Hubspot Sales
APRIL 23, 2018
Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. And if they can’t demonstrate expertise, it becomes all the more difficult to establish credibility and eventually build trust.
Drift
APRIL 24, 2018
This year, B2B digital ad buyers–mostly marketers–will spend $4.6 billion to tell the world about their products. They’ll use all the typical marketing channels and tactics to spread the word — display, content syndication, SEM, social, re-marketing, email, and more. The ad copy will be different, of course. The calls to action? Optimized for maximum clicks and conversions.
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SBI Growth
APRIL 27, 2018
Many of you are living your sales lives 90 days at a time. The tyranny of the urgent plagues all sales leaders. But as a sales leader in today’s environment, you must be thinking beyond this quarter and next. As.
The Center for Sales Strategy
APRIL 24, 2018
As a former sales manager, I often struggled with the line between being a supportive and understanding manager, and holding my sales team accountable. One day, after hearing excuse after excuse about why so-and-so wasn't going to buy such-and-such, I threw my hands up and asked myself, if all of this feels so out of my control, what is in my control?
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
APRIL 26, 2018
Sales Promotion Ideas. Leverage Inexpensive Swag at Conferences. Avoid Discounts of More Than 50%. Leverage Time Savings and Additional Services. Avoid Discounting Outside Traditional Guidelines. Leverage Customers Who Are a Good Fit for Your Product/Service. Leverage Sales Promotions to Get Deals Moving Again. Sales promotions aren’t always necessary to close business.
Drift
APRIL 26, 2018
Jill Rowley has an impressive track record: 20 years in Silicon Valley and 52 quarters in software sales at companies like Oracle, Salesforce, and Eloqua. Over the last ten years she’s served as an advisor to over a dozen or so of tech’s most noteworthy companies, and been a keen observer of trends in both sales and marketing. Today, she serves as Chief Growth Officer at Marketo, the marketing.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
PandaDoc
APRIL 27, 2018
A business plan is essential to your company’s success. After all, seven out of ten businesses fail within five years. We know you’re starting a new business or moving to expand and want to stay focused on the positive and the last thing you want to talk about is failure. But for 70 percent of business companies, failure is the reality, and the primary cause is a lack of planning.
Hubspot Sales
APRIL 25, 2018
Advanced Selling Skills. Core performers seek to gather information in preparation for a sales call, but star performers focus on testing information in preparation for a sales call. Question every piece of information you receive from a prospect, and benefit from unexpected insights that set you apart and make you a top salesperson. We often talk about “sales fundamentals” or “sales 101” -- the basic skills and knowledge a professional seller must master to execute an effective sales call.
SBI Growth
APRIL 23, 2018
CEOs must inspire and lead while setting strategic direction. A critical factor for achieving growth and profit objectives lives in the weeds. Talent assessment, powered by the marriage of culture, retention, and the future of HR (aka people analytics), is.
Jeffrey Gitomer
APRIL 23, 2018
Salespeople have feelings too. If you're a buyer, company owner or CEO, I ask you – how do you treat salespeople? Would you like to know how they want to be treated?
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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
The Center for Sales Strategy
APRIL 27, 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. Active Listening in Sales: The Ultimate Guide — Hubspot. Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has.
Hubspot Sales
APRIL 27, 2018
Putting together a resume is never a fun task. What’s the latest protocol? What buzzwords should you include? How will you set yourself apart? It’s not easy -- and it’s especially nerve wracking when you’re putting together a resume for the first time. What’s relevant? And how can you spin that frozen yogurt slinging job into useable experience? Luckily, sales is a job in which diverse work backgrounds are welcomed and useful.
Sales Latitude
APRIL 26, 2018
Like golf, sales is a thinking game. Now, sales is not really a game, but in reality, it’s all about planning and setting a strategy in advance. Let’s look at both and you’ll see why you need to master your thinking game. Golf: Strategy vs. Power. A friend of mine just started playing golf in the last year or so. She was a star athlete growing up and prided herself in how far she could drive the ball at the driving range.
Openview
APRIL 25, 2018
The post The Story Behind Cisco’s $3.7B Acquisition of AppDynamics [Podcast] appeared first on OpenView Labs.
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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
APRIL 23, 2018
Have you ever tried to fill a leaky bucket? Pouring water into the bucket while water leaks out from the bottom is a fruitless process and a waste of time. The net result is a partially-filled bucket!
