Hubspot Sales
DECEMBER 8, 2018
When qualifying , you bring value to your prospects, clients, and yourself through the questions you ask -- but only if they're good questions. Allow me to introduce you to a concept I call "high-value questions.". Simply stated, a high-value question for sales is one that creates a learning experience for either the questioner (you), the person being questioned (your prospect or client), or both.
SBI Growth
DECEMBER 10, 2018
You know the importance of delivering on customer outcomes, while delivering a differentiated customer experience, but you may be struggling with where to start. There are many interesting perspectives on how these two key components work together to deliver Customer.
Engage Selling
DECEMBER 13, 2018
When all signs are pointing to your market slowing down, it’s important that you don’t give in to a “slow down” mindset! Here’s the thing, most sales professionals will complain about the market, perhaps even your colleagues.
Openview
DECEMBER 12, 2018
The end of each year brings a number of end-of-year articles that predict the trends for the coming year. Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. But, we’ve found that there are some trends that haven’t made headlines, but require the attention of tech sales leaders in the coming year.
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.
The Center for Sales Strategy
DECEMBER 13, 2018
It’s not enough to just have talent. You have to practice and use your talents in order to improve and make a positive impact on the people around you. Professional athletes spend countless hours practicing and training in order to improve their performance. What if you could spend more time on your talents? One of my favorite ways to help managers turn their talent into performance is through our executive coaching program, Talent Insight.
Hubspot Sales
DECEMBER 14, 2018
Which marketing tactics do you use as a realtor? For many, real estate postcards are a tool used in their marketing mix to share a new listing, promote open houses, and develop relationships with prospective clients. Postcards are a tangible item that prospects will read and pass along to others. And don't forget to send them to previous clients too.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
PandaDoc
DECEMBER 13, 2018
It’s no secret that there are many benefits to gamifying your sales process. It can help onboard reps faster, encourage friendly competition, and improve overall team morale. Gamification is easier than ever these days thanks to technology. Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Ever organize a sales contest?
The Center for Sales Strategy
DECEMBER 12, 2018
A new year is around the corner, and it is time to perform some routine maintenance. A great place to start is cleaning up your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready to go for a successful 2019!
Hubspot Sales
DECEMBER 14, 2018
If you associate craft chocolate with long beards, serious stares, and masculine aesthetics, you aren't alone -- especially if you were part of the chocolate industry in 2002, like Jean Thompson was. In 1991, Thompson left a career with Microsoft to become a stay-at-home mother for nearly a decade. But an investment, earthquake, and lifelong passion for chocolate moved her to reenter the workforce and step in as CEO of Seattle Chocolate.
SBI Growth
DECEMBER 11, 2018
If past performance is not indicative of future returns, then why waste marketing dollars by employing tactics that used to work yesterday but will put you out of business today? If marketing is becoming more agile and personalized, how can.
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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
DECEMBER 14, 2018
?Today, we’re going to talk about something that’s profitable and easy to do, yet so few people do it. It’s called cross-selling. You’re probably thinking, “Colleen, of course we want to cross-sell and upsell our customers all the time.
The Center for Sales Strategy
DECEMBER 11, 2018
Sales coaching is not about telling your sales team what to do. There's so much more to it. Sales coaching helps sales leaders equip their teams to reach their maximum potential, and gives them the tools and knowledge to make better decisions in their sales process, which leads to overall improved sales performance for themselves, the team, and you.
Hubspot Sales
DECEMBER 13, 2018
How valuable is your business? Whether you're applying for a business line of credit , looking for investors, or trying to determine your ability to pay down debts, performing a financial analysis is key. A common tool used by financial analysts and investors is EBITDA. It's a financial measure that gives them an idea of a business' value and efficiency.
SBI Growth
DECEMBER 14, 2018
Imagine turning on Monday Night Football, and watching your favorite team break the first huddle with 3 Quarterbacks, 2 Offensive Linemen, and 6 Wide Receivers. Besides looking strange, you would immediately recognize this strategy is going to fail before they.
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
DECEMBER 13, 2018
Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’. In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel you’re not good at negotiating, or you don’t have the assertiveness to get a good position for yourself during a negotiation, then you are certainly missing out on carrying out better deals and working well with the prospect.
The Center for Sales Strategy
DECEMBER 14, 2018
- MOTIVATION -. "ALWAYS DO YOUR BEST. WHAT YOU PLANT NOW WILL HARVEST LATER.". -OG MANDINO. - AROUND THE WEB -. > 12 Days of Sales Content Articles — LinkedIn. LinkedIn is celebrating the holidays by bringing you 12 days of awesome sales content. Brush up on your sales knowledge with topics like engaging buyers in 2019, sales experts you should follow, sales process steps to overcome barriers to sales ROI, and more.
