Hubspot Sales

NOVEMBER 1, 2019

When the housing market is booming, you have new clients coming in left and right, and you’re landing sale after sale, the last thing you want to do is hunt through a messy spreadsheet to track your client information. If you’re ready to take your business to the next level, allow us to introduce you to a life-changing tool: the CRM. CRM (Client Relationship Manager) serves as an online database to help you manage your contacts and save precious time on manual data entry.

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Chaordix Co-Creation

OCTOBER 29, 2019

The spookiest day of the year is upon us, marking the culmination of a month or more of haunted houses, ghost stories and endless horror movie marathons. Frightening ourselves for fun is a given at this time of year and there are even hordes of year-round horror aficionados, but most people don’t have a fondness for fear when it comes to business matters.

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Co-Creation Innovation 74

Engage Selling

OCTOBER 31, 2019

The key to faster sales is extremely obvious, yet also counterintuitive. It has to do with your efficiency. Obvious, right? Not so fast.

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Sales Organization 86

SBI Growth

OCTOBER 28, 2019

What Is Digital First? Digital first is a marketing concept created to reach consumers on digital platforms. The intent of digital first was to optimize content through digital channels. It was a response to the demand to reach consumers on the.

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Digitalization Customer Experience Marketing Media 69

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 28, 2019

Put yourself in the position of a prospect. Let's say you're working with two salespeople from competing companies at the same time. The first sends you an obviously canned email asking for a five-minute call. They follow up the call with a demo, the demo with a pitch — and before you know it, they're asking for the close. The other salesperson comments on a few of your recently shared LinkedIn posts, sends you a personalized email, and, after learning a little more about your business needs, as

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Advertising Decision-making Communication Meetings 107

The Center for Sales Strategy

OCTOBER 30, 2019

When you coach baseball and manage a sales team for 15 years, you realize the astounding similarities between sports and business. Like sports, sales is a highly-competitive field, and you must have the ability to think on your feet with rock-solid professionalism. In both, success boils down to having a winning attitude that demands discipline and attention to detail regarding how you prepare and perform.

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Sales Sales Management Management 68

Groove HQ

NOVEMBER 1, 2019

When choosing customer service “types,” businesses make one capsizing mistake: they start with channels. Instead, start with customer experience—then work backwards. You could offer many types of customer service—different communication channels to fit different customer’s preferences. For example: Phone Email Live chat Knowledge base Social media In person Forums But, with all those options, the […].

Media 64

Media Customer Experience Communication 64

Corporate Visions

OCTOBER 31, 2019

The post Executive-Level Selling: How to Actually Gain Access to the C-Suite by Tim Riesterer appeared first on Corporate Visions. The most popular approach to executive-level selling is the least effective, according to new academic research from Corporate Visions. Conventional wisdom about executive selling says that if you want to talk with an executive, you need to talk like an executive.

Value Proposition 64

Value Proposition Decision-making Meetings Sales 64

The Center for Sales Strategy

OCTOBER 29, 2019

By now, you’ve realized that regurgitated sales techniques and tactics aren’t working – including the approach you take with your sales proposal. You need something more. What you need is a well-crafted document that hits the right tone and authentically convinces your great lead to close the deal. But sometimes, even with a data-focused , detail-driven proposal, that great lead disappears in the abyss, and before you know it, you realized you’ve been ghosted.

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SBI Growth

OCTOBER 29, 2019

The Basics of Conversational Commerce. Uber has been credited with many disruptive Customer Experience Trends, so it’s no surprise that in 2015, Chris Messina coined the term “Conversational commerce” in a brief Medium article. Since 2015, conversational commerce has seen many.

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Customer Experience B2C Customer Success B2B 59

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

B2B

MTD Sales Training

OCTOBER 28, 2019

Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that will give us the ability to compete effectively and bring in more business, while developing the connections with people who can bring us even more business.

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Key Account Management Account Management Management Sales Training 58

Hubspot Sales

OCTOBER 28, 2019

There are dozens of different pricing strategies you can use in your business, and one of the more unique options is the price skimming strategy. Price skimming is an approach to pricing your products that capitalizes on novelty, timeliness, exclusivity, and/or innovation. When used and adjusted effectively, this strategy can maximize the revenue of individual product lines – particularly when they first launch.

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Profitability Innovation B2B Marketing 55

The Center for Sales Strategy

NOVEMBER 1, 2019

- MOTIVATION -. "The measure of intelligence is the ability to change.". -Albert Einstein. - AROUND THE WEB -. > The Future of Work Is in These 3 Things – HubSpot. People are changing the way they work. The root of this change is the growing acceptance of flexibility in the workplace. So, when we talk about the future of work, we have to focus on what’s influencing change.

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Future of Work Meetings 57

Miller Heiman Group

OCTOBER 31, 2019

Whether you recently implemented sales enablement or want to improve your existing sales enablement strategy, you’ll want to download the new the Fifth Annual Sales Enablement Study from CSO Insights, the research division of Miller Heiman Group. The 2019 Study shows how the goals for sales enablement continue to align with the goals of sales leaders, from increasing new account acquisition to reducing the sales cycle length, in addition to optimizing revenue.

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Sales Acquisition Leadership Business Planning 54

Advertisement

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.

Meetings

RAIN Group

OCTOBER 30, 2019

Finding and hiring new sales talent is a long and expensive process. Once the new rep is hired, it takes time to onboard them. Especially challenging during the ramp-up period is building their knowledge in: Your customers' businesses—their markets, industries, customers, regulations, etc. The needs you solve and how to identify those needs.

