Hubspot Sales

DECEMBER 18, 2019

Sales efficiency: the sales metric that pits your team’s gross revenue against its cost of operation. It’s a gold standard for measuring how well a sales team, department, or process is performing. It’s a simple, straightforward benchmark that can tell you how well your sales efforts stack up with your goals and your competitors’ performance. It might go without saying, but I’ll say it anyway: you want your salespeople, teams, and processes to be as efficient as possible.

CRM 133

CRM Small Business Advertising Communication 133

Groove HQ

DECEMBER 17, 2019

Learn how to create a knowledge base from the ground up that your customers will love. The post How to Create a Knowledge Base: Building Self-Service for Customer Support appeared first on Groove Blog.

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Strategic Planning and Management Insights

DECEMBER 19, 2019

When it comes to strategic planning, every organization will go about scheduling their meetings in a different way. Regardless, having scheduled strategy progress and project management meetings will remain essential to fulfill your organizational goals and objectives. For more on how to structure your meeting schedule following a strategic planning session: How to Improve Strategy Implementation with a Regular Meeting Schedule.

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Meetings Organization Management 94

The Center for Sales Strategy

DECEMBER 17, 2019

Someone once said that perceptions can’t be wrong because it’s a perception, an opinion and impression of someone else. However, perceptions are often wrong because if they were right, they would be called facts. Whether we deserve it or not, we’re judged by every person that we connect with. The words that come out of our mouth firmly establish an imaginary tattoo on our forehead as we stand in front of a quality prospect.

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Meetings Sales 86

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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

DECEMBER 19, 2019

You’ve just wrapped up a call with a prospective consulting client. They’re interested in working with you. Congratulations! If you’ve found your way to this blog post, it’s safe to assume you now need to develop a consulting proposal for this client — and you need help doing so. Many prospective clients request proposals before officially signing on the dotted line.

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Client Relationships Meetings Marketing 133

Outbound Engine

DECEMBER 17, 2019

Coming up with new ideas for marketing your business can be overwhelming, to say the least. We kept that in mind as we came up with this list of five easy marketing ideas for business owners. Please note these ideas are meant to enhance an existing marketing strategy. Read this post if you’re looking for information on how to build a marketing plan. 1.

Marketing 85

Marketing Acquisition Decision-making Meetings 85

PandaDoc

DECEMBER 20, 2019

There’s no doubt that having a solid sales stack is a must. In fact, 82% of SDRs agree that sales technologies are critical for closing deals while the companies that don’t use any software for sales enablement are known to be less likely to achieve their goals. Yet, just like a proper sales stack can boost your productivity and help you close more deals, relying on wrong tools can significantly harm your business.

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Sales Software Software Decision-making 83

Hubspot Sales

DECEMBER 16, 2019

Finding the right salesperson is like catching a butterfly. But the butterfly can talk. And it probably has work experience and people skills. And it should know how to dress well. And it has good body language. And it would freak a lot of people out if it could fly. Well, I got a lot less mileage out of the butterfly analogy than I thought I would, but there’s one key similarity between those two actions.

Financial Services 130

Financial Services Information Technology Meetings Sales 130

Strategic Planning and Management Insights

DECEMBER 18, 2019

In this episode of our Strategy & Leadership Podcast , we're joined by Catherine Sherlock, the founder of Higher Mindfulness. Catherine developed Higher Mindfulness to help people take their awareness deeper in order to expand their self-expression, leadership skills and potential. This is important for business leaders because emotional awareness is a positive skill that helps leaders with clarity and decision making, which can help with conflict management, team engagement and other situat

Leadership 81

Leadership Decision-making Management 81

Texas Creative

DECEMBER 19, 2019

"> 2019 has been a really great year at Texas Creative, from winning new accounts, knocking out some simply amazing creative campaigns, optimizing media plans, to building some of the most innovative websites in our portfolio. However, just like in my personal life, as we embark on a new year, why not spend a few moments reflecting on what kind of resolutions I want to encourage my clients (and myself) to strive for in the coming months?

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Advertising Innovation Media 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.

Engage Selling

DECEMBER 18, 2019

There’s a menace in your sales territory today. It’s one that can drain your resources, rob you of your time, lay waste to your sales targets and sink the morale of your entire sales team…effortlessly.

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Sales Communication Sales Management Management 75

Hubspot Sales

DECEMBER 16, 2019

A career in real estate isn’t smooth sailing for many who enter the field, with over 75% of new real estate agents leaving the industry within their first five years. However, if you dream of having a successful career in real estate, all hope is not lost. Job outlook for real estate brokers and agents is expected to grow 7% from 2018 to 2028 which is faster than the average growth rate across all occupations.

Sales Training 125

Sales Training Negotiation Sales Facilitation 125

Miller Heiman Group

DECEMBER 18, 2019

The phrase “defining moment” can be defined as any moment in time when your customer has the opportunity to evaluate how well you have met their expectations. Buyers now expect the innovation they’ve experienced as consumers when they’re buying solutions at the workplace—and less than one-third report that B2B sellers exceed their expectations. A skilled customer success team is especially critical to sales success because they touch an account 10 times more than the sales team.

Customer Experience 71

Customer Experience Innovation Media B2B 71

SBI Growth

DECEMBER 16, 2019

To expand or not to expand – that is the question. Scaling your business beyond the borders of your existing territory is a prospect that is at once full of potential, and full of danger. Many companies’ fortunes have been won.