RAIN Group
DECEMBER 12, 2018
Each year, our goal for the RAIN Group Sales Blog is to provide you with research, ideas, and insight to help you unleash sales potential. From blog posts to new white papers, ebooks, infographics, webinars, and research, we've published a treasure trove of content in 2018 to help sellers, sales managers, and sales leaders reach top performance. Below we've rounded up our most popular content from the year that will guide you on your path towards sales success.
PandaDoc
DECEMBER 12, 2018
If you’re in sales, sending cold emails is a part of your life. Whether you’re a sales rep following up on cold leads, a freelancer trying to connect with new clients or a sales manager thinking holistically about your lead generation approach: creating cold emails that convert is essential. Given that most business professionals send and receive around 121 emails a day , creating great cold email copy is your best bet at cutting through the noise.
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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.
Outbound Engine
DECEMBER 14, 2018
Have you taken the steps necessary to automate your social media during the holiday season? While social media can be easy to neglect in the midst of family gatherings, holiday parties, and gift shopping, it is a great opportunity to reach out to existing customers, acquire new ones and drive sales over the holidays. Take advantage of this opportunity without compromising your own holiday fun by making a plan to automate your social media.
The Center for Sales Strategy
DECEMBER 10, 2018
The holidays can get crazy. In work, you're closing out the year, planning for the next year, and trying to finish as strong as possible. Outside of work, there's a list a mile long. holiday parties, shopping, family, friends, wrapping, cooking, etc.
SBI
DECEMBER 12, 2018
I bought a robot vacuum cleaner. I know, I’m a little late to the party. They’ve been around for a long time after all. Even so, I was reluctant. I work from home and leave the door open for the fresh air (and dirt) to come in. I have indoor dogs. In other words, there’s a lot to vacuum up. Seems my floor is always in need of vacuuming.
Strikedeck
DECEMBER 11, 2018
Roger provides insights into how to garner a seat for CS at the executive table from his personal professional experience.
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!
Showpad
DECEMBER 10, 2018
Sales Kick-offs (SKOs) are just around the corner for many companies. The new year marks an opportunity to re-set, re-focus, and prepare for success. While traditional SKOs use daylong meetings with classroom-like learning, modern organizations are leveraging sales enablement technologies to get more done outside of SKO to make it far more effective for learning and retention.
Help Scout
DECEMBER 11, 2018
The right technology can help you build out a great customer experience. When help desks do their job, they make it easier to prioritize people: your support team and your customers. Many new companies use free help desk software for a no-cost bump up from a shared email inbox to a more sophisticated system. But does it actually help? Selecting the best customer service software for your team depends on a lot of factors, including your growth rate and the number of customers you help daily.
SBI
DECEMBER 13, 2018
As a child, you learn the “golden rule” is to treat others the way you want to be treated. But as an adult in the post-digital world, I’m not sure that still rings true. In an era of Netflix, Amazon, and Uber, isn’t it more important to treat people the way they want to be treated? To offer them the types of personalized and customized experiences they’ve come to expect?
Strikedeck
DECEMBER 11, 2018
Roger provides insights into how to garner a seat for CS at the executive table from his personal professional experience.
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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
Groove HQ
DECEMBER 10, 2018
Use these tips to turn new hires and seasoned pros alike into masters of support. Editor’s note: This post has been updated for accuracy and freshness. The original version first appeared on the Groove blog on April 7, 2015. What’s the difference between a support team that simply does support, and one that’s really good […]. The post The Ultimate Guide to Customer Service Training appeared first on Groove Blog.
Help Scout
DECEMBER 10, 2018
I often take notes on my phone, typically late at night or when I’ve just woken up. Upon later review, a fair percentage of those notes are incomprehensible. One customer service article idea late-night-Mathew apparently had was, “For safety, treat exhaust with catalytic converters.” What was that for? Your guess is as good as mine. It’s very easy in Help Scout (and in most help desk tools) to attach internal notes or memos to a customer conversation , but making those notes truly useful takes a
ReviewTrackers
DECEMBER 10, 2018
Everyone knows that having rave reviews helps your business stand out on review sites like Google, Facebook, and Yelp, but embedding reviews on your own site can also improve SEO performance and increase conversion rates. Before you rush out to do so, you should know about the right and wrong ways to incorporate reviews on your site. We’ll go over the correct way to embed reviews on your site, the proper method to adding schema markup, which reviews you can embed, and how doing so will drive an
SBI
DECEMBER 11, 2018
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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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