Hubspot Sales
APRIL 18, 2018
Email Closing Lines. "I've got a great checklist on [insert topic]. Want me to send it your way?". "Is it currently a priority to improve [insert business goal]?". "Did the ebook you downloaded change the way you think about [insert topic]?". "I love ramen as well. Have you tried [insert restaurant name]?". "I've also a fan of [type of music]. Who are your favorite artists?".
Drift
APRIL 24, 2018
This year, B2B digital ad buyers–mostly marketers–will spend $4.6 billion to tell the world about their products. They’ll use all the typical marketing channels and tactics to spread the word — display, content syndication, SEM, social, re-marketing, email, and more. The ad copy will be different, of course. The calls to action? Optimized for maximum clicks and conversions.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Engage Selling
APRIL 12, 2018
Let’s not beat around the bush. There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.
Jeffrey Gitomer
APRIL 9, 2018
Pat me on the head and tell me to go away. That's the real meaning of call me in six months (or any nebulous "get back to me" after some period of time).
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.
SBI Growth
APRIL 27, 2018
Many of you are living your sales lives 90 days at a time. The tyranny of the urgent plagues all sales leaders. But as a sales leader in today’s environment, you must be thinking beyond this quarter and next. As.
The Center for Sales Strategy
APRIL 24, 2018
As a former sales manager, I often struggled with the line between being a supportive and understanding manager, and holding my sales team accountable. One day, after hearing excuse after excuse about why so-and-so wasn't going to buy such-and-such, I threw my hands up and asked myself, if all of this feels so out of my control, what is in my control?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Drift
APRIL 26, 2018
Jill Rowley has an impressive track record: 20 years in Silicon Valley and 52 quarters in software sales at companies like Oracle, Salesforce, and Eloqua. Over the last ten years she’s served as an advisor to over a dozen or so of tech’s most noteworthy companies, and been a keen observer of trends in both sales and marketing. Today, she serves as Chief Growth Officer at Marketo, the marketing.
Openview
APRIL 11, 2018
Editor’s Note: This article first appeared on the Intercom blog here. Founders make natural salespeople. So much of what they do, particularly fundraising, is selling. They’re the first and best salesperson your company will ever have. But even if you have a great product, there will come a point where you simply need to build out a sales function.
Jeffrey Gitomer
APRIL 12, 2018
When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.
SBI Growth
APRIL 17, 2018
Sales Leaders need to have their finger on the pulse at all times. They must know whether the team is on track, or not, to hit the yearly goal. Top performing Sales Leaders are always on top of this. They.
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
Miller Heiman Group
APRIL 12, 2018
“To be effective, sales enablement must be seen as a strategic discipline that is set apart from other functions such as marketing and training, even though those functions contribute to enablement.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. Understanding sales enablement as a distinct, strategic discipline is a relatively new development.
Hubspot Sales
APRIL 23, 2018
Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. And if they can’t demonstrate expertise, it becomes all the more difficult to establish credibility and eventually build trust.
Engage Selling
APRIL 6, 2018
??????????How many of you have been asked to do less work than you did last year? No one has ever been asked that. Even my clients in shrinking markets are asked to do more sales.
Nutshell
APRIL 17, 2018
What’s the one thing that defines your sales activities more than anything else? Is it the kind of prospects you target? A focus on customer nurturing and repeat sales? The way your team members cooperate to get deals done, instead of going it alone? While many sales organizations use a hybrid approach that draws from a variety of selling tactics and methodologies, there is usually one element of how they sell that’s more prominent than the rest.
Advertisement
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.
Jeffrey Gitomer
APRIL 13, 2018
How long does it take to establish a networking relationship? There is no set answer. It takes time. How much time does it take to show a prospect you are credible, honorable, have a good company and can deliver consistently? It takes time.
Drift
APRIL 5, 2018
What do you think of when you hear people talk about artificial intelligence — robot overlords? The singularity? Or maybe… bots that take human jobs? While we probably don’t need to worry about the first two just yet, the third seems plausible. After all, we’ve already seen intelligent bots do things like book meetings with sales reps, and answer basic questions from website visitors.
