Hubspot Sales
JANUARY 14, 2019
Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone. Because that doesn't work. You sound like a salesperson trying to sell them -- which makes the modern buyer run for the hills. So when are elevator pitches effective?
Jeffrey Gitomer
JANUARY 13, 2019
YES! The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless. When I say sales, I'm not just talking, "Hey, please buy my stuff." Sales is not just selling your product or service.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales Readiness Group
JANUARY 29, 2019
A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team achieve their full potential.
SBI Growth
JANUARY 15, 2019
Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.
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.
Openview
JANUARY 2, 2019
The sales profession is one of the most difficult in America and it is constantly changing. Hundreds of books have been written on how to excel in it, and with good reason. It is an occupation filled with pressure, high risk and endlessly overwhelming opportunities. Despite this, more than one in eight jobs in the United States are full-time sales positions according to a study done by The Brevet Group.
Nutshell
JANUARY 4, 2019
How would you like to attend the best sales event of the year without leaving your desk? Nutshell is proud to present BOUNDLESS , an all-day virtual conference dedicated to our wonderful customers and designed to offer the inspiration and sales hacks you need to make 2019 your most successful year ever. BOUNDLESS 2019 will be streamed live on Friday, February 22nd , and you can see the current agenda and speakers’ list here.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
JANUARY 14, 2019
You will no longer dread the dreaded cold call after you read this column several hundred thousand times. There is a fear and dislike many salespeople have when it comes to cold calling. John Whittington at the Lake Norman SalesMasters ® club mentioned that he had a big fear of being thrown out of a company when making a cold call. It was suggested to him that his strategy should be to only cold call on one-story buildings.
Groove HQ
JANUARY 30, 2019
The best advice on customer service we’ve learned in half a decade of blogging Throughout five years of blogging at Groove, we’ve written about customer service tips a lot ourselves, as well as chatted with other influencers in the industry. Our support blog is full of fascinating stories, case studies, interviews, and tips spread all […].
SBI Growth
JANUARY 3, 2019
All businesses need to prove that their products are valuable; simply declaring it to customers will do little to grow the business. The window to prove your solution is worth the investment and is becoming increasingly brief. If there’s a.
Openview
JANUARY 7, 2019
“When I think about working with a recruiter I cringe.”. These words are straight from the mouth of a dear friend and colleague. And I hate that they exist. But let’s face it… they’re not exactly unfounded, are they? I’ve spent 20 years working with recruiters and talent leaders in HR Tech sales (plus the last 3 in recruiting here at Avenue Talent Partners) and I want to address the elephant in the room: sales recruiting as an industry is cringe-worthy.
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
RAIN Group
JANUARY 23, 2019
There are common competencies every organization needs to build a truly successful sales organization. At RAIN Group, we organize these competencies around the Sales Competency Wheel SM.
Hubspot Sales
JANUARY 7, 2019
In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want or need. While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. 49% of organizations have zero or limited means of measuring sales productivity.
MTD Sales Training
JANUARY 8, 2019
What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes to behave, based on a system that supports those beliefs. That means it can’t always be supported by empirical formulae, but is determined by someone’s confidence in an opinion or belief.
Groove HQ
JANUARY 29, 2019
Where we’ve been, where we’re going, and answers to all of the questions that many of you have been asking. I know. It’s been a while. Every few days, I’ll see a Tweet like this one… Or a comment like this one… Over the last several months, reading messages like this has been hard. Every […]. The post The Rebirth of Groove (and the Next Stage In Our Startup Journey) appeared first on Groove Blog.
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.
SBI Growth
JANUARY 18, 2019
Advocacy is on fire! Why? Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth. Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers.
Openview
JANUARY 24, 2019
Editor’s Note: This article first appeared on LinkedIn here. . “Who knows, you may be that close. You could be uncovering a blind spot or two away to take your career to the next height…” Assegid Habtewold , The 9 Cardinal Building Blocks: For Continued Success in Leadership. Blind spots, we all have them and they have the potential to be damaging.
The Center for Sales Strategy
JANUARY 29, 2019
There are many benefits to using LinkedIn as a sales professional that include everything from personal branding and thought leadership to prospecting, lead nurturing, and recruiting. The problem is, often times, sales professionals don't have time to set up or update the basics of their LinkedIn accounts to best represent them and their company. You can't build a great building on a weak foundation, and the LinkedIn profile is just that: the foundation that could affect the success of your soci
Hubspot Sales
JANUARY 18, 2019
As a real estate professional, the amount you're paid for each sale is often dependent on commission. And the average commission for the sale of a property is 6% of the purchase price. But, how do you know you'll be paid fairly for the work you've done? This is where procuring cause comes into the picture. Let's demystify the procuring cause and what it means for real estate professionals.
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
JANUARY 2, 2019
We’re always told to think big, aim high and challenge ourselves. It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible. How can we give ourselves that massive push to go for something that would inspire us to tap into our potential? One way is by setting ourselves a BHAG!
Jeffrey Gitomer
JANUARY 15, 2019
Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime. What kind of saleswoman will this kid be when she's 21? So, what does this 7–year old kid have to do with your sales success?
SBI Growth
JANUARY 14, 2019
Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan.
Openview
JANUARY 14, 2019
Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. According to Gartner , “By 2020, all new entrants and 80% of historical vendors will offer subscription-based business models.” Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch.
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.
The Center for Sales Strategy
JANUARY 21, 2019
The things you do are often more powerful than the things you say. New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale?
Hubspot Sales
JANUARY 21, 2019
Welcome. I’m glad you're here. You might be in the midst of launching a startup. Maybe you’ve planned out your path into the world of startups and have yet to start … or perhaps you’ve simply dreamed about your startup behind-the-scenes. Regardless, welcome. We know this journey is emotional, difficult, scary, exciting, risky, and rewarding. I get it, and I’m honored you’ve chosen HubSpot as a key resource.
Engage Selling
JANUARY 4, 2019
??It is common for me to get questions like, “How do I get my sellers to reach their sales goals?” Here’s my answer. First of all, you have to make sure they know what your sales goals are.
Jeffrey Gitomer
JANUARY 14, 2019
Take me to your leader. If you have one. Are you a leader? Do you aspire to be one? Are you a true leader or a leader in name (or title) only? Leadership is the true challenge for the next decade. Entrepreneurial ventures are starting in record numbers, competition is stiffer than ever, customers are demanding more, profit margins are thinning. All of these trends create leadership opportunities.
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?
SBI Growth
JANUARY 29, 2019
As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.
Nutshell
JANUARY 9, 2019
“We prefer to work off of spreadsheets” is one of those great lies that sales organizations like to tell themselves. Of course you don’t like to work off of spreadsheets. Nobody does. Spreadsheets might be easy to use, but they don’t actually do anything to help you close a sale. It’s hard to find important information quickly in a spreadsheet, and trying to communicate with your teammates on a spreadsheet is absolutely maddening.
PandaDoc
JANUARY 14, 2019
2019 is officially upon us. The Christmas and holiday commercials are over and predictions about the new year have commenced. With the flood of this new info, it’s easy to feel overwhelmed while browsing your LinkedIn newsfeed. It’s a never-ending list of updates, upgrades, evolutions of tools and technology, and digital marketing trends. So my goal with this post is to give you the TL;DR version of all of those predictions.
Hubspot Sales
JANUARY 25, 2019
There's no doubt about it -- startups are expensive. If you're looking to validate a market, prove out a pricing model, or put together the right team, you'll need resources. Time and money are the most common resources for startups -- and the more you have of one decreases the amount you need of the other. Businesses with a small burn rate often don't require much funding to get started because they're cash efficient.
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