Hubspot Sales
JULY 2, 2019
So you've decided to get a CRM software. Congrats! Determining when it's the right time to get a CRM can be a momentous decision in itself. You've cleared one major milestone, but then you're faced with a second, even bigger hurdle -- choosing which system in particular to adopt. How can a first-time buyer sort through the bells and whistles to parse out what features are truly necessary?
The Center for Sales Strategy
JULY 2, 2019
Companies with highly-engaged employees grow revenue 2.5x as much as those who don't, and engaged employees are 87% less likely to leave their organization. Creating and building a company culture of engagement is vital to a healthy company and business growth.
Engage Selling
JULY 4, 2019
If you want to make more sales, you have to think about this. First, understand that we live in an “on demand generation.” We can watch movies on demand. We can play any song on demand.
Nutshell
JULY 5, 2019
Referral marketing is the unicorn of B2B marketing. In simple terms, referral marketing is when you get your customers to tell their friends about you. But referral marketing isn’t just for brick-and-mortar businesses. In the B2B space, 84% of decision-makers start their buying process with a referral. Which is bad news if you don’t have a referral program in place—you’re pretty much leaving money on the table. .
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot Sales
JULY 5, 2019
Are you ready to take make your side hustle your main hustle? Or maybe you’ve got an idea -- you just don’t quite have the details fleshed out. You may be considering an incubator or accelerator to help you get started. But what’s the difference? And which one is right for you? Before you find your nearest Erlich Bachman, get the quick guide to incubators and accelerators below, and learn about alternatives to both.
The Center for Sales Strategy
JULY 4, 2019
Editor's Note: This post was originally published in 2016 and has been updated. At least once a week, I get asked by a sales leader if there is a business book I would recommend they read that will help them improve their game. That is a tough question to answer, because there are so many very good books out there, and depending where you are in your career (or your current business situation, or what you have already read) the right book for you could be one of several.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
JULY 2, 2019
We often encounter prospects who are comfortable. By that, I mean they are happy with their current situation and don’t want, or need, to change their perspective. In these situations, salespeople often find it difficult to progress the conversation. They see the obstacle of ‘the comfort zone’ as being a major obstacle in working with the potential buyer.
Hubspot Sales
JULY 1, 2019
According to Google Trends, interest in account-based sales is steadily rising. But what is account-based sales? An account-based model treats every account like a market of one. Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company.
The Center for Sales Strategy
JULY 3, 2019
Tomorrow is the 4th of July, or Independence Day. It's a day that we as Americans reflect on our freedom, our heritage, and our history. In honor of this, we asked a few of the CSS team to chime in for this post. We asked, "If you could pick one historic American leader that would make a great sales leader today because of their strengths and talents, who would it be?
Engage Selling
JULY 5, 2019
???????????????????????I recently talked to a group of sales leaders. It was the last three days of their quarter and they told me, “Colleen, we have to admit: we are having a fire sale.
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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.
Kainexus
JULY 4, 2019
A while back, we wrote about some continuous quality improvement techniques that we love because they are easy but powerful. One of the most important realizations that people have, when they start to build an organization focused on excellence and constant improvement, is that the path is not complicated. It’s really all about getting the little things right and providing people with a structured way to think about incremental operational change.
Sandler Training
JULY 2, 2019
Very often, managers who lead sales teams find themselves saying something like the following: “I have told them how to do X a hundred times, and it never seems to stick. I just don’t know what their problem is.” Or these managers may find themselves thinking, “Maybe I just hired the wrong person.” At such a moment, it makes sense to ask: Is the problem really with “them?
The Center for Sales Strategy
JULY 5, 2019
It's the LAST week to share your insight for the 2019 State of Media Sales Report CLICK HERE to contribute your expertise and help us develop an extensive report to share in the Fall. - MOTIVATION -. "TODAY IS ALWAYS THE MOST PRODUCTIVE DAY OF YOUR WEEK.". -MARK HUNTER. - AROUND THE WEB -. > 9 Bad Sales Habits Every Rep Should Avoid — CloserIQ. Succeeding in sales is all about developing the right habits.
Planview
JULY 3, 2019
Are you utilizing concept development workshops as part of your ideation processes? Are you coming up with and executing on winning ideas? If not, you’ve come to the right place. This blog post will help you understand the value of concept development workshops and the steps you can take to find out if those winning ideas you have are the right ones to implement.
