Hubspot Sales
DECEMBER 14, 2017
Hiring salespeople is a high-stakes game. The cost of a bad sales hire can average from $25,000 to $50,000, not to mention the less quantifiable damage to team morale and culture. Conventional wisdom suggests that extroverts -- commonly thought of as outgoing and sociable -- would make better salespeople than introverts, who have been popularly represented as awkward in social situations.
SBI Growth
DECEMBER 13, 2017
Leading Sales Operations is an extremely challenging role. It requires a blend of strategic thinking, process improvement, data analytics and sales acumen. Consider the rapid evolution of Sales Operations, barely a recognized discipline 25 years ago. What was cutting edge five.
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Openview
DECEMBER 15, 2017
I once attended a sales kickoff that was a big waste of time. This particular company whisked away our entire sales department to a tropical location without putting together any structured agenda. They thought leaving our days open to brainstorm as a group was a good plan of action. When in fact, it turned into a whole lot of kicking back, but not much kicking off.
The Center for Sales Strategy
DECEMBER 15, 2017
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. 5 CTAs Secretly Sabotaging Your Sales Emails (& What to Use Instead) — HubSpot. Every call-to-action matters. Ask for the right things in the right way, and your relationships with prospects will grow stronger over time.
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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
DECEMBER 12, 2017
Sales and business development. Just two different ways to refer to the same activity -- getting your company’s product into customers' hands. Right? Actually, sales and business development should not be considered the same job at all.Instead, think of the two roles as complementary halves of a whole. It’s true that both positions exist to help grow your business, but they achieve this end in different ways.
SBI Growth
DECEMBER 15, 2017
Our guest today is Nick Mehta, CEO of Gainsight, the global technology leader in the customer success category. Many CEOs are moving their revenue models to recurring revenue. Why? This type of revenue creates higher enterprise value than transaction-level revenue. As.
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
DECEMBER 13, 2017
“Do unto others as you would have them do unto you.”. I would bet, like the rest of us, you learned this Golden Rule in Kindergarten and you were probably raised to believe you should always treat others as you would want to be treated. It sounds great in theory, and I applaud your kindness and compassion, but make no mistake, the Golden Rule does not work when developing people.
Hubspot Sales
DECEMBER 12, 2017
SaaS Definition. SaaS stands for software as a service. It is a type of software hosted, secured, and managed by a single provider. It can be accessed online, easily customized, and is serviced and supported by the provider’s own product engineers and customer success team. If you identify SaaS as something your mother told you never to give her -- think again.
SBI Growth
DECEMBER 12, 2017
Joining us for today’s show is Simon Mouyal, the Chief Marketing Officer for Medidata. Simon is recognized as one of the top 100 CMO’s in the world and knows how to make the number. Matt and Simon leverage the How.
MTD Sales Training
DECEMBER 13, 2017
When getting to the closing of a sale, salespeople often start to feel nervous because they feel they may get a rejection or they are putting the buyer under some pressure. So they hold back in asking for the order, or project a nervous attitude so the buyer wonders if they are really making the right decision. Here are some tips that will help you when you get to this important point in the sale. 1) Don’t think of the close as a close !
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
DECEMBER 14, 2017
Do you know the rest of the quote? Well, here it is… " you just help enough other people get what they want." So, who said this? Perhaps you might think this came from the leader of a social services organization, or perhaps from clergy or some Eastern philosopher. But that's not where this quote came from. It actually came from a long time, well known motivational speaker in the sales arena.
Hubspot Sales
DECEMBER 14, 2017
Do I Need Social Media for Business? A professional social media presence is crucial for today's workforce -- especially salespeople. Use social media to build relationships with prospects, peers, and even your competition. This creates a personal brand and portfolio anyone can see, including the 70% of employers who view candidate social profiles during hiring.
SBI Growth
DECEMBER 11, 2017
Congratulations! You just landed the VP of Sales Operations role you worked to achieve your whole career. You have toiled through managing different segments of sales operations. Now it is time to put what you have learned into a cohesive.
Planview
DECEMBER 14, 2017
How can we effectively collaborate with startups? That’s a question that routinely comes up at many of the conferences Spigit hosts and attends as well as in our day-to-day conversations with Fortune 500 companies. Why should enterprises collaborate with startups? There are several reasons, including: Access to startups working on newer technologies (i.e. blockchain).
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
RAIN Group
DECEMBER 13, 2017
"Unfortunately, there seems to be far more opportunity out there than ability. We should remember that good fortune often happens when opportunity meets with preparation.". Thomas A. Edison. Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, we see sellers who get the best outcomes: know what they sell, research buyer wants and needs through sources other than the buyer, have a keen understanding of the buyer's day-to-day life and concer
Hubspot Sales
DECEMBER 13, 2017
What's the Hardest Part of Sales? Juggling multiple high-priority tasks. Having a weak pipeline. Time management. Fielding false information from competitors. Recovering from bad calls. Sticking to timelines. The hardest part of working in sales? So much of it’s in your head. I learned early on that focusing too much on individual customer responses or rejections could be the kiss of death for any sales career.
