Sat.Feb 17, 2018 - Fri.Feb 23, 2018

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18 Professional Voicemail Greetings to Help You Record the Perfect One

Hubspot Sales

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.

Sales 141
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Team Players are not Top Sellers

Engage Selling

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.

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Trending Sources

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How a New Head of Sales Gets Off to a Fast Start

SBI Growth

Joining us for today’s show is Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype. Jennifer has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sales leadership role.

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The Secret to Finding Your Next Sales Superstar

The Center for Sales Strategy

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.

Sales 76
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2024, The Year of the Customer

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.

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The Most Effective Voicemail Script Ever (Plus Tips for Using It)

Hubspot Sales

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

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Put Your Value Statements to the Test | Sales Strategies

Engage Selling

???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?

Sales 76

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Does Employee Engagement Translate to Hard Dollars?

The Center for Sales Strategy

There has been considerable talk over the years about so-called soft measures, like employee engagement, which begs the question, is this a nice-to-have element or a must-have element? I doubt any executive would say he or she doesn’t really care about employee engagement, but when you examine the time and money spent on establishing such an outcome, it would appear most companies and most managers don’t devote enough.

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How to Send a LinkedIn Message to Absolutely Anyone

Hubspot Sales

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?

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Sales Lessons from Week 1 of The Olympics

Engage Selling

The winter Olympics are in full swing and I’ll be the first to admit I’m a junkie! I just love competition featuring the best of the best worldwide.

Sales 73
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The Sales Leader Dilemma – Doing More With Less

SBI Growth

Each year, many sales leaders face the reality of an increasing target and static headcount. Some are blessed with new products or additional marketing to support the cause. Others are left with the challenge of doing more with less. Sales is.

Sales 62
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How to Stay Competitive in the Evolving State of Martech

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

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Five Tips for a Successful Digital Needs Analysis

The Center for Sales Strategy

You finally got an appointment with a strong prospect. Now, it is time to prepare for a successful digital needs analysis to make sure that all the effort you spent getting the appointment isn’t wasted. You want to make sure that you have a strong and thorough needs analysis—because understanding your prospect's business, their specific needs , challenges and expectations is imperative to developing a solution that will achieve results.

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9 Valuable Entrepreneur Training Courses That You Can Take For Free Online

Hubspot Sales

The Best Free Online Courses For Current & Future Entrepreneurs. Creativity & Entrepreneurship from Berklee Online. Financial Analysis for Decision Making from Babson Online. Becoming an Entrepreneur from MIT Launch. Building and Leading Effective Teams from MIT OpenCourseWare. The Essential Guide to Entrepreneurship by Guy Kawasaki. The Complete Product Management Course.

Finance 138
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Coaching for KAM, why bother?

Louise Collins Associates

Anyone who has ever coached will understand how much joy they experience when the team, or individual you have worked with, excels. The feeling of sheer delight and pride when you witness the impact of success. As a coach, you have a sense of enormous personal pride at a job well done. You beam when you see the rewards bestowed on those you coach, those whom you have nurtured to ensure they achieve their maximum potential.

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The Role of Your Brand in Driving B2B Revenue

SBI Growth

Our guest today on SBI TV is Brendan Cournoyer, Vice President of Marketing for Brainshark. Last year, Brendan and his team completed a successful brand transformation and he’s here today to share with his peers the behind the scenes view.

B2B 55
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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The Toughest Negotiation Tactic Ever

5600 Blue

After 22 years consulting on over 25,000 business negotiations in over 46 countries, we’ve heard a lot of negotiation tactics. All are attempts at commoditization and driving more concessions from the seller; some are more difficult than others. A recent client was negotiating with their largest customer, a $60b Fortune 50 firm in the manufacturing business.

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The 13 Best Sales Management Books Every Sales Manager Should Read

Hubspot Sales

You were an outstanding sales rep -- and now, as a sales manager, you’re eager to cultivate the same performance from your team members. But you quickly realize that leading a team is far different from carrying your individual quota. Both your day-to-day and ongoing responsibilities are completely different than your previous ones. Plus, you’re calling on a brand-new set of skills, like coaching, scaling, and recruiting.

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Removing Roadblocks to Sales Performance

The Center for Sales Strategy

I was driving around downtown Tampa recently during a convention and found many roads blocked off as I was trying to get to my destination. I know downtown Tampa pretty well, and knew exactly where I wanted to get, which made it even more frustrating that I couldn't get to where I wanted to go. I was tempted to get out of my car and remove the roadblocks.

