Nutshell
JANUARY 14, 2020
By Cody Slingerland and Ben Goldstein. Selling something that your customers will never hold in their hands requires a very specific approach and a whole lot of practice. Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices.
Hubspot Sales
JANUARY 15, 2020
Imagine you’re a prospect, and you stumble across my profile. Which version feels more authentic, engaging, and ultimately, effective? Here’s version one, which doesn’t include a summary: And here’s version two, which does: Version two, right? The summary is one of the most important parts of your profile, since it’s a space to showcase your passion, enthusiasm, and most importantly, your track record of results.
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Corporate Visions
JANUARY 15, 2020
The post How to Make Sure Your Buyers Remember Your Message by Carmen Simon appeared first on Corporate Visions. The Science of Memorable Content. If you’re in Sales or Marketing, you’re in the business of influencing other peoples’ choices. Every time you communicate with your buyers, it’s an opportunity to move them in some way—to change, to choose you, or to stay with you instead of switching to a competitor.
Engage Selling
JANUARY 15, 2020
Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.
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.
SBI Growth
JANUARY 13, 2020
The 2019 fiscal year is in the rearview mirror, and 2020 has officially started. Strategic planning is finished, and plans to get off to a fast start in FY20 are in motion. For many CEOs, the strategy and approach used.
Outbound Engine
JANUARY 13, 2020
There are few things more relaxing than getting a good massage. As people seem to be more stressed than ever, services such as massage therapy are more needed than ever. However, coming up with marketing ideas for massage therapists can be quite challenging. It’s your job to think creatively to make sure your business stands out from your competitors.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
JANUARY 15, 2020
Leading software review platform Capterra recently published its Top 20 CRM Software report for 2019, and we’re thrilled to announce that Nutshell has placed at #5! According to Capterra, Nutshell “earned placement in this elite report based on the overall rating from your software user reviews and search volume within your software category on Capterra.
Engage Selling
JANUARY 16, 2020
Building trust with clients should be at the forefront of every organization’s thinking and planning.
The Center for Sales Strategy
JANUARY 17, 2020
- MOTIVATION -. "To sell well is to convince someone else to part with resource — not to deprive that person, but to leave him better off in the end.". -Daniel Pink. - AROUND THE WEB -. > How to Bring a 'Dead Deal' Back to Life for Your Sales Team– HubSpot. When a deal stalls, it's tempting for the salesperson to unknowingly put themselves first.
Hubspot Sales
JANUARY 16, 2020
Showstoppers…we’ve all hit them before. A specific technical detail, a question about a competitor’s feature, or a hiccup that stops a deal dead in its tracks. We’ve all been there and we all hope to avoid them at all costs. What if I told you there was a reliable way to minimize these showstoppers from coming up ever again? In a world with buying committees, long security processes, and competitors who all look and sound the same, being a solo seller has become a lot more challenging.
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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
SBI Growth
JANUARY 17, 2020
Many are predicting that the U.S. will enter a recession in the next year. To prepare, we believe the most important thing a business leader can do is study and learn from the past. Here, we take a look at.
Strategic Planning and Management Insights
JANUARY 17, 2020
The strategic planning process contains various steps, exercises and opportunities to develop a culture of alignment and follow-through within your organization. This resource will serve as a step-by-step overview for the strategic planning process. Whether you're gearing up to lead your own strategy session, or plan on attending and participating in one, this guide will help you through each stage of the planning process.
The Center for Sales Strategy
JANUARY 13, 2020
At The Center for Sales Strategy (CSS), we teach a very specific process that is customer-focused and designed to help sellers identify a prospect or client’s needs. We teach concepts like: Active listening. Asking questions. Digging deeper in order to uncover an assignment or desired business result. We coach sellers to strive to become trusted and valued so they can form true client partnerships.
MTD Sales Training
JANUARY 14, 2020
When selling on the phone, whether it’s our services or the specific products that drive our commission, we seldom get people who agree to make the decision to buy immediately. We know it’s a long-drawn-out process to go from initial discovery to firm commitment. Because we know there is a flow to the decision-making process that buyers make, we would find it difficult to by-pass the normal way that buyers deal with their challenges.
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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.
RAIN Group
JANUARY 15, 2020
When sellers lose a sale, we often hear something like: The other vendor had an in. Our competitor offered a lower price. We didn’t have the best solution. They decided to do nothing at all.
