Hubspot Sales

JANUARY 19, 2018

I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. The deal plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product. Why You Should Create a Deal Plan. Setting up a formal deal plan makes sure you and your prospect -- and anyone else associated with the purchase decision -- are on the same page.

Decision-making 145

Decision-making Stakeholders Software Software 145

SBI Growth

JANUARY 18, 2018

Top CEOs understand that their role is to provide their company with an executable strategy. Strategy is the allocation of time, money, and people. The best CEOs are masters of where to place bets, invest their time, and divest from.

Sales 124

Sales Profitability 124

Openview

JANUARY 18, 2018

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? What if every rep was prospecting as well as the rep generating the most leads? Your team’s success starts with you. Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best.

B2B 104

B2B Negotiation Sales Sales Training 104

Engage Selling

JANUARY 19, 2018

?I don’t know how many of you visit my LinkedIn profile page, but I encourage you to go there because there’s a really active conversation going on around a number of my posts.

Sales 78

Sales Media Communication 78

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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.

Sales Management

Hubspot Sales

JANUARY 15, 2018

Many salespeople believe they won’t sound good if they read from a sales script. While I agree you should never read from a script when selling , a sales script can greatly improve your results by preparing you with the best questions and lines to say and ask. First, let’s walk through the sales script creation process. You can follow this framework to craft your pitching strategy -- then simply plug in your unique value props into the template.

Sales 145

Sales Meetings Management 145

SBI Growth

JANUARY 19, 2018

You are launching a new product this quarter. As CEO, you ask yourself a question. “How are we going to make the year 1 goal with this new product?”. Here’s an answer based on experience. Don’t over-compensate the Sales team.

Sales 118

Sales Innovation Customer Success Management 118

MTD Sales Training

JANUARY 18, 2018

One of the key motivational drivers for many salespeople is the desire for advancement and growth. This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position.

Sales Management 77

Sales Management Management Sales Decision-making 77

Hubspot Sales

JANUARY 18, 2018

Sales forecasting is a necessary -- but sometimes painful -- part of preparing for the upcoming fiscal year and managing sales goals along the way. Since leaders can’t use a crystal ball to predict the future, they are left analyzing quantitative, and sometimes qualitative, data to anticipate future sales. This sales forecasting process becomes problematic when sales teams and executives confuse “optimistic goals” and “accurate forecasting.”.

Sales 145

Sales eCommerce Advertising Decision-making 145

SBI Growth

JANUARY 15, 2018

Strategy and culture are inextricably intertwined. The saying goes, “Culture eats strategy for breakfast.” Strategy is logical, tangible, formal. Culture is more amorphous, evidenced through values, purpose, and shared goals. Leaders rise through the ranks developing their strategic capabilities along.

Management 115

Management Communication 115

Nutshell

JANUARY 19, 2018

Anthony Iannarino is an international speaker, B2B sales leader, and the bestselling author of The Only Sales Guide You’ll Ever Need and The Lost Art of Closing. Visit thesalesblog.com to read more of his daily sales tips and insights. *. It’s a sales manager’s job to ensure that the right resources are applied to the right set of tasks and objectives.

Sales Management 74

Sales Management Management Sales Profitability 74

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

JANUARY 18, 2018

Personal recommendations are a powerful thing. Good or bad, they have the power to persuade us in one direction or another. Think about it—when most of us have little to no knowledge about a particular company or product, we typically ask those whose opinions we trust: family, friends or coworkers. As we all become more and more connected, most of us have also begun to rely on digital reviews.

Digitalization 67

Digitalization Management 67

Hubspot Sales

JANUARY 16, 2018

What is agile sales? Agile sales takes project management strategies from the IT world -- such as sprints, daily stand-ups, and constant iteration -- and applies them to selling. This methodology helps sales teams be more flexible, data-driven, and effective. Why should you care about agile? There are three changes in the sales world that should make you sit up and pay attention.

Sales 145

Sales CRM Sales Management Leadership 145

SBI Growth

JANUARY 17, 2018

Joining us for today’s show is Walt Megura, Vice President of Emerging Industry Segments and Channels for Ericcson. Walt is here to share his experience in creating new beachheads in verticals that provide future long-term growth to Ericsson. Matt and.

Marketing 79

Marketing Sales 79

MTD Sales Training

JANUARY 17, 2018

Many buyers have told us in the past that the one thing they hate when with salespeople is being sold to. That seems odd, when you think the reason they are there is to sell their products! But what they mean is that they dislike feeling under pressure, the salesperson using sales tricks and tactics, and the false promises that are only used to grab short-term deals.

Banking 67

Banking Sales Training Decision-making Meetings 67

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

JANUARY 15, 2018

I bet when you read "Killing your KPI's", your first thought was this was going to be a blog about sales high performers , right? Not really! I'm literally telling you that you should KILL your KPI's. As in buried and dead. As in no longer around. Ok, that might be a little over the top, but I fear that if I don't push the envelope, you won't get my point about why you shouldn't be basing your sales success on just Key Performance Indicators.

