGUST 25, 2018
It’s said we are living in a post-truth world. While politicians today may be the single most untrusted profession, sales people are not far behind.
Advertisement
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.
Hubspot Sales
AUGUST 29, 2018
Account managers and salespeople work together closely, but the two jobs are very different. The distinction between these roles can get blurry, so I'm answering all your questions about account managers, salespeople, how the two teams should work together, and where they differ below. Sales vs. Account Management: 5 FAQs. 1. What is account management?
The Center for Sales Strategy
AUGUST 31, 2018
- WHAT'S MOTIVATING US THIS WEEK -. "THE PEOPLE WHO ARE CRAZY ENOUGH TO THINK THEY CAN CHANGE THE WORLD ARE THE ONES WHO DO.". -STEVE JOBS. - WHAT WE'VE BEEN READING THIS WEEK -. > Four Ways to Get Video Right for Social Selling — SellingPower. When LinkedIn revealed that video posts now get three times the engagement of text posts on their platform, it sent shockwaves through the social selling community.
Drift
AUGUST 27, 2018
TL;DR: This is something every sales team can start getting ROI from immediately with no customization and it just works. You email people and they come to your website, and there you are with a personalized welcome for them. Here’s why that’s important, what all that means, and a 15 second, two click setup tutorial is included. As a sales professional, you are focused on making sure.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Hubspot Sales
AUGUST 31, 2018
It’s safe to say generating quality leads is a priority for most realtors. Real estate websites are a fantastic way for leads to find homes you’ve listed -- but there are other ways to get your home in front of buyers and your name in front of prospects. The answer is the open house. Technology has changed the real estate industry, but open houses remain an effective tool for stoking interest in your property and generating new leads.
The Center for Sales Strategy
AUGUST 27, 2018
As I’ve mentioned before in previous blog posts , I’m a long-suffering fan of the Cleveland Browns. My team loses more games than they win. The Browns are also infamous for something else: the team has started 28 different quarterbacks since 1999! Many of these poor souls were drafted by the Browns and then thrown into the fire before they were adequately prepared, only to fail.
5600 Blue
AUGUST 28, 2018
We’ve consulted on over 20,000 negotiations in over 45 countries for 16 years. The most common issue we see is: “Very seasoned negotiators having a price conversation absent of the value conversation.” What does this mean exactly? Imagine for a moment that you work at a high-end steak house and you encounter this scenario: You are seated a table and are ready to order.
Advertisement
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 Growth
AUGUST 31, 2018
Churn and burn. Not music to your ears. You’re the leader of Customer Success and asked by your executive team to hold accountability for a number. The honeymoon period for CS is over my friends. Everybody in your organization knows.
Hubspot Sales
AUGUST 29, 2018
Starting a new business is tough, and it’s important for entrepreneurs to regularly evaluate the financial health of their company, especially during its first few years. One way to do this is by looking at working capital. Working capital and working capital ratio provide a way to evaluate whether or not a business can pay off its short-term debts.
The Center for Sales Strategy
AUGUST 29, 2018
SCENARIO: Your top-performing, seasoned seller just turned in their notice. You are prepared because you were diligent and have a full talent bank with well-qualified candidates. But even with all of this prep, you realize how overwhelming the task of examining the candidates in your talent bank can be. Where do you start? The job title is the same, but the challenge is different each time.
Miller Heiman Group
AUGUST 26, 2018
“Too many cooks in the kitchen” is a well-known idiom, but “zero cooks in the kitchen” is an apt description of Spyce, a new restaurant in Boston. The four founders of Spyce were mechanical engineering students at MIT when they set out to solve a problem: there were too few options for fast, healthy, inexpensive meals. “The goal was never to eliminate jobs,” Spyce co-founder Michael Farid told xconomy.com.
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.
Expert insights. Personalized for you.
145 
Let's personalize your content