Openview

NOVEMBER 6, 2018

In my experience, at the $1 million ARR stage, most SaaS companies find themselves in one of two buckets. Either their sales organization is firing on all cylinders or falling apart at the seams. You can guess what happens to the companies who have sales teams that are knocking it out of the park. Customer acquisition increases as they continue to execute strategies and tactics that they know work well and shed the ones that don’t.

Sales 107

Sales Investors Leadership Acquisition 107

RAIN Group

NOVEMBER 7, 2018

"Can you send me a proposal?". Sellers love to hear these 6 words from buyers. Once you submit a proposal, you can move forward to the win. While a good proposal summarizes what you've already discussed and agreed to, a proposal is, at its core, a persuasive document that communicates to buyers why they should buy, and why they should buy from you.

Communication 109

Communication Sales 109

SBI Growth

NOVEMBER 6, 2018

A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.

Sales 101

Sales Acquisition 101

Nutshell

NOVEMBER 9, 2018

It’s a tale as old as time: Your sales team isn’t meeting its goals. You thought you hired the right people and that everyone was a good fit for the company, so why aren’t they exceeding their quotas? Sometimes the issue is the employees themselves, but many times something outside their control is to blame. We’ve compiled six of the best strategies for improving sales rep performance based on real-world research and case studies so you can get back to hitting your benchmarks in no time: 1.

Sales 94

Sales CRM Prioritization Meetings 94

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.

MTD Sales Training

NOVEMBER 5, 2018

Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be spending your valuable time. It focuses on what are the most significant areas for you to concentrate and focus on that will bring the biggest returns.

Sales 89

Sales Business Growth Decision-making Sales Training 89

Engage Selling

NOVEMBER 8, 2018

Every time I speak to a new sales audience, someone starts up with a familiar whine: “Colleen it’s different around here…” “Colleen what you need to know about our market is…” “Colleen it’s unique here…” And then they go on … Read More »

Marketing 88

Marketing Sales Client Relationships Communication 88

The Center for Sales Strategy

NOVEMBER 6, 2018

How many decisions does a sales manager make in day? 10? 25? 50? That number probably varies, but most people would agree sales managers make a lot of decisions each day as they navigate changing conditions, corporate demands, and plenty of persuasion from their salespeople about doing what they want them to do. Better sales managers make good decisions more often than mediocre sales managers.

Sales Management 81

Sales Management Management Decision-making Sales 81

Hubspot Sales

NOVEMBER 6, 2018

In 1997, Billy Beane became the General Manager of the Oakland A’s. The A’s had the lowest payroll in Major League Baseball and in the four full seasons before Beane became GM, the A’s averaged less than 70 wins a season. Beane knew if he was going to build a contending team, he would not be able to do it the traditional way. Beane’s strategy -- as depicted in the 2011 film, “Moneyball” -- has traversed beyond the world of baseball to nearly all sectors of business and has become synonymous with

Sales 85

Sales Value Proposition Organization Publishing 85

Engage Selling

NOVEMBER 9, 2018

????????A few weeks ago, I had a rousing discussion on LinkedIn about the downside of pushing too hard as I recently did a Facebook Live video about pushing hard until the end of the year.

Sales 86

Sales Client Relationships Communication Management 86

SBI Growth

NOVEMBER 8, 2018

As The CEO, you obsess about your Customer. You also know you need to transform your Customer Experience. You are aware that customer expectations have risen, however, your company has not evolved to address them. You are committed to CX.

Customer Experience 83

Customer Experience Marketing Sales 83

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

B2B

The Center for Sales Strategy

NOVEMBER 5, 2018

Campaign recaps have become an expectation of doing business in the digital marketing era, but they often become a delivery report instead of reporting on the performance of a campaign. The goal of any recap should be to sell the results of that campaign in an effort to retain and grow the business. Over the years, I’ve seen some really good recaps, and I’ve seen some bad ones.