Sales 65

Sales Sales Management Management 65

Hubspot Sales

JANUARY 17, 2018

Most salespeople want to be winners, but a select few are willing to put in the effort to get there. Those who do usually don’t possess a special skill or different approach, they simply show up and do the work -- even when it’s hard. You might call it desire, responsibility, or success. I just call it Grit. When I joined HubSpot in its early days I was one of the few employees who hadn’t graduated from MIT.

Meetings 111

Meetings Prioritization Management Sales 111

Engage Selling

JANUARY 18, 2018

Referrals don’t work. That’s what a client of mine recently told me.

Client Relationships 56

Client Relationships Communication Management Sales 56

SBI

JANUARY 16, 2018

With this week’s announcement of a professional league for Esports , it’s time to recognize what great salespeople have known all along. Sales is a sport. Think about it. We love to watch others optimize a process to achieve a goal, whether physical or mental. Just like a sports team, great sales teams are built with an obsessive focus on stats and success metrics.

Sales 55

Sales Meetings Communication Marketing 55

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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.

Meetings

5600 Blue

JANUARY 18, 2018

So often in selling we hear about “relationship” as the reason we win deals. I am curious about your opinion here. Would you buy an inferior solution from someone you like better than someone else? Conversely, if you find a great solution at a fair price, but don't really like the salesperson, would you buy that solution? As a "victim" of multiple back surgeries, I have had the opportunity to experience bedside manner on at least two occasions.

Meetings 52

Meetings Communication Sales 52

Hubspot Sales

JANUARY 18, 2018

Canned Responses Gmail. Canned responses is a Gmail feature allowing users to create and save multiple email templates in their inbox. You must enable this feature in your Gmail Settings, and create templates, or "canned responses," before using this feature. Repeatedly copying and pasting the same email response is a nightmare. If you don't have dedicated sales automation software you can still save time by using Gmail templates (also known as “canned responses”).

Software 111

Software Software Sales 111

Engage Selling

JANUARY 19, 2018

There is an influencer in your sales process that often remains hidden. But, you need to know about it if you’re going to have success in 2018 and beyond. Want to know exactly what it is?

Sales 54

Sales 54

Pinnacle View

JANUARY 13, 2018

Nathan Coleman is the epitome of a strategist. His experience in the professional industry shaped him into a well-versed entrepreneur. The drive to become his own boss was always at the back of his mind, even as he jumped from one endeavor to the next. Ultimately, Nathan’s experiences led him to founding The Elephant Pants, an e-commence fashion brand.

e-Learning 52

e-Learning Manufacturing Media Suppliers 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

The Center for Sales Strategy

JANUARY 19, 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. 1. How to Use the ‘Rule of Three’ to Create Engaging Content — Copyblogger. What’s so magical about the number three? It’s no accident that the number three is pervasive throughout some of our greatest stories, fairy tales, and myths.

Marketing 49

Marketing Sales 49

Hubspot Sales

JANUARY 15, 2018

How to Request a Recommendation on LinkedIn. Go to the LinkedIn profile of the person you're requesting a recommendation from. Click the "More." button below their profile picture, and select "Request a Recommendation" from the drop-down menu. Select your relationship to the recommender and your position at the time you worked together. Write a brief note about what you would like the recommender to say, and click the "Send" button.

Decision-making 111

Decision-making Communication Management Organization 111

Engage Selling

JANUARY 13, 2018

There are three methods that you can choose from to emulate stand-out sellers—even in crowded markets where products or services are hard to distinguish from each other.

Marketing 48

Marketing Account Management Negotiation Sales Training 48

SBI

JANUARY 18, 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 Matt Benati , Founder & CEO of LeadGnome. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Matt: LeadGnome’s reply email mining service gives Sales a competitive advantage by identifying actionable intelligence that presents an opportunity to connect with the

Sales 45

Sales B2B Decision-making CRM 45

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

Sales Gravy

JANUARY 19, 2018

Leaders and those who display effective leadership skills can use this simple model to help their direct reports and others move from where they are now to where they want to be.

Leadership 40

Leadership 40

Hubspot Sales

JANUARY 17, 2018

With the demand for sales development talent skyrocketing, we wanted to investigate how sales managers are successfully hiring the right people for the SDR position. With such a disparity between supply and demand, sometimes the inclination is to take just anyone. But that mentality won’t help your sales org hit its targets -- and firing reps is an expensive (and painful) process.

Sales 107

Sales Decision-making Sales Management Management 107

Corporate Visions

JANUARY 16, 2018

Training connoisseurs are pretty consistent when listing the pros and cons of virtual classroom training and onsite learning options. Here’s a simplified version of what you might hear: Virtual classroom pros: It’s cheaper, highly scalable, and less disruptive to schedules. Virtual classroom cons: It’s less engaging, thus multi-tasking can impinge on learning.

Internet 40

Internet Sales Training Innovation Digitalization 40

Planview

JANUARY 15, 2018

Defining goals is critical to running successful ideation challenges. This may seem like an obvious statement, but it’s not uncommon to skip or rush through this crucial step when creating challenges. I’ve been working with several ideation program managers recently to launch their first crowdsourcing challenge and noticed that many try to bypass the step of defining goals.

Innovation 40

Innovation Decision-making Stakeholders Prioritization 40

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