Hubspot Sales

OCTOBER 24, 2017

The first time I went to dinner with a business partner, I was terrified. What if I accidentally brought up a sensitive subject or committed a faux pas? What if it was hard to eat my meal gracefully? What if I made too much eye contact -- or equally bad, too little? Fortunately, the dinner went well. Now that I attended several professional dinners per year, I stay up-to-date with the types of business etiquette and professional norms.

Construction 145

Construction Communication Meetings Management 145

SBI Growth

OCTOBER 25, 2017

Joining us for today’s show is Matt Slonaker, the Executive Vice President Business Development and Marketing for Chronos Solutions. Matt is an executive leader with extensive experience in turnarounds and knows how to generate revenue growth with the unique blend.

Marketing 103

Marketing B2B Sales 103

MTD Sales Training

OCTOBER 23, 2017

I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working with updated, modern and sophisticated consumers. I am going to make this short and sweet, because asking for referrals from your clients should be a natural and comfortable act and not some slick technique.

Sales Training 95

Sales Training Profitability Meetings Sales 95

The Center for Sales Strategy

OCTOBER 24, 2017

“I had a really good meeting! But. I can’t get the prospect to call me back!” or “I had such a great meeting, but I never got an answer to the proposal.” I hear statements like these frequently when working with salespeople. They return from a meeting telling their manager how great it was, but then nothing happens. Wishful thinking sets in. Calls get made to the prospect on a weekly basis, managers ask about it in their weekly meetings, and salespeople start saying, “I don’t know what could hav

Meetings 83

Meetings Management Sales 83

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.

Sales Management

Hubspot Sales

OCTOBER 23, 2017

One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways. But it’s not always immediately obvious which path to take.

Sales 145

Sales Decision-making Stakeholders Value Proposition 145

SBI Growth

OCTOBER 25, 2017

Sales 75

Sales 75

RAIN Group

OCTOBER 25, 2017

It's common advice to minimize emotions in a negotiation. For example, the reading line of the article "Emotion: The 'Enemy' of Negotiation" is "To succeed in negotiation, says one Wharton expert, one must take emotion out of the equation.". We disagree. Emotions are primary drivers of decision making in buying, and primary drivers in negotiation outcomes.

Negotiation 65

Negotiation Decision-making Sales Management 65

Hubspot Sales

OCTOBER 25, 2017

Every salesperson has a go-to spiel for when someone asks who you are and what you do. You might call it a talk track, elevator pitch, or script -- but you’ve got one. Many salespeople launch into a 30-second diatribe on what their company does, why it’s important, and why they’d love to tell you more. Don’t be that rep. Inevitably, they’ll start rambling.

Software 145

Software Software Sales Training CRM 145

SBI Growth

OCTOBER 27, 2017

Marketing 75

Marketing B2B 75

MTD Sales Training

OCTOBER 26, 2017

Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. Excellence in the role often comes from natural characteristics, but is also forged through building skills that are shown on a daily basis. These then become habits, and it’s this habitual alignment of skills, attitudes and motives that increases the successful results of any KAM.

Key Account Management 70

Key Account Management Account Management Management Communication 70

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

OCTOBER 25, 2017

Abraham Lincoln once said, “If I had eight hours to chop down a tree, I’d spend six hours sharpening my axe.” Honest Abe and I see eye-to-eye on this, but as I’ve often said, simply knowing what to do is never enough. It’s the matter of actually doing it that makes all the difference. After speaking with a sales manager last week, I wondered, “How would Honest Abe’s philosophy apply to sales management today?

Sales Management 63

Sales Management Management Sales 63

Hubspot Sales

OCTOBER 26, 2017

Have you updated your professional goals lately? If you’re anything like most salespeople, you aim to crush your number and become more efficient. But how will you do that?Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills.

Artificial Intelligence 112

Artificial Intelligence Sales Leadership Leadership Sales 112

SBI Growth

OCTOBER 24, 2017

Sales 72

Sales 72

SBI

OCTOBER 25, 2017

The Sales analytics category has exploded in recent years, both in number and diversity. A recent industry round-up listed 50+ providers, and the list continues to grow. Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!). But not all data is created equal.

Sales Analytics 55

Sales Analytics Sales CRM Sales Management 55

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

OCTOBER 27, 2017

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. Google Is Leaving You Clues to Help You Rank Higher: Know Where to Look — Unbounce. With the help of AI, machine learning and years of data, search engines are getting better at predicting what people want.

Marketing 62

Marketing Sales 62

Hubspot Sales

OCTOBER 26, 2017

Trying to provide salespeople with the tools, data, expertise, and support they require to navigate complex deals has made selling more difficult, not less. Our research at CEB, now Gartner, shows sellers working in “high burden” organizations have a 12% lower conversion rate than those who don’t. Fair or not, from a rep’s perspective the main burden isn’t customer difficulty or product complexity.