Hubspot Sales
APRIL 27, 2018
You’re meeting with the buyer for the first time when they hit you with the dreaded price question. There are five potential responses. First, you could dodge the topic. Many sales training programs advise sellers to never, ever, ever give a price until value has been established. This school of thought says to ignore price questions completely until you are ready to talk about “the investment required.
Engage Selling
APRIL 21, 2018
Technology in sales is not a solution to a problem. It’s a means of solving a problem, and it hinges critically on how well you apply it as one part of your revenue generation system.
SBI Growth
APRIL 26, 2018
Our guest on SBI TV is Gaye Gilbert, Executive Vice President of Customer Success at First Advantage. Gaye has already implemented customer success initiative while most companies are just now starting to think about getting started. Anyone in customer success in.
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.
The Center for Sales Strategy
APRIL 25, 2018
The 2018 NFL Draft will take place this week. I root for the Cleveland Browns. The team with the 1-31 record over the past two seasons. The team with one of the worst track records when it comes to evaluating and selecting talent. That’s my team!
Hubspot Sales
APRIL 27, 2018
Optimizing prospecting and sales emails is something you could probably dedicate the rest of your life to. You might even argue that that’s a good part of what you’ve been doing to this point. Because, if your sales team can’t stand out in the inbox, grab attention, and ignite a response from their prospects or accounts, how are they going to close a deal?
Louise Collins Associates
APRIL 26, 2018
For those who work in the life science sector, you can’t fail to have missed the trending term ‘patient centricity’ Over the last few years, organisations have openly pledged to become more patient centric in every aspect of their business, but what does this really mean? And how is this relevant to KAM? The life science sector, despite the critics, want to improve patient care.
Credo
APRIL 25, 2018
By Tim Fuller " Colleges are like newspapers , brick-and-mortar retail stores or manufacturers of internal combustion engines. The disruption that defines our era threatens us all. " Credo's work within the higher education landscape has resulted in our hearing the "m word" more and more frequently. Mergers in higher education are becoming increasingly prevalent, specifically among small, independent, tuition-driven colleges and universities who are struggling to stay afloat and compete with lar
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.
The Center for Sales Strategy
APRIL 26, 2018
This article was originally published on Sales & Marketing Management.
Hubspot Sales
APRIL 23, 2018
Questions are the key to sales. From the first insightful question that makes a prospect think, "This person might have something to offer me," to the ones that get a prospect to realize, "We need what this company has," to when you finally hit pay dirt and prospects say, "Yes! We are ready to solve this problem once and for all," questions are what drive a sales process forward.
Jeffrey Gitomer
APRIL 23, 2018
Anne Boe is one of America's foremost networkers. In the last twelve years she has worked 100's of rooms as a speaker and author. (Book title: Is your "NET" Working? ).
MTD Sales Training
APRIL 25, 2018
Episode 13 – Habits Of Ineffective Salespeople, Don’t Talk About Your Products & A Quote From Jim Rohn. This podcast includes: The habits of highly ineffective salespeople. Why you shouldn’t talk about your products. A quote from Jim Rohn. The post Habits Of Ineffective Salespeople, Don’t Talk About Your Products & A Quote From Jim Rohn appeared first on MTD Sales Training.
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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
APRIL 26, 2018
?Frankly My Dear, I Don?t Give a Damn.? Surely you?re not a self-absorbed sales person?but could you be coming across as one to a prospective buyer? If you?ve been selling for more than a week, you?
Hubspot Sales
APRIL 26, 2018
Did you know the average sales rep only spends about 36.6% of their time actually selling ? Even scarier, only 18% of their time is spent using their customer relationship management software (CRM). The study, from InsideSales.com, finds CRM’s aren’t enough to answer the needs to today’s salespeople. They’re consistently trying out new technologies to streamline their workflow, help them move up on activity boards, and close more business.
Jeffrey Gitomer
APRIL 23, 2018
Group sales separate the men from the boys. You must be skilled at sales, more skilled at people reading, and even more skilled at group dynamics.
Showpad
APRIL 25, 2018
On May 25 2018, the GDPR ( General Data Protection Regulation ) will go into effect, changing how companies around the world deal with the personal data of people residing in Europe. GDPR is Europe’s new framework for data protection. The laws that currently govern data protection in Europe were enacted in 1995 – and needless to say, a lot has changed since then.
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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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