Hubspot Sales
JUNE 29, 2018
What Is a Sales Cycle? “Sales Cycle” refers to the specific actions salespeople follow to close a new customer. Sales cycles are often confused with sales methodologies. A sales methodology, such as the “ inbound methodology ,” refers to the framework for implementing the sales cycle. The sales cycle is more tactical, and often includes stages such as “prospect,” “connect,” “research,” “present,” and “close.”.
Engage Selling
JUNE 28, 2018
Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster. Here’s some important advice. Only sell to those who are ideal prospects.
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The Center for Sales Strategy
JUNE 28, 2018
When it comes to lead generation, when does the marketing department’s role end and the sales department’s role begin? Very specifically, when should a lead be passed from marketing to sales? This is a tricky question, and as with most marketing and sales best practices, it’s not always black and white. Every organization is different, and it’s important that your organization has it's own marketing and sales agreement plan that outlines in detail how you will qualify, distribute, track, and ult
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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
JUNE 27, 2018
Starting a real estate business ain't for the faint of heart. What other industry requires you to cold call dozens of leads every day -- only to close approximately five deals in your first year (if you're lucky)? By most estimates, 87% of real estate agents fail within the first five years. But for those who have what it takes, starting your own real estate business can absolutely give you the seven-figure job of your dreams.
Drift
JUNE 28, 2018
Here’s an eye-opening stat: Only 22% of B2B businesses are satisfied with their website conversion rates. Why? Because the path that most people follow on a company’s website tends to look something like this. Customer gets to your website, scrolls through your homepage, checks out your products, looks at your pricing page, and then before they even consider adding booking a demo, they leave.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
JUNE 27, 2018
No one likes going to the doctor. No one!
Hubspot Sales
JUNE 29, 2018
One-on-One Meeting Questions. "Tell me about last week.". "What do you think the problem is?". "What about this week? What are your plans and priorities?". "What's one thing that worked and one thing that didn't, last week?". "Do you have any feedback for me?". A few years ago, I wrote the book 1-on-1 Management: What Every Great Manager Knows That You Don’t.
RAIN Group
JUNE 27, 2018
Sell the product benefits. Book the demo. Get them a free trial. Present the pitch deck. We hear these ideas from sales pundits all the time. We want buyers to experience our product or service and see everything it has to offer. We develop long presentations and demos showing them the ins and outs and the numerous fancy, flashy things our offering can do for them.
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
JUNE 26, 2018
I vividly remember early in my sales career meeting with a business owner of an up-and-coming beverage company. We met several times, and I was getting excited about the opportunities that seemed to be unfolding. We had built great rapport, he had shared his challenges with me, and I developed a solution that I thought was perfect. He loved my idea!
Hubspot Sales
JUNE 28, 2018
Qualities of Successful People. Have a "Can-Do" Attitude. "Believe You Will Figure it Out. Focus on Opportunity. Love Challenges. Seek to Solve Problems. Persist Until Successful. Take Risks. Be Unreasonable. Be Dangerous. Readily Take Action. Always Say "Yes". Commit Habitually. Go All the Way. Focus on "Now". Demonstrate Courage. Embrace Change. Determine and Take the Right Approach.
Miller Heiman Group
JUNE 25, 2018
How to balance the expectations of buyers with the demands of sales leaders. Sales research confirms what salespeople already know: It’s tough out there. Quota attainment rates have been declining for the past five years, and no one knows what the next five years will bring. Customers today enjoy unprecedented power in the buyer/seller relationship, and their heightened expectations are putting pressure on B2B solution providers.
SBI Growth
JUNE 26, 2018
Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype, has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. Jennifer took over the sales leadership role at Monotype last year and we join.
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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
The Center for Sales Strategy
JUNE 29, 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.
Hubspot Sales
JUNE 27, 2018
When was the last time you responded to a cold email? You probably can't remember -- for good reason. Most people simple delete outreach emails from reps they haven't met or mark them as spam. Even if some prospects do read the email, few bother to respond. However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal. I used seven principles to take a prospecting email from bad to great, and raised my response rate from 1% to 14% in the process.