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Onboarding Sales Marketing Sales Management 58

Gordian Business

OCTOBER 31, 2019

“ If your presence doesn’t add value, our absence won’t make a difference. ” — Zero Dean. I recently ran a four-day negotiating skills conference in Australia for a group of senior marketing managers and representatives; the group were highly motivated. They were working in an interesting market, and they were keen to find creative ways to negotiate.

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Negotiation Decision-making B2B Innovation 52

The Center for Sales Strategy

OCTOBER 28, 2019

What image comes to mind when you hear the words “burnout?”. Burnout is defined as an individual’s response to chronic emotional and interpersonal stressors within the workplace. It doesn’t simply happen from being bored or from working too many hours. Studies increasingly indicate other factors are behind this work epidemic and employee burnout has reached record levels.

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Sandler Training

OCTOBER 31, 2019

We all know the statistics. Most selling organizations derive 80% of their revenues from 20% of their clients. Winning a new major account costs up to 20 times more than keeping a current one. %. The post Major Accounts: Will They Stay or Will They Go? appeared first on Sandler Training.

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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

Miller Heiman Group

NOVEMBER 1, 2019

No salesperson sets out to seem ordinary. But in the eyes of buyers today, nearly two-thirds of sellers fail to set themselves apart from one another, according to the CSO Insights 2018 Buyer Preferences Study. As a result, buyers: See sellers as product representatives, not solvers of business problems. Buyers turn to eight other types of resources first, including websites, colleagues and online communities, before sellers.

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Sales Training Organization Meetings Customer Experience 50

Showpad

OCTOBER 31, 2019

A productive Sales rep is a prepared Sales rep. However, all the legwork that must be completed to facilitate that productivity and effectiveness is a challenge that Sales organizations struggle with. . Often, Sales professionals are laden with duties like lead prospecting, presentation deck creation, cold calling, and other day-to-day responsibilities that prevent them from finding more valuable uses for their time, like personalizing client interactions.

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Sales Client Relationships Procurement Decision-making 53

MTD Sales Training

OCTOBER 31, 2019

Episode 38: Prospect happy with current supplier, how to find out what your customer really thinks about you, how to paint pictures with words. In this episode we take a look at how to handle prospects who are happy with their current supplier. Our skillspill looks at how you can really know what your customers think about you. And our Inspire Me quote comes from Richard Harris.

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Suppliers Sales Training Sales 48

Strategic Planning and Management Insights

OCTOBER 31, 2019

In this episode of our Strategy and Leadership Podcast , we were joined by Josh Schneider , Director at the Millennial and Employment Engagement Institute. Josh spends his days traveling, writing, and speaking at conferences, and has developed this institute to fund research that matches the stories and examples that were being seen in the workplace, along with topics such as meaningful and fulfilling work.

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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.

Negotiation

Miller Heiman Group

OCTOBER 30, 2019

Chief Marketing Officer Jon Perera of Highspot , a sales enablement platform that empowers companies to elevate their customer conversations, joins host Greg Moore on this week’s podcast. With a unique background in both marketing and sales, Perera offers his advice for sales and marketing professionals alike on how to align successfully to support the customer.

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Marketing Acquisition Sales Onboarding 49

Sandler Training

OCTOBER 28, 2019

Mike Montague interviews Karl Schaphorst on how to succeed at being a purpose-driven salesperson. The post How To Succeed on Purpose appeared first on Sandler Training.

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Strikedeck

OCTOBER 29, 2019

Vincent Manlapaz, in an interview with Jackie Golden, CEO at LandNExpand and author of "Effective customer Success Execution" and the new updated version "Green 2 Golden" talks about the importance of creating (and delivering) high-value outcomes.

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Strategic Planning and Management Insights

OCTOBER 31, 2019

Set in 1960’s New York City, AMC’s Mad Men features Sterling Cooper, a fictional advertising agency on Madison Avenue, while detailing the everyday lives of its members at work and at home. A winner of several Emmys and Golden Globes, the show is widely praised as historically authentic, well written and stylistically appealing.

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Advertising 49

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.

Marketing

Miller Heiman Group

OCTOBER 28, 2019

B2B buyers’ expectations of sellers have never been higher. In part, this is because their experience as consumers has raised the bar, according to the 2018 CSO Insights Buyer Preferences Study. Most buyers—70%—identify their needs, research potential options and target solutions long before reaching out to a seller. By this late stage in the buying cycle, it’s difficult for sellers to present new ideas or open buyers’ minds to alternative solutions.

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Hubspot Sales

OCTOBER 31, 2019

Do you believe all sales jobs are created equal? Think again. Sales roles can vary greatly depending on the types of goods and services being sold. In the fast-paced field of technology, advanced knowledge is a critical part of the job. Who can sales reps call on to better understand the technical aspects of the products they are selling to help them close the deal?

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Facilitation Sales Negotiation Software 45

Kainexus

OCTOBER 31, 2019

Is the US heading into a recession? This question has been coming up more often over the last few months as economic indicators have economists, investors, and politicians concerned. In fact, the manufacturing sector is technically already in a recession, when defined as two quarters in a row of negative growth. Whether or not the larger economy will begin to slow, nobody can say for sure, but it’s not unreasonable to be concerned.

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Investors Manufacturing Profitability Management 45

Engage Selling

NOVEMBER 1, 2019

I recently spoke with a couple of high-performing salespeople about the various accounts we were managing.

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Advertisement

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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