Hubspot Sales
MARCH 29, 2018
What Is Skill Assessment? A skill assessment allows employers to test how well a job candidate can complete tasks required of them in their future role. Candidates might be asked to role-play a client phone call, submit a writing sample, or conduct client research. These exercises ensure candidates haven’t exaggerated their skill level and demonstrate how well they think on their feet.
RAIN Group
MARCH 28, 2018
How many touches does it take to make a sale? The simple answer is: more than most people think! According to our Top Performance in Sales Prospecting research, it takes an average of 8 touches to get an initial meeting (or other conversion) with a new prospect. But the initial meeting is just the beginning. It takes a lot more to make the sale.
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SBI Growth
MARCH 28, 2018
In this line of work, I run into many turtles on fence posts. If you have never heard the expression, it refers to a management fable that goes like this: When you walk down the road and see a turtle.
Sales Readiness Group
MARCH 29, 2018
The battle cry for Sales Coaching has never been greater. Learning and development professionals and senior sales leaders continue to identify Sales Coaching as a top priority for their frontline sales managers.
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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
MARCH 30, 2018
You have invested a significant amount of time, money, and energy into an opportunity. Then the buyer says they want to “think it over.” What should you do? Maybe it’s easier to begin with what you shouldn’t do. All too often, salespeople simply agree to postpone the decision and check in later. If we’re feeling particularly brave, we may even suggest a date and time for the next contact.
The Center for Sales Strategy
MARCH 27, 2018
It's not hard, trust me. So few people do these simple things, but doing them makes you stand out and earn the respect you deserve. If you want to be treated as a professional, someone who is trustworthy and worth an investment of time, do these four easy things and prove it to your prospects and clients.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
MARCH 26, 2018
It’s been a long time since I was perturbed about a sales practice. That changed last week at Saks Fifth Avenue with Georgio Armani cosmetics. Congratulations to the brand for forever tarnishing themselves in my mind. Aggressive and subversive sales tactics never work.
Hubspot Sales
MARCH 30, 2018
We all know how hard it is to get started on a project when there’s no guarantee of success and every possibility of failure. That’s how prospecting can sometimes feel, especially if you’re using outdated sales tactics that drive buyers crazy. We know prospecting can seem daunting, and a string of unreturned calls and unanswered emails is discouraging, to say the least.
The Center for Sales Strategy
MARCH 28, 2018
In over 25 years of working with sales managers, I have heard countless stories about how urgent items have displaced important items.
SBI Growth
MARCH 30, 2018
Either you’re launching Customer Success or have already started on this journey. This type of transformation involves many people, departments, and functions. To be successful, a change management program is necessary. While an established framework, John Kotter’s 8 step change management.
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.
Openview
MARCH 26, 2018
Arguably one of the most underrated elements of enterprise sales is account planning. It takes time, energy, and focus away from other mid-funnel opportunities that require significant resource investment. However, even though strategic account planning sessions are viewed by the sales organization as helpful and important, they simply don’t happen often enough.
Hubspot Sales
MARCH 29, 2018
To succeed in sales, you must walk a fine line between persistent and pushy. You don't want to give up too easily -- just because you don't get a response the first time you try doesn't mean the prospect isn't interested. But you also don't want to annoy them -- sending 20 emails over the course of two weeks will turn an on-the-fence buyer into an uninterested one and will probably give your company a bad name.
The Center for Sales Strategy
MARCH 29, 2018
Product-focused training and sales skill training - both are important to increase the knowledge and expertise of a sales team, but which is more important? Which has the larger impact? Before I answer that question, let me define the differences between the two to make sure that we are all on the same page. Product Training. Product training focuses on the nuts and bolts, on educating your sales force on the features and benefits of what you sell.
SBI Growth
MARCH 26, 2018
A new sales comp plan should seek to (a) attract and retain top sales talent, (b) motivate productive sales activity, and (c) remain within budget. One requirement of comp plans that is too often overlooked, however, is establishing and maintaining.
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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
Engage Selling
MARCH 29, 2018
Turnover, specifically sales rep turnover hurts your business. How do I know this? I’ve worked with clients who have suffered some devastating losses because of sales rep turnover.
Hubspot Sales
MARCH 28, 2018
Subject Line Tester Tools. Test Subject. Email Subject Line Grader. Spam Check. Touchstone. SubjectLine.com. ISnotSPAM. Headline Analyzer (CoSchedule). Hemingway App. Emotional Marketing Value Headline Analyzer. Email Subject Line Keyword Checker. Do you struggle to get prospects to open your emails? Is writing witty subject lines a little outside your comfort zone?
