Hubspot Sales
OCTOBER 19, 2017
As a sales manager or leader, your problem probably isn’t too little data. It’s too much data. After all, with the latest tools we can measure everything -- and we do. From the percentage of reps using your CRM and cohort retention rate to average time to hire and sales velocity, there’s a nearly endless list of metrics, reports, and data points. Let’s be honest: It’s overwhelming.
SBI Growth
OCTOBER 19, 2017
Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. They review the pipeline. These are difficult to control. Sales leaders can.
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Nutshell
OCTOBER 19, 2017
The ability to read body language signals and respond accordingly is an important weapon in a salesperson’s arsenal. As a salesperson, you should be actively seeking to “hear” your prospect’s body language, as much as you’re listening to the words they’re saying. On some level, we humans naturally pay attention and react to body language. When you see someone smile, you know instinctively that they’re happy (or at least indicating positive feelings to you).
MTD Sales Training
OCTOBER 16, 2017
No matter what you sell, a consultative selling approach is essential if you want to land the business. Click on this link if you’re looking for a consultative selling course. If you’re looking for tips then please read on! For me, it’s all about unearthing the needs, the wants and desires of your prospects and then positioning your product or solution in a way that makes it the only choice.
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
OCTOBER 16, 2017
Sales compensation is one of the trickiest aspects of the sales organization to get right. Not only are salespeople notoriously good at figuring out and exploiting loopholes in the pay structure, but there are tens of different variables to balance. How to create a good sales comp plan. Sales comp plan types. Salary only. Commission only. Base plus commission.
The Center for Sales Strategy
OCTOBER 18, 2017
I have been doing sales training and consulting for nearly 20 years and I always get a chuckle when salespeople tell me they need to find ways to close business in two calls. When I hear this today, I wonder where these people are living. Do they live on the same planet as I do? It’s not about the number of calls—it’s about the length of the sales cycle.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
OCTOBER 19, 2017
A sales manager on one of our leadership programmes was asked what he considered to be his biggest priority at work. We thought he would have said ‘hitting targets’ like everyone else had said on the programme. This sales manager said something rather intriguing. He said that his biggest priority had to be keeping his team motivated and inspired. That was because, if he managed to achieve a highly-motivated team, it was much easier to achieve his targets.
Hubspot Sales
OCTOBER 16, 2017
Your prospects’ email inboxes are inundated with ordinary subject lines all day, every day. “ Hope you’re doing well ,” “ Just checking in ,” and “ Wanted to follow up ” fill their screens faster than Gary Vee drops the F-bomb. Thirty-five percent of email recipients report opening emails based on the subject line alone. And headline experts at CoSchedule recommend hitting on people’s curiosity to get that magic click.
Engage Selling
OCTOBER 19, 2017
Did you just do a double take? Don’t close sales…isn’t that counter-productive to our sales success? You heard me right. Salespeople should not be attempting to “close” sales with clients. It’s all in the definition.
The Center for Sales Strategy
OCTOBER 19, 2017
The words "Role Play" immediately bring feelings of fear, dread, and anxiety for most salespeople. But why? That's easy. Most sales managers use role-playing as a form of punishment. We've all either done it or had it done to us. As a manager, we are often frustrated by a salesperson, team, or project when they fail to make the progress that we expect.
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
MTD Sales Training
OCTOBER 16, 2017
The Gatekeeper : the secretary, receptionist or personal assistant, whose job it is to “screen” your call and stop you from talking to the decision maker. We all understand the importance of talking to “The Decision Maker”. Talk to someone who is not qualified and you’re wasting your time! If you are in B2B sales then you have come face to face with gatekeepers and a “screen” and learning to get past these guardians of the gold, is a mission-critical objective in your sales career.
Hubspot Sales
OCTOBER 18, 2017
Sales is evolving. The days of fast-talking, railroading salespeople is gone. Today’s buyers won’t stand for being bullied into a deal. That’s where the empathy statement comes in. If your idea of empathy is throwing an “ uh-huh ” or “ I see ” into your conversations every few minutes, think again. Below, I’ve rounded up a few empathetic statements every salesperson should use.
Engage Selling
OCTOBER 20, 2017
You don’t have to put up with unpredictable sales results. You need to know how to close more sales – consistently. In this Facebook Live video I share the secret formula to close more deals by creating urgency and commitment. .
The Center for Sales Strategy
OCTOBER 20, 2017
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. 18 Empathy Statements That Put Your Prospect at Ease — HubSpot. Sales is evolving. Today’s buyers won’t stand for being bullied into a deal. That’s where the empathy statement comes in. If your idea of empathy is throwing an “ uh-huh ” or “ I see ” into your conversations every few minutes, think again.