Digitalization 79

Digitalization Marketing Sales 79

Hubspot Sales

NOVEMBER 8, 2018

Congratulations! Your client closed on their dream home and it's time to show your appreciation. Or your client's home finally sold, and it's time to celebrate. You've been working with them for months and you've likely learned a lot about them. A closing gift is a great way to say ‘thank you' for their business. In real estate referrals and repeat business are important, and a closing gift is one way to ensure the buying or selling experience ends on a high note.

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Engage Selling

NOVEMBER 3, 2018

It used to be that buyers needed to know you first before they could trust your product. Today the reverse is true.

Sales Training 101

Sales Training Sales Leadership Leadership Sales 101

Corporate Visions

NOVEMBER 5, 2018

The post Seven Tips for More Effective Sales by Corporate Visions appeared first on Corporate Visions. You always want to ensure that your business is getting the most from your sales resources. But in today’s economy, maximizing sales effectiveness is critical – and could make the difference between struggling for survival and generating growth.

Sales 79

Sales Communication B2B Marketing 79

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.

Meetings

The Center for Sales Strategy

NOVEMBER 8, 2018

Sales superpowers? Yes, really. To understand what I mean, please take a step back from the world of selling and focus instead on the process of buying. The easiest way to wrap your mind around this is to consider a few common business-to-consumer (B2C) purchasing processes like buying a car, remodeling a kitchen, or selecting a college. Looking through that lens, it is easy to see how different the process of buying is today than it was only 10 years ago.

Insurance 79

Insurance B2C Banking Sales 79

Miller Heiman Group

NOVEMBER 5, 2018

With organizations facing an ever-evolving (and uncertain) future, it can be difficult for sales leaders to draw a bead on the best focus areas to ensure success. Should they be developing talent? Investing in the latest technology? Widening the net to search for new customers, or nurturing their long-term clients? No matter what, sales transformation is a strategic endeavor.

Organization 64

Organization Sales CRM Negotiation 64

Hubspot Sales

NOVEMBER 9, 2018

The pet boarding and grooming industry is growing -- it has grown 6.8% over the past five years to draw in eight billion dollars of revenue in 2018. And the number of businesses in this industry has grown by 5.1% in the same timeframe. If you're looking to start a business in the pet grooming and boarding industry, have you considered a franchise ? If you answered ‘yes', then Dogtopia might be a good option for you.

Construction 59

Construction Retail Advertising Negotiation 59

Corporate Visions

NOVEMBER 7, 2018

The post You Don’t Need a Better Sales Process – You Need a Better Sales Message by Corporate Visions appeared first on Corporate Visions. When Sales needs to hunker down and improve its performance, what do you typically hear from sales management? “We need a better sales process.” Then, your sales management team and your sales training experts spin the dial to pick one of the many options available in the marketplace – in hopes that it will help you rise above the economic p

Sales 68

Sales Sales Training Sales Management Marketing 68

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.

Sales

The Center for Sales Strategy

NOVEMBER 7, 2018

We're partially through the 4th quarter of the year, and as planning is in the works for the following year, it’s a great time to do an account review with your team. After all, their success equals your success, so it’s vital that you help them set a strategy that helps them meet their goals.

Meetings 73

Meetings 73

Outbound Engine

NOVEMBER 6, 2018

The benefits of email marketing for small businesses are not always obvious. Email marketing is being used by thousands of organizations to promote their businesses and to grow revenue. If you’re on the fence about email or overwhelmed with information, we want to help you get started. Here are five benefits of email marketing for small businesses. 1.

Small Business 51

Small Business Marketing Software Software 51

Help Scout

NOVEMBER 7, 2018

Although email connects us to the world, it’s also a source of daily angst. Email management only gets more complicated when your job is to help people every day. For customer support professionals, email management software is no longer optional — it’s essential for an efficient workflow. As simple and affordable as they are, email distribution lists and shared inboxes can lead to overlooked customers, dropped work and duplicated efforts.