Planview
MARCH 28, 2018
With Spigit’s Ignite conference right around the corner, we had a chance to catch up with Pepperdine Graziadio Business School’s Shawn Herrera. Herrera is Pepperdine Graziadio Business School’s Director of Corporate Partnerships and is also an Adjunct Professor teaching sought after courses on leadership and innovation. He’s also one of the many phenomenal speakers at Ignite who will be sharing their experience running an innovation program.
The Center for Sales Strategy
MARCH 26, 2018
Nothing fires me up like facilitating the Talent Focused Management live simulation workshop. The lessons are powerful, and the takeaways are career-changing! Following last week’s workshop, I asked our participants to share one of their greatest lessons learned from the program, and one response really stood out for me.
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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
MARCH 28, 2018
Forecasting is an evidence-based process that weights all the available evidence. The role of the forecast is to show what is probable and realistic, and it should confirm that set targets are achievable. It’s often the case that targets are set ahead of time and are not supported by hard evidence, e.g. this year’s target is, “last year + 10% because we feel good about the business and have some evidence of increased demand.”.
Hubspot Sales
MARCH 27, 2018
Strengths and Weaknesses of a Sales Executive. Money Weakness vs. Budget Directness. Non-Supportive Buy Cycle vs. Ability to Differentiate. Self-Limiting Beliefs vs. Confidence. Need for Approval vs. Willingness to Have Tough Conversations. Controlling Emotions vs. Curiosity. Too Trusting vs. Healthy Skepticism. Fear of Rejection vs. Persistance. Easily Overwhelmed vs.
Louise Collins Associates
MARCH 29, 2018
What does this really mean? It is an old saying referring to the importance of organising yourself, your team and your business before moving outside to support anyone else. In the same context, you could think of it as putting your own oxygen mask on before helping others on a flight. Why is this relevant to Key Account Management (KAM)? In the pharmaceutical and medical device sectors the current trends are patient centricity and customer experience.
Credo
MARCH 26, 2018
BY MATTHEW TRENT TRAINUM, ED.D. When is the right time to undergo a new strategic planning process? Is it w hen the old plan expires? Or perhaps when a new president arrives? Or should it be when the environment shifts so much that instability forces change?
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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
SBI
MARCH 29, 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 Greg McBeth , Head of Revenue at Node. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Greg: Node helps clients proactively discover new opportunities across sales, marketing, and revenue operations.
Hubspot Sales
MARCH 26, 2018
Words Not to Use in Sales. "Sorry to bother you". "I'd like to connect.". "I thought you might be the right person to connect with.". "Could you direct me to the right point of contact?". "Is it a good time to connect?". "Can I tell you about. ?". "Just checking in.". "I'd like to have an informational chat.". "Touching base.". "I wanted to/I'd love to/I'd like to/I need.".
Point N Time
MARCH 26, 2018
[siteorigin_widget class=”SiteOrigin_Widget_Headline_Widget”][/siteorigin_widget] Today’s customers are doing much more due diligence before even contacting you. With the wealth of information users can search on, it’s critical. The post How Your Customers Buy appeared first on Point N Time.
The Center for Sales Strategy
MARCH 30, 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.
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.
Miller Heiman Group
MARCH 26, 2018
Although there’s a frenzy of investment happening in the sales enablement technology space right now, there is still a disconnect between the excitement for innovation and the efficacy of the software. According to the Sales Enablement Optimization Study from CSO Insights, the research division of Miller Heiman Group, the number of companies with a sales enablement function has almost doubled year over year, but the number of companies meeting their sales enablement goals has only grown slightly
Hubspot Sales
MARCH 29, 2018
I recently interviewed global sales expert Matt Dixon, co-author of “ The Challenger Sale ” and “ The Challenger Customer ,” and he shared his predictions on what’s next in sales. His thoughts? There’s an evolution happening on the front line of sales today, and it starts with insight selling. What is Insight Selling? Insights are accurate understandings of a person or thing.
Point N Time
MARCH 26, 2018
[siteorigin_widget class=”SiteOrigin_Widget_Headline_Widget”][/siteorigin_widget] With the release of Strategy Mapper Spring 18, managing the four key accepts of key account management have never been easier or complete. The post Strategy Mapper Spring 18 appeared first on Point N Time.
Showpad
MARCH 28, 2018
Today’s B2B buyers have high expectations of the sales process. They want to see relevant content, proof points and applicable use cases. And above all, they want a simple, frictionless information exchange. In complex selling scenarios, it’s not unusual to have multiple stakeholders involved. In fact, according to data from both Salesforce and Gartner, it takes an average of 7 executives to make a sale happen.
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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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