SBI Growth
NOVEMBER 10, 2018
Joining us on the SBI Podcast is Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. Sangram is one of the 21 B2B influencers to watch by the B2B News Network. And many in the audience know Sangram as the founder.
Hubspot Sales
NOVEMBER 14, 2018
For many years, B2B companies have executed their inbound sales funnel the same way. Much like the word “funnel” suggests, it’s based on the idea that you fill the top with people interested in your product (leads) and then filter out those who aren’t qualified to buy. The problem? The way we’ve been filtering people just isn’t working any more. Marketing qualified leads (MQLs) and sales qualified leads (SQLs) were created as a way for sales and marketing to determine if the leads they were deal
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Center for Sales Strategy
NOVEMBER 15, 2018
After an interesting talent feedback call, I had spoken with a sales manager who was dealing with a challenge that most managers deal with at some point in their career. Can you identify with the following situation – and can you learn from this story? The good news: The salesperson he is managing is highly talented. She has a lot of natural ability, and when she is engaged, she’s one of her company’s top performers.
Engage Selling
NOVEMBER 16, 2018
?????????I’m doing some research on my new book, Right on the Money, and I found a study from Serious Decisions that said that 67% of all buying is done digitally.
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.
SBI Growth
NOVEMBER 13, 2018
The best sales organizations align their interests with those of their sales reps and in the manner in which customers want to buy – may sounds simple, but few organizations “run through the tape” to fully align and address. We.
Hubspot Sales
NOVEMBER 14, 2018
The robots are coming. And they're here to take your sales job. At least, that's what we're afraid of. It might be true that technology can be integrated into many steps of the sales process. But, thankfully, it can't do everything. For now, there are a number of skills computers can't learn, and one of those is our human ability to create empathetic connections with prospects and customers.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
RAIN Group
NOVEMBER 14, 2018
Setting goals is relatively easy. You think about what you want to achieve in a certain period of time and set a specific and measurable metric around it. For example: Meet sales quota of $450,000 this quarter. Lose 5 pounds in 4 weeks. Exercise 4 out of 7 days. Launch the new product by May 15. Grow a specific account by 3x this year. Reaching your goals, however, is a bit more complicated.
SBI Growth
NOVEMBER 12, 2018
What is your company’s Brand Image? If we asked everyone in marketing would we get the same answer? What kind of answers would we get from the sales team? Most importantly, what answer would we get from your customer? These.
MTD Sales Training
NOVEMBER 15, 2018
We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company. We said we had, but they were insistent in asking us how much we paid, when our current insurance runs out and other such questions. Finally, my team member asked what it was about their company that made them deserve our business.
The Center for Sales Strategy
NOVEMBER 14, 2018
As sales professionals, we are trained to listen to our prospects’ needs and then create a tailored solution based on the products we have to sell. As managers, we coach our team on this daily, and as salespeople, we continually work to evolve and better this process. We present a solution, and then explain why these products make sense. But in today’s complicated world of marketing, there is a key piece we often forget — consumer behavior.
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
Engage Selling
NOVEMBER 15, 2018
I am thrilled to announce that I have been named one of LinkedIn’s Top Voices for 2018. This is a yearly list LinkedIn curates recognizing their most engaging creators. You can view the full list here.
Drift
NOVEMBER 16, 2018
Let’s take a little trip down Sales Memory Lane. You’re a BDR or SDR cold calling prospects. Maybe you’re lucky enough to get one in 100 people to pick up the phone. But when they do, the prospect doesn’t even know why they’re being called. Then comes the heavy lift, especially for an inexperienced rep, to convert someone from interrupted to engaged.
Planview
NOVEMBER 14, 2018
Spigit recently hosted a very informative webinar with one of our technology partners, Topcoder – the largest talent network and crowdsourcing platform consisting of over one million data scientists, programmers, and technology architects. Topcoder’s VP of Marketing, Clinton Bonner, joined Gareth Bradley, Spigit’s VP of Product Management, for a discussion about the role crowdsourcing plays in digital transformation.
The Center for Sales Strategy
NOVEMBER 12, 2018
In fact, it’s better than OK. The reality is, in the course of any business relationship, something is going to go wrong at some time and it’s smart to get out front of it and to be very transparent.
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.
MTD Sales Training
NOVEMBER 12, 2018
Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for the cheaper option. The perceived weaknesses you have will prove costly if you consider them to be reality.
Drift
NOVEMBER 15, 2018
I normally don’t read World Economic Forum reports. But if I did, it might be about some cool new tech like blockchain or crypto currencies. It’s highly unlikely it would be the WEF’s 147-page “The Future of Jobs Report 2018”. But that’s the report I found when researching a new job function I’m recruiting for (if you’re intrigued, you can apply here), but which doesn’t really exist anywhere.
