Hubspot Sales
FEBRUARY 28, 2018
In Jill Konrath's opinion, the salesperson is the primary differentiator in purchases today. As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company. But what they can't get from just any vendor is the same sales experience, which is created by the sales rep. This means salespeople have almost complete control of their own destinies.
MTD Sales Training
FEBRUARY 12, 2018
One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. That question struck me because, basically, I hadn’t considered it much before. I used to simply write up my notes, put them on the CRM system and carry on from there.
SBI Growth
FEBRUARY 8, 2018
Territory misalignment is one of the leading causes for missing your number. As the Sales Operations leader, your mission is to improve the efficiency of the sales team. Within that charter, along with a lot of other responsibilities, comes territory.
Engage Selling
FEBRUARY 8, 2018
It’s a common scenario. A seller sends a proposal out to a prospect. They’re excited because the prospect seems eager to move forward and hasn’t brought up any objections or indications that they’re even on the fence.
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.
Nutshell
FEBRUARY 14, 2018
When we launched Nutshell, intuitive design was our priority. We understood that CRM fails when it’s clumsy, time-consuming, or frustrating. Since then, we’ve worked to expand Nutshell’s powerful reporting and build new integrations , but we’ve also budgeted time to learn, polish, and evolve Nutshell’s design—keeping us far ahead of the pack. Earlier this month, we launched a significant update to Nutshell’s layout and navigation.
Openview
FEBRUARY 7, 2018
Many organizations have adopted the practice of hosting Quarterly Business Reviews (QBRs) with each of their sales professionals to review what happened the previous quarter and to, perhaps more importantly, look ahead to future quarters. While QBRs are often dreaded by just about everyone in the sales organization due to their reputation for being incredibly time consuming and invasive, they can be very helpful for not just the sales leader, but the team of sales professionals as well.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
FEBRUARY 26, 2018
No matter how long you’ve been associated with sales, you’ll never know it all. We’ve worked with sales managers and directors who have been involved in sales all their working lives, sometimes over 40 years, and the evidence of bad leadership exists in the wastelands of their past, through poor motivational techniques, overload of their teams and a determination to prove no-one is as good as they are.
SBI Growth
FEBRUARY 5, 2018
Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams that we’ve ever had the benefit of examining. InsideSales.com has.
Engage Selling
FEBRUARY 22, 2018
I am sick of sales managers complaining about their top sellers not being team players. Sellers do need to be acting legally, morally, and ethically, and we do want them to get along with people.
The Center for Sales Strategy
FEBRUARY 8, 2018
I have a confession to make… I absolutely hated cold calling. It’s been a few years since I was in outside sales, but I still have flashbacks to some of my worst cold calling experiences. You know the ones where you’re treated like a complete nuisance, talked down to, or hung up on. Necessary Evil. Like most salespeople, cold calling for me was a necessary evil.
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
Openview
FEBRUARY 5, 2018
As a sales leader, you are evaluated by the success of your team – for better or worse. As John Greene at PhoneBurner put it: “Sales managers must take ownership of the success or failure of their sales team…As the leader of your business unit, it’s your job to educate , motivate , and provide a productive workplace…This is critical for your company’s growth and success.”.
Hubspot Sales
FEBRUARY 19, 2018
I have a confession to make: I haven’t recorded a new voicemail greeting since 2014. In the past four years, I (hopefully) have become more articulate, poised, and self-assured. But hear my voicemail recording, and you’d think I was still new to the work world, a little unsure of myself -- and probably not an authority. Obviously I need to update it.
MTD Sales Training
FEBRUARY 14, 2018
It’s not easy these days managing a sales team. There’s the external pressures of competition, legislation changes, the economy, client expectations, product development and the like, along with the internal concerns of salesperson morale, budgets, target-setting, product quality and many other things that can affect performance. So, what should sales managers concentrate on to still maintain some kind of control and bring about results that they are responsible for?
SBI Growth
FEBRUARY 1, 2018
In our customer success engagements, the timing of when to introduce the Customer Success Manager (CSM) is one of the most common questions. You only get one chance to make a first impression. Early engagement of Customer Success professionals accelerates.
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.
Engage Selling
FEBRUARY 24, 2018
Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three big sales engagement myths.
