Hubspot Sales
JULY 6, 2018
Self-discipline. Let’s be honest. For most of us, it’s a work in progress wrapped in good intentions, procrastination, and feelings of failure. But it doesn’t have to be. Self-discipline, like everything else, is a practice. Not every day will be perfect, but each day -- with its failures and small wins -- is progress, and that’s what self-discipline is all about.
The Center for Sales Strategy
JULY 5, 2018
It's not just what you say; it's how you say it. In fact, I'd go as far to say that what you say matters a lot less than how you're perceived, especially in sales. You have to exude confidence and calmness when calling on prospects. Because, if you don't, they'll pick up on it, and you won't be seen as trusted and valued. If you can master eye contact (including eyebrow gestures), facial expressions, torso and arms behavior, and leg activity, you'll be on your way to a successful appointment.
Jeffrey Gitomer
JULY 2, 2018
How important is a sales letter/email?
Drift
JULY 2, 2018
Podcasts have the power to provide bite-sized chunks of insight in a short period of time. In 15, 20, or 30 minutes in the car, on the train, or in your Uber, you can turn your commute into an opportunity to learn about sales and marketing from some of the best and brightest in the space. With hundreds of podcasts out there, it’s tough to craft a short list of the ones worth your time.
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 3, 2018
Sales Territory Plan. Define Your Market. Assess Account Quality. Assess Territory Quality. Assess Rep Strengths. Review and Consolidate. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.
Engage Selling
JULY 5, 2018
Changing your buyer’s mindset can be very powerful.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
JULY 6, 2018
Home field advantage. If you follow or have any familiarity with the sports world, you have heard the term. It’s what teams play for on the road to a championship because of the competitive advantage. Comparisons exist when it comes.
Hubspot Sales
JULY 5, 2018
Powerful Phrases. “Tell me more.”. “It’s like … ”; “It’s as though … ”. “No”; “yes”. “One of my customers … ”. “I’m excited about … ”. “To recap … ”. “Imagine … ”. “Great question, I’m glad you asked.”. Charisma is hard to define -- but when someone has charisma, it’s obvious. Charismatic salespeople have a significant advantage over their competition, since prospects are far likelier to engage with them, respect their guidance, and listen to their pitch.
The Center for Sales Strategy
JULY 2, 2018
Technology continues to advance at lightning speed. It’s these advancements that change the way we live our lives. It seems that new technology impacts just about every aspect of our life. The way we communicate – from phone calls and letters to texts and social media. The way we consume entertainment – from going to a theater to streaming content on multiple devices.
Jeffrey Gitomer
JULY 3, 2018
When you go to a business meeting or are networking in general, you are on the lookout for contacts and prospects.
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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.
SBI Growth
JULY 1, 2018
Today’s topic explores the challenges a CSO faces when transitioning from a publicly traded company to a private equity firm. Paula Shannon, former CSO of Lionbridge, has a wealth of experience with this exact change. She delves into the impact.
Hubspot Sales
JULY 3, 2018
The explosive growth of technology has rapidly changed -- and will continue to change -- the sales game. That means new skills are required for success. Many of the brute force activities that have set sales leaders apart in the past are being taken over by technology. Why pound the phone or knock on doors when it’s easy to set up a sequential marketing program and have AI comb through social posts looking for buying indicators?
The Center for Sales Strategy
JULY 3, 2018
We're ignoring you. You know it's true. You've always thought it to be the case, but now you have confirmation. Prospects are ignoring you! And how I do know this? I'm a reformed client.
Engage Selling
JULY 6, 2018
I’ve been thinking a lot about the state of sales, especially its state in the future. Here are some of my predictions and musings.
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.
Hubspot Sales
JULY 5, 2018
For most people, there is no distinction between a real estate broker and a real estate agent. However, if you work in the real estate industry, there is a very clear difference. All real estate brokers were once licensed agents -- but not all agents are brokers. Brokers assume legal responsibility for the agents and the real estate transactions being managed through their brokerage.
The Center for Sales Strategy
JULY 4, 2018
As a sales coach, I work with many salespeople at all different stages in their career. When we first start working together, we spend time talking about who they are, why they love what they do, and how their current and past experiences bring value to what they do today. I remember getting a very excited call from a salesperson that I had worked with.
Engage Selling
JUNE 30, 2018
"Your price is too high!" If you’ve been involved in sales for more than a week and a half, odds are, you’ve probably come across those particular five words at least once in your career.
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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.
SBI Growth
JULY 3, 2018
A significant portion of a marketing budget is spent with agencies. Yet, often these agencies do not contribute to your revenue growth. This is the result of poor agency management. Be sure to hold every agency accountable to a business.
Jeffrey Gitomer
JULY 6, 2018
Can you deliver? Last week you wrote your personal commercial. Now it's time to deliver it.
Global Partners Training
JULY 1, 2018
Capture Teams are multi-functional, cross organizational teams, focused on achieving a single business development objective. Because they are singularly focused, they are often the mission critical component of a global company’s plan for growth. Has your company ever executed a Capture Plan? Or considered it? Here are 4 steps to executing a Capture Plan that makes (not breaks) global companies.
Miller Heiman Group
JULY 2, 2018
According to a recent CNBC report , nearly 40 percent of this year’s college graduates aren’t confident they can pay off their student loan debt within 10 years. And, while the U.S. unemployment rate is unusually low, the report cites a worrying statistic from the National Association of Colleges and Employers: “Employers plan to hire 1.3 percent fewer graduates from Class of 2018 than they did from Class of 2017.
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!
SBI Growth
JULY 5, 2018
You have oceans of customer data, but how do you turn it into actionable insights that you use to drive your strategy? While long-term, you need to create a data infrastructure where this can be linked, maintained, and reported on. But.
The Center for Sales Strategy
JULY 6, 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.
Engage Selling
JULY 6, 2018
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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
Drift
JULY 2, 2018
Podcasts have the power to provide bite-sized chunks of insight in a short period of time. In 15, 20, or 30 minutes in the car, on the train, or in your Uber, you can turn your commute into an opportunity to learn about sales and marketing from some of the best and brightest in the space. With hundreds of podcasts out there, it’s tough to craft a short list of the ones worth your time.
ReviewTrackers
JULY 2, 2018
This article is written by Holly Rollins. Holly is the president and owner of 10x digital. She has more than 20 years experience in marketing, public relations, digital marketing and content marketing. She has created successful content marketing and digital marketing/PR for diverse sectors; from healthcare and wellness to global retail and commercial real estate.
SBI Growth
JULY 4, 2018
ABM is a methodology, not a technology. If this is true, why do technology vendors keep trying to sell you ABM in a package? Use this article to avoid these vendors, and figure out if ABM is a good strategy.
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.
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