Hubspot Sales

FEBRUARY 8, 2018

As a sales professional, you’re sending emails all day, every day. Hopefully you have some idea of what your open rate is -- but do you know how you rank against the rest of your industry? What if you’re below average and have room to improve? Maybe your current rate is 20%. With a few changes, you increase to 30%. Let’s do some quick math. For every 100 emails, you get 10 booked meetings.

Computers and Electronics 145

Computers and Electronics Food and Beverage Government Construction 145

SBI Growth

FEBRUARY 8, 2018

Territory misalignment is one of the leading causes for missing your number. As the Sales Operations leader, your mission is to improve the efficiency of the sales team. Within that charter, along with a lot of other responsibilities, comes territory.

Sales 110

Sales 110

Engage Selling

FEBRUARY 8, 2018

It’s a common scenario. A seller sends a proposal out to a prospect. They’re excited because the prospect seems eager to move forward and hasn’t brought up any objections or indications that they’re even on the fence.

Client Relationships 99

Client Relationships Communication Management Sales 99

Nutshell

FEBRUARY 5, 2018

Around the middle of 2017, I realized that my team was busier than we should have been. Every month, I look at Nutshell’s contact rate—the percentage of our customers that are reaching out to us with support requests—and it had crept up to 61%, from an average of 50% earlier in the year. That’s way too high, considering that the middle of the year is a fairly slow time for new business.

Communication 87

Communication Management Customer Experience Software 87

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Sales Management

Hubspot Sales

FEBRUARY 7, 2018

There’s no such thing as a born salesperson. Great sales reps make it look easy, but superior performance usually indicates a salesperson has taken the time to hone their skills and is constantly iterating to better help their prospects. Whether you’re a first-time rep or looking to get back to the basics, these tips are the essential pillars of successful selling.

Negotiation 145

Negotiation Value Proposition Sales Meetings 145

SBI Growth

FEBRUARY 5, 2018

Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams that we’ve ever had the benefit of examining. InsideSales.com has.

Sales 109

Sales 109

Nutshell

FEBRUARY 7, 2018

I’m not going to tell you that 48% of salespeople never follow up because that statistic is fake. What I’m going to tell you, however, is that I receive enough cold emails to know that most of them aren’t followed up on. What I can also tell you is that as a sales automation tool , my company helps hundreds of customers write their follow-up emails, because most of the time, they’re pretty bad.

Decision-making 87

Decision-making CRM Sales Marketing 87

Hubspot Sales

FEBRUARY 7, 2018

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. While one role might be perfect for your personality and career goals, another might make you miserable or require skills you don’t have. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide.

Account Management 145

Account Management Sales Interpersonal Skills Sales Management 145

SBI Growth

FEBRUARY 8, 2018

Joining us for today’s show is Andrea Brody, the Chief Marketing Officer for BravoSolution. Andrea is one of the top B2B revenue generating marketing leaders with a passion for building brands. Andrea has a great story to share with you.

Organization 102

Organization Marketing B2B 102

Openview

FEBRUARY 7, 2018

Many organizations have adopted the practice of hosting Quarterly Business Reviews (QBRs) with each of their sales professionals to review what happened the previous quarter and to, perhaps more importantly, look ahead to future quarters. While QBRs are often dreaded by just about everyone in the sales organization due to their reputation for being incredibly time consuming and invasive, they can be very helpful for not just the sales leader, but the team of sales professionals as well.

Construction 78

Construction Account Planning Meetings Stakeholders 78

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

FEBRUARY 9, 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.

Marketing 77

Marketing Sales 77

Hubspot Sales

FEBRUARY 6, 2018

Now that social selling is a legitimate way of growing your pipeline, it’s crucial your LinkedIn profile makes a good impression. The first major mistake salespeople make is targeting the wrong audience. But if your profile is tailored toward prospects , rather than recruiters, there’s another big pothole you need to avoid. It’s easy to fall back on well-used terms like “experienced,” “strategic,” and “excellent.

Decision-making 112

Decision-making Leadership Prioritization Healthcare 112

SBI Growth

FEBRUARY 4, 2018

CRO or CSO, a Word or a World of Difference? It’s important to understand that the roles of Chief Revenue Officer (CRO) and Chief Sales Officer (CSO) are equally complex. But, putting the wrong role into play in your growing company.

Sales 78

Sales 78

Engage Selling

FEBRUARY 9, 2018

??I want to build on the tips that I discussed with you last week about the sellers that you should not hire.

Sales 76

Sales Media 76

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

Openview

FEBRUARY 5, 2018

As a sales leader, you are evaluated by the success of your team – for better or worse. As John Greene at PhoneBurner put it: “Sales managers must take ownership of the success or failure of their sales team…As the leader of your business unit, it’s your job to educate , motivate , and provide a productive workplace…This is critical for your company’s growth and success.”.

Sales 72

Sales Negotiation Leadership Digitalization 72

Hubspot Sales

FEBRUARY 6, 2018

There are several facts I thought I knew about prospecting. Most buyers are resistant to reps’ contact attempts, they don’t want to hear about the product, and getting their ear requires extreme persistence. However, a new report debunked these beliefs. The RAIN Group Center for Sales Research surveyed 488 buyers and 489 sellers in 25+ industries to get their take on effective methods, timing, and more.

