Hubspot Sales

JUNE 18, 2019

You might sell a product that genuinely makes conducting business easier, but this doesn't grant you a simple sales process. The sales process can be long, tedious, and frustrating, no matter how innovative your product may be. Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment ,and outdo competitors in functionality and price.

Decision-making 117

Decision-making Stakeholders Sales Software 117

SBI Growth

JUNE 16, 2019

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture.

B2B 118

B2B Marketing Sales 118

The Center for Sales Strategy

JUNE 19, 2019

Sales enablement. Is it a buzzword or just a misunderstood word? DEFINITION OF SALES ENABLEMENT : Sales Enablement encompasses the technology, strategy, processes, and content that empower sales teams to sell smarter and faster. It’s about providing salespeople with what they need in order to successfully and strategically engage the buyer throughout the buying process.

Sales 93

Sales 93

Sandler Training

JUNE 20, 2019

Many organizations underestimate the power of content when it comes to boosting sales conversions. With the right content metrics in place, your sales team will be better prepared to tackle – and close – a lead successfully. Read Time: 5 Minutes.

Sales 89

Sales Organization Leadership Management 89

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

JUNE 17, 2019

Ever heard of contract lifecycle management (CLM for short)? If that answer is “No,” you’re not alone. You’d even be forgiven if you thought it was just another convoluted business term with an accompanying three-letter acronym (Why are the acronyms always three letters long?). But, in this case, you’d be wrong. Many business owners, managers, and sales reps think contract management is just a matter of getting a signature and storing the contract away in a CRM.

Sales 92

Sales Software Software Government 92

SBI Growth

JUNE 20, 2019

Is your sales team spending too much time doing other things besides selling? Do you feel like you can’t ever focus on strategic objectives because you are too weighed down by a constant stream of ad hoc data requests? Do.

Artificial Intelligence 83

Artificial Intelligence Sales Software Software 83

Corporate Visions

JUNE 19, 2019

The post What You Need to Know About the Challenger Sales Model by Anton Rius appeared first on Corporate Visions. Challenging buyers to disrupt their status quo, change, and choose you. This strategy, as popularized by the Challenger Sales Model, is one of the most recognized sales training methods today. But where did it come from? And is it effective for every selling and buying situation?

Acquisition 85

Acquisition Sales Sales Training Decision-making 85

Hubspot Sales

JUNE 17, 2019

This is an excerpt from the book, " Sales Truth " by Mike Weinberg. It has been republished here with permission. Just because a customer asks for a demo or a sales pitch, does not mean that it benefits you to do so. And that is even more true when a customer instructs you to work through their procurement process or solicits a request for proposal (RFP).

Procurement 86

Procurement Suppliers Stakeholders Profitability 86

Miller Heiman Group

JUNE 18, 2019

In the latest episode of Move the Deal , CSO Insights Chief Research Officer Seleste Lunsford previews the upcoming World-Class Sales Practices Report and talks with host Greg Moore about shifts in buyer behavior, how sellers should respond and what it takes to be a world-class sales organization. CSO Insights is the research division of Miller Heiman Group.

Organization 81

Organization Sales Publishing Decision-making 81

MTD Sales Training

JUNE 18, 2019

In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale or don’t progress, it tends to have the opposite effect. Much of our motivation is dependent upon extrinsic or external events; those things that we often don’t have control over.

Sales 69

Sales Decision-making Sales Training Management 69

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

CSSP

JUNE 21, 2019

Ready for Strategic Planning. I ask this question, partly, because all too often I hear people say their companies aren’t ready for strategic planning. Let’s take a look at what you need to be truly ready for strategic planning. 1. An operating business. This seems like an easy one, but quite often people talk with us about strategic planning who are just planning to start a new business.

Profitability 95

Profitability Business Services Meetings Marketing 95

Hubspot Sales

JUNE 21, 2019

You know what sucks about networking? Keeping track of everyone you've spoken with. I attend events, send emails, tweets, the whole networking nine-yards. But it often feels like I'm shooting shotgun pellets into the distance in the middle of the night. Having a "handy" stack of business cards doesn't remind me how or when I met the person. "Connecting" with everyone on LinkedIn doesn't share the specifics of what I talked to them about.

CRM 84

CRM Management Communication Meetings 84

Sandler Training

JUNE 18, 2019

This is a special bonus episode, a look back at this year’s Sandler Summit and one of our opening keynotes by Andy McCredie. He is a Sandler trainer from the UK and did a killer hour-long talk on closing the sale. The full talk is available in Sandler Online. Here are some quick tips on How to Succeed at Closing more Sales. Listen Time: 11 Minutes.

Sales 71

Sales 71

Miller Heiman Group

JUNE 18, 2019

Sales is an essential part of being in business, which means that organizations throw vast resources to get the foundation down right. At its heart, sales is about communicating the value of your service or product in a way that resonates with your audience. The reality is that no matter how innovative and valuable your solution is, if you can’t explain why a buyer should purchase your solution, you won’t win the deal.

Sales 66

Sales Innovation Decision-making Communication 66

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

JUNE 18, 2019

Great salespeople always want to improve. Show them that you are more than someone that manages and holds them accountable. Be a coach by helping them develop their skills on sales calls so that they can continually strive to do better and be even more successful. Schedule in-field meetings that are focused on how you can help your salesperson perform better on face-to-face calls.

