Hubspot Sales
JANUARY 3, 2018
Already been ghosted by a few prospects this holiday season? You’re not alone, and it might not be because they’re not interested. Planning, budgetary shifts, and vacation are all reasons we lose track with prospects at the end of the year -- but it matters how and when you follow up in January. To help, I’ve outlined five tips for re-engaging with prospects and clients after the new year.
SBI Growth
JANUARY 4, 2018
Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. John.
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MTD Sales Training
JANUARY 4, 2018
Many salespeople ask us for our best tips on how to sell. How do I overcome price objections? What should I do with someone who ignores my emails? These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers.
Nutshell
JANUARY 4, 2018
Cold emails…gotta hate ‘em, right? Unsolicited sales emails can be so awful that I recently compiled a Hall of Shame for the worst cold emails I’d ever seen. Once I’d finished venting some anger, I decided to track down a unicorn: the mythical Good Cold Email , which actually inspires the recipient to take a positive action. As I had expected, this hunt proved difficult.
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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
JANUARY 2, 2018
Most of us stop reading after the last full sentence in an email. After all, the majority of people sign off with “Best,” “Thanks,” “Sincerely,” or something similarly boring -- and there’s no point reading this a million times: Thanks, Aja. However, the ubiquity of boring email sign offs is actually a great opportunity for sales reps. Closing with something memorable and personalized won’t just make you stand out -- it’ll also give you one last chance to connect with your prospect.
SBI Growth
JANUARY 3, 2018
The battle for budget dollars is heating up as Q1 begins. While many companies have locked down on their 2018 budgets, many have not. A surprising 3 in 5 companies will not have a finalized budget until the end of.
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
JANUARY 3, 2018
Pilots learn that the best way to land a plane is to look long toward the horizon, not directly beneath them. Great sales leaders do the same thing. They focus on the horizon, not just what's right in front of them. Pilots learn that when landing, you are better off looking down the runway at the horizon than the ground rushing up underneath you. You need to balance keeping your eyes focused on the horizon, while peripherally watching your height above the runway to achieve a smooth landing.
Hubspot Sales
JANUARY 3, 2018
Want to improve productivity across your sales team, standardize best practices, reduce ramp-up time, and make your salespeople more autonomous? Create a sales playbook. One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”. What is a sales playbook? A sales playbook is a document outlining your sales process; buyer personas; call scripts and agendas; sample emails; discovery, qualification, demo, and negotiation questions; proposal guideli
SBI Growth
DECEMBER 31, 2017
What’s unique about this top 10 list? We segmented our subscribers by marketing leadership. This is a top 10 list of the most viewed articles by Chief Marketing Officers and VP’s of Marketing. How Top CMOs Quantify Marketing Investment with.
Engage Selling
JANUARY 5, 2018
I want to talk to you about how to kick off this year by having your best first quarter yet. One of the ways we have to do that is to get really focused on three things.
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 4, 2018
I hear managers and execs talk all the time about the importance of sales strategy. “Strategy” is one of the words that gets used a lot. (In fact, Webster’s Dictionary says it is in the top 10% of most popular words.) After all, who gets heat for talking strategy? C’mon! The problem I see in the field is that most sales “strategies” are not really strategies at all.
Hubspot Sales
JANUARY 4, 2018
What’s a sales kickoff? A sales kickoff is an annual meeting (usually in January) for your entire sales team. The main objectives are motivating your reps, managers and leaders; laying out your strategy; and celebrate last year’s wins. You’re setting the tone for the next 12 months and getting the entire organization -- from the top to the bottom -- fired up to hit their goals.
MTD Sales Training
JANUARY 3, 2018
Objections to your proposal can occur at any time in the sales process. They can come early, when you are initially discussing ideas; they can come late, when you are just about to conclude the discussions. Whenever they occur, you need to be confident in your approach and recognise that any objection is not a definitive ‘no’. It can be a request for more information, or a clarification on a specific point.
Service Excellence Partners
DECEMBER 30, 2017
It’s possible to nudge your customer to behave in the ways both of you want. Psychologists have long known the power of priming , exposing test subjects to stimuli that influence behaviors, often without conscious guidance or intention. In just one of many experiments, researchers asked subjects to form grammatically correct sentences using test words such as “old,” “lonely,” and “bingo.
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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
JANUARY 2, 2018
If salespeople are generally optimistic (I think we can all agree they are), then the words “sales manager” may as well be Greek for God of Optimism. We have to believe to achieve! In sales, the glass is always half full. But these three optimistic phrases will actually hold you back, so be careful not to let your optimism trip you up.
