Hubspot Sales
MAY 18, 2018
Sales Goals. Monthly sales goals. Waterfall goals. Sequence goals. Activity goals. Incentivized goals. Goal progression. Stretch goals. Mentor goals. If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number.
The Center for Sales Strategy
MAY 31, 2018
If you are a history buff, you may know the story of Cort é s and the burning of his ships. In the year 1519, Hern á n Cort é s arrived in the New World with six hundred men and, upon arrival, made history by destroying his ships. This sent a clear message to his men: There is no turning back. Two years later, he succeeded in his conquest of the Aztec empire.
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Engage Selling
MAY 24, 2018
You need to know what’s going on in the minds of your buyers when it comes to the solution you’re offering. Confused about what this means, exactly? Let me explain.
SBI Growth
MAY 30, 2018
Our guest today is Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. Sangram is one of the 21 B2B influencers to watch by the B2B News Network. And many in the audience know Sangram as the founder of the #flipmyfunnel.
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.
Drift
MAY 1, 2018
Let’s take a trip back in time to 2016 — the year Drift launched its very first chatbot. Just two years ago, the idea of a bot making life easier for sales reps and marketers was far-fetched at best. At the time, B2B sales and marketing was powered by automation and lead forms. And chat was traditionally used by support teams. So why did sales and marketing need a real-time engagement tool?
Nutshell
MAY 1, 2018
There’s a lot more to workplace diversity and inclusion efforts than simply making your company appear more “progressive.”. Focusing on diversity in hiring can have a significant positive impact on your company’s bottom line, especially when it comes to building your sales team. “People want to see themselves represented at companies they buy from, and a diverse sales force can more directly relate to the needs and wants of the people they are selling to,” says Stan Kimer , President of Total En
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
MAY 15, 2018
In an ever-changing sales landscape, maintaining a healthy personal brand on social media has become a necessary tool for sales professionals to build and maintain relationships with prospects. According to a Forrester Consulting study, Social Selling: A New B2B Imperative , “49 percent of B2B enterprises have developed a formal social selling program, and 28 percent are in the process of doing so.
Openview
MAY 11, 2018
To achieve explosive growth, technology startups need to have world-class sales teams. From smart cities and driverless cars to artificial intelligence, big data and SaaS, 2018 is ripe for companies to achieve record revenue and profits. That is, if they have the right sales team in place. A company’s success depends on the ability of its sales teams to deliver sustainable, predictable revenue at scale.
SBI Growth
MAY 7, 2018
Many CEO’s today lack confidence in their sales leaders to produce an accurate forecast. They have learned to apply algorithms to de-risk the number. This is a roller coaster ride that happens quarter after quarter of inconsistent forecasts. This problem.
Drift
MAY 23, 2018
People are tired of being sold to. They’re immune to emails, turned off by the hard sell, and can spot a sales pitch a thousand miles away. These days, buyers have more information and power than ever before, and they’re not just using that power to buy products — they’re using it to buy experiences. Twenty years ago, you might order something over the phone and wait weeks for it to arrive.
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
Nutshell
MAY 29, 2018
Building a sales process gives your future sales efforts a much greater chance of success, but your work isn’t done until it’s part of your organization’s DNA. According to Sales Benchmark Index , a well implemented sales process can improve your team’s win rate by 24%, reduce your sales cycle length by 20%, and increase your average sale price by 15%.
Hubspot Sales
MAY 14, 2018
"Looking Forward to Hearing from You" Alternatives. “Could you return all proposal feedback by Friday?”. “Could you help me find the answer here?”. “I saw X and thought of you. What are your thoughts?”. “It would really help me out if you could reply by Wednesday.”. “If you’re too busy to handle this request, is there someone else I can reach out to?”.
The Center for Sales Strategy
MAY 10, 2018
There’s a great line from the hit show Friends that seems appropriate to any discussion of target personas. If you’re a fan, you may remember when the whole gang goes to Barbados in one of the later seasons, and Joey meets someone who doesn’t own a TV. Dumbfounded, he says: “You don’t own a TV? What’s all your furniture pointed at?”. Similarly, with inbound marketing (the process of attracting prospects to you), when someone doesn’t have a clearly defined persona we think, “You don’t know your t
Openview
MAY 22, 2018
The world of sales is full of dangerous villains – time-consuming administrative tasks , inefficient internal processes, lack of proper tools and resources, etc. – that are weighing your company down. And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge. Sales Knowledge Management to the rescue! Knowledge Management vs.
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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 Growth
MAY 10, 2018
Weeks and months of planning go into defining the optimal sales org design for your organization. Countless meetings and analysis comparing the benefits of hunter/famer, stratification, product specialization or other org designs. Time is spent defining the role SDR’s, Sales.