Openview
JUNE 27, 2018
Bad sales hires are painfully expensive. But if there’s one hire you really don’t want to screw up, it’s your VP. Take this founder as an example – they made a mis-hire at the VP level and churned him in less than 14 months. And it’s cost their business four quarters of performance , employee morale, and almost their entire BDR team too. Sadly, this is a very common story for me to hear these days – including the effects it has on businesses.
SBI Growth
JUNE 26, 2018
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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
JUNE 25, 2018
This post was originally published on SalesHacker.com. The weekly sales meeting — you know the one. The whole crew gets together for what amounts to an hour-long discussion around menial housekeeping items or which sales rep got a little closer to nailing a sale. Certainly it’s important information in its own right. But, it’s not worthy of eating up an hour that could be better used securing leads.
Hubspot Sales
JUNE 26, 2018
What Is a Sales Pitch? The sales presentation is where a huge part of this work gets done. Though you’ll be speaking with your prospects about different concerns and questions on the phone, a sales presentation may be the best chance you have to put all your cards on the table and demonstrate exactly why your service is perfect for the prospect. Calling a sales presentation a “pitch” is a little misleading.
Jeffrey Gitomer
JUNE 26, 2018
There are no new objections. You've heard them all before. What ever business you're in, there are between five and twenty reasons why the customer won't buy now.
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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
PandaDoc
JUNE 26, 2018
Starting a new business is always a risk. The competition is fierce, the market is saturated, and sales reps of opposing companies are fighting for each prospect like hungry dogs. But why do we even try when the bars are so high, and the odds are so low? We all remember the tale of David and Goliath. David, a young sheep shepherd, overpowered a giant warrior Goliath in an unfair battle.
Hubspot Sales
JUNE 25, 2018
For years, there’s been a debate raging in the sales community: When reaching out to a prospect for the first time, should you call or email? After all, first interactions with prospects are key -- you’re aiming to establish trust, provide value , gather key information, and perhaps even secure a follow-up meeting. If you don’t use the right medium, they’ll be less receptive to your message (and that’s assuming they engage at all).
S4 Consulting
JUNE 27, 2018
What goes on in your head when you decide to share information. This is the fourth in our S4 Insights series: Proving the Soft Stuff with Hard Science. Power is not defined by the amount of information you store, but by the amount you are willing to supply to lift up those around you. Expertise can be power in our hypercompetitive business world and it’s hard to escape the whoever-knows-the-most-wins mentality.
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.
Tenfold
JUNE 28, 2018
Mobile devices are invaluable to our personal and work lives. Today, it’s instinctive for us to reach for our smartphones to get things done. Smartphones are no longer seen as a distraction in the workplace–for many daily functions, they provide the preferred way to work. For client-facing teams in sales and service, we know that each conversation is vital.
Hubspot Sales
JUNE 24, 2018
When we’re emailing busy executives, or highly-successful people, how can we get a response from them? Better yet, how can we get a " Yes " from them? From my experience, there are two factors: Using follow-up email templates that are proven to get a response. Using “no as an opportunity to build long-term relationships. When most people hear “no, they think, “Alright, well that sucks … and then they move on and never follow-up again.
SBI
JUNE 26, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Jill Carpenter , VP of Marketing for Cirrus Insight. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Jill: Cirrus Insight offers a platform of sales enablement productivity solutions, including Salesforce integration, Meeting Scheduling, Attachment Tracking, Drip Campa
Drift
JUNE 28, 2018
Here’s an eye-opening stat: Only 22% of B2B businesses are satisfied with their website conversion rates. Why? Because the path that most people follow on a company’s website tends to look something like this. Customer gets to your website, scrolls through your homepage, checks out your products, looks at your pricing page, and then before they even consider adding booking a demo, they leave.
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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