RAIN Group
APRIL 24, 2018
How many attempts does it take to break through to busy buyers? What offers are most accepted? Do cold meetings convert to new business? In our new benchmark report, Top Performance in Sales Prospecting , the RAIN Group Center for Sales Research uncovered the answers to these critical prospecting questions. With data from 488 B2B buyers and 489 sellers, we've cracked the code on what works in prospecting today.
Hubspot Sales
APRIL 9, 2018
Sales Objection Responses. “If money and resources were no object, would you be willing to start with our product today?”. “What’s holding you back?”. “When would be a good time to buy?”. “What are your company’s other priorities right now?”. “How can I help you get the resources you need to sell this to the decision maker?”. “So is X goal no longer a priority for you?”.
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.
PandaDoc
APRIL 27, 2018
A business plan is essential to your company’s success. After all, seven out of ten businesses fail within five years. We know you’re starting a new business or moving to expand and want to stay focused on the positive and the last thing you want to talk about is failure. But for 70 percent of business companies, failure is the reality, and the primary cause is a lack of planning.
Nutshell
APRIL 17, 2018
Three bites in and we couldn’t believe how good this place was. Ah, pizza. Not just any pizza though. Phenomenal pizza. We left the restaurant in a food coma and the next day told everyone we knew about our experience. Selling is easy when you believe in your heart that you’re persuading someone to make the right decision. In my case, selling this pizza place was a no brainer.
Jeffrey Gitomer
APRIL 9, 2018
Ask anyone in sales if they consider themselves a professional and the response is an immediate YES. But I challenge you.if you were in court, in front of a judge, could you produce the evidence to prove you're a professional salesperson?
The Center for Sales Strategy
APRIL 30, 2018
If you want elite sales performance from your new hire, have an elite onboarding process. You breathed that sigh of relief after you received a signature from a new hire. Satisfying, right? Now, you must put as much effort into their onboarding as you did into the interview process because hiring elite performers is only part of the overall equation.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
RAIN Group
APRIL 11, 2018
Challenges abound when it comes to sales prospecting. From targeting and using the right outreach methods to maintaining motivation and energy, there are plenty of ways to outbound prospect and fail. Download: 5 Sales Prospecting Myths Debunked. For our Top Performance in Sales Prospecting research, we asked 489 sellers who outbound prospect about the biggest prospecting issues they face.
Hubspot Sales
APRIL 17, 2018
Ask any sales rep what the hardest part of their job is, and I’ll bet they’ll say “closing.” After all, signing new customers and upselling existing accounts is how a rep makes quota. If they’re not getting prospects to sign contracts, they’re not going to hit their number. There are a handful of mistakes you need to avoid if you hope to be successful.
SBI Growth
APRIL 19, 2018
The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do.
MTD Sales Training
APRIL 18, 2018
When we ask buyers what makes them purchase from particular suppliers, the answers can range from great prices to great value to great people and many others. But some reasons always seem to float to the top of the list, and when you see them they appear common sense. Unfortunately, the sense needed for this isn’t that common. So, here I list just three ways that would make you indispensable to your clients, meaning they really value your services and wouldn’t want to work without you.
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
Jeffrey Gitomer
APRIL 23, 2018
Salespeople have feelings too. If you're a buyer, company owner or CEO, I ask you – how do you treat salespeople? Would you like to know how they want to be treated?
The Center for Sales Strategy
APRIL 3, 2018
Social selling is a powerful part of the approach in our now transparent sales landscape. I feel every salesperson should embrace LinkedIn, Twitter, and even Facebook, as they plan to approach and attempt to engage with new business prospects.
Openview
APRIL 20, 2018
It’s one thing to get meetings. It’s another to generate sales wins. Too many sellers rely too heavily on inbound leads, referrals, and repeat business. However, there often isn’t enough of these to go around to allow you to reach your overall sales target. If you need to drive your own pipeline, you need cold meetings. Unfortunately, many sellers don’t even believe that cold meetings result in sales.
Hubspot Sales
APRIL 17, 2018
Up-Front Contract Example. (Appreciation and Time) [Prospect name], thanks for agreeing to meet today. Can I take three minutes …. (Agenda) … to give you some recommendations on [improving X] at [prospect’s company]? And then, iIf you have no further interest …. (Outcomes). you can hang up, but if you do have interest, let’s have another meeting. A great sales call depends on what we at Sandler Training call an up-front contract.
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
Expert insights. Personalized for you.
145 
Let's personalize your content