Hubspot Sales
APRIL 9, 2019
Formal Email. A formal email is used when conducting business with a new associate or executive, sending a professional inquiry, or corresponding about a job. Best practices include using a formal greeting like, " Dear [Name], " closing with, " Sincerely, " and keeping the subject line short and descriptive. You know you’re writing a formal email if … you have to pause and wonder, "Is this too casual?
Sales Readiness Group
APRIL 11, 2019
Negotiating with Procurement can be challenging. In this video, you'll learn five sales negotiation tactics you can use when negotiating with Procurement.
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RAIN Group
APRIL 10, 2019
Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you—as the seller—have a win-win mindset and approach, you need to know how to maneuver the situation when buyers throw you curveballs.
SBI Growth
APRIL 11, 2019
Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.” Yet, there’s inherently a level of gray enabling the marketing.
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.
Miller Heiman Group
APRIL 9, 2019
According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Beyond securing buy-in, another benefit of effectively communicating with all the key stakeholders is understanding the multiple perspectives inside a large account.
MTD Sales Training
APRIL 9, 2019
What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have to see the benefits of active listening in order for us to take it seriously. Active listening can be defined as ‘the concept of listening that keeps you engaged in a conversation in a positive way’.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
APRIL 12, 2019
Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how.
Groove HQ
APRIL 10, 2019
We’ve all heard the hype. “The best help desk software.”“Once you start using it, you’ll forget about the rest.”“100,000+ customers trust Big Corp Inc., so why shouldn’t you?” Well, very few things in life are one-size-fits-all, and help desk software definitely doesn’t make the cut. When it comes to picking software for a customer service […].
The Center for Sales Strategy
APRIL 11, 2019
Just getting the appointment can be one of the most difficult steps in the entire sales process. Having a referral or industry success story can make this task a little easier (so, use them if you have them). But, what do you use if you don’t have either at your disposal? What if you just can't get the appointment?
Miller Heiman Group
APRIL 10, 2019
Miller Heiman Group is thrilled to announce its inaugural class of the MHG Icons, bringing together outstanding client facilitators as trusted ambassadors and advocates of our sales and service methodology and skills programs. For more than 40 years, Miller Heiman Group has embedded sales and service leaders within customer organizations, providing on-the-ground support and expert instruction for tens of thousands of alumni.
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
SBI Growth
APRIL 9, 2019
Value of the GTO. Every great team has a leader on the court that directs their teammates and acts as an extension of the coach. Think of a great point guard holding up 3 fingers to signal the play that.
Engage Selling
APRIL 11, 2019
?????????????The number one question I get from sales leaders: how do I get my sellers to ask for more referrals?
The Center for Sales Strategy
APRIL 12, 2019
- MOTIVATION -. "IF FOOTBALL TAUGHT ME ANYTHING ABOUT BUSINESS, IT IS THAT YOU WIN THE GAME ONE PLAY AT A TIME.". -FRANK TARKENTON. - AROUND THE WEB -. > 5 Ways Automation Can Improve Your Sales Strategy and Increase Revenue — LeadG2. While the usefulness of automation technology has become relatively well-established for those on the marketing side, many neglect the potential it also holds for sales.
Sales Readiness Group
APRIL 8, 2019
In this video, we share the top requirements that some of our clients routinely point to as the key drivers of corporate sales training success.
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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.
Miller Heiman Group
APRIL 12, 2019
CRM systems and supporting sales technology platforms give sales leaders access to rich amounts of data. The challenge for many sales leaders is extracting actionable insights from the data that can be used to coach your sales team to achieve higher win rates. However, before you’re able to discern these insights, the most important step is ensuring that you have accurate information in your CRM or other platform.
Engage Selling
APRIL 11, 2019
Ultimately, your clients are looking for solutions to their obstacles or problems. The perfect solution presentation follows a series of steps to help facilitate this. You never want to present solutions to a client without being strategic!
The Center for Sales Strategy
APRIL 8, 2019
CASH IS KING … or at least that's what we've always been told. Over the next few weeks, I'm going to talk about how you can get more out of your sales team by motivating them. I'm going to focus on ways to motivate your sales team to get the most out of them. We've always thought that cash is the way to do that. You do a sales contest, you give out money, people are happy, and BAM!