SBI Growth
DECEMBER 14, 2017
Joining us for today’s show is Milan Malivuk, the Director of Growth and Acquisition Marketing at Intellitix. We are going to take a deep dive into one of the hottest topics in B2B Marketing: Revenue Attribution. . Simply put, Revenue Attribution.
Tenfold
DECEMBER 11, 2017
It’s crunch time! Barely a month before the year ends, the pressure is on to reach targets and make quotas. Morale naturally dips, especially for team members lagging behind. And, as manager, this is not what you want. Morale is a crucial differentiator when it comes to successful organizations. In fact, according to a Marketing Innovators white paper , companies that foster high morale among their employees outperform competitors by around 20 percent.
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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.
Engage Selling
DECEMBER 14, 2017
This is an interview supporting the book launch of Millennials Matter. Q: Thanks for joining us today, Danita. Give us a quick overview what you’re seeing and hearing about the importance of millennial salespeople in our companies.
Hubspot Sales
DECEMBER 15, 2017
We’re coming to the end of the year, and business is slowing down. Now is the perfect time to take a step back, analyze the data you gathered over the past 12 months, and build a strong plan and a full pipeline for January. This may seem like a daunting task. That’s why I’m sharing my 3-step process to preparing for a strong start in 2018. 1) Dig out your “not-now” prospects.
The Center for Sales Strategy
DECEMBER 12, 2017
I loved Choose Your Own Adventure books as a kid, specifically the sports-themed set. If you haven’t read or experienced one, it goes something like this… Your football team is in the regional championship game. Chapter One describes the build up to the game, and the summary of the 1st Quarter. Your team is already down by 10 points, and it’s 4 th Down and 1 yard to go on the opponent’s 20-yard line.
SBI
DECEMBER 12, 2017
In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Alan Greenhalgh , Chief Product Officer of Vortini. Nancy: Why does the industry need your solution? Alan: We see a number of themes emerge with our customers and in the market more generally. We are constantly asked to demonstrate how they can improve efficiency and drive growth.
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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
MTD Sales Training
DECEMBER 14, 2017
How do you feel when your manager asks you to do more prospecting? Do you jump with glee at the thought of making several hundred more cold calls? Or do you close your eyes, utter a deep sigh and think ‘why did I choose this profession?’. It’s probably something in between those two extremes, but it’s not difficult to see how you can become excellent at prospecting, especially when sales are dipping or you’re experiencing a sales dip.
Hubspot Sales
DECEMBER 13, 2017
It’s the end of the month or quarter, and you’re running out of time to hit quota. A deal you were counting on to close is stalling. What do you do? Pressuring your prospect to buy before they’re ready is never wise, unless you want to lose their trust and potentially their business. But there are several non-manipulative ways to increase the buyer’s urgency -- like these six ideas. 1) Present Your Product’s Value in a New Way.
The Center for Sales Strategy
DECEMBER 11, 2017
If you’re a salesperson, it’s good to be proud of what you sell and where you work. Those two factors are key to enjoying what you do for a living. Working for a great company and having a great product certainly helps with clients, but the criteria prospects will often use when deciding to give you some of their precious time, is YOU. Where should your product and your company be in your sales strategy when talking to new prospects?
SBI
DECEMBER 14, 2017
Until recently, a sales person’s toolkit included email, phone, maybe even some type of screen share technology. Meanwhile, marketing technology outpaced sales years ago: Since the early 2000s, marketing professionals have enjoyed things like website optimization tools, A/B testing, detailed performance statistics, and advanced lead scoring products.
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.
CM Partners
DECEMBER 13, 2017
Introduction: In an era of globalization and heightened competition, forward-thinking organizations and their employees operate in an environment of constant change. They search relentlessly for efficiency gains and competitive advantage. Although this new order has produced important innovations – e.g. employee inputs are often reinforced by contractors, competitors are sometimes partners, and teams can extend beyond corporate boundaries – it has left many employees struggling to understand how
Hubspot Sales
DECEMBER 11, 2017
How Do I Get Promoted to Sales Manager? Help others. Make use of coffee & lunch breaks. Know your skill gaps. Do something remarkable. Always be learning. You know the feeling. You’ve been selling for a few years, you’re regularly hitting your number, and you think you’re ready for a promotion. But sales is a labor-intensive job. The day-to-day stress can be deflating, and most of the time, it takes everything you’ve got just to meet your goal.
Louise Collins Associates
DECEMBER 13, 2017
This time of year is always a good time for reflection. Generally, there is a flurry of activity to prepare for end of year reviews, time to take stock of achievements and consider the things that didn’t come to fruition. The focus of this is centred around the past, which is important, but how could you use it to be more effective in 2018? Often, in commercial organisations, little focus is given to next year’s objectives at the end of the previous year. 2017 is gone and forgotten.
Engage Selling
DECEMBER 15, 2017
Your buyers want to co-create the solution to their problem with you and be part of the solution process as opposed to being told what to do.
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.
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