Hubspot Sales
MAY 18, 2018
Sales Goals. Monthly sales goals. Waterfall goals. Sequence goals. Activity goals. Incentivized goals. Goal progression. Stretch goals. Mentor goals. If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number.
The Center for Sales Strategy
MAY 15, 2018
In an ever-changing sales landscape, maintaining a healthy personal brand on social media has become a necessary tool for sales professionals to build and maintain relationships with prospects. According to a Forrester Consulting study, Social Selling: A New B2B Imperative , “49 percent of B2B enterprises have developed a formal social selling program, and 28 percent are in the process of doing so.
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SBI Growth
MAY 16, 2018
Is cost reduction your company’s approach to value creation? If yes, this article does not address your strategy. This article is not about cost takeout, cutting your way to growth, or headcount reductions. If you have worked with a company seeking.
Planview
MAY 15, 2018
Cars are no longer just forms of transportation. From the ability to have hands-free conversations through interior speakers to diagnostic displays that enable you to see the health of your vehicle to autonomous driving, they’re quickly becoming a technology platform where remarkable innovations are happening. While the exterior of a car usually gets all the attention, interiors are getting more sophisticated as they become tightly integrated with our everyday lives.
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
MAY 14, 2018
"Looking Forward to Hearing from You" Alternatives. “Could you return all proposal feedback by Friday?”. “Could you help me find the answer here?”. “I saw X and thought of you. What are your thoughts?”. “It would really help me out if you could reply by Wednesday.”. “If you’re too busy to handle this request, is there someone else I can reach out to?”.
The Center for Sales Strategy
MAY 17, 2018
Is your sales team running the same plays as it did ten years ago? Even five years ago? Well if it is, then there is a good chance you need to update your sales playbook. The fact is that the way businesses buy and sell has forever changed—and to stay competitive, you need to change too. Yes, certain things are still essential—finding needs, presenting solutions, and getting results—but how you interact with prospects and clients is different.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Readiness Group
MAY 18, 2018
Last week I saw the future. Google demonstrated its amazing new Duplex technology that allows Google Assistant to make phone calls on your behalf and have natural, human-sounding conversations. Watch the demo here and listen to the Google Assistant first call a hair salon and book an appointment, and then make a reservation at a restaurant. I was blown away by Googles’ Duplex technology, and it is obviously a major step forward in the ability of computers to understand and generate natural speec
Hubspot Sales
MAY 15, 2018
Success in selling belongs to those who can balance the roles of analyst and storyteller. Doing so requires the ability to source, organize, and communicate data in a way that connects the salesperson’s solution to the buyer’s challenge. In short, salespeople must be master storytellers with data. But where to start? Here are three steps to improve your team’s ability to craft compelling sales narratives that differentiate your company’s solution and advance the sale.
RAIN Group
MAY 16, 2018
Too many sellers have the following problems: Bloated pipelines filled with dead wood. Lack of clarity on what opportunities to focus on. In " How to Clear Your Pipeline of Dead Wood ," we shared how to make your pipeline real and manageable. Here, you’ll find a framework that will allow you and your colleagues to define and focus on the best sales opportunities with clarity and confidence.
Openview
MAY 16, 2018
Sales and marketing spend is and should be top of mind for sales leaders. On the BUILD podcast, Liz Cain, Partner at OpenView, discusses how and why companies waste resources. Later on we chat with Dave Grow, President & COO at Lucidchart, to learn from his experience scaling the company to 10M users with few wasted resources. ?. Prefer to listen on iTunes?
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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
MTD Sales Training
MAY 14, 2018
It’s an exciting time when you meet a client or prospect for the first time. It can also be nerve-jangling as you try to make a good impression, so your products or services virtually sell themselves. Opening the first meeting contains a whole load of interesting phenomena. You are trying to build rapport; you want to make that great first impression; you want to be better than the competition; you want to come across as friendly but also professional; you don’t want to slip up and make a fool o
Hubspot Sales
MAY 17, 2018
The Best Sales Pitch. 60% of people find generic sales pitches irritating. Instead of rolling out a traditional seller-centric pitch, tell your prospect a story. First, ask questions about their pain points and needs. Then, tell a story about a customer you've helped through similar challenges. A recent study showed 5% of meeting attendees remember statistics, while a whopping 63% recall stories.
Drift
MAY 17, 2018
Last week AngelList sent out an email to 4.5 million people. And they had this crazy stat in there about the rise of conversational marketing. (You may have seen it). It said: “The number of new jobs in conversational marketing has grown by 445% in one year.” That’s wild. But here’s the thing, it’s not accidental. It happened because from the very beginning we’ve always been focused on creating a.
