Hubspot Sales

JANUARY 9, 2018

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? Entrepreneurs, sales executives, and sales managers all benefit from writing sales plans -- whether for their business, department, or team.

Sales 145

Sales Advertising Software Software 145

SBI Growth

JANUARY 12, 2018

Many of you are looking at the revenue plan and worried that you are already behind. Why? You are wondering if you have enough headcount to make your revenue number. So, what do you do about it? There are two.

B2B 114

B2B Marketing Sales 114

MTD Sales Training

JANUARY 10, 2018

When we ask salespeople how they prepare for making sales calls, most say they might check the company’s website and possibly check the contact’s Linked-In profile, but that’s about it, really. This surprises us, as the quality of the preparation can make or break your opportunities with a new prospect. Here are some tips that you might consider to make your preparation that much better and more successful.

Sales 88

Sales Sales Training Publishing Meetings 88

The Center for Sales Strategy

JANUARY 12, 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. 1. 5 Skills Every Sales Development Rep Needs to Master in 2018 — HubSpot. To be successful next year and beyond, sales development reps need to think outside the box. With the right skills, they’re more valuable than ever before.

Sales 76

Sales Management Marketing 76

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.

Hubspot Sales

JANUARY 12, 2018

What is direct mail? Direct mail is a marketing strategy that involves sending a physical letter, package, mailer, brochure, postcard, etc. to your prospects and/or current customers. It’s used in both B2C and B2B selling, although more commonly with consumers. Everything old is new again. Although direct mail’s response rate has dropped over time, it’s still a valuable tool for marketers and salespeople.

B2C 133

B2C Insurance B2B Financial Services 133

SBI Growth

JANUARY 9, 2018

As a successful sales leader, you spend your life chasing airplanes and living in hotels to Make Your Number. Throughout 2018, you will once again prove yourself worthy by flying 100,000+ miles and sleeping in dozens if not hundreds of.

Sales 109

Sales Client Relationships B2B Marketing 109

The Center for Sales Strategy

JANUARY 8, 2018

We’re all familiar with Ego. If someone says you have a “big ego,” you know that’s not a compliment. At least not in most circles. Your Ego is about your survival. At its best, your Ego is simply your awareness of your own identity and how you interact with the outside world. Let’s look at five strategies your Ego may be using that may be interfering with the way you interact with business prospects and partners.

Sales 70

Sales Meetings 70

Hubspot Sales

JANUARY 11, 2018

What does BANT stand for? The acronym BANT stands for: Budget: How much is the prospect able and willing to spend? Authority: Who is the ultimate decision maker? Need: Does the prospect have a problem your product can solve? Timing: Is there urgency? What is BANT? BANT is a sales qualification methodology that lets salespeople determine whether a prospect is a good fit based on their budget, internal influence/ability to buy, need for the product, and purchase timeline.

Decision-making 131

Decision-making Stakeholders Finance Meetings 131

SBI Growth

JANUARY 11, 2018

Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generation.

B2B 99

B2B Marketing 99

MTD Sales Training

JANUARY 11, 2018

It’s no secret that everything in the working environment is evolving. The biggest shifts that are happening in work are being driven by Artificial Intelligence, Globalisation and robotics. The generational gaps that we really didn’t have to concern ourselves about are now one of the most important aspects of every office’s working situations. The changes we see today are happening at the quickest rate we have ever seen.

Emotional Intelligence 60

Emotional Intelligence Artificial Intelligence Sales Leadership 60

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

JANUARY 9, 2018

Over time, organizations can begin to lose performance. It can start to feel like the organization is missing a beat, not hitting on all cylinders. If it was your car, you'd take it into the garage and get a tune-up, but what do you when it's your sales team? How about a sales tune-up for your organization? A sales tune-up is the perfect way to assess your sales organization through a comprehensive, analytical sales diagnostic.

Sales 66

Sales Organization Sales Management Management 66

Hubspot Sales

JANUARY 11, 2018

How to Get a Real Estate License. Understand state licensing and education requirements. Take a pre-licensing course. Pass your state licensing exam. File a real estate license application. Find a real estate brokerage. Join the National Association of Realtors. Renew your license. So, you’ve decided to become a real estate agent? Congratulations! It’s time to get to work.

e-Learning 113

e-Learning Insurance Decision-making Meetings 113

SBI Growth

JANUARY 8, 2018

How do you determine the Key Accounts for a program? How often should you re-evaluate current Key Accounts? The answer for most is by simply taking your top few customers by annual revenue, and calling them “Key Accounts”. If your analysis.

Account Strategy 61

Account Strategy B2B Sales 61

Excelerate

JANUARY 9, 2018

Why did I start Excelerate? ? Oh man. That’s a tough question. Where to start? I have so many thoughts in my head - many good and many bad experiences from my 20-year career in industry and consulting. What was it that finally pushed me to take that leap? My family, that’s what it was. I have two incredible kids and an amazing wife. I’m so lucky to have them in my life.

Meetings 52

Meetings Management 52

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

JANUARY 11, 2018

There certainly is a lot banter these days about how many contacts a salesperson must make in order to secure an appointment. We all know it takes more than 2 or 3 calls, but how many does it really take and why?

Sales 59

Sales 59

Hubspot Sales

JANUARY 8, 2018

Inspirational Sales Quotes: "Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time." -Thomas Edison. "Always do your best. What you plant now, you will harvest later." -Og Mandino. "Become the person who would attract the results you seek.” -Jim Cathcart. "Don't watch the clock; do what it does.

