Hubspot Sales

JUNE 5, 2018

Whether you’re at a networking event, a party, a conference, or an office function, walking up to a stranger and introducing yourself can be terrifying. I don’t know about you, but I never stroll over without a detailed plan of what I’ll say and how I’ll say it. After all, people form a first impression of you in a tenth of second -- so as crazy as it sounds, a lame opening line could sabotage the entire relationship.

Acquisition 145

Acquisition Onboarding CRM Sales 145

SBI Growth

JUNE 2, 2018

Inside sellers should perform essentially the same role as field sellers, the only difference being the inside sales team does not visit customers or prospects face to face. Role Corruption Results in Poor Sales Performance. With the inside sales team in the.

Sales 94

Sales CRM 94

The Center for Sales Strategy

JUNE 7, 2018

Have you ever heard about Katie Francis, who shattered the 30-year-old world record by selling 21,477 boxes of Girl Scout Cookies in 2014 ? On weekdays, Katie put in about seven hours every day selling cookies. So she rested on weekends, right? Nope. She put in 12 hours a day on the weekends! Since then, she's sold a record of 100,100 boxes of girl scout cookies in her seven years as a girl scout.

Management 91

Management Sales Sales Training Sales Management 91

Drift

JUNE 5, 2018

Conversational marketing and sales is about meeting prospects where they are and providing a one-to-one experience that feels less like a sales pitch and more like a helpful dialogue between friends. When executed properly, a conversational approach leads to better educated prospects, more closed deals, and a stronger relationship between buyers and your brand.

Meetings 85

Meetings Marketing Sales 85

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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

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. It’s your opening line, your verbal business card, and the first thing your customer will hear when you call or meet with them. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones.

Sales 145

Sales Artificial Intelligence Value Proposition Decision-making 145

SBI Growth

JUNE 7, 2018

It is essential for organizations to have the most talented people embedded in their businesses. Without their greatest assets, there is risk for major losses across the board. Key elements in preventing such loss are the: Approach Framework Timing of senior talent reviews. Consider.

Organization 86

Organization 86

The Center for Sales Strategy

JUNE 5, 2018

Whether you like it or not, we are faced with a multitude of decisions every day. Some are small, but some are monumental. And while we all like to think we make the best decisions, it's imperative that we seek wise and experience council. A personal board of directors is a group of people you regularly consult for advice or feedback on these major business and life decisions.

Decision-making 83

Decision-making Sales Management Management Sales 83

Hubspot Sales

JUNE 8, 2018

"Thank You in Advance" Alternatives. "Thank you". "Thank you for any help you can offer". "Gratefully, [your name]". "Thanks for considering this". "Really appreciate your time here". "In any case, thanks for your help". "Let me know if this isn’t feasible by [date], and I’ll see what I can do". "I hope this is possible". "In the meantime, thanks for your time".

Negotiation 112

Negotiation Meetings Sales 112

MTD Sales Training

JUNE 6, 2018

You know well how customer don’t buy on price alone. The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. We often say that we should sell the concept of value, as it appears in the eyes of the prospect. But how can you generate that value? How do you know what would be valuable to a client?

Suppliers 81

Suppliers Decision-making Sales Training Sales 81

Nutshell

JUNE 8, 2018

The following is excerpted from Dream Teams: Working Together Without Falling Apart by bestselling author and Contently cofounder Shane Snow. For more, follow Shane on Medium , Twitter , and LinkedIn. *. Pretend that you are having a housewarming party, and you’ve invited your eight best friends. You’ve baked a delicious round cake, and because you love your friends equally, you want to cut it into eight equal pieces for them.

CRM 81

CRM Publishing 81

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.

SBI Growth

JUNE 8, 2018

As sales leaders, we are all too familiar with the adage that compensation drives behavior. We missed our quarterly number on new logos, or the cross-sale of the new product launch is significantly lagging expectations, or perhaps the field isn’t.

Sales 79

Sales 79

Hubspot Sales

JUNE 8, 2018

It happens all the time. You call a prospect at the scheduled time and the line rings and rings and rings. No answer. You send a short follow-up email to set up another call. Still nothing. You’ve made good on your promise to connect, but you’re being met with radio silence. So what’s a sales rep to do when the deal rests on a prospect’s responsiveness?

Meetings 111

Meetings Sales 111

Openview

JUNE 8, 2018

I have bad news. By the time you try that slick closing technique you read about online, it’ll be too late. Your deal’s fate will already have been sealed. The actions you take earlier in the sales process define your outcome. Not even the fanciest closing technique can change that. Imagine an asteroid on a collision course with earth. When the asteroid is far away, even a tiny shift in its trajectory will make it miss our little blue planet.

Sales 77

Sales Decision-making Leadership Publishing 77

The Center for Sales Strategy

JUNE 8, 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.

Sales 74

Sales Marketing 74

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

SBI Growth

JUNE 5, 2018

As you allocate time and resources across your portfolio, you should start by identifying which of your products are “Stars”, which are “Cash Cows”, and which are “Turkeys”. How do you go about this? By graphing each product based on.

