Hubspot Sales
NOVEMBER 15, 2019
As salespeople and professionals, I'm sure you can relate to the sheer number of cold emails I get every hour of every day of every week. With so much noise in our inboxes (not to mention the issue of limited time), there’s a good chance we're not opening all of those emails. But when I receive an email from a salesperson I’m about to meet, the odds are much better that I’ll open the email and review the content.
Engage Selling
NOVEMBER 14, 2019
Sometimes, it’s OK for your business and sales not to grow. You read that right. The general theme behind most advice online is to “grow, grow, grow!
SBI Growth
NOVEMBER 15, 2019
It’s 1:00pm. You have scheduled a meeting to review your annual objective of driving greater sales efficiency. The goal is simple: improve revenue per sales head. Your solution is to increase available rep selling time by eliminating wasted activity. A.
The Center for Sales Strategy
NOVEMBER 12, 2019
Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings - we spend a lot of our time on the phone and using shared screens! How you portray yourself over the phone and on shared-screen calls represents both you and your company. It’s important that we present ourselves as well long-distance as we do in-person.
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
NOVEMBER 14, 2019
Unless you’ve worked in manufacturing, chances are you may not be familiar with the principles of Lean management. Originating from the Toyota Production System — an impressive implementation of organizational and manufacturing improvements — the benefits of Lean extend far beyond the field of manufacturing. Sales teams can benefit from applying Lean principles as well.
Sales Readiness Group
NOVEMBER 15, 2019
How to maximize a sales training budget is a question that comes up quite often when we talk to clients. In most cases, they're looking at either a new sales training initiative or an annual budget. When you think about training budgets, here are a few key considerations.
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
NOVEMBER 13, 2019
All great sales managers will tell you that training and development are the cornerstones for building an exceptional sales team. The sales industry constantly changes and evolves as prospects learn and alter tactics to deal with enthusiastic salespeople. And, every salesperson needs to learn how to adapt to these changes and continue to grow in their field of knowledge.
Hubspot Sales
NOVEMBER 12, 2019
In a world filled with sales reps trying to make quota, the same goal remains: close the sale. Yes, as a sales professional, your job is ultimately to sell. However, what if selling for the sake of selling wasn’t your main mission? Enter value-based selling. The goal with a value-based selling approach is to put the needs of the customer first, guiding them through the sales process to make an informed decision to best suit their needs (ideally, leading to the purchase of your product).
SBI Growth
NOVEMBER 12, 2019
As budgeting season is in full swing, lofty ambitions for next year’s growth meet the stress of closing the current year on a high note. One of the most significant challenges that a sales leader faces this time of year.
Engage Selling
NOVEMBER 15, 2019
I recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented.
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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.
The Center for Sales Strategy
NOVEMBER 15, 2019
- MOTIVATION -. "Leadership belongs to those who take it.". -Sheryl Sandberg. - AROUND THE WEB -. > 10 Reasons Why You Don't Need a CRM – HubSpot. You’ve seen article after article telling you why you should implement a CRM, but the last thing you need right now is another piece of software to learn. CRM — or customer relationship management — refers to software that tracks interactions with prospects and customers.
Hubspot Sales
NOVEMBER 11, 2019
As a sales professional, how would you describe yourself? Would you use terms such as "pushy," "annoying," or "aggressive?" Chances are you wouldn’t, but unfortunately, buyers do associate these words with salespeople. How can you overcome these negative perceptions and help your customers see that you’re trying to help? By exhibiting ethical behavior and selling with integrity.
Miller Heiman Group
NOVEMBER 13, 2019
In this very special episode of Move the Deal podcast—our last of season 1—host Greg Moore takes the stage at Showpad Transform 2019 in Chicago for a live episode all about achieving customer centricity through enablement. Joining Greg for this special episode is Helen Yu, chief customer officer at Showpad, and Doug Knight, vice president, global sales enablement at Ivanti.
SBI Growth
NOVEMBER 11, 2019
The following is very much based on a true story – a sad but true story from early 2019. In a company’s first meeting, their CMO announced that they were building a big brand – just like Theranos. Just from.
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.
Sandler Training
NOVEMBER 11, 2019
Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash. In this episode: The prospect is NOT always right. What if the opposite were true? Technique. The post How to Succeed at Redirecting a Prospect’s Head Trash [Podcast] appeared first on Sandler Training.
Hubspot Sales
NOVEMBER 12, 2019
Take a look at the two sales proposals below. If you had to send one to a client right now, which one would you choose? Image source: SocialMediaProposal.com. Image source: PandaDoc. If you’re leaning towards the one on the bottom, you’re not alone. Nothing is certain in this life except death, taxes, and that every client in the world would prefer to receive the sales proposal on the right.