Decision-making 112

Decision-making Sales Innovation Leadership 112

Pinnacle View

JANUARY 6, 2018

When the PV team spoke with Steven Sashen, Founder and CEO of Xero Shoes, we were excited to get an update on how the business had grown since appearing on Shark Tank in 2015. “The Shark Tank Wave” is a phenomenon where participants of ABC’s Shark Tank find themselves in position for immediate growth because of the massive exposure gained from the show.

Investors 52

Investors Marketing 52

SBI

JANUARY 9, 2018

In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling. This is especially true for sales people who manage a large book of business and large product portfolios: the larger their account or product list, the larger the data sets to review and report on, and the less time they have to focus on growing and retaining every customer account.

B2B 55

B2B Artificial Intelligence Account Planning Sales 55

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

JANUARY 10, 2018

If you put a bad apple in a bushel of good apples, the bad apple won’t become good. In fact, w hen a bad apple starts to rot, it emits a gas that can indeed start to rot the good apples. But even if the bad doesn't completely rot the good apples, it's important to lock on to the fact that the bad won't get better by being with the good.

Sales Management 49

Sales Management Management Sales 49

Hubspot Sales

JANUARY 10, 2018

Gmail Multiple Inboxes. Multiple Inboxes are mini inboxes Google offers within your primary inbox. Organize your inbox into sections based on the email type, topic, or personal preference. It’s worth noting you can't implement Multiple Inboxes if you are using Gmail Promotions, Social, Updates, or Forums tabs. My email inbox acts as my to-do list. Some of my emails are threads around a pending project, some are about a relationship I'm working with a new writer, and each one requires a certain r

Organization 109

Organization Prioritization Sales 109

Sales Gravy

JANUARY 12, 2018

Always prioritize quality over quantity when it comes to best business practices - and potatoes. When I was at school, I earned some extra money as a waiter for an agency in Bristol in the west of England.

Prioritization 40

Prioritization 40

ReviewTrackers

JANUARY 10, 2018

In one review about Apple, an interviewee was asked about finite element analysis and strength materials in the first round. No personality questions were asked. In a second review, an interviewee felt disrespect from the employees during a group interview. In a third review, an interviewee writes that Apple is very secretive about the interview process.

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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

Openview

JANUARY 11, 2018

Sales has never been more difficult. From the way you connect to new sales leads to the near automatic way of closing them, the entire landscape has changed. Failing to keep up will leave you at a distinct disadvantage compared to your competition. If you were to sell today like you did in the early 1990’s, you’d be eaten alive. There’s a good to fair chance you’d never make a single sale.

Negotiation 76

Negotiation Sales Sales Technology Organization 76

Hubspot Sales

JANUARY 6, 2018

According to a report by Silicon Era , Sony expects to increase the number of PSVR games from 150 to 280 over the course of 2018. Citing Japanese financial publication Nikkei , the report holds the 80 percent increase in games planned for 2018 is primarily due to the fact that Sony has shipped over 2 million PSVR units worldwide since launch, making the platform ripe for further investment.

Retail 94

Retail Marketing 94

Sales Gravy

JANUARY 12, 2018

When it?s an objection, you?d handle this in a way that magnified desire by looking through the lens of value. Rather than focusing exclusively on price, you?d figure out what else is in this particular buyer?s value equation ?

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ReviewTrackers

JANUARY 12, 2018

Getting listed on online business listing directories and sites is one of the most effective ways to boost your business performance on local search. While having your own website remains crucial — as do traditional search engine optimization strategies like keyword research and link building — building and growing your online presence on local business directories and local listings sites can bring you closer to consumers who are looking for businesses nearby.

Healthcare 29

Healthcare Digitalization Media Sales 29

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

SBI

JANUARY 11, 2018

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Steve Preston , CMO at Qstream. Nancy: Why does the industry need your solution? Steve: More and more companies are investing in sales enablement solutions, and as evidenced by your own SalesTech Landscape , there’s now a wide array of solutions and services for organizations to choose from.

Sales 55

Sales Onboarding CRM Organization 55

Hubspot Sales

JANUARY 10, 2018

While sales is undoubtedly the lifeblood of any organization, the thought of implementing a successful sales training program is enough to give even the strongest business leader pause. Many organizations invest heavily in sales training ( Training Industry reports $300 billion is spent globally on training programs and activities, with $161 billion spent in the U.S. alone) -- but most continue to struggle with the intricacies of managing and developing productive sales talent across various age

Sales Training 91

Sales Training Value Proposition Sales Onboarding 91

Sales Gravy

JANUARY 9, 2018

A manager?s job is to train, educate and develop their people, and to make them as successful as possible. To be effective, managers should be buried in people, not in paper or meetings. Too often today, managers operate at extremes.

Meetings 40

Meetings Management Sales 40

ReviewTrackers

JANUARY 8, 2018

This article was written by Victoria Greene, a branding consultant and freelance writer. On her blog, VictoriaEcommerce, she shares tips on ecommerce and how writers can develop their craft. She is passionate about using her experience to help brands grow their business the right way. Investing in reviews means investing in the customer experience. In the largely depersonalized and competitive landscape of ecommerce, great reviews can make all the difference.

eCommerce 13

eCommerce Media Small Business Customer Experience 13

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