Sales 49
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SBI’s Top 10 SaaS Metrics

SBI Growth

The recent explosion of business intelligence and analytics tools has resulted in organizations measuring everything under the sun even if it is unclear what the metric is telling you or how to best leverage it. We often find that the.

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How to Leverage Intent Data for Better Outcomes

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.

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3 Reasons to Attend Elevate 2018: Innovation in Action

Miller Heiman Group

Sellers, it’s time to wake up to the new reality of sales. Technology, generational shifts and increased competition mean that today’s buyers are coming to the table more prepared, empowered and informed than ever before. And many sales organizations simply aren’t keeping up. In fact, according to CSO Insights, the research division of Miller Heiman Group, only 53 percent of organizations achieved quota plan attainment in 2017.

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How to Relax: 35 Ways to Unwind in 4 Minutes or Less

Hubspot Sales

How to Relax. Journal. Fix Your Posture. Unplug. Eat a Banana. Purge Your Schedule. Meditate. Practice Mindfulness. Sniff a Coconut (Yes, Really). Laugh. Try Progressive Muscle Relaxation. Eat Some Honey. Make a Happy List. Try Walking Meditation. Think Outside. Stay Motivated. Pick Up the Phone. Hug Your Pet. Squeeze a Stress Ball. Give Yourself a Massage.

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The Top 29 Sales Blogs Every Sales Professional Should Read + More

The Center for Sales Strategy

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.

Sales 53
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Facebook Live Video: Cold Calling is Dead! (So Pick Up The Phone)

Engage Selling

If we’re connected on LinkedIn, you’ve probably seen many of my posts surrounding this topic. Cold calling is dead. That’s right, cold calling is no longer relevant. And, this is exactly why you need to pick up the phone.

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Negotiate Larger Deals More Quickly

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.

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7 Key Phrases That Will Spark Your Sales Interactions

MTD Sales Training

Salespeople are great conversationalists. That is, they find it easy to discuss opportunities and possibilities with prospects, listening to their needs and wants, and working with them to deliver great products and services. But once in a while, you need a pep up, a lifting of the spirits. Especially if things aren’t going well and sales are drying up.

Sales 48
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Direct Mail Is Hot Again: 8 Ways to Write a Winning Sales Letter

Hubspot Sales

Think direct mail is an outdated sales tactic? Think again. While prospect’s email inboxes are becoming increasingly crowded ( 78% of consumers opt out of company emails due to sheer volume), their physical mailboxes get emptier. Now's the time for Sales and Marketing to work together to create direct mail prospects can’t help but respond to. From boxed balloons to 3D puzzles, there's no shortage of creative ways to format your mailers -- but the most important aspect of your letter is what you

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Think You Know Your Prospects? 3 Steps to Closing Business With the Right Decision-Maker

SBI

2018 is poised to be a particularly busy year for people looking to start new jobs. With the unemployment rate at a 17-year low, and companies planning to accelerate hiring plans, opportunities for career growth and advancement will be bountiful. According to the Bureau of Labor Statistics, most American workers will switch jobs 10 to 15 times between the ages of 18 and 48, so there has never been a better time to make a career change.

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Jeb Blount & ZoomInfo On The Truth About Prospecting

Sales Gravy

?There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.? ? Jeb Blount, CEO, Sales Gravy. Fact: most sales professionals are not too keen on prospecting.

Sales 40
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Study: Greater Responsiveness to Reviews = Higher Ratings

ReviewTrackers

In today’s age of customer reviews and online word-of-mouth, brand reputation is shaped not only by what a business says about itself, but also (and probably mostly) by what its customers are saying online about the business. While this may make you feel like you have little control over how potential customers perceive your brand, you can still actively participate in improving your online reputation.

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The 4-Step Process to Recruiting Passive Sales Candidates

Hubspot Sales

Building your sales team looks easy on paper, but how do you cut through the noise of LinkedIn, job boards, and sites like AngelList to find the best candidates? If you’re having trouble, maybe it’s time to reevaluate your sourcing strategy. Here’s how to make your recruiting process as effective as your prospecting one. Step 1: Pick a channel. Posting a job on your company website or a startup-specific jobs site generates inbound applicants.

Sales 85
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Sales Tech Game Changers: How to Get Contracts Signed 21x Faster

SBI

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Heinrich , VP of Enterprise Sales for Adobe Sign. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Chris: Adobe Sign is an e-signature solution that make 100% digital workflows a reality.

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How To Spot Top Performers With P.A.C.E.

Sales Gravy

Having benefited from working with 100?s of salespeople from dozens of industries in both B2B and B2C sales, these are four specific attributes that the top Sales Professionals continuously demonstrate. CEO?

B2C 40
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Contact vs. Company Intent Signal Data

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.