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Facilitation Marketing 71

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

DECEMBER 18, 2019

Besides being arguably some of the best athletes ever, what do Michael Jordan, Tom Brady, and Tiger Woods have in common? They’re all, or were, known for being the hardest workers during practice. Jordan and Brady were famous for being the first on the court and practice field and the last to leave. Tiger hit thousands of golf balls on the range every day.

Sales 69

Sales Sales Management Management 69

Hubspot Sales

DECEMBER 19, 2019

When a company first starts out, the founders aren't concerned with establishing a clearly delineated sales process; they're worried about getting any sales at all. The company’s scant sales team — often comprised of just a VP and maybe one or two reps — is often given license to get customers in the door however they see fit. At this point, the company only has a handful of prospects to keep track of, so keeping tabs on them is relatively straightforward.

CRM 122

CRM Sales Software Software 122

Sales Gravy

DECEMBER 18, 2019

Building relationships with stakeholders who make and influence buying decisions in your deals is key to gaining a competitive advantage. Building relationships with stakeholders who make and influence buying decisions in your deals is key to gaining a competitive advantage.

Stakeholders 69

Stakeholders Decision-making 69

Engage Selling

DECEMBER 20, 2019

As we’re rounding out any month, quarter, or year—depending on how your fiscal year is created—I always like salespeople to think about accelerating their sales in the next period.

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Sales 62

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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

The Center for Sales Strategy

DECEMBER 16, 2019

In part one of this three-part blog series , we addressed the overall power of employee engagement. Engaged employees mean a reduction in regrettable turnover, increased productivity, and an increase in key customer retention. In part two of this series, we’re incorporating transparency as a way to boost overall employee engagement. When done well, transparency creates trust between employers and employees, helps improve morale and lower job-related stress, and therefore increases employee engag

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Hubspot Sales

DECEMBER 20, 2019

Technology is a pillar in today’s economy. There are few things we do without the assistance of software or smart devices, and the same goes for businesses worldwide. It’s unlikely, however, for these businesses and their leaders to keep up with the ever-changing world of technology. This is where technology consultants come in. These technology specialists provide a unique, objective, and specialized approach to technology and how to leverage it for business success.

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Software Software Communication Meetings 119

Sales Gravy

DECEMBER 18, 2019

In this podcast, Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn. In this podcast, Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn.

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Sales 64

SBI Growth

DECEMBER 19, 2019

As companies evolve, revenue growth strategies may require a new set of competencies not possessed by the existing team or CMO. The key is to have the foresight to understand the talent needs of the CMO at any given stage.

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Organization Onboarding B2B Communication 62

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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

The Center for Sales Strategy

DECEMBER 20, 2019

- MOTIVATION -. "Become the person who would attract the results you seek. ". -Jim Cathcart. - AROUND THE WEB -. > 8 Things Sales Managers Should Stop Doing – CloserIQ. As a sales manager, your job is to empower your team members to succeed. You are responsible for overseeing your sales process, providing regular coaching, and monitoring the KPIs of your sales reps.

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Sales Management Management Sales 67

Hubspot Sales

DECEMBER 19, 2019

Do you think top sales leaders are just good sales reps who got promoted? Not so fast, this couldn’t be further from the truth. While a successful track record driving sales can be a qualifier, being a high-performing sales rep does not necessarily equate to being an effective sales leader. If you’re looking to upgrade your development plan and have your eyes set on becoming an impactful sales leader, you’re in luck.

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Leadership Sales Sales Leadership Decision-making 111

Sales Gravy

DECEMBER 19, 2019

On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the keys to getting real ROI from your sales organization. On this podcast, Jeb Blount and Chris Beall (CEO of ConnectAndSell) discuss the keys to getting real ROI from your sales organization.

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Sales Organization 59

SBI Growth

DECEMBER 14, 2019

There are many challenges B2B companies must overcome when trying to make the transition from product to platform. This change starts with an overall shift in mindset and is followed by leveraging the right technology. Finally, how is it offered.

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B2B Software Software Marketing 62

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

CMOE

DECEMBER 19, 2019

Many things must come together to create and sustain the growth of an organization including a good business concept and value proposition, adequate capital and investment, reliable suppliers and partners, a strong sales and marketing operation, an efficient production and delivery platform to get your service or product to market, and a talented workforce made up of people who are committed and determined to execute on the vision and strategy.

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Leadership Value Proposition Suppliers Meetings 59

Hubspot Sales

DECEMBER 18, 2019

Stories sell. It’s as simple as that. By some estimates, messages delivered as stories can be up to 7x more memorable than facts alone. But knowing that stories are an effective means of conveying messages is not the same as being able to execute them successfully. Whether you’re struggling to get sales prospects to buy into your message or you just want to make your sales presentations as effective as they can be, storytelling could be the answer.

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Construction Investors Sales Brainstorming 105

Sales Gravy

DECEMBER 19, 2019

Winging it in sales is stupid. For this reason you must always plan for each sales call. On this podcast, Jeb gives you the 4 pre-call questions you must answer before your next sales meeting. Winging it in sales is stupid. For this reason you must always plan for each sales call. On this podcast, Jeb gives you the 4 pre-call questions you must answer before your next sales meeting.

Meetings 59

Meetings Sales 59

Strikedeck

DECEMBER 16, 2019

Sunil Mittal talks about the role Customer Success plays in a subscription economy and how it helps shape the overall customer experience.

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Customer Success Prioritization Customer Experience Onboarding 59

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