Openview
MAY 30, 2018
We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. As most CEOs have discovered at some point, sales compensation is very often a delicate balancing act.
Hubspot Sales
MAY 30, 2018
Just like in the world of sales, the follow up advice out there can be a little conflicting. You don't want to annoy the interviewer, but you also don't want to be forgotten, right? So whether you're applying for a job or following up with a prospect, it can be a little confusing on whether or not you should follow up. Regardless of what advice you read, it's proven that a follow up is important.
Drift
JUNE 1, 2018
A long, long time ago, in a time known as “the 2000s,” marketers were obsessed with casting these super-wide nets in the hopes of pulling in as many leads as possible. Blogs became content farms, covering topics that were meant to attract anyone and everyone. As far as marketers were concerned, the more traffic they could send to their sites, the better.
The Center for Sales Strategy
MAY 31, 2018
If you are a history buff, you may know the story of Cort é s and the burning of his ships. In the year 1519, Hern á n Cort é s arrived in the New World with six hundred men and, upon arrival, made history by destroying his ships. This sent a clear message to his men: There is no turning back. Two years later, he succeeded in his conquest of the Aztec empire.
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.
SBI Growth
MAY 30, 2018
Our guest today is Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. Sangram is one of the 21 B2B influencers to watch by the B2B News Network. And many in the audience know Sangram as the founder of the #flipmyfunnel.
Hubspot Sales
JUNE 1, 2018
Time Management Skills for Sales Professionals. Eliminate administrative tasks. Be prepared to pivot. Stick with the task you're on. Swallow the frog. Keep going. Structure your day around your buyer. Streamline repeatable tasks. Have a concise value proposition. Create email templates. Reduce distractions. Create your to-do list the night before. Chunk your time.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
MAY 29, 2018
Building a sales process gives your future sales efforts a much greater chance of success, but your work isn’t done until it’s part of your organization’s DNA. According to Sales Benchmark Index , a well implemented sales process can improve your team’s win rate by 24%, reduce your sales cycle length by 20%, and increase your average sale price by 15%.
SBI Growth
MAY 30, 2018
Crafting a truly effective growth strategy is a critical mission and a herculean task for any CEO. After spending the effort to build it, be certain your executive team is aligned to it. If not, the results can be as.
Hubspot Sales
MAY 31, 2018
Team Mantras. Leaders don’t choose their followers. Followers choose their leaders. Followers choose leaders they trust, respect, and feel comfortable with. Be yourself. The number of leadership styles is limitless. Leaders need a base of power and authority but the more they use it, the less there is left. The best leadership is based on persuasion.
Drift
MAY 31, 2018
Conversational marketing is about having real-time, one-to-one conversations with people on your website in order to capture, qualify, and connect with your best leads. It has the power to reduce your bounce rate, shorten your sales cycle, and even grow your revenue by $1 million or more. Sound intriguing? It should. As more B2B buyers use chat to evaluate products in real-time, it’s crucial that.
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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.
Engage Selling
MAY 31, 2018
As much as we all wish that each client we work with turns out to be a dream, we often need to come back down to reality and face the facts.
SBI Growth
MAY 31, 2018
Just as many people are shocked to hear they have a newborn on the way, there are equally as many surprised Sales Leaders learning something important about their organization by the end of H1. That is, you have an abundance.
Hubspot Sales
MAY 29, 2018
Tell me if this story sounds familiar to you. Early in my career I was hired as the “guinea pig” to prove a concept for a marketplace. While they had a hunch it would be lucrative, they didn’t know if it would work and needed a salesperson to dig in to see what the road ahead might look like. A year later, I’d quadrupled the revenue for our group and represented almost 60% of the firm’s annual sales.
Openview
MAY 30, 2018
Creating a partner program is no simple task. A program framework will outline all the benefits you can offer to a partner, and all the requirements you’d like to receive from a partner. It will define your relationship and govern the terms of your engagement. The “Channel”, as we know it, has evolved. It seems like new channel types are being born daily and the demand and monetization of cloud/SaaS have reshaped the way vendors and partner work together.
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.
MTD Sales Training
MAY 30, 2018
You will be aware of the changing nature of sales, driven by the ever-evolving requirements of businesses and their decision-makers. The old way of selling (cold-call, qualify, present, resolve, close) is being superseded by the consultative and insightful approach of analysing needs and wants before creating options for a successful future for businesses.