Decision-making 111

Decision-making Meetings Media Communication 111

MTD Sales Training

FEBRUARY 8, 2018

I once spoke to a sales manager who was complaining about how many salespeople he had lost in the previous three years. He was asking me if we could run a motivational programme for his team so that they would go out and sell more stuff, and stay longer at his company. I asked him if he had calculated the cost of losing so many good people. And I didn’t just mean hard cash costs.

Advertising 70

Advertising Sales Training Decision-making Sales Management 70

The Center for Sales Strategy

FEBRUARY 6, 2018

As an Account Executive, we hated when it happened. As a Sales Manager, we might have done it a few times. ok. we probably did it a lot. We turned an email into a sales meeting (or for us older guys. a memo).

Meetings 69

Meetings Sales Management Management Sales 69

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Meetings

Corporate Visions

FEBRUARY 9, 2018

In-classroom training limitations are only exacerbated in a virtual classroom. Is there a better way? Everyone assumes that virtual sales training is a pale imitation of classroom-based training when it comes to behavior change. Especially if that virtual sales training is a bunch of self-paced online modules where a salesperson can “quiz to complete.

Sales Training 65

Sales Training e-Learning Sales Negotiation 65

Hubspot Sales

FEBRUARY 5, 2018

Call sequencing has been shown to increase contact rates by up to 110%. So, isn’t it time you implement the same approach to your email outreach? Email sequences save time, create a consistent experience for your prospect, and can even speed up your sales cycle. Begin by identifying your goal for the sequence. If you’re contacting a prospect for the first time, your goal might be to educate them about pain point solutions.

Management 111

Management Sales 111

MTD Sales Training

FEBRUARY 7, 2018

So much has been said about how sales meetings should be carried out and I’m sure you’ve read most of them. The sales meeting can make or break any deal, so it makes sense to get this important stage of the sales process correct. I’ve found that it probably boils down to just three key points, and I give you these ideas based on research and experience.

Meetings 65

Meetings Manufacturing Decision-making Sales Training 65

The Center for Sales Strategy

FEBRUARY 7, 2018

I wonder if we would all treat people better if we replaced human resources with a department focused on human flourishing (HF). People are certainly more human than they are resources, but I wonder if there is a better way to think of them than merely resources. One of the dictionary definitions of flourish is "to thrive or grow luxuriantly." Pretty cool way to think of your people.

Sales Training 64

Sales Training Sales Management Management Sales 64

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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

Sales

Engage Selling

FEBRUARY 5, 2018

I’ve often said to B2B sales audiences “If they can’t find you, they won’t buy from you!” This is why I embrace a ubiquitous marketing approach for sellers. (Chapter 3-4 in Nonstop Sales Boom).

B2B 58

B2B Marketing Sales Client Relationships 58

Hubspot Sales

FEBRUARY 6, 2018

Listening to audiobooks about selling might be the most convenient yet effective thing you can do for your professional development. After all, it’s an easy habit -- simply download an audiobook, put in your headphones, and listen while you commute, walk the dog, take out the trash, or fill out your latest expense report (late night delivery order, I see you.).

Sales Management 111

Sales Management e-Learning Sales Management 111

MTD Sales Training

FEBRUARY 5, 2018

One of our trainers asked on a sales course recently how they open their visits with customers. Many offered the idea that they should build rapport with customers by commenting on the weather, some items the prospect has in the office, what their journey was like that day, and so on. Our trainer asked how long they take to ask these ‘rapport’ questions.

Sales Training 61

Sales Training Meetings Sales 61

SBI

FEBRUARY 8, 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 Erroin Martin , VP of Sales for Conversica. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Erroin: Conversica helps businesses drive revenue by finding prospects that want to do business.

Decision-making 55

Decision-making Account Management Customer Experience Marketing 55

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

5600 Blue

FEBRUARY 9, 2018

In my last post, I reported my friend and colleague, Jim Dickie ( [link] ) recently surveyed sales leaders who stated their top barrier to achieving their 2018 revenue objectives was lack of coaching. That article focused on how to use virtual coach technology to address that issue. For this article, we will focus on the second issue for sales leaders: DIFFERENTIATING AGAINST THE COMPETITION.

Value Proposition 52

Value Proposition Meetings Marketing Sales 52

Hubspot Sales

FEBRUARY 7, 2018

How to Respond to a Performance Improvement Plan. Decide if you want to keep your job. Double your time commitment. Ask for help. Maintain a positive attitude. Beat the plan. For salespeople, performance improvements plans (also referred to as performance plans or, simply, plans) are part of having a hyper-competitive, goal-oriented job. Maybe you missed quota two months in a row, you’re not tracking well on the activities chart, or your outreach is suffering.

Meetings 110

Meetings Management Leadership Sales 110

CM Partners

FEBRUARY 6, 2018

Written by CMPartners Principal Consultant, Jayne Nucete. In an editorial published last week in the NY Times, Susan Rice implored Americans – and our political leaders – to work against the fractious discourse and actions that have come to characterize the dysfunctional status quo in our country. She’s not the first to say that we need to come together, to listen and learn from each other, rather than blaming and demonizing the other, and yet one of her examples made the case for me in a

Construction 52

Construction Publishing Meetings Management 52

SBI

FEBRUARY 7, 2018

Sales tech decision makers suffer from information overload and have to wade through a lot of marketing hype. It doesn’t take long for decision fatigue to kick in. That’s why we publish helpful and free resources—to reduce those frustrations and cut through all the noise. Throughout 2017, we interviewed leaders of 26 top sales solution providers asking the same questions of each of them.

Publishing 55

Publishing CRM Meetings Marketing 55

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