Software 40

Software Software Management Customer Experience 40

Corporate Visions

NOVEMBER 7, 2018

Want to wow your sales team for kickoff? Try some new approaches that could help reps have value conversations customers want to have. Tis the season for picking sales meeting kickoff themes for sales and marketing organizations around the world. You definitely have to set the dates, confirm the budget, find the location, and get executive buy-in. But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using.

Meetings 64

Meetings Suppliers Sales Decision-making 64

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.

Negotiation

The Center for Sales Strategy

NOVEMBER 9, 2018

- WHAT'S MOTIVATING US THIS WEEK -. "THE ONLY LIMIT TO OUR REALIZATION OF TOMORROW WILL BE OUR DOUBTS OF TODAY.". -FRANLIN D. ROOSEVELT. - WHAT WE'VE BEEN READING THIS WEEK -. > The Sobering Truth: Why You Can’t Sell to C-Suite Executives — Hubspot. Senior decision makers in general are becoming fatigued by salespeople’s questions. This post shares data that supports strategies to help you sell to C-Suite executives.

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Outbound Engine

NOVEMBER 9, 2018

OutboundEngine is thrilled to be recognized for a third time on the list of Aggie 100 honorees. The Aggie 100 recognizes the fastest-growing companies led by Texas A&M University alumni. OutboundEngine came in at number 23 and is one of the highest-ranking central Texas businesses. We are so proud! Our founder, Branndon Stewart, is pictured below with several OutboundEngine Texas A&M alumni at the 14th annual McFerrin Center for Entrepreneurship awards dinner. 2018 was a year of growth a

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40

Help Scout

NOVEMBER 5, 2018

Our Engineering Coach, Megan Chinburg, recently called for further removing ableist language from Help Scout’s company vernacular. “I observed us using the word ‘crippled’ a few times in various conversations and presentations. I realize this is a common word used in English to emphasize just how destructive a particular pattern or event can be. However, there are several other words that mean the same thing and don’t compare dire or sub-ideal situations with the physical state of another human.

Customer Experience 40

Customer Experience Software Software Communication 40

SBI

NOVEMBER 6, 2018

game chang·er. noun. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a potential game changer that could revitalize the entire US aerospace industry”. The Smart Selling Tools community knows about our weekly Executive Interview Series. Each interview is an opportunity to learn about different solutions and what way they’re changing the game for sellers.

CRM 46

CRM Sales Sales Analytics B2B 46

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing

ReviewTrackers

NOVEMBER 8, 2018

Taking advantage of the analytics available for your Facebook business Page is necessary for a business to succeed in today’s digital landscape. Without it, a business can’t gauge the full effect of its content. Analytics also provides a closer look at a business’s customer base, which can determine the type of content appropriate for that audience.

Customer Experience 22

Customer Experience Decision-making Publishing Management 22

Hubspot Sales

NOVEMBER 9, 2018

One of the first steps when working with home sellers is setting the listing price of a home. When working with buyers, that first step is usually checking the value of a home before making an offer to purchase. A home’s current worth can be difficult to pinpoint, and the best and most common way to find out how much a home is actually worth is by running a comparative market analysis.

Marketing 94

Marketing Construction Software Software 94

Help Scout

NOVEMBER 4, 2018

At Help Scout, we believe in helping people build fulfilling careers in customer service and support. In our “Understanding Customer Service Jobs” posts, we showcase different roles suited to customer service professionals. Improving your individual skills and abilities is always worthwhile, but in a growing support team there are other ways to make a broader impact.

Logistics 40

Logistics Onboarding Leadership Customer Experience 40

SBI

NOVEMBER 4, 2018

Allego is a Modern sales learning platform that combines training, practice, coaching & knowledge sharing into one app. It uses mobile, video and peer collaboration to better serve the dynamic needs of sales teams. Visit Allego.

Sales 20

Sales Sales Training 20

Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

B2B