SBI Growth
MAY 17, 2018
Every well-crafted Sales Operations roadmap I’ve seen begins and ends with Sales Financial Metrics. The best roadmaps not only communicate, “How much benefit?” but also, “When will this benefit occur?” If your roadmap can quickly answer both questions, you’ll gain.
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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.
The Center for Sales Strategy
MAY 16, 2018
Recently, I've had a few run-ins with bad email etiquette. Not just in a quick email thread from a co-worker (I'll admit, my email etiquette gets sloppy in this arena), but I've received emails from salespeople attempting to get me (the marketing manager) to subscribe to their software, utilize their platform, or allocate some of my budget to their product, and all had major email etiquette issues, misspelled my name, or included verbiage that clearly showed me we aren't on the same wavelength.
Engage Selling
MAY 18, 2018
??????????????Sales leaders ask me all the time about how to make their sales team take accountability, or hold them accountable, for the set goals.
Revegy
MAY 14, 2018
According to a CSO Insights study, companies that engage in effective ongoing key account planning have win rates nearly double that of companies without a formal process. Moreover, companies that use a solution designed specifically for account planning have an 11-point advantage over those using manual efforts and a 9-point advantage over those using homegrown or CRM applications.
SBI Growth
MAY 14, 2018
What is GDPR? The new regulation referred to is of course the EU General Data Protection Regulation (GDPR) which goes into effect next month on May 25, 2018. This is just the tip of the iceberg in data privacy regulations.
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 Readiness Group
MAY 15, 2018
A question that often comes up in our conversations with clients: "How do you embed a company's culture in a sales training program?" It's an interesting question because culture is something that's intangible, but we kind of know it when we see it.
MTD Sales Training
MAY 14, 2018
Episode 17 – Prioritise Your Day In 10 Minutes, Having A Different Perspective, Confucius On Life Improvement. This podcast includes: How to prioritise your day in just 10 minutes. Seeing things from a different perspective. An insight on Confucius on life improvement. Take a look at this episode on [link]. The post Prioritise Your Day In 10 Minutes, Having A Different Perspective, Confucius On Life Improvement appeared first on MTD Sales Training.
The Center for Sales Strategy
MAY 18, 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.
SBI Growth
MAY 17, 2018
Joining us for today’s show is Greg Clark, the Chief Marketing Officer for Caliber Collision Centers. Greg’s audience consists of B2C consumers as well as B2B audiences. Greg has built the Caliber brand to embrace the customer through the entire.
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.
SBI
MAY 17, 2018
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 John Raguin , CMO of Seismic. Nancy: What are the top 3 ways your solution changes the game for a sales organization? John: Seismic is an enterprise-grade sales and marketing enablement solution.
MTD Sales Training
MAY 13, 2018
Episode 16 – 5 Tips To Improve Your LinkedIn Account, Inquisitive Attitudes, A Quote From Sean McPheat. This podcast includes: 5 top tips to improve your LinkedIn account. How to have an inquisitive attitude. An inspire me quote from Sean McPheat. Take a look at this episode on [link]. The post 5 Tips To Improve Your LinkedIn Account, Inquisitive Attitudes, A Quote From Sean McPheat appeared first on MTD Sales Training.
Revegy
MAY 17, 2018
Your Key Account Management (KAM) platform should provide a competitive advantage. The right solution will clearly demonstrate how you can co-create and plan jointly with key accounts, how you can track their strategic goals, plug gaps and grow together. Further, it will enable account managers to help customers visualize their strategic roadmaps and how they will help them get there.
SBI Growth
MAY 15, 2018
Our guest today is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. Steve has built an incredible business through both organic and inorganic growth. He’s here today to demonstrate how a CEO orchestrates the right level of inorganic growth.
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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.
Sales Gravy
MAY 18, 2018
In the sales world, there is only one right definition of NOW. It?s when the customer is ready to buy and take the product home. We?ve heard stories of customers who walk away from a sale because they didn?
Planview
MAY 17, 2018
Ignite 2018 is now in the rearview mirror, there only one thing to say: what an incredible two-day experience! With so many innovation leaders from some of the largest companies in the world in attendance, there was no shortage of opportunities to learn. In this article, we’ve compiled a list of our top 10 takeaways. 1. Ideas are great, but impact matters.
Revegy
MAY 14, 2018
The Challenger selling model teaches the skills necessary to bring value to the customer buying journey, but how do you reinforce these behaviors on an ongoing basis? In our recent webinar, Bringing Sales Methodologies to Life inside CRM , Revegy’s VP of Strategy, Tim Braman, and Melisa Powers, Director of Sales Enablement for McAfee, shared practical takeaways for reinforcing and executing sales methodologies as part of reps’ daily workflow.
SBI Growth
MAY 18, 2018
Do you work for a company that is easy to sell for and buy from? This question often perplexes the individual contributor up to the executive team. You may get a defensive reply “of course.” If you hear this phrase.
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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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