Hubspot Sales
NOVEMBER 15, 2017
Closing a Sales Presentation. Go back to your opening anecdote or idea. End with a challenge. Invite your audience on a metaphorical mission. Use repetition for a dramatic close. Offer inspiration. Surface their objections. Tell a story. If you want your prospect to buy at the end of your sales pitch, you need a powerful close. But most sales presentations end with a whimper, rather than a bang.
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RAIN Group
NOVEMBER 14, 2017
Most sales are won and lost based on one key factor: You. You hold the keys to your sales success. Competitors don’t win because their offerings are more impressive. They win because they deliver a superior sales experience. You can too.
Engage Selling
NOVEMBER 16, 2017
Want to know two things that never go together when it comes to salespeople? Low confidence and high sales results.
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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
NOVEMBER 13, 2017
Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. And that means you might be using the common phrase “Please find attached.” Other variations include “Attached please find,” Please kindly find the attached file,” Please find the attached file for your reference,” “Enclosed please find,” and the ultra-wordy, “Please find attached herewith.”.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
NOVEMBER 15, 2017
When we work with Key Account Managers (KAMs) we are often impressed by their knowledge, skillsets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their behaviours, we have put together some ideas that drive their progress. Here are seven habits that the best ones we’ve studied consistently apply to gain great results.
Hubspot Sales
NOVEMBER 17, 2017
Writing a strong cover letter definitely increases the likelihood your sales job application will get a response. First, it tells the hiring manager you’re a good communicator. You don’t need to be J.K. Rowling to excel in a sales role, but you do need to be capable of expressing your ideas clearly, succinctly, and compellingly. Second, it shows you’re invested in the opportunity.
SBI Growth
NOVEMBER 16, 2017
Joining us for today’s show is Randolph Carter, the VP of Marketing in North America for Rentokil. Randolph answers questions out of SBI’s 2018 hbspt.cta.load(23541, 'b3b0ba05-3172-4e97-8fd8-29d6273cafc2', {}); to share his deep knowledge of campaign strategy and planning. To follow along.
The Center for Sales Strategy
NOVEMBER 14, 2017
Do you read online reviews? Of course you do. Most people check out customer feedback before committing to buy a product or service these days. There is an entire industry dedicated to reputation management. The question is: what are you doing to manage your own reputation as a sales professional? Here is one simple method that can help you. I have sat with hundreds of salespeople who tell me stories about what their customers have told them in various conversations.
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.
MTD Sales Training
NOVEMBER 16, 2017
How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results? What happens to great salespeople so that when they become sales managers they fall by the wayside? Much of the success of sales management comes down to daily routines that build great teams and support successful individuals.
Hubspot Sales
NOVEMBER 16, 2017
Tired at work? Take a cold shower or splash water on your face. Skip breakfast if you're not hungry. Delay coffee until after cortisol spikes at 9:30 a.m. Tackle important tasks early. Get outside. Don't eat at your desk. Save creative tasks for the afternoon. Whenever you feel sick, tired, or demotivated enough that you just don’t want to work (but not so sick, tired, or demotivated you can justify a sick day), think of Dean Karnazes.
The Center for Sales Strategy
NOVEMBER 15, 2017
What does your sales content library look like? Back in the old days of selling (the 1990’s), the sales library was a janitor closet with a few shelves to store corporate brochures, product sheets, and other printed sales material. Prior to going into the field for their appointments, the sales team would stock up on materials to hand out to prospects.
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
Engage Selling
NOVEMBER 17, 2017
There has been much debate on my LinkedIn article regarding cold calling. I’ve discussed it in-depth this year especially, as in 2017 and beyond there are simply more effective prospecting methods available today.
Hubspot Sales
NOVEMBER 14, 2017
The delivery of your message often matters just as much as its content -- making confidence crucial to sales success. If you sound calm, collected, and self-assured, your prospects will implicitly trust you more. But if you sound anxious or insecure, they’ll probably doubt what you’re telling them. In other words, your confidence will inspire their faith in you, your advice, and your ability to improve their business.
SBI Growth
NOVEMBER 13, 2017
Best-in-class sales leaders are blurring the lines between professional and personal. As a result, they are outperforming sales bosses on a revenue-per-head basis by double digits. In a most recent Gallup study, engaged employees produce on average 20% more higher.
