Hubspot Sales
JANUARY 11, 2021
B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. In this piece, we'll review what B2B sales tools are, why your team should be using them, and 16 of the best options available today.
RAIN Group
JANUARY 13, 2021
As a seller, you’re trying to build relationships with potential buyers. People buy from people they know, like, and trust. The more you get to know your buyers, and let them get to know you, the easier it is to sell to them. But first, you have to break through the noise, capture their attention, and create conversations with them. This is easier said than done.
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Sandler Training
JANUARY 15, 2021
Mike Montague interviews Akshay Nanavati, best-selling author of Fearvana, on How to Succeed at Finding Bliss. The post How to Succeed at Finding Bliss [PODCAST] appeared first on Sandler Training.
NG Data
JANUARY 12, 2021
2020 has accelerated digital adoption across all populations – we are all more reliant on our apps, phones, and browsers in everything from buying our groceries to purchasing cars, or even accepting new mortgages. Across the board, companies have accepted that their data must be more accessible and connected in order to differentiate their services and make authentic connections with their.
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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 12, 2021
Legendary college basketball coach Bobby Knight once said, “To be as good as it can be, a team has to buy into what you — as the coach — are doing. They have to feel you’re a part of them and they’re a part of you.”. It's a powerful sentiment that provides some sage advice for coaches working across virtually all sports, fields, and occupations. But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own.
Zendesk
JANUARY 12, 2021
Whether you’re running a small business or a global corporation, providing good customer service can mean the difference between success and failure. And customer expectations are only continuing to rise. The good news is that support leaders seeking to meet those demands can take advantage of a wealth of customer service tips from the experts. The best of those customer service tips stem not from guesswork but from carefully-crafted studies that define good support.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Aepiphanni
JANUARY 12, 2021
2020 has ended and more people are glad it’s finally over. We all know that the flip of the calendar page from December to January is not going to change anything immediately. For most people, it is a psychological release of whatever challenges happened the previous year and an opportunity to step into the chance of a much better year. In the business world, January either triggers the start of a.
Hubspot Sales
JANUARY 14, 2021
As The Office ’s Michael Scott famously noted, it was Wayne Gretzky who said, "You miss 100% of the shots you don't take." In other words, you can't succeed unless you try. That winning mindset allowed Gretzky to become a Hall of Famer, and the leading scorer in NHL history, with more goals and assists than any other player. Winners like Gretzky set goals and believe they will achieve them.
The Center for Sales Strategy
JANUARY 13, 2021
The pandemic affected more than just the health and daily lives of people across the world. It affected behaviors and perceptions—including how media is used. With media plans reconfigured and millions of dollars’ worth of ad budgets shifted - to say the rug was swept out from under the advertising industry is an understatement. In case you missed Episode 8 of the Improving Sales Performance series , here’s a breakdown of the conversation that host, Matt Sunshine and guest, Gary Pizzati had on h
Engage Selling
JANUARY 15, 2021
Is your sales team in touch with your organization? That is, do members of your sales team stay updated on new developments in the rest of your organization? Are they aligned with what the marketing teams are telling prospects? Do … Read More » The post Your Sales Team: In Touch With Your Organization? first appeared on The Sales Leader.
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.
Showpad
JANUARY 15, 2021
As Forbes notes, there’s no “if” or “when” to B2B sales transformation anymore. After the events of Q1 2020 — and the year overall — sales transformation is no longer an option. The phrase “sales transformation” has been discussed before. The difference now is that recent, truly transformative events have pushed sales operations forward toward innovation and a fundamental rethinking of how best to communicate, collaborate, serve clients and drive revenue.
Hubspot Sales
JANUARY 11, 2021
If you're looking for another article about why your sales team should only hire ESFJs, you've come to the wrong place. While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive. And understanding your team's personalities (as well as those of potential hires) can help you motivate, develop, train, and collaborate with individual contributors more effectively.
The Center for Sales Strategy
JANUARY 12, 2021
"I see the value in spending time with my sellers in the field coaching them, but I just don't have the time.". We’ve heard this a lot from sales managers over the years, pre-COVID and during COVID. Finding time to watch sellers in the field is a challenge to time-starved managers. The average time to coach a seller on a typical 30-minute, face-to-face appointment is actually around two hours when you factor in things like travel time to and from an appointment.
Engage Selling
JANUARY 15, 2021
As sales managers, you can’t solve your team and company’s problems if you’re not talking to customers directly. Especially during these uncertain times, I know many of you have become comfortable with just sitting behind your desk. However, you need … Read More » The post Sales Managers: Get Out from Behind Your Desk | Sales Strategies first appeared on The Sales Leader.