Marketing 79

Marketing 79

Hubspot Sales

JUNE 8, 2018

The Psychology of Selling. The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy. It shares ideas, methods, strategies, and techniques for salespeople to sell faster and easier than ever before. It’s a must-read for salespeople of all verticals, and we’ve got a complete summary here. Brian Tracy’s classic guidebook, “ The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible ,” is on the must-read list for every sales

Decision-making 111

Decision-making Brainstorming Meetings Sales 111

Miller Heiman Group

JUNE 5, 2018

The Miller Heiman Group 2018 Buyer Preferences Study found that more than 70 percent of buyers said they wait until after they have already defined their needs to engage sellers. In this post, we look at the questions of whether buyers want to cut salespeople out of the buying process and why so many reps find themselves struggling to stay involved.

B2B 69

B2B Artificial Intelligence Decision-making Meetings 69

The Center for Sales Strategy

JUNE 4, 2018

Managers often reach out to us looking for creative ways to recruit people to their companies. Unfortunately, most wait until they are in need, when in reality, consistent searching and recruiting to keep their talent banks full would not only prepare them for the future, but also save them money and time when the time comes to fill a position on their team.

Banking 57

Banking Management Sales Management Sales 57

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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

SBI Growth

JUNE 3, 2018

CEO’s Revenue Growth Case for Client Experience (CX)? As a CEO or C-suite executive in financial services, would you like to see your annual revenue increase per customer or client? How does 1.5X sound? Even better, how does 2.4X sound.

Financial Services 78

Financial Services Customer Experience Sales B2B 78

Hubspot Sales

JUNE 7, 2018

Warning: This post will only appeal to productivity nerds and people who are super busy. And I’m talking the trying-to-juggle-127-different-tasks-at-once type of busy. Because a few years ago, that was me. I tried every possible to-do list method to keep my brain from exploding. but I’m so scatterbrained that NOTHING worked. So I kept experimenting with other people's methods until I said screw it, and created my own system.

Digitalization 111

Digitalization Meetings Sales Management 111

Engage Selling

JUNE 8, 2018

??????????????????If I was running your sales team and there had to be one thing that I would insist on, it would be this non-negotiable, mandatory behavior from all salespeople.

Negotiation 55

Negotiation Account Management Management Sales 55

SBI

JUNE 7, 2018

The fourth industrial revolution is upon us. Connectivity, data, and processing power have come together to make disruptive technologies like artificial intelligence possible. While we are just scratching the surface on what we can do with AI, we’re seeing more and more companies – from fledgling startups to large corporations – begin to offer specialized AI applications.

Artificial Intelligence 54

Artificial Intelligence Communication CRM Software 54

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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

SBI Growth

JUNE 4, 2018

Overview of today’s environment: In today’s highly competitive, fast-paced, and complex business environment, traditional sales leaders are being upgraded to revenue leaders. This is not just a buzz word, but a significant departure from the traditional sales leader. Revenue leaders are.

Sales 75

Sales Customer Success Marketing Management 75

Hubspot Sales

JUNE 5, 2018

When I meet someone new, I go through a six-touch process to ensure we build a real relationship. Upon reaching that point of true connection, this individual becomes a first-degree connection -- a.k.a., someone I can comfortably ask a favor of. One of the great benefits of networking is leveraging these first-degree connections to make new connections.

Software 111

Software Software Facilitation Meetings 111

Engage Selling

JUNE 2, 2018

Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked.

Acquisition 54

Acquisition Marketing Sales Account Management 54

SBI

JUNE 5, 2018

A year ago today, we published the industry’s first comprehensive SalesTech landscape infographic featuring over 400+ SalesTech solutions. Fast forward to today and that number has increased by 25% to over 500 discreet sales solutions, crazy right? Download a PDF version of the 2018 SalesTech Landscape. Right off the bat, the landscape should help you know where to focus.

Acquisition 51

Acquisition Publishing Sales Technology Prioritization 51

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

SBI Growth

JUNE 7, 2018

Our guest today is Mike Huseman, Senior Vice President of Global Sales and Business Development at EnterpriseDB. Mike is a proven revenue growth leader who has successfully navigated his sales organization to transition from field selling to a model that.

Sales 63

Sales Organization Sales Technology Digitalization 63

Hubspot Sales

JUNE 4, 2018

Intro Email Phrases. After researching your business …. Hi [name], It looks like you’re attempting to do [X]. Is that correct? Why did you decide to download our resource? What’s your top priority right now? How can I help? I really enjoyed …. I read what you wrote/shared/commented on on social media and was wondering …. I’m curious to get your thoughts on ….

Media 112

Media Sales 112

Sales Readiness Group

JUNE 7, 2018

The reason is pretty simple. Managers become accustomed to telling as opposed to enabling their salespeople to identify and solve their own problems.

Sales Management 48

Sales Management Management Sales 48

Drift

JUNE 5, 2018

Conversational marketing and sales is about meeting prospects where they are and providing a one-to-one experience that feels less like a sales pitch and more like a helpful dialogue between friends. When executed properly, a conversational approach leads to better educated prospects, more closed deals, and a stronger relationship between buyers and your brand.

Meetings 48

Meetings Marketing Sales 48

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