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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.
MTD Sales Training
OCTOBER 18, 2017
There are few things more exasperating than employing someone who you have to micro-manage or continuously direct to get results. That person who started off so well, or had all the right things on their CV, starts to make you wonder why you picked them in the first place. So what are the identifying marks of a weak sales manager ? How can you, as Sales Director, determine the signs that have to be dealt with?
Hubspot Sales
OCTOBER 18, 2017
You hang up, take off your headset, and enter meeting notes into your CRM. Another productive meeting with a prospect. But don’t forget to send that buyer a recap email before you move on to the next item on your agenda. Recap emails can be incredibly effective at keeping your deal’s momentum alive. First, they crystallize the highlights of your meeting.
Engage Selling
OCTOBER 20, 2017
I’ve been spending a lot of time talking about reducing labor in sales. In fact, we had a blog post about it a few weeks ago as well as a Facebook Live video.
The Center for Sales Strategy
OCTOBER 17, 2017
As we dive into fourth quarter, life starts to pick up the pace from lazy summer days to hectic school and work days. Traffic is heavier, vacations are over and the hustle and bustle of the holidays starts to take shape. Before you realize, it’s a new year (with new budgets!). Avoid being caught come January 2 nd and make a plan now to set yourself up for success in the coming year.
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.
SBI
OCTOBER 17, 2017
There is often little margin for error when working and closing a deal. Unfortunately, it’s at the finish line where many sales opportunities stumble and fall, preventing the successful close of the deal. Crossing the finish line is still a long, drawn-out affair for many sales reps, with delays that often stretch the process into days or even weeks—plenty of time for all their efforts to unravel.
Hubspot Sales
OCTOBER 18, 2017
I’m a high school and college dropout. I’ve also started two successful companies, and currently serve as co-founder and CEO of AdStage , a platform that connects marketers to their data across paid search and social, web analytics, and custom business metrics. Above all, I’m a salesman. I’ve always been selling. In elementary school, my family moved to São Paulo, Brazil.
Planview
OCTOBER 19, 2017
Pfizer, the largest pharmaceuticals company in the world and a Spigit customer, has launched a startup geared towards developing new treatments for underserved patient communities. The six-person startup named SpringWorks Therapeutics will launch with an initial Series A investment of over $100 million. Investors include parent company Pfizer and Bain Capital Life Sciences.
The Center for Sales Strategy
OCTOBER 16, 2017
I recently had a coaching assignment with a highly ambitious salesperson. This person wasn’t prospecting for new business as often or as much as her manager would like. I’d had a few calls with her and given her a few assignments to complete between our calls in the prospecting part of the sales process. Her performance for me (and for her manager) continued to be lackluster.
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.
Hubspot Sales
OCTOBER 19, 2017
Frustrated by all the work you're doing for a paycheck that barely covers the bills? The most recent report by the Bureau of Labor Statistics divulges the top five most highly paid sales jobs of the year -- along with projected industry growth over the next decade, and qualifications for employment. Whether you're a veteran salesperson looking to grow your earning potential or a recent college graduate trying to break into the right field, this data will help you choose wisely.
Sales Gravy
OCTOBER 20, 2017
Do you feel good about your first calls? Recently I was interviewing Tim, a busy, business development rep, as part of my assessment for a new client. Tim confided in me that his first calls were not going as well as he had hoped.
SBI
OCTOBER 15, 2017
If you want to transform your sales organization, a great place to start is by transforming your approach to learning. Allego offers a complete Sales Learning Platform that prepares reps for better sales outcomes. Visit Allego.
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.
Hubspot Sales
OCTOBER 17, 2017
As a salesperson, you spend a lot of time on the phone. And you probably think you’re pretty good at talking with prospects. But are you really? Below, I’ve outlined three sales mistakes I often hear reps make on the phone. One such mistake is even commonly taught as a best practice. These missteps can make your prospects feel overlooked, manipulated, and hurried.
Sales Gravy
OCTOBER 16, 2017
Invest in yourself, your family and your life by investing in your business planning. It isnt hard and it isnt time-consuming. And the results you get will make you wonder why you didnt start sooner.
ReviewTrackers
OCTOBER 19, 2017
The 2017 Healthcare Internet Conference will take place Oct. 23 through Oct. 25 in Austin, Texas at the JW Marriott. The conference gives attendees the chance to learn about digital marketing solutions and new and established technologies. Attendees can hear from industry leaders with at least 64 sessions to choose from about digital strategy, consumer engagement, technology, digital marketing, analytics, and usability.
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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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