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.
Kainexus
JULY 5, 2019
With more and more companies in almost every industry adopting the Lean management approach or at least taking a few pages from it, Kaizen events are more popular than ever. That’s wonderful because they can be a very useful tool for improving processes and teaching leadership. But, unfortunately, we’ve seen too many instances of organizations that try to cut corners or fail to understand the best way to utilize Kaizen events.
Miller Heiman Group
JULY 2, 2019
ICYMI: we have a new sales strategy podcast, Move the Deal. Hosted by Miller Heiman Group sales leader Greg Moore , this podcast features conversations with sales and service professionals sharing their insights on trends like seller performance, sales operations, talent assessment and strategy and more. Each episode ends with an actionable insight that listeners can take back and implement with their teams.
The Center for Sales Strategy
JULY 1, 2019
Over the last few years, company culture has been a hot topic in corporate America. Companies geared towards Millennials tout game rooms and espresso machines, and most companies are having serious discussions about how to create the right atmosphere. Ask any manager trying to recruit talent, and they will tell you that culture matters. A few bad reviews on an employment website, and talent will look right past your company for one with a “great culture.
Sandler Training
JULY 1, 2019
Chris McDonell, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at leading an organization through a change initiative. Listen Time: .
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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.
CSSP
JULY 3, 2019
Strategic Planning Objectives. Every so often, I encounter questions about whether an objective is a good one. Over the past 30 years, I’ve watched many hundreds of objectives set, and most of them completed. I’ve seen some have great positive effects on companies and a few that turned into disasters. As a result, here are a few things I can tell you about which objectives make the most sense in your strategic planning. 1.
Gordian Business
JULY 1, 2019
This week I needed a refill for a rollerball pen and a replacement light bulb. Two trivial tasks, or so I thought. First, armed with my dead light, I visited my local hardware store. “I want a 50W halogen Philips light like this please”. The helpful assistant took me to the shelf, and we could only find 35W bulbs, “sorry we are out of stock”. So back home to Google to find the Philips website: [link].
Strikedeck
JULY 2, 2019
David shares how he built an award winning CS team, by developing an effective customer health score.
Sandler Training
JULY 5, 2019
This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 14 Minutes.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Drift
JULY 3, 2019
Editor’s Note: The following is a guest post from Refract. Interested in contributing content to the Drift blog? Email Molly Sloan at msloan@drift.com. As sales leaders, one of our greatest wins and challenges is unlocking the hidden potential across our teams. While we’re inevitably judged on monthly KPIs that are easy to measure, few would argue that the mark of a truly great sales leader is the.
Engage Selling
JUNE 29, 2019
So far in this series—which looks at four adjustments you can make to improve your sales velocity — each activity has involved both a planning and execution stage.
SBI
JULY 3, 2019
How Mavenlink Coaches its Sales Team Using Conversation Intelligence. REGISTER NOW. WHEN: THURSDAY, 8/1 AT 11AM PT. As the VP of Sales at Mavenlink, Jeramee Waldum is laser-focused on the customer buying experience. He strongly believes that if his reps – starting with BDRs through to sales reps and Customer Success – deliver a great buying experience, they will automatically perform well on quota and the company will always be on top of its revenue targets.
Sandler Training
JULY 2, 2019
Welcome to Selling the Sandler Way podcast. Hosts from Sandler Training will discuss impactful information about trending topics and strategic selling. In this episode, Brain Sullivan, VP of Enterprise Selling talks with Marcus Cauchi and Dave Davies about Channel Selling in the Enterprise World. Listen Time: 43 Minutes.
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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
ReviewTrackers
JULY 2, 2019
It should not come as a surprise for those in the business of selling cars that the Internet is the first point of engagement when a potential buyer is trying to locate a new or used vehicle. Not only is it the first point of contact, but it is also the point of sale for over one-third of all new-car transactions in the United States. The rise of Internet sales has changed the rules of engagement, and those unwilling to adapt responsively are missing out on potential sales that may mean the diff
ReviewTrackers
JULY 5, 2019
As the economy comes out from the recession, positive economic trends have resulted in four years of rising volume and price of vehicles. In 2013, the auto industry had one of its best years ever, with a little less than 16 million new vehicles sold. The sales trends for 2014 appear to be slightly less aggressive, with results likely to be slower than the year prior.
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