Hubspot Sales
JUNE 14, 2018
Best Electronic Signature Apps. PandaDoc. DocuSign. Adobe Sign. HelloSign. eSignLive. SignNow. SignEasy. RightSignature. KeepSolid Sign. Signable. How much time do you waste signing documents? You format and print off a document, sign it, scan it into your computer, and (usually) reformat it again before sending. As a one-off, this doesn’t sound too bad.
SBI Growth
JUNE 9, 2018
There is an emerging best practice in Key Account Management that successful B2B firms are quickly deploying. The best practice is a “Revenue Desk”. In this blog, I will outline the role of Marketing in this critical new Key Account.
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RAIN Group
JUNE 13, 2018
With more sales going through purchasing departments, you're bound to face price pressure on almost every opportunity. They'll expect you to discount. Nearly all organizations negotiate or discount their stated list price to some extent. In fact, in our Top-Performing Sales Organization study, we asked about the frequency in which companies discount.
Drift
JUNE 11, 2018
“We need to launch chat support.” Those words have always had the potential to strike fear into the heart of every customer support leader. Why? Because launching a new support channel is no joke. It requires planning, training — and, sometimes –onboarding new team members to help you execute on your strategy. But most businesses can understand the appeal of offering conversational.
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
JUNE 12, 2018
How to Send a Follow-Up Email After No Response. Ask yourself if you included a close in your first attempt. Never forward or cut and paste an old email. Don’t follow up too quickly. Adjust your close. Avoid the temptation to send a breakup email. How many times has a deal been going along without a hitch until, suddenly, it’s not? One week of silence passes, then two, and you’re left wondering what you did wrong and if there’s any way to fix it.
SBI Growth
JUNE 15, 2018
The Influencer Channel is often overlooked. If utilized correctly, it can help you: Learn about opportunities earlier in the sales cycle, Win more deals, while also…. Increasing the cost of sales for your competition. This combination is the sales equivalent of a hat-trick.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Openview
JUNE 14, 2018
There are a few defining moments in the channel lifecycle. Early on those two are recruiting and onboarding. How you effectively manage those two items will directly impact the success of your program. Recruiting is all about bringing partners to the table, and onboarding is all about getting to revenue with them. You must take the time to recruit the right partners for your program, and then take the time to set them up for success.
Hubspot Sales
JUNE 11, 2018
Sales Communication Skills. Pay full attention. Practice active listening. Read body language (and control your own). Master the nuance of voice tones. Be empathetic. Understand what's not being said. Speak in specifics. Be a subject matter expert. Be genuinely curious. Don't act like you know everything. Assume good intent. Always be honest. Don't make assumptions.
SBI Growth
JUNE 10, 2018
The Chief Customer Officer is one of the newest roles to join the C-Suite in the past few years. Their charter is to drive customer-centricity throughout the enterprise. They are a customer advocate who cares about providing a good customer.
The Center for Sales Strategy
JUNE 11, 2018
"If you don't know your numbers, you don't know your business!" -Marcus Lemonis. My friend (and Managing Partner at The Center for Sales Strategy), Matt Sunshine, got me into the CNBC television program, The Profit. And I am absolutely addicted to it. And I mean addicted… I might have just finished watching 6 hours of the program this weekend. And you should be watching it, too!
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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
Miller Heiman Group
JUNE 13, 2018
In our last post , we explored data from the CSO Insights 2018 Buyer Preferences Study , which confirms that buyers are engaging salespeople later and later in the sales process. Thankfully, our data also shows that buyers don’t actually want to cut salespeople out of the buying cycle. However, due to new technology and the abundance of readily available information, salespeople are becoming less relevant in the early stages of the buying process.
Hubspot Sales
JUNE 14, 2018
LinkedIn has become an amazing sales tool -- so much so that InsideSales.com declared, " Cold Calling is Dead, Thanks to LinkedIn." Unfortunately, salespeople have also moved many of their bad habits onto the platform. And I'm not just talking about sending spammy InMails. Salespeople are abusing LinkedIn in many other ways. I'm not the only one noticing this problem.
