Hubspot Sales
MARCH 8, 2018
Sales qualification is a game of questions. Unless you ask the right questions, you won't uncover the right needs. Unless you ask the right questions, you won't understand the right problems to solve. But there's an art to asking sales questions. Which is why I'd like to share these tips for asking more effective sales qualification questions. Asking the Right Questions in Sales.
The Center for Sales Strategy
MARCH 6, 2018
It’s easy to assume that as a manager, we’re expected to make all the decisions, give directions, and generally just be sure that things are getting done by our team. While there is a little bit of truth to that, the best leaders know that in order to truly be effective and successful you must do one thing really, really well… Ask good questions. And it doesn’t stop there.
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Nutshell
MARCH 5, 2018
Meeting new people at a business conference or networking event is easy. Turning those fresh contacts into actual business relationships is another story altogether. Sales teams often attend conferences and networking events “ just to get their name out there , ” with no strategy for what to do with the contacts they collect. In fact, 62% of businesses don’t follow up with their leads after events , suggesting a tremendous amount of missed revenue (and wasted effort).
Openview
MARCH 5, 2018
A little more than six years ago, my partner Lee Demby wrote that when talking with customers about the value of C-Level executive insights, he sometimes heard, “But we don’t sell to the C-level.”. Times have changed. Technology vendors have woken up to the reality that C-Level conversations are inevitable and necessary. Why? Because major technology purchases are increasingly tied to corporate-wide, digital transformation efforts, which are largely being driven by C-Level players.
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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 7, 2018
KPIs for Sales Managers. New Leads/Opportunities. Client Acquisition Rates. Sales Volume by Location. Competitor Pricing. Existing Client Engagement. Employee Satisfaction. Upsell/Cross-Sell Rates. Net Promoter Score (NPS). Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Without a regular physical presence in the field, it’s difficult to keep tabs on their team and business operations.
The Center for Sales Strategy
MARCH 8, 2018
Think of sales performance as a three-legged stool. When all three legs are strong, there is nothing sturdier. But if one of the legs isn’t holding up its weight, the stool can no longer do its job. Just as you need all three legs on that stool, so too must a sales organization have three solid legs to carry the weight of the expectations placed on it.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Miller Heiman Group
MARCH 6, 2018
A majority of sales and service organizations now have dedicated staff and programs for sales enablement. But CSO Insights research shows that despite increased adoption, many organizations still aren’t seeing optimal results from their sales enablement investments. As more and more organizations embrace enablement, it’s critical for leaders to understand how to properly launch a sales enablement practice and improve existing enablement practices to achieve the best possible outcomes.
Hubspot Sales
MARCH 6, 2018
What is a sales process? “Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. Building a repeatable, scalable sales process is tough. There's no shortage of diagrams, methodologies, or experts with opinions on exactly how you should be doing things.
SBI Growth
MARCH 8, 2018
Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan.
Openview
MARCH 7, 2018
The post Building NetSuite’s BDR Team from the Ground Up [Podcast] appeared first on OpenView Labs.
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.
Miller Heiman Group
MARCH 5, 2018
The Elevate 2018: Innovation in Action conference is less than two months away. As we prepare for another opportunity to share knowledge with the best sales professionals in the country, we’re taking time out to reflect on the lessons we learned at Elevate 2017 in Nashville. Whether you missed last year’s conference or want a refresh before you attend this year’s event, here are four Elevate 2017 quotes from Byron Matthews, president and CEO of Miller Heiman Group, that will prepare you to make
Hubspot Sales
MARCH 7, 2018
“Adding value.”. I see, hear, or read this phrase nearly every day. It’s in most motivational speeches, it’s all over LinkedIn via “sales gurus,” and it’s used in almost every book about sales, sales leadership, or sales management. Check out my book on how to run a more human-centric sales process to win more customers. But even though “adding value” is not a new concept, I recently came across a LinkedIn post that made me reexamine what I did as a sales rep to add value to prospects, partners,
SBI Growth
MARCH 6, 2018
Our guest on SBI TV is Ryan Leavitt, the Chief Revenue Officer for LearnCore. Ryan is a serial entrepreneur who knows how to drive revenue growth which is the lifeblood of an emerging business. I can’t think of a better.
The Center for Sales Strategy
MARCH 9, 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.