Sandler Training
APRIL 8, 2019
Jason Nierman, Founder and President at Accelerated Advising, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at forming strategic partnerships for business development. Get the best practices collected from around the world. Listen Time: 23 Minutes.
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.
Planview
APRIL 6, 2019
Great ideas, and lessons, can come from anyone. Yes, even a 5-year-old. As reported by the Washington Post, 5-year-old Alice Jacob wrote a letter to the fashion retailer, Gap. In the letter, Alice urged Gap to consider going beyond the “pink” and “princesses” stuff common in their girls section. Instead, she recommended more variety in the clothes they offer; clothes that were cool and non-gender specific.
Engage Selling
APRIL 6, 2019
No matter who you are in sales—whether you’re managing a team or selling in a territory—you know you need to go where the customers are.
The Center for Sales Strategy
APRIL 9, 2019
Workforce agility is necessary for any company to adapt to a rapidly-changing environment, and it’s safe to say that many companies today are operating in rapidly changing environments. As a leader, are you prepared to embrace and manage change without a reduction in performance? If you are, then you likely have a strong culture of engagement and the seven essential power skills needed for success.
Sandler Training
APRIL 12, 2019
This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 12 Minutes.
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.
Kainexus
APRIL 10, 2019
Starting a quest for operational excellence is one of the most significant steps an organization can take. Operational excellence involves focusing on the customers' needs, keeping the employees engage and empowered, and continually improving processes in the workplace. It requires effective problem-solving, collaboration, and leadership. While the concept of operational excellence is not new, today’s most competitive companies take a modern approach to achieving excellence by leveraging softwar
Showpad
APRIL 11, 2019
A mere 10 years ago, it was rare to find someone with “sales enablement” in their job title. But that’s all changing quickly. Research from CSO Insights found that in 2018, 61% of organizations had a dedicated sales enablement person, program, or function, compared to 19.3% in 2013. That number will only continue to grow. Companies investing in sales enablement are seeing impressive results.
The Center for Sales Strategy
APRIL 10, 2019
Spring is in the air, and perhaps it is time for some Spring cleaning in your sales organization. A great place to start is your master account list. Is your account list a mess? Perhaps bloated and out of date? If so, follow these 10 steps to clean it up and get things back on track.
Sandler Training
APRIL 10, 2019
Watch Brian Sullivan, Vice President of Sandler Enterprise Selling, explain how the Sandler Enterprise Selling Program addresses the idea of sophisticated competition – a challenge that, while present in the simple selling arena, is extremely prominent in enterprise selling. Watch Time: 2 Minutes.
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.
Kainexus
APRIL 11, 2019
Hoshin Kanri is a strategy deployment approach that is popular with organizations using the Lean or Six Sigma business methodology and others that commit to continuous improvement. The object is to define the organization’s “True North” and drive toward it, reaching breakthrough goals while still managing daily incremental improvement. When properly executed, organizations have used it to improve profitability, sustain growth, enter new markets, and deliver innovative new products to customers.
Showpad
APRIL 11, 2019
A mere 10 years ago, it was rare to find someone with “sales enablement” in their job title. But that’s all changing quickly. Research from CSO Insights found that in 2018, 61% of organizations had a dedicated sales enablement person, program, or function, compared to 19.3% in 2013. That number will only continue to grow. Companies investing in sales enablement are seeing impressive results.
Help Scout
APRIL 9, 2019
Technical debt has become a widespread metaphor used to communicate the need for refactoring code — and it’s one that fills developers with feelings of dread. Ward Cunningham, one of the signatories of the popular Agile Manifesto who coined the term, compared it to financial liabilities — once engineering shortcuts are taken to release a product feature, debt is incurred and interest is paid in the form of a decrease in team productivity.
Sandler Training
APRIL 11, 2019
Learn the guiding principles of effective management with Mike Montague and Caroline Robinson. Watch Time: 54 Minutes.
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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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