The Center for Sales Strategy
FEBRUARY 19, 2018
Superstar salespeople have a unique combination of talents that lead to excellence, and this combination of talents is very rare. It can be tough to find the people with all of the right "stuff" who have the potential for greatness.
Openview
FEBRUARY 13, 2018
Salesforce is a company I follow very closely. Given their phenomenal growth and the fact they are a longtime customer of ours, I read their quarterly earnings call transcripts regularly. Back in 2016, Salesforce reported “an all-time high in the number of large transactions,” including a net-new nine-figure deal, a nine-figure renewal, and more than 600 (600!
Hubspot Sales
FEBRUARY 22, 2018
First-time sales outreach response is plummeting. According to Jill Konrath , 97% of all business calls now go to voicemail. It's never been more important for salespeople to be good at leaving voicemails. Not only that, but voicemail can -- and should -- be measured, coached, and improved. Through personal experience and research, I’ve been able to identify the most effective voicemail script -- along with the keys to implementing it -- so you leave voicemails that generate an incredible respon
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
FEBRUARY 8, 2018
I once spoke to a sales manager who was complaining about how many salespeople he had lost in the previous three years. He was asking me if we could run a motivational programme for his team so that they would go out and sell more stuff, and stay longer at his company. I asked him if he had calculated the cost of losing so many good people. And I didn’t just mean hard cash costs.
SBI Growth
FEBRUARY 8, 2018
Joining us for today’s show is Andrea Brody, the Chief Marketing Officer for BravoSolution. Andrea is one of the top B2B revenue generating marketing leaders with a passion for building brands. Andrea has a great story to share with you.
Engage Selling
FEBRUARY 15, 2018
Want more sales? Of course you do. When you ask the typical seller how to create more sales, the mantra is generally to work harder, to grind more, or to double or triple the current efforts.
The Center for Sales Strategy
FEBRUARY 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.
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.
Corporate Visions
FEBRUARY 9, 2018
In-classroom training limitations are only exacerbated in a virtual classroom. Is there a better way? Everyone assumes that virtual sales training is a pale imitation of classroom-based training when it comes to behavior change. Especially if that virtual sales training is a bunch of self-paced online modules where a salesperson can “quiz to complete.
Hubspot Sales
FEBRUARY 20, 2018
Salespeople live on LinkedIn. They research prospects, participate in groups, and keep their profiles in tip-top shape. Another common practice is to message customers or connections helpful content. But what if you have a valuable blog post or insight to share with a specific person on LinkedIn? How do you send them a message if you're a 2nd- or 3rd-degree connection -- or even out of network?
MTD Sales Training
FEBRUARY 21, 2018
We’ve never been so time-poor. With everything inside and outside of our control exerting pressure on us to deliver, it’s not surprising that many things that should be done miss their deadline. One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. Because so many other things are pressing us for attention, we sometimes feel that we don’t have to give preparation for our presentations that much time.
SBI Growth
FEBRUARY 2, 2018
You are one month into 2018. Do you have a plan to hit your 2018 revenue goal? Every sales leader knows the routine. You crushed last year’s number. Your CEO and board repay you with a new, unrealistic revenue goal.
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?
Engage Selling
FEBRUARY 23, 2018
???Most times, companies, marketing departments, executives, and even sales teams create value statements without understanding the value they can bring to the customer. After you create any value statement, ask yourself, “Who cares?
The Center for Sales Strategy
FEBRUARY 6, 2018
As an Account Executive, we hated when it happened. As a Sales Manager, we might have done it a few times. ok. we probably did it a lot. We turned an email into a sales meeting (or for us older guys. a memo).
5600 Blue
FEBRUARY 27, 2018
A client asks us for a proposal. That’s a good thing, right? We do as they ask and provide a proposal. What’s next? We all know the first offer is likely not going to be the last. In fact, what many of us have done with that response is to give the client a price for products and services. The very natural inclination is for the customer to then begin the negotiations at this phase.
Hubspot Sales
FEBRUARY 12, 2018
Questions for Interviewing a Sales Manager. Tell me about yourself. How comfortable are you with data analysis? What do you think are the necessary skills and qualifications for success here? Why do you want to be a sales manager? Pretend I'm a sales rep who has missed quota three months in a row. What would you say? What do you think motivates reps the most?
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