Mike Kunkle
MAY 15, 2019
[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Peterson, Ph.D., Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ]. “The factory of the future will have only two employees, a man and a dog. The man will be there to feed the dog.
Hubspot Sales
MAY 14, 2019
As a salesperson, you need to have the utmost confidence and belief in the product or service you're selling. If you don't believe in your product, it's likely the prospect won't believe in it either. One of the greatest football coaches of all time, Vince Lombardi , said, "Most people fail not because of a lack of desire but because of a lack of commitment.
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SBI Growth
MAY 13, 2019
Are Your Sales Operations Chaotic? It is a story told time and time again. As a Sales Operations leader in your organization, every day feels like an uphill battle. You have KPI’s to hit and leadership is looking for results.
The Center for Sales Strategy
MAY 13, 2019
Before choosing which prospects to target, it’s best to generate a long list of leads so you can narrow to the best leads. Using the categories you’ve identified as a good fit your business, decide which sources on this list are right for you to generate your own list of leads.
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.
Groove HQ
MAY 13, 2019
The bots are coming. Yes, they’re coming from the customer service department as well. Does that mean we’re going to lose all human agents who support customers? No. But with bots becoming more intelligent and better able to respond to customer requests, it is certain that big companies will have to resort to them in […]. The post Automation: The Secret to Personalized Customer Service appeared first on Groove Blog.
Hubspot Sales
MAY 17, 2019
What's a plan without a strategy? As the economist and business strategy guru, Michael Porter, says, “The essence of strategy is choosing what not to do.”. With strategic planning , businesses identify their strengths and weaknesses and choose what not to do and which opportunities should be pursued. In sales operations, having a clearly defined strategy will help your organization plan for the future, set goals, and achieve goals.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
MAY 16, 2019
Frustration sets in when you look at all the pending business you have sitting in your sales funnel and realize that a good portion of it has been there for weeks! Those prospects you were sure were going to sign off on your proposal right away are instead sharing reasons why they’re not ready or telling you they need more time to think it over. You know that with every week that passes, the chances that any of them will turn into a sale diminishes greatly and you’re kicking yourself because you
Engage Selling
MAY 16, 2019
Effective sales coaching can be elusive. Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump.
Miller Heiman Group
MAY 15, 2019
Business buyers in today’s complex market are short on time and long on information. Chances are, they’ve already leveraged their own tools and technology to research and identify what they believe is their desired solution before they ever directly engage a seller. These buyers are like the patient who has self-diagnosed before entering the doctor’s office: they think they’ve singlehandedly solved their medical mystery, thanks to some Google searches and a few optimistic pharmaceutical ads.
SBI Growth
MAY 13, 2019
Most companies have ambitious plans for growth. However, few ever realize them. According to the Harvard Business Review, seven out of eight companies in a large corporation failed to achieve profitable growth. Yet 90% of the companies in the study.
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
Openview
MAY 14, 2019
It’s always easier for Monday morning quarterbacks to say what should have been done than to plan for success. However, in the SaaS world there are absolutely some dos and don’ts around building a successful brand and keeping those dreaded churn rates low. Here are some of the most common mistakes SaaS companies make, according to experts. 1. You seem the same as everybody else.
RAIN Group
MAY 15, 2019
While there are many definitions of motivation, I like Business Dictionary 's best: mo·ti·va·tion /,m?d??v?SH(?)n/ • noun Internal and external factors that stimulate desire and energy in people to be continually interested and committed to a job, role or subject, or to make an effort to attain a goal. Let's break it down.
Miller Heiman Group
MAY 16, 2019
The next episode of our Move the Deal podcast is live! Episode two features the Director of Sales Operations Management of Particle Measuring Systems —and Miller Heiman Group Icon —Kathy Venincasa. She and host Greg Moore discuss the growth of sales operations, the role it plays within sales organizations, and how to get sales forecasting right. Venincasa started in the accounting world and has since found her home in sales.
Hubspot Sales
MAY 15, 2019
What's on your schedule for today? Meetings. Meetings. And wait. let me guess, more meetings. If you're a manager, salesperson, or individual contributor a portion of your day might even be spent scheduling meetings. This can take time, especially if you receive a "meeting declined" notification from a contact in response to your meeting invitation.
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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.
Openview
MAY 16, 2019
Your customers are your most valuable asset in more ways than one. Not only do they create revenue by making purchases, but they can also help you with leadership development, marketing and sales. Every customer you connect with has the potential to be a brand ambassador, and ultimately a source of sales revenue. Even better, they do this work without demanding a paycheck or health benefits.
SBI Growth
MAY 12, 2019
You’ve led successful enterprise sales teams. Navigated through troubled waters to grow revenue and margin. Now, you’re looking for an even bigger challenge. As an experienced CRO, you now have your opportunity. You’ve been through an extensive vetting process. The.