The Center for Sales Strategy
NOVEMBER 16, 2017
These days, you can find a quick fix for almost anything. There’s the 21-day fad diet, the 3-step skin care plan, and the 24-hour credit repair. We’re impatient by nature, and we want the kind of solution that turns everything around now. While some of these quick fixes may work in the short-run, most are not sustainable and they leave you in worse shape than you were before.
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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.
Nutshell
NOVEMBER 15, 2017
Even when you offer a superior product, better service, or lower price than your competitors, mishandling objections can ruin your best deals at the eleventh hour. Salespeople often rely on persuasion tactics when dealing with objections, negotiating on price, service, and timeframe, and presenting information and facts about why they offer the best solution to the buyer’s problem.
Hubspot Sales
NOVEMBER 13, 2017
How to Overcome Pricing Objections. Wait for the prospect to finish speaking. Pause for 3-5 seconds. Ask a question. Pose a follow-up question. Summarize their objection in 2-3 sentences. Clarify if you missed anything. Diffuse their concern. Click here to jump straight to the responses. Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount.
SBI
NOVEMBER 16, 2017
In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Katie Bullard , Chief Growth Officer of DiscoverOrg. Nancy: Why does the industry need your solution? Katie: You may have heard terms like sales intelligence, marketing intelligence, intent data, predictive data, or similar: They generally refer to the same thing, which we refer to it as marketing and sales intelligence, and it’s revolutionizing the B2B
Planview
NOVEMBER 16, 2017
It’s that time of year. Leaves are changing color. Temperatures are dropping (errr, should be). People are ditching Pumpkin Spice lattes in favor of filling their Starbucks holiday cups with Gingerbread and Peppermint Mocha. Maybe you’ve even taken the festivus pole out of storage. You get the idea, it’s the holidays. With so much going on, we often hear from Spigit clients that engaging employees in innovation challenges gets to be difficult at this time of year, specifically mid-November throu
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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
Jeb Blout
NOVEMBER 17, 2017
Companies make massive investments to build brand awareness and brand loyalty. Yet one bad employee that treats your customer with indifference.
Hubspot Sales
NOVEMBER 16, 2017
I get so many a **e emails. You know the kind -- they start with, “ I was hoping to get you on the phone, ” or “ We’ve never met, but I’d like to tell you about what X company can do for you, ” or “ I wanted to touch base before the weekend. ” These emails have one thing in common: They’re centered around the rep’s needs, not their prospect’s. Salespeople live and die by their inbox.
SBI
NOVEMBER 14, 2017
Oh, year-end analysis. How I love thee and hate thee. Let me count the ways…. This is the time of year when executives become hyper-sensitive to numbers and are asking a flurry of questions. What revenue will we close the year with? What was our ROI on that new tech investment? What did we do this past year that was most effective at moving the needle?
Planview
NOVEMBER 15, 2017
Do you remember your first real job? The job where you had to show up on time? The job where, when you got your first paycheck, you were shocked—shocked—at the inexplicable chasm between gross and net pay? My first real job was at Long John Silvers. Long John Silvers served seafood as fast food. Any creature that began its life below the waves was, in the world of Long John Silvers, fair game for the deep fryer.
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.
Gary Smith Partners
NOVEMBER 16, 2017
The post 11 Things I Learned About CRM From My 39 Years at Novum | Interview appeared first on The Gary Smith Partnership.
Hubspot Sales
NOVEMBER 13, 2017
Voicemail: Where deals go to die. Or is it? It’s true, those “ Just following up ” or “ Haven’t heard from you in a while ” messages won’t do much to move your deals forward. But a thoughtful, targeted voicemail can be just what you need to reinvigorate conversations and get deals moving again. Here are seven voicemails that go beyond “touching base” to inspire meaningful action.
Service Excellence Partners
NOVEMBER 14, 2017
Scientists have discovered a distinct neural signature in the minds of loyal customers. Scans show particular a brain region activates when buyers choose their preferred vendors. Given the importance of customer loyalty and the recurring revenue that comes with it, how can companies nudge their customers to always choose them over the competition? Science says it’s simple: by winning their hearts along the way.
The Center for Sales Strategy
NOVEMBER 17, 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. 17 Ways to Trim Down and Power Up Every Email You Send — Inc. Today's reliance on email means there are a lot of messages coming and going. So your emails have to be agile and fast-moving.
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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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