Hubspot Sales
JANUARY 4, 2018
Success is not extrinsic. It’s not measurable. “Success” can only truly occur internally, because it is based on emotion. At the most basic level, success is your relationship with yourself. Most people are living a lie. They purposefully ignore and distract themselves from what they want d eep down for themselves. Many people want something more for themselves.
MTD Sales Training
JANUARY 5, 2018
Once upon a time, in the hazy past of 2013, I was asked to write a zombie story. This happened to a lot of people at the time; in fact, by the point when my zombie story ended up between pages, the species had exceeded the carrying capacity of its habitat, resulting in a population crash and near-extinction. As a result my story was seen by few eyes.
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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
JANUARY 5, 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. 6 Soft Skills Every Salesperson Needs to Get Ahead — HubSpot. To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills.
Hubspot Sales
JANUARY 4, 2018
2018 Sales Enablement Trends. CRMs are a necessity, not a nicety. AI takes over more and more of the sales process. Sales training is added back to the budget. Sales teams shrink in size. Sales enablement has grown from a buzzword into a strategic investment for organizations looking to lead and not follow. With every New Year comes the time for predictions, and if you’re wondering what 2018 has in store for your sales team, look no further. 1) No CRM?
ReviewTrackers
JANUARY 1, 2018
It’s 2018. In all honesty, will you make dinner reservations at a restaurant without checking Yelp or Facebook? Will you book a luxury suite at a hotel without first consulting TripAdvisor? Will you entrust your health and well-being to a doctor without looking at her profile on Vitals or Healthgrades? And will you watch the newest Jurassic Park without reading the reviews on Rotten Tomatoes (to see if it’s one of the good Jurassic Parks)?
Sales Gravy
JANUARY 4, 2018
We?re in an age of revolution for gender equality, and with that comes a desire to blaze trails. Young women want to take the path less traveled, and they?ll go out of their way to fight cultural norms.
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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
The Center for Sales Strategy
DECEMBER 31, 2017
I got a book management application for Christmas from our daughter. Book Buddy. Going through the ~1,000 books in the house (I'm the son of a University Librarian) I came across this book. I got this book from my High School physics teacher in the mid 60's. She got us jobs as interns, doing office work on Project Nerva. I came across a DVD of that project at a Space Comm conference in Colorado Springs a few years ago, where the people in the NASA booth, where not even born when I was copying d
Hubspot Sales
JANUARY 2, 2018
Closing the big deal. Every salesperson wants to do it, but few pull it off. That’s not because it can’t be done -- but because salespeople haven’t had the right process to follow. Until now. If closing a seven- or eight-figure deal seems like an impossible feat, then you are in luck. In a recent TR Talk episode , I spoke with Gabe Larsen , VP of InsideSales Labs.
ReviewTrackers
JANUARY 5, 2018
This article is by Michelle Delgado. Michelle is a Content Developer and Marketer at Clutch , a B2B ratings and reviews firm based in Washington DC. Her research focuses on website builders, web design, and app development. Read the full study: 5 Ways E-Commerce Websites Can Collect More Customer Reviews. Whether you’re searching for a sporting goods store or a restaurant, chances are you have at some point glanced at online reviews to see what other customers have to say before making a purchas
Sales Gravy
JANUARY 4, 2018
In this article, Mike Brooks encourages sales teams to ask themselves what's really holding their prospects back from buying. The holidays are upon us and guess what? The teams I?m working with are still getting the stall, ?
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.
The Center for Sales Strategy
JANUARY 2, 2018
A study on the relevance and state of the art of trend management in corporations. In times of ever shorter product lifecycles and rapid technological progress, many companies are increasingly faced with the need of having to proactively respond to changes and/or anticipate such changes wherever possible. As heralds of change, trends are in particular identified, observed, assessed and analyzed.
Hubspot Sales
JANUARY 5, 2018
How to Build a Sales Process for a New Team. Be consistent with actions and documentation. Create objective selling stages and activities. Assist the buyer’s journey. At the heart of every high-growth predictable revenue machine is a strong sales process. It’s the backbone that supports organizational scale. It enables accurate forecasting and lets sales and marketing work together constructively.
ReviewTrackers
JANUARY 1, 2018
Imagine putting everything – blood, sweat, and tears (literally, lots of tears) – into three years of medical school just to find out that your career is over; you’ll never be a doctor and there’s absolutely nothing you can do about it. Welcome to my life. I loved being a medical student. So much so that I wanted to document my journey along the way, and began sharing my experiences and excitement online.
Sales Gravy
JANUARY 4, 2018
For a sales manager?finding ways to motivate your team can feel like a never ending battle. Motivation is tricky. Everyone has a set of factors that influences their performance at work?
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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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