SBI Growth
MAY 31, 2018
Our guest today is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies. Joe is the top expert at developing and executing a sales strategy at scale through channel partners. Joe has previously been a featured guest on SBI.
Hubspot Sales
MAY 29, 2018
During my time as an SDR, I’ve focused on developing listening skills that help me spot, internalize, and process sales objections as opposed to using scripted, reactive responses meant to lessen the unpredictability. Being able to quickly internalize objections helps you maintain a natural flow in conversations rather than breaking things up with an “If prospect says X, then say Y” canned response.
Miller Heiman Group
MAY 30, 2018
If I were to ask you to name a type of sales enablement software, chances are good that CRM would be the first tool to come to mind. In this post, we’ll explore why a mature enablement discipline demands a solid CRM foundation, but it doesn’t end there. CRM is Must-Have Foundation for an Effective Sales Enablement Strategy. Customer relationship management has come a long way since the days of the Rolodex and the Day-Timer.
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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
JUNE 1, 2018
?????????????????The best behavior that you can exhibit in order to retain the vast majority of your customers is a healthy sense of paranoia. Why? Because it forces you to think like a competitor.
SBI Growth
MAY 26, 2018
SBI has been studying how top performing organizations allocate resources to achieve near and longer-term results. Given no organization has enough resources to do everything, tradeoffs are required to manage resources and expectations across marketing, sales and customer success. The.
Hubspot Sales
MAY 28, 2018
This post originally appeared on HubSpot's Marketing blog. For more content like this, subscribe to Marketing. Edith Wharton once said, “Ah, good conversation -- there’s nothing like it, is there? The air of ideas is the only air worth breathing.”. Ms. Wharton had a way with words (written and otherwise), but she would likely be horrified to know that most of our daily conversations nowadays start with shorthand texts or three-line emails.
The Center for Sales Strategy
MAY 30, 2018
Last year, Harvard Business Review estimated the turnover in salespeople to be around 27%. In an industry that’s seeing almost double the turnover rate than the overall labor force, it’s essential for managers and leaders to not only know how to recruit great talent that’s an excellent fit for your team, but also how to retain sales talent and improve their performance over the years.
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!
5600 Blue
MAY 31, 2018
Some of you know that I post quite a bit about working with procurement. There are a couple reasons. First, it’s mostly a painful and dreaded experience for those of us who sell. Second, because we’ve been consulting for over 20 years to both buying and selling teams, this practice has provided deep insight into the nature of that relationship. I want to share an experience from last week.
SBI Growth
JUNE 1, 2018
Total Available Market (TAM) is a term used to reference the revenue opportunity for a particular product, service, or sector. Today, CMO’s rely heavily on the Total Addressable Market (TAM) metric to inform their strategy. While TAM is helpful in.
RAIN Group
MAY 30, 2018
Sales prospecting has changed more than any other facet of sales in the last 10 years. There are a lot of clickbait articles with radical advice popping up and leading sellers astray. In our new benchmark report, Top Performance in Sales Prospecting , we undertook a study of 488 B2B buyers and 489 sellers to find out what's working and what's not in sales prospecting.
The Center for Sales Strategy
MAY 29, 2018
"It's strange to me too, but we're talking about practice man, we're not even talking about the game. the actual game when it matters. We're talking about practice." - Allen Iverson.
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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
MAY 30, 2018
If your prospects are so smart, why don’t they always make optimal choices? There are many books on the subject of “choice.” One of my favorites is The Paradox of Choice, Why More is Less, by Barry Schwartz. Having too many options is one cause of sub-optimal choices, and there are others. Confirmation bias and the reliance on heuristics (the use of mental short-cuts to reduce the complexity of decision making) are two decision-making influences well defined in psychology.
SBI Growth
MAY 28, 2018
Since you’re reading this blog, you know – or are committed to learning – something about sales organizations. You are probably already familiar with the sales organization structure referred to as Hunter/Farmer. But to make sure we’re all speaking the.
Drift
MAY 31, 2018
Conversational marketing is about having real-time, one-to-one conversations with people on your website in order to capture, qualify, and connect with your best leads. It has the power to reduce your bounce rate, shorten your sales cycle, and even grow your revenue by $1 million or more. Sound intriguing? It should. As more B2B buyers use chat to evaluate products in real-time, it’s crucial that.
The Center for Sales Strategy
JUNE 1, 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.
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