Hubspot Sales
OCTOBER 19, 2018
As a real estate professional, you want to grow your business, and marketing plays a large role in capturing the attention of potential clients. A 2018 study by the National Association of Realtors (NAR) found 87% of home buyers purchase their home through a real estate agent. It’s evident there’s a market for real estate agents. But how can you reach prospects?
Openview
OCTOBER 31, 2018
I got on a call with an SDR recently who was nothing short of lovely. He asked great questions, talked about my goals, what I was looking for, what I wanted to see in their technology, etc. He listened well, was authentic, and was helpful from start to finish. Then I asked to see the technology. Which is when he told me it wasn’t his job and that he’d have to get me scheduled with an Account Executive because he wasn’t allowed to show me.
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Jeffrey Gitomer
OCTOBER 10, 2018
How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man. They may talk to you, they may be civil to you, they may even appear to help you – but ask them if they wish you were dead or alive, I'm betting on the funeral home.
Nutshell
OCTOBER 24, 2018
It’s rare to land on a website these days without seeing a chatbot emerge from the bottom right hand corner, asking, “What can I help you with today?”. The message appears to be coming from a nice man named Brent, but you can’t know for sure if it’s actually Brent or just some bot programmed to be Brent while the real Brent is off doing other things.
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
OCTOBER 29, 2018
Most companies acknowledge the merits of value-based pricing as an ideal. Why then, do so many companies struggle to execute it in practice? There are three reasons we frequently encounter: Confusing Product Value with Customer Value. Back in the early.
MTD Sales Training
OCTOBER 24, 2018
“The customer is always right”. I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the customer you are with has said something you know is definitely the wrong side of wrong? Alexander Kjerulf is an independent writer and an expert on workplace happiness.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Openview
OCTOBER 15, 2018
Imagine you’re part of a Grand Prix race through the winding streets of Monaco. You’ve got the fastest, most exotic car. The best crew. Powerful fuel. And you’ve been training for years. But, while your rivals zip along the harbor like electric slot cars, you sputter along at a crawl. It turns out, your wheels aren’t perfectly aligned. They’re each set in slightly different directions, creating tremendous friction.
RAIN Group
OCTOBER 24, 2018
Broad, open-ended sales questions are great for helping you find out what's going on in your prospects' and clients' worlds. They are essential to sales success. In fact, "listened to me" and "understood my needs" are two of the top five factors most separating sales winners from second-place finishers. Sales questions also help you connect with buyers personally, understand what's important to them, reshape their thinking, and create better futures for them.
Engage Selling
OCTOBER 18, 2018
Could you be solving the wrong sales problem? In other words, is the culprit behind a lack of sales the real issue, or an easy “scapegoat” which is masking the real problem?
SBI Growth
OCTOBER 22, 2018
Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.
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
MTD Sales Training
OCTOBER 3, 2018
Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before? The great feelings flow through you, because you realise that all your hard work was worth it, and you feel rewarded by repeat business that you didn’t have to do too much to gain.
Hubspot Sales
OCTOBER 9, 2018
You've started a new business and you're building up your customer base. But how can you reach the prospects who might benefit from your product or service? A business proposal can bridge the gap between you and potential clients. It outlines your value proposition, and its primary purpose is to persuade a company or organization to do business with you.
Openview
OCTOBER 10, 2018
Maintaining a position of preeminence in the highly competitive IT industry requires leaders to adapt to changes in the business landscape more rapidly than the competition. Continued success also relies on innovative sales enablement techniques that boost performance, help meet customer needs and achieve bottom line results. While many corporate sales enablement functions are already leveraging state-of-the-art enablement mechanisms, like online and virtual trainings, chat bots etc., most are s
RAIN Group
OCTOBER 3, 2018
One of the greatest difficulties in sales is helping buyers understand what outcomes they will achieve when they work with you. Creating a picture of what outcomes are possible with the solution you present is imperative for two reasons: Buyers need to be convinced of the positive outcome—and that you can achieve it—or they likely will not purchase.
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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.
Jeffrey Gitomer
OCTOBER 10, 2018
People are not afraid of achieving success, they just don't know how. Here's one element that will put you on the path. You have several goals you want to achieve, but they are not written down. They just pop up in your head every once in a while, only to be buried in a black hole of procrastination, excuses and guilt. Take heart – I found a way to beat the system.