Miller Heiman Group
MAY 13, 2019
At Elevate 2019 North America: Framing the Future, one thing was clear: there’s a shift occurring in selling. Sellers now must inspire their buyers by providing knowledge and value at every stage of the sales cycle. Buyers today expect sellers to truly understand their business goals as well as their product, team and processes —and when sellers have the fundamental approach needed to engage and interact with their buyers, they win more business.
Hubspot Sales
MAY 14, 2019
Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? The reality is, they're both going to screw up. Experienced salespeople simply make different mistakes. Here are the five biggest errors I see seasoned reps make -- along with the steps you can take to avoid them.
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.
Showpad
MAY 16, 2019
Showpad is proud to announce we are a recipient of Inc. Magazine’s 2019 Best Workplaces Awards. Just over 300 out of nearly two thousand companies were selected, making it increasingly difficult to win the award. Showpad was recognized for our efforts in developing and maintaining our personnel. It’s been a monumental year for our organization. Between the acquisition of LearnCore and Voicefox , additional investments , and our new offices in Chicago and Wroclaw, we’ve never lost sight of our mi
The Center for Sales Strategy
MAY 15, 2019
I spend a lot of time giving pre-hire feedback to managers about candidates. We discuss managing strengths and coaching weaknesses. We talk about how strengths and weaknesses can work together or can tug in opposite directions. At the end of each conversation, it's my sincere hope that the hiring manager has a well-rounded view of their candidate and how they will “fit” or “don't fit” in a position.
Miller Heiman Group
MAY 14, 2019
Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company? Six? Maybe more? So why is the sales manager one of the most neglected roles when it comes to training?
Sales Readiness Group
MAY 16, 2019
Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to build a strong procurement relationship.
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.
Showpad
MAY 17, 2019
Don’t miss these latest sales and marketing tips, tricks, and news! The 346 Best Places to Work in 2019. Showpad is honored to be named as one of this year’s winners of Inc. Magazine’s Best Workplaces. Thanks to our amazing group of employees, customers and partners! See the full list. Sound like a team you’d want to join? Check out job openings at our offices in the US and Europe.
The Center for Sales Strategy
MAY 14, 2019
A lot of salespeople and managers that I talk to on a regular basis often seek advice on time management and how they can better manage their time. The truth is. it really depends. It varies depending on you, your individual style, your talents, and the way you like to process things. In this 3-part series, I'm going to share various time management tips and things to consider based on your style and what will work for you.
Kainexus
MAY 16, 2019
Frequent readers of this blog are probably familiar with Mark Graban. Mark has been an enormous contributor to the ideological foundation of the KaiNexus continuous improvement software. For those of you who aren’t familiar with him, Mark is an internationally-recognized expert in the field of “Lean Healthcare” and the author of LeanBlog.org and author of the Shingo Research and Professional Publication Award-winning book Lean Hospitals: Improving Quality, Patient Safety, and Employee Engagement
MTD Sales Training
MAY 14, 2019
Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations that can enhance or destroy careers in a very short time period. If we are still selling in the same way we did last year, we are out-of-date and run the risk if being fodder to those companies advancing in the sales world. Your B2B sales strategies need to be constantly updated if you are to even maintain your position in the market place, never mind enhancing it.
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.
Drift
MAY 15, 2019
It doesn’t matter if you’re a start-up or a B2B corporate powerhouse—you probably have sales goals to meet, deals in progress, and target accounts your reps are dying to lock down. And, we’re willing to bet that meeting those goals means closing more deals in a shorter amount of time. To do this, you’ll need to increase your sales velocity. If you’re unfamiliar with the term, sales velocity is a.
The Center for Sales Strategy
MAY 17, 2019
- MOTIVATION -. "SUCCESS IS WALKING FROM FAILURE TO FAILURE WITH NO LOSS OF ENTHUSIASM". -WINSTON CHURCHILL. - AROUND THE WEB -. > The 5 Quota-Killing Mistakes Only Experienced Salespeople Make — Hubspot. Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years?
CSSP
MAY 17, 2019
Communication. Most executives and their teams agree that they should plan the future course and direction of their organization with strategic planning. This is to help them optimize the overall results, both top line and bottom line, for their organization. How many people think beyond the basics of strategic planning to consider the deeper implications?
Oratium
MAY 16, 2019
How Not To Sound “Wooden” When You Present. Catching up on our podcasts we came across a fantastic answer to one of the most-common delivery questions we field: how can I not sound wooden or forced when I present? The answer came from Angela Ahrendts, Apple’s SVP of Retail (and before that the CEO of Burberry), in her interview with the “No Limits” podcast.
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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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