Drift
MAY 3, 2018
Product marketing is one of those areas of the marketing profession that’s shrouded in mystery. Is it sales enablement? Marketing? Part of product? No one knows. But they should. That’s because — when done right — product marketing is one of the most powerful weapons in your marketing arsenal. It has the power to help you stand out in a sea of lookalikes, and elevate your brand to a.
RAIN Group
MAY 23, 2018
To succeed in sales, you need to have the right skills. You must be able to lead masterful sales conversations, manage opportunities, uncover needs, negotiate the best deals, fill the pipeline, develop relationships, manage sellers, and the list goes on. With the laundry list of skills needed, what skills are sellers most likely to have? In our The Top-Performing Sales Organization study, the RAIN Group Center for Sales Research asked, across a number of areas, if sellers have the skills they ne
Hubspot Sales
MAY 30, 2018
Just like in the world of sales, the follow up advice out there can be a little conflicting. You don't want to annoy the interviewer, but you also don't want to be forgotten, right? So whether you're applying for a job or following up with a prospect, it can be a little confusing on whether or not you should follow up. Regardless of what advice you read, it's proven that a follow up is important.
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.
The Center for Sales Strategy
MAY 1, 2018
Many sellers struggle to develop new customers. Often this has less to do with the seller’s ability to sell, and more to do with the seller’s ability to select quality prospects.
Openview
MAY 3, 2018
When you consider the average employer spends 3.7 – 5.5 months replacing the role of a salesperson and spends $97,690 in doing so , there’s certainly commercial advantage to be gained by retaining top sellers. On the flip side, a Glassdoor survey reported that “only 19% of sales reps have no immediate plans to leave their companies. Meanwhile, 68% plan to look for a new job within the next year and 45% plan to look for a new job within the next three months.”.
SBI Growth
MAY 25, 2018
Should you cover the entire market or double down on your sweet spot? You’re a CEO who just missed the quarterly number for the 3rd time in a row. You know what happens next. You are on the hook to.
Jeffrey Gitomer
MAY 3, 2018
Sales staff meetings are a vital link between what your company expects the sales team to do, and what actually gets sold in the trenches. It is a place where marketing is converted to sales. But how often is the opportunity these meetings provide lost, rather than gained?
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.
Engage Selling
MAY 11, 2018
?????????????I recently got back from a vacation in Japan and from that experience, I started to think about why I love going there in the first place. What draws me there? What sales lessons can we learn?
Hubspot Sales
MAY 11, 2018
Does this sound familiar? You’ve put together a business plan, invested all your savings, and have been working your idea as a side hustle for a few months. Finally, you feel like it’s the right time to raise some real capital. That’s a big step. Luckily, the bank isn’t your only option these days. Crowdfunding sites abound on the internet, and I’ve rounded up a few of the best.
The Center for Sales Strategy
MAY 17, 2018
Is your sales team running the same plays as it did ten years ago? Even five years ago? Well if it is, then there is a good chance you need to update your sales playbook. The fact is that the way businesses buy and sell has forever changed—and to stay competitive, you need to change too. Yes, certain things are still essential—finding needs, presenting solutions, and getting results—but how you interact with prospects and clients is different.
Openview
MAY 30, 2018
Creating a partner program is no simple task. A program framework will outline all the benefits you can offer to a partner, and all the requirements you’d like to receive from a partner. It will define your relationship and govern the terms of your engagement. The “Channel”, as we know it, has evolved. It seems like new channel types are being born daily and the demand and monetization of cloud/SaaS have reshaped the way vendors and partner work together.
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
MAY 3, 2018
You just reviewed the final management consulting presentation. You and your team buy into their recommendations and the evidence used to justify the approach. Owners are assigned for each deliverable and you should start seeing results in less than 3.
MTD Sales Training
MAY 4, 2018
If you had the chance to listen in to the salespeople who made the least sales, and learn from them what NOT to do, would you take it? You bet your Granddad’s last Werther’s Original you would! Well, on some of our sales courses, we’ve been gathering information that sums up what the worst salespeople out there actually do, and it makes sad, depressing, hands-in-the-air, can’t-believe-it reading.
RAIN Group
MAY 2, 2018
There are a lot of opinions on what to do to drive sales success. I Googled the topic and found over 60 distinct pieces of advice for what to do and not to do, but most of the advice was, indeed, just opinions. Any references to research or proven success was tangential at best. You deserve better!
Hubspot Sales
MAY 25, 2018
Best Bluetooth Headsets. Jabra Steel. Jabra Motion. Plantronics Voyager 5200. Plantronics Voyager Focus UC. VXi BlueParrott B450-XT. Plantronics M55. Motorola Boom2+ Headset. Plantronics Voyager Edge. Plantronics Voyager Legend. LG Tone Free Headset. Samsung Level U Pro. Sennheiser Presence UC. Jabra Wave. Jabra Stealth. A salesperson’s right arm? It might be their Bluetooth headset.
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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