SBI Growth
OCTOBER 30, 2018
Artificial Intelligence (AI) isn’t just a buzzword in the data world. When used correctly, it will save you time, which frees up your team to execute on strategic sales initiatives empower the sales team. AI is growing increasingly prevalent in.
MTD Sales Training
OCTOBER 17, 2018
Years ago, when the first bartering started (thought to be in the Middle East), metals were used as symbols to represent value stored in the form of commodities. Currency became recognised as stores of value, and traded between market traders and, eventually, nations. This idea of value was built on the concept of the importance, worth or usefulness of something.
Hubspot Sales
OCTOBER 5, 2018
Attention Outlook users: we have something for you: a compilation of the best Outlook tips for organizing your inbox. These shortcut keys will change the way you email. In fact, after taking just two minutes to learn them, we've began saving 15 minutes a day in email. To help others do the same, we organized these keyboard shortcuts based on the three types of email views: Inbox View, Conversation View, and Compose View.
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.
Openview
OCTOBER 25, 2018
When Kevin Gaither was hired as the forty-ninth employee at ZipRecruiter , the closest the organization had come to talking about sales was to say that they didn’t want to have a call center. A leading online employment marketplace, ZipRecruiter had experienced astronomical growth since launching in 2010. To-date, the company has helped more than 1.5 million businesses of all sizes find great candidates, received more than 430 million job applications, and currently has more than 8 million jobs
RAIN Group
OCTOBER 31, 2018
There are only 24 hours in each day. Some people are able to achieve incredible amounts in that time seemingly effortlessly. Others put in massive amounts of effort, but don't seem to get where they want to be. What are those in the more productive group doing differently? How are they able to achieve so much more?
The Center for Sales Strategy
OCTOBER 1, 2018
It's the beginning of the month. You're ready to help your team crush their sales goals. Sometimes they need a reminder of why they love what they do or a little help to boost their morale after a lost sale. Well, there are many things you can do to help your team improve sales performance and reach their sales goals, and here's something that can help boost morale, inspire, and increase productivity : motivation.
SBI Growth
OCTOBER 27, 2018
Joining us on SBI TV is Jim O’Gara. And Jim is the CEO of StoryDimensions. StoryDimensions is a sales enablement technology company that captures, develops, and delivers real customer insights and stories that B2B sales professionals can use to establish.
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.
MTD Sales Training
OCTOBER 31, 2018
The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. It’s all going so well. Then, when you ask the prospect for the order, they bring out another objection, or stall you for a few extra discount percentage points.
Hubspot Sales
OCTOBER 11, 2018
Whether you're managing your small business' finances or filing taxes, it's necessary to know where your money is being spent. But receipts from your purchases are likely to get lost in a sea of documents and miscellaneous papers. If you struggle to keep track of your receipts, a receipt scanner can come in handy. Some receipt scanners include online tools that allow you to access your receipts from anywhere, so receipts will be consolidated and you can access them whenever you need them.
Openview
OCTOBER 22, 2018
When I was the sales leader at ion interactive, even our smartest customers sometimes asked me questions that, at the time, seemed pretty clueless. For example, I’d often get calls from prospects asking “So wait, how are you different from Google Analytics?”. In my head (though thankfully never out loud) I’d be screaming: “I just told you! We’re nothing like them.
Engage Selling
OCTOBER 5, 2018
???Recently, I have been working with a lot of professionals where selling isn’t their primary role. These may be account managers, recruiters, engineers, or project managers.
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?
Sales Readiness Group
OCTOBER 12, 2018
On this Q&A episode: "What's the best response to "It's too expensive'?" I often struggle with price objections when the customer says, "My price is too high." Is there a best response to this objection? What do you recommend?
SBI Growth
OCTOBER 8, 2018
Look across your digital tactics and channels…do your buyers go there? Is their engagement worth the challenges involved in creating these? How do you know? Let’s first define Digital Planning (or Digital Marketing) – Leveraging digital channels to reach customers and.
MTD Sales Training
OCTOBER 5, 2018
Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an imposter! No, but maybe they are claiming to have more power than they really have in the decision-making process. Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use.
Hubspot Sales
OCTOBER 3, 2018
What sets you apart from the competition? Successful companies like Coca-Cola and Band-Aid have one important thing in common: a strong brand. In fact, their brand names have become generic terms for all similar products in their niche. If you cut yourself, do you ask for a bandage or a Band-Aid? A strong brand should be a priority for all businesses striving for success -- and the proof is in the numbers.
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.
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