Sales 111

Sales Suppliers Customer Experience Negotiation 111

SBI Growth

OCTOBER 26, 2017

Marketing 69

Marketing Sales 69

SBI

OCTOBER 23, 2017

Dreamforce 2017 is just around the corner. Nov.6-9 in gorgeous San Francisco. I’ve got my ticket [the event SOLD OUT weeks ago] and soon will be packing my bags with flat-heeled shoes and comfy clothes. There are over 3,000 sessions scheduled—936 if you filter by role for sales operations or sales professional, and 179 if you filter by Marketing /ABM as a role.

Sales 56

Sales Prioritization Software Software 56

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.

Meetings

Engage Selling

OCTOBER 21, 2017

No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back.

Sales 54

Sales Account Management Negotiation Sales Training 54

Hubspot Sales

OCTOBER 25, 2017

Salespeople who don’t work for the low-cost provider in their arena often struggle with losing deals based on price. Prospects are only human, and no one likes to pay more when they could pay less. While there are certainly steps you can take to win against a low-cost provider, you’ll never come out on top with a poor product. If your product is only marginally better than your competitor’s but costs significantly more, you’re going to lose deals.

Negotiation 111

Negotiation Decision-making Stakeholders Sales 111

SBI Growth

OCTOBER 23, 2017

Sales 66

Sales 66

Louise Collins Associates

OCTOBER 26, 2017

I remember being interrogated on a regular basis by my mother when seeking permission to go out. You know, where are you going, what time will you be back, who will be there etc.? I suspect you are familiar with the line of questioning! Of course, as an adult, I now realise these questions were asked because my mother cared, she wanted to protect me, to ensure I wasn’t in any danger.

Decision-making 52

Decision-making Stakeholders Procurement Account Management 52

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

Sales

Service Excellence Partners

OCTOBER 25, 2017

Besides lamenting life’s romantic complexities, The Clash sums up a customer’s decision whether to renew their software subscription remarkably well. And just like in the song, science shows relationship history matters when making the choice. It’s all in the β Humans occasionally face what’s called the exploration-exploitation tradeoff— we must choose between actions with well-known outcomes or actions with unsure, but potentially better outcomes.

Decision-making 52

Decision-making Software Software Customer Experience 52

Hubspot Sales

OCTOBER 24, 2017

Sales prospecting tips. Be confident. Warm up leads on social media first. Do prospecting in chunks. Vary the times you call. Build rapport with commonalities. Explain why you're reaching out. Have your calls automatically logged to your CRM. Calling prospects takes a good degree of courage, talent -- and yes, some luck. You might never be able to control whether the person who picks up is having a good day … assuming they pick up at all.

eCommerce 112

eCommerce Sales Media CRM 112

SBI Growth

OCTOBER 26, 2017

Joining us as our guest expert is Jason Close, a key member of the team working behind the scenes of the successful Global Payments growth story. Global Payments literally doubled their revenue growth in a short period of time. Jason is here to.

Organization 63

Organization B2B Sales 63

Engage Selling

OCTOBER 27, 2017

Nothing kills a proposal faster than when you add so much value and so many extra benefits that the client says, ” Hey, I don’t need this much. This will be too expensive. This company doesn’t understand my needs.

Sales 49

Sales Communication 49

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

Planview

OCTOBER 24, 2017

IBM , Pepperdine University , Pfizer , MetLife and more join us to share their experiences and key learnings around innovation. Today we’re thrilled to announce the launch of Spigit’s Fall Innovation Forum series! Following the huge success of Spigit events earlier in the year, this is the next evolution of Innovation Forums, hosted with strategic partner, IBM, and Spigit customers.

Innovation 49

Innovation Business Growth Media Management 49

Hubspot Sales

OCTOBER 23, 2017

Benjamin Franklin once said, "Experience keeps a dear school, but fools will learn in no other.". In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful. To dramatically cut down on your learning curve, pick up some sales books. A read penned by a selling expert will offer you all the benefits of personal experience without negatively affecting your quota or efficacy.

e-Learning 112

e-Learning Sales Decision-making Stakeholders 112

The Center for Sales Strategy

OCTOBER 26, 2017

Considering that Millennials make up the largest percentage of the workforce, it's likely you will be hiring one, if not now, in the near future. Understanding what makes a Millennial happy in the workplace gives you clues about the best way to recruit one.

Sales 49

Sales 49

Engage Selling

OCTOBER 26, 2017

It’s fall, which always means a lot of travel for me, and this year is no exception.

Sales 49

Sales Client Relationships Communication Management 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