Meetings 66

Meetings Management Sales Sales Management 66

Hubspot Sales

JUNE 20, 2019

Meet Mark. Mark is the managing sales director at his company, and his job is to help businesses grow better. He spends each day meeting prospects and clients, understanding their core needs, attending conferences, and exchanging information. We used our free Build Your Persona tool to better understand Mark. Try it now to create your company’s own buyer persona.

Artificial Intelligence 73

Artificial Intelligence CRM Brainstorming Decision-making 73

Sandler Training

JUNE 18, 2019

If you are a leader in your organization, it’s a pretty good bet that you count on the members of, say, your accounting team to use the same terms and the same methodologies when they are collaborating to complete their work. For instance: You assume that when one person on the accounting team refers to the “cost of goods sold,” they mean the same thing as everyone else on the accounting team.

Sales 66

Sales Organization Leadership Management 66

Engage Selling

JUNE 21, 2019

?????????????????????I often get asked: what is considered a normal close rate and how do I improve it? What’s Considered a Reasonable Close Rate?

Sales 68

Sales Client Relationships Sales Training Communication 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

JUNE 17, 2019

In a previous post, A Step by Step Guide to Coaching Salespeople , I provided a guide on how to coach sellers. Some sellers find it a challenge to schedule quality appointments during their scheduled coaching days. Here are some things you can do to fix this problem. Is the purpose of your in-field coaching plan clear? It’s natural that if a formal schedule of field coaching is something new, salespeople may at first be suspicious of your real intent.

Communication 64

Communication Sales Management Management Sales 64

Drift

JUNE 20, 2019

Drift recently teamed up with the folks at Gong and OpenView to survey leading SaaS CROs to find out what it takes to drive revenue growth while aligning sales, marketing and customer success. We’re digging deep into what makes for a truly outstanding CRO and asked 15 to share their secrets (including our own Josh Allen). A sneak peek of what we found?

Customer Success 59

Customer Success Marketing Sales B2B 59

Sandler Training

JUNE 17, 2019

Cal Thomas, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at sticking with your goals and achieving them. Get the best practices for goal setting collected from around the world. Listen Time: 24 Minutes.

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66

CMOE

JUNE 20, 2019

Every successful company or organization in the world is built upon the same foundation: knowledge. And this makes sense; after all, if a company isn’t built around knowledge—knowledge of the customer, knowledge of efficient internal and external processes, knowledge of the market in which the company operates, and more—it simply won’t be able to function in the first place.

Organization 63

Organization Communication Logistics Software 63

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

Performance Methods

JUNE 18, 2019

The post PMI Clients Premier, Inc., Merck and Boehringer Ingelheim Win SAM Excellence Awards! appeared first on Performance Methods, Inc.

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60

The Center for Sales Strategy

JUNE 21, 2019

- MOTIVATION -. "SETTING GOALS IS THE FIRST STEP IN TURNING THE INVISIBLE INTO THE VISIBLE". -TONY ROBBINS. - AROUND THE WEB -. > Simple Lead Qualifying Hacks [VIDEO] — LeadG2. Sometimes when you generate leads via inbound marketing, you can get a lot of information about your prospects and leads when they fill out a lead capture form. It really depends, though, on what you're willing to ask.

Marketing 55

Marketing 55

Engage Selling

JUNE 15, 2019

So far in this series on sales velocity—which is all about understanding how fast you and your team are making sales and earning revenue—we’ve talked about what you need to do more of.

Sales 54

Sales Sales Training 54

Sandler Training

JUNE 21, 2019

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 13 Minutes.

Sales Management 58

Sales Management Management Sales Leadership 58

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

Tidio

JUNE 21, 2019

“Please contact us during normal business hours.”. There’s a familiar phrase we’ve all heard. Or, we are on a website and find a “Contact Us” link that provides the hours for telephone calls and promises to return all messages within 24 hours. The problem is this: today’s consumer is busy and impatient. They are used to getting the information and answers they want immediately.

Artificial Intelligence 52

Artificial Intelligence Retail e-Learning Healthcare 52

Gordian Business

JUNE 17, 2019

“ If you come to the negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing. ” — Harri Holkeri. Disagreeing in Disputes More than 20 years ago, I got involved in a long-running contract dispute. The work had been completed in the tiny country of Brunei, population of about 400,000 living in an area equivalent to 75km by 75km.

Negotiation 52

Negotiation Banking Communication 52

CSSP

JUNE 16, 2019

Time for Strategic Planning. Help! We don’t have time for strategic planning ! I’ve heard variations of this plea dozens of times in the past few years. Clearly, some companies get into situations where the management team needs to focus on specific issues that come up – either by design or happenstance. Maybe your company is one of them. How can we handle this problem, and still stay on course?

Decision-making 52

Decision-making Marketing Management 52

Planview

JUNE 19, 2019

Having a well-defined innovation strategy is more important than ever. To keep up with the modern professional landscape, companies must create an innovation culture that constantly looks for new ways to meet the needs of the customer. One way to do that is through crowdsourced innovation. There’s going to be a time when you don’t have all the answers.

Innovation 55

Innovation Insurance Suppliers Healthcare 55

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