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
CoSell
JANUARY 14, 2021
As business leaders, we’re always on the lookout for success insights. We’re hungry to know how to build success, maintain success, and promote success while working virtually. There’s no question that our world has and is facing unprecedented challenges and uncertainties. Yet, it is up to us to lead—and to do this, it helps to learn what other sales and marketing leaders are discovering for virtual success.
Hubspot Sales
JANUARY 13, 2021
For any growing company, the speed at which you hire means continuously tweaking your sales training playbook to find a balance between group sessions and one-on-one coaching. You need a sales training process that will equip each salesperson with a certain baseline of knowledge, and empower them to implement what they’ve learned. One of the ways to ensure that salespeople can retain their knowledge and successfully move on from the training period is by teaching them to take ownership of their
The Center for Sales Strategy
JANUARY 15, 2021
- MOTIVATION -. "The secret to getting ahead is getting started.". -Mark Twain. - AROUND THE WEB -. > How Sales Pros are Adapting to Remote Work – Sales Hacker. Nearly a year in and we’re still not ready to call it a new normal just yet. With the shift to work from home, remote selling has become a cornerstone of successful sales strategies in 2020.
Revenue Storm
JANUARY 12, 2021
When reaching out to friends and colleagues in the new year, there is a familiar feeling permeating amongst all of them – “…thank goodness 2020 is over and let’s hope 2021 is better!”. We all know hope is not a strategy. How many times has your boss said that? So, I thought we could look at 2020 and consider four practical sales habits we, as sales professionals, could implement in 2021 to take ownership of and accelerate our path to success. 1.
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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.
CMOE
JANUARY 14, 2021
“The best executive is the one who has sense enough to pick good men to do what he wants done, and self-restraint enough to keep from meddling with them while they do it.”. – Theodore Roosevelt. All great managers must learn to delegate in the workplace. There’s a reason that a decisive leader like President Theodore Roosevelt talked about its importance.
Hubspot Sales
JANUARY 13, 2021
Think of an experience you had when you were trying to make a purchase, and the salesperson helping you lacked confidence. Perhaps they weren’t sure of the product’s features. Or maybe they didn’t do a good job explaining how their product can help you solve your problem, because they didn’t understand what you were looking for. Confidence is a key differentiator between reps who meet or exceed their goals, and those who struggle to gain momentum.
The Center for Sales Strategy
JANUARY 14, 2021
There's certainly a lot of banter these days about how many contacts a salesperson must make in order to secure an appointment. We all know it takes more than 2 or 3 calls, but how many does it really take, and why?
Strategic Planning and Management Insights
JANUARY 14, 2021
What are you paying attention to during this pandemic? What you’re focusing on can make a big difference to your business, your career, and your health.
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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
CMOE
JANUARY 14, 2021
The ability to work under pressure means you can still perform your job duties well, even in the presence of stress. These stressors may be caused by unforeseen circumstances and uncontrollable variables or by factors that can be predicted. To work effectively under pressure, you must not let these stressors distract you; it’s essential that you remain level-headed.
Hubspot Sales
JANUARY 13, 2021
I will always be a believer in sales mentorship programs. Early in my career, the hands-on training I received from my mentors taught me more than any other experience. I can remember deals at every company I've worked for that I simply wouldn't have closed without help. Applying these learnings to subsequent deals enabled me to win them on my own -- and in a much smaller time frame.
The Center for Sales Strategy
JANUARY 11, 2021
Kainexus
JANUARY 14, 2021
Visual management tools surround us. Although they are so ubiquitous, we might not even think about them. When your car is about to run out of gas, a light will alert you to the problem. Your fitness app may even show you how close you are to your daily goal. Your brain can quickly process these visual clues and use the information to make decisions.
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 Readiness Group
JANUARY 14, 2021
As a sales manager, you have a limited amount bandwidth to go on joint sales calls with your sales reps. While going on joint calls with reps is important, if you have to be on every single meeting, you wouldn’t have time left over to be a manager.
Strikedeck
JANUARY 14, 2021
Mel Bilge shares her approach to growing success inside of a startup, and moving from the individual contributor role into a leadership position. The post Moving into CS Leadership Through Growth first appeared on Strikedeck | Customer Success Platform.
Strategic Communications
JANUARY 12, 2021
Marketing has always been a fast-paced industry, with the pace quickened constantly by readily available and rapidly developing technology. But the COVID-19 pandemic and its worldwide impact was, arguably, the most disruptive force that marketers have seen in a long time. As we move beyond the pandemic, we can expect to see a continuation of some of the trends that were taking shape before COVID-19 and many more that have been fueled by COVID-19.
PartnerTap
JANUARY 11, 2021
Up until recently, account mapping was a necessary risk, but now you securely share your customer account data with a Partner Ecosystem Platform. Partners will never give each other direct access to their CRM accounts. Your customer lists and open opportunities are the lifeblood of your company and must be appropriately secured. Enterprises can never actually drive revenue with partners without some level of joint-account mapping.
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.
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