Drift
JANUARY 15, 2020
Modern sales meetings present unique challenges – whether it’s a team meeting or a sales call with a new prospect. And while you can’t always predict what will happen in a meeting, there’s plenty you can do to be prepared. The very best sales leaders know from experience what it takes to run great meetings, from how to find prospects and book calls, to what to do when you’ve got them on the line.
The Center for Sales Strategy
JANUARY 14, 2020
Historically, the term sales collateral referred to one-sheets and brochures that often hung on a wall, and when the sales team met with a client or prospect, they would grab a one-sheet to help build their case—and it worked great! In the 21st Century, you need more.
MTD Sales Training
JANUARY 16, 2020
Episode 42: Up-selling & Cross-selling, Improve Your Lack of Confidence & A Quote From Elanor Roosevelt. In this episode we look at upselling and cross-selling in the sales environment. Our Skills Pill takes a look at what to do when we feel we are lacking confidence, and our Inspire Me quote comes from Elanor Roosevelt. Take a look at this episode on [link].
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.
Sandler Training
JANUARY 13, 2020
The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. The post How to Succeed at Rethinking The Sales Profession appeared first on Sandler Training.
Engage Selling
JANUARY 17, 2020
Have you ever thought of debriefing your sales calls—the good, bad, or mediocre ones? It’s a great practice to get into.
The Center for Sales Strategy
JANUARY 15, 2020
Are you looking for ways to create a company culture that will help you accomplish your business goals? If so, you may have read about Zappos corporate culture and its ten core values. You know that core values determine the priorities of the company, and they’re what support the vision of your company and help shape the culture. Here’s why the most successful companies have core values in place and pay attention to culture fit when they hire new people.
Kainexus
JANUARY 16, 2020
It’s hard to believe that 2020 is upon us already. The turn of the year is a time when business leaders and managers tend to reflect on the past twelve months and think about what could be even better in the months to come. It’s normal to focus on the financial metrics and goals, but the level of employee engagement should not be overlooked as you start to map out 2020.
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.
Outbound Engine
JANUARY 16, 2020
The new year is an exciting time for many of us, but it’s an especially good time for health and wellness professionals. Those who work in the health and wellness industry are used to the surge of clients looking to start the year off with healthier habits. The new year also means the search for marketing ideas for health and wellness businesses.
Sales Gravy
JANUARY 14, 2020
There are two types of sellers - Rain Barrels and Rain Makers. One waits for leads to show up, the other gets after it and makes it rain. On this podcast episode, Jeb Blount, Mark Hunter, Anthony Iannarino, and Mike Weinberg discuss what it takes to become a Rain Maker. There are two types of sellers - Rain Barrels and Rain Makers. One waits for leads to show up, the other gets after it and makes it rain.
Strategic Planning and Management Insights
JANUARY 13, 2020
While program management and project management are often related, there are key differences that set them apart. For organizations that run programs, it’s important to understand these differences so that their program leaders and project managers are working towards the same organizational goals, and are aligned on projects that support program initiatives and organizational strategic priorities.
Kainexus
JANUARY 15, 2020
The Shingo Institute is a program in the John M. Huntsman School of Business at Utah State University. It is named after Dr. Shigeo Shingo, a Japanese industrial engineer, and Toyota advisor. Dr. Shingo is recognized as one of the world’s thought leaders in terms of improvement techniques, management systems, and business culture concepts. His work contributed to the Toyota Production System.
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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.
Miller Heiman Group
JANUARY 14, 2020
In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. “Sales operations is a long-standing function in most industries, with two-thirds of organizations having a dedicated team,” said Miller Heiman Group’s Seleste Lunsford.
Outbound Engine
JANUARY 14, 2020
The 2020 Email Marketing Roadmap for Small Business. We all write and send emails. (OutboundEngine sent more than 150,000,000 emails this year alone) It feels pretty safe to say that most of us fire off emails without a ton of thought. We have to send them. But when email marketing is part of your business (and it should be!), there is more pressure on your emails.
CMOE
JANUARY 16, 2020
As eLearning becomes more popular as an alternative to traditional instructor-led training, organizations have a plethora of off-the-shelf courses to choose from. Such courses offer a cost-effective and easy way for organizations to venture into the realm of eLearning. That said, things that are cheap and easy to find seldom drive extraordinary results.
Sandler Training
JANUARY 17, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #2 – Don’t Spill Your Candy in the Lobby appeared first on Sandler Training.
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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.
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