Outbound Engine
NOVEMBER 12, 2018
As an insurance agent, learning how to increase insurance sales is a top priority for your business. In fact, there is more pressure to do so now than ever before. A rather sobering data point from McKinsey & Co. suggests that one in four insurance agents will lose their jobs by the end of this year. While this stat is unsettling, it can instead provide motivation for you to find simple yet effective ideas and strategies to increase insurance sales.
The Center for Sales Strategy
NOVEMBER 16, 2018
- WHAT'S MOTIVATING US THIS WEEK -. "IT'S NOT YOUR CUSTOMER'S JOB TO REMEMBER YOU. IT'S YOUR OBLIGATION AND RESPONSIBILITY TO MAKE SURE THEY DON'T HAVE A CHANCE TO FORGET YOU.". -PATRICIA FRIPP. - WHAT WE'VE BEEN READING THIS WEEK -. Today, we're changing things up to bring you content only focused on video and how it relates to the sales process and sales performance.
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.
SBI
NOVEMBER 13, 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 Lauren Mead , CMO of Timetrade. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? Lauren: TimeTrade Scheduler is the world’s leading intelligent, online appointment scheduling solution.
Drift
NOVEMBER 15, 2018
I normally don’t read World Economic Forum reports. But if I did, it might be about some cool new tech like blockchain or crypto currencies. It’s highly unlikely it would be the WEF’s 147-page “The Future of Jobs Report 2018”. But that’s the report I found when researching a new job function I’m recruiting for (if you’re intrigued, you can apply here), but which doesn’t really exist anywhere.
Showpad
NOVEMBER 16, 2018
This week Showpad hosted Transform18 , North America’s largest sales enablement conference. One of the highlights of the event was the first annual Transform Excellence Awards , a program designed to recognize and promote best-in-class sales enablement deployments from customers and partners who are true leaders and innovators in their industry. Nearly a dozen companies were nominated in the following three categories: Business Impact Excellence: A company that has heavily invested in their sale
Help Scout
NOVEMBER 12, 2018
Delivering 24-hour customer service is an exciting challenge to solve. It typically means your business is expanding or you are taking on larger customers. Scaling a team to this level comes with some unique considerations that range from cost and location to language and local customer demands. The strategy you choose needs to take into account your customers’ needs, the region or time of day at which your load is growing most, and your business goals and expansion plans.
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
NOVEMBER 15, 2018
Have you ever made a sale that you felt slimy about? I’m talking about something that went above your need to hit a monthly sales quota. Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs? If the answer is yes, then congratulations — you’ve uncovered the reason why it’s so hard for prospects to trust you.
ReviewTrackers
NOVEMBER 15, 2018
What is a Yelp Sticker? Online review site Yelp has collected over 100 million reviews of almost every type of local business, from hotels, bars, boutiques, and restaurants to dentists, doctors, mechanics, and plumbers. If your business is listed on Yelp, your listing, at some point, will have its own reviews from users (if it doesn’t already). This is where having a Yelp sticker comes in handy: it can help you inspire shopper confidence and gain credibility by letting customers know that others
Hubspot Sales
NOVEMBER 16, 2018
What's your business' competitive edge? A value proposition helps businesses identify what sets it apart from competitors. But how can you tell if your business activities are creating the most value for customers and a great profit margin? A value chain is used to describe all the business activities it takes to create a product from start to finish (e.g., design, production, distribution, etc.).
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.
SBI
NOVEMBER 11, 2018
TerrAlign is a Sales Territory Optimization solution that can result in 5-10% more account visits with the same head count while reducing travel costs at the same time. The ultimate goal is to make sure that every rep has a well balanced and viable work load with the lowest over-head. Visit TerrAlign.
ReviewTrackers
NOVEMBER 16, 2018
Yelp Business Photo: Why It Matters. Do you know that every one-star rating change on Yelp can make a 5 to 9 percent difference in your sales? That’s according to a Harvard Business School study , which serves to demonstrate the growing business impact of user-generated content on online review sites like Yelp, Google, Facebook, and TripAdvisor, among many others.
Help Scout
NOVEMBER 13, 2018
In 2015, we arrived at the somewhat reluctant conclusion that it may be time for Help Scout to explore “doing sales.”. For a business that prides itself on being customer-first and product driven, the concept of sales — even sales as a service — was fraught. In our opinion, the way other SaaS companies approached sales left a lot to be desired. It wasn’t that their more traditional approach to sales didn’t work — arguably, it works more efficiently than a sales-as-a-service process ever could.
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.
Expert insights. Personalized for you.
108 
Let's personalize your content