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
SBI
MARCH 7, 2018
If you’re a reader of Smart Selling Tools, chances are you understand the inherent value in equipping sellers with the materials they need to engage buyers. But what is that value, exactly? We at Seismic recently partnered with research firm Demand Metric to find out. After surveying more than 300 marketing and sales leaders across North America, the answer was staggering : more than half of respondents estimated a revenue increase of 20 percent or more if the needed sales content was always ava
Hubspot Sales
MARCH 9, 2018
There's no doubt about it -- leaving a good sales voicemail is hard. And even if you do record a well-crafted message, do prospects actually listen to them, or take the time to call you back? Not usually. So what’s the point? Should salespeople even bother with voicemails? Absolutely, and here’s why. Although a seller might get a higher response rate from an email or another type of message, responses to voicemails are generally richer and demonstrate a greater level of interest.
SBI Growth
MARCH 9, 2018
Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry. Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Cypress is leading the industry.
The Center for Sales Strategy
MARCH 7, 2018
I work with a lot of B2B sales organizations. Some perform well. Some perform not-so-well.
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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 6, 2018
I’ve been to many conferences over the years, but lately they’ve been centered around Sales. Naturally that makes sense since we provide Sales Leaders with free resources on how to navigate the Sales Technology landscape, so when I had the opportunity to join the B2B Marketing Exchange conference this past week in Scottsdale, I was excited. Matt Heinz , my marketing mentor, said it’s one of the best B2B marketing conferences of the year.
Hubspot Sales
MARCH 5, 2018
I started my business in 1986 by calling every company I could in the Blue Book. There’s no sugarcoating this: It sucked. I was good at cold calls, but it was still a pain in the neck. My goal became to set up a by-referral only business. Did I succeed? Well, in 1994, I switched my main business line to a private number. The only way a person could call me is if they knew someone who already had my number.
Credo
MARCH 8, 2018
Download our case study featuring three thriving, innovative institutions.
The Center for Sales Strategy
MARCH 5, 2018
Symptoms and Suggestions to move beyond the stall! Too often sellers fail to convert new business target accounts because they stall at various points of the sales process. Here are some symptoms and suggestions designed to help sellers move beyond the stall to convert a new business target to a new business customer.
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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 8, 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 Chris Tratar , VP of Product of SAVO. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Chris: SAVO is a game changer for our customers because instead of just focusing on solving tactical pains like helping sellers find content easier, we focus on helping organizations
Hubspot Sales
MARCH 6, 2018
Entrepreneurs and successful salespeople have almost unlimited chances to enhance their skills and abilities. With so much innovative thought and fresh research available, the opportunities to learn and improve are greater than ever. But one source of inspiration can be surprising: movies. A great film can turn a visit to the cinema into more than just an excuse to relax.
5600 Blue
MARCH 8, 2018
Over ten years ago, after having spent more than 20 years a salesperson, VP sales and sales consultant, we secured our first contract to provide negotiation training for the procurement arm of a major US airline. I felt like the proverbial fox in the hen house! As I was executing research to get ready for the assignment I stumbled on an article stating that this organization had just won: Procurement Organization of The Year!
Engage Selling
MARCH 9, 2018
????Most of my clients have a practice where they do quarterly business reviews with their best customers. This is something that I advocate as a best selling practice for key account management.
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.
MTD Sales Training
MARCH 8, 2018
There are only two reasons why a customer’s business will want to change from what they’re doing to something else. The first is that your solutions offer something they don’t have now , and they will be able to benefit from having or using it. The second is if they are experiencing pains associated with the current situation and need to change it. That’s it.
Hubspot Sales
MARCH 8, 2018
Oh, baby. You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into aggressive questioning. This is the biggest deal in your pipeline, you’ve been forecasting it for nine months, and, suddenly, it’s being threatened. Maybe this CEO asks why your widget factory doesn’t have an API, or why you don’t offer to send someone to install your SaaS on their internal server (think about it).
Sales Gravy
MARCH 6, 2018
Learning the skills of value selling and applying them is not easy.
Shapiro Negotiations
MARCH 9, 2018
Strategic Account Management, or SAM, is all about the relationships you build with company customers or partners. But even with that idea in mind, building strong relationships worth the time and effort isn’t always an easy process. If you don’t have a clear pathway to strengthening and maintaining those connections, your company relationships could be suffering.
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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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