Force Management
NOVEMBER 12, 2019
There are many things that fuel sales performance, but two of the most critical are discipline and practicality for your reps. Without these two elements, it is difficult to achieve repeated performance and quota attainment.
The Center for Sales Strategy
NOVEMBER 11, 2019
From prospecting clients to making the pitch, it’s the sales team that brings your business profits. When you work in a profession where quarterly quotas and revenue goals need to be met, you can’t afford a high turnover rate. When meeting with clients, how often are they experiencing sales problems that are often due to extreme turnover on their sales team?
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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
NOVEMBER 15, 2019
In business, your reputation is everything. If your customers don’t trust you, they won’t return. They definitely won’t recommend you to friends and family. One way to bolster your reputation is by taking advantage of various types of referrals—word-of-mouth, online reviews, social sharing, and email reviews. Reputation matters, especially when you consider that most new business stems from customer referrals of one kind or another.
MTD Sales Training
NOVEMBER 11, 2019
Do any of your prospects talk to you about their sales budgets? If they do, are you fully aware of how they set those budgets and what they use them for? Here, we discuss what it means to set a sales budget, how it’s defined and the objectives of companies setting budget figures. It will help you develop a rounded-out knowledge that will help you when identifying what to do when confronted with a budgeting issue.
Miller Heiman Group
NOVEMBER 14, 2019
Alignment is a key pillar of a sales effectiveness framework. For a sales organization to succeed, alignment needs to exist on many levels: between sellers and customer service, between salespeople’s skills and sales methodology and between sales enablement strategies and the customer’s path. Take The Sales Conversation Metric. But most organizations don’t coordinate their sales enablement efforts closely enough with their customers’ buying journeys.
Force Management
NOVEMBER 15, 2019
A channel program is an effective way to increase your capacity and expand market share. However, without putting resources behind enabling this avenue for revenue, you’ll likely do more harm than good. To garner the many benefits that come from a robust channel program, you need to put the time and resources into ensuring your channel sellers have the same understanding of your value and differentiation as your own field or inside sales teams.
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!
Groove HQ
NOVEMBER 12, 2019
October was a busy month for the development team here at Groove. I’m excited to share our progress on several of your most-requested features, including: Widget v3 Live chat CRM features Integration updates for GitHub, HubSpot, and Jira Here’s a look at everything we’ve been working on. With the recent launch of Groove 2.0, the […].
Showpad
NOVEMBER 14, 2019
The manufacturing sector is growing increasingly complex, so it’s no surprise that the buying process has become more complicated as well, lasting longer and with more stakeholders involved. In fact, according to our research , almost a quarter (24%) of all B2B buyers reported that more than five people were involved in the the sales cycle of last purchase.
RAIN Group
NOVEMBER 13, 2019
What do sellers see as challenging? What do sales leaders see as challenging for sellers? Where are these two groups aligned in their thinking and where are they divided? Do these differences matter? To find out, we asked 423 sales leaders and 129 sellers about the challenges sellers face and compared their answers.
Sandler Training
NOVEMBER 15, 2019
David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at [link] as well as, the companion video course: [link] This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his… The post How to Succeed at Onboarding New Salespeople [Podcast] appeared first on Sandler Training.
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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
Deep Insight
NOVEMBER 14, 2019
This is the BT Ireland story. It’s a story about Leadership , first and foremost. But it’s also a story about Strategy , Execution and Culture – the key themes in a new book about how B2B leaders build customer-centric organisations. Shay Walsh is the Managing Director of BT Ireland and was our guest speaker at a recent breakfast seminar at the Irish Management Institute.
Showpad
NOVEMBER 12, 2019
Historically, large manufacturers have used third parties to provide services like break-fix and routine maintenance. It has allowed them to focus on their core competencies, rather than equipment maintenance. However, in recent years there has been a trend towards servitization, where manufacturers are beginning to offer additional services of increasing sophistication.
Miller Heiman Group
NOVEMBER 11, 2019
Sellers today face a huge challenge when engaging prospective buyers: apathy. Most buyers—70%—wait to engage a seller until after they’ve finalized their needs and are ready to move forward with a solution. Buyers’ delayed engagement of sellers is the result of what we call the buyer apathy loop. The buyer apathy loop occurs because: The majority of buyers view sellers as meeting, but not exceeding, their expectations.
Sandler Training
NOVEMBER 15, 2019
This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The post How to Succeed at Onboarding New Salespeople [Podcast] appeared first on Sandler Training.
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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