SBI Growth
JUNE 13, 2018
The idea of a deal desk is nothing new to many sales organizations. The need to treat critical and non-standard deals separately has rapidly given rise to this specialized function over the past few years. So, what happens when you.
The Center for Sales Strategy
JUNE 12, 2018
At The Center for Sales Strategy, we are serious about and committed to delivering quality content to your inbox Monday-Friday, but today, we'd like to pause and bring you something that's even more serious: OUR PEOPLE!
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Engage Selling
JUNE 15, 2018
???????????????????For the last few videos, I’ve been talking about client retention and expanding your network within your client accounts.
Hubspot Sales
JUNE 12, 2018
A long time ago, IBM revolutionized sales with the introduction of BANT. The mantra is familiar to any salesperson: qualify your prospects based on their Budget, Authority, Needs, and Timeline. This used to work well. In a world where prospects didn't know and could not figure out solutions to their own problems via a simple Google search, their favorite blogs, or by posting a question on a social media site, they were reliant on salespeople.
SBI Growth
JUNE 14, 2018
Our guest today is Jamey Heinze, the Chief Marketing Officer at iGrafx. Jamey has a unique background with significant experience in sales for the first 1/3rd of his career, and then product management for nearly a decade, and now as.
The Center for Sales Strategy
JUNE 13, 2018
Recently, I shared a blog post called 10 Social Media Best Practices for Salespeople , and I wanted to expand on a few of them specifically related to how you can put these best practices into play on LinkedIn. I’ve gathered some specific examples from our team of experts, so check out the previous post here , then read on for actionable steps you can take in one hour or less of your time, to enhance your LinkedIn social selling efforts.
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.
MTD Sales Training
JUNE 12, 2018
Episode 18 – Why Pre-Call Research Is A Must, How To Beat Procrastination, Aristotle On How to Be Excellent. This podcast includes: Why you must do your pre-call research. Different ways to beat procrastination. An inspire me quote from Aristotle on how to be excellent. Take a look at this episode on [link]. The post Why Pre-Call Research Is A Must, How To Beat Procrastination, Aristotle On How to Be Excellent appeared first on MTD Sales Training.
Hubspot Sales
JUNE 13, 2018
A large part of any sales training program -- no matter the methodology or approach -- is learning a specific set of questions sellers use to: Engage customers in a conversation. Identify customers’ needs. Elicit a specific response. Demonstrate value. Move the conversation forward. And new sellers, in particular, spend countless hours learning, rehearsing, and ultimately asking those questions, seeking to sharpen their skills with each round of customer conversations.
SBI Growth
JUNE 12, 2018
You’ve made it through the early CMO years, bringing in fresh perspectives and skill sets. Either you’re still going strong following your fast start, 100-day plan, or patience is running out and the results you set out to achieve haven’t.
Drift
JUNE 11, 2018
“We need to launch chat support.” Those words have always had the potential to strike fear into the heart of every customer support leader. Why? Because launching a new support channel is no joke. It requires planning, training — and, sometimes –onboarding new team members to help you execute on your strategy. But most businesses can understand the appeal of offering conversational.
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
JUNE 15, 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.
Hubspot Sales
JUNE 14, 2018
Entrepreneur Quotes. "Only the paranoid survive." -Andy Grove. "You have to see failure as the beginning and the middle, but never entertain it as an end." -Jessica Herrin. “People are the most important thing. Business model and product will follow if you have the right people.” -Adam Neumann. “Don’t let others convince you that the idea is good when your gut tells you it’s bad.
SBI Growth
JUNE 14, 2018
What separates the great companies that we work with? Fundamentally it is associated with good leadership, clear direction and strategic functional alignment.
Engage Selling
JUNE 14, 2018
The number one most discussed topic by my community in the past year has been surrounding cold calling.
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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.
SBI
JUNE 12, 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 Brendan Cournoyer, VP of Marketing for Brainshark. Connect with him on Twitter or LinkedIn. Nancy: What are the top 3 ways your solution changes the game for a sales organization?
Groove HQ
JUNE 12, 2018
Introducing the Groove KB 2.0 Our focus this year has been to consolidate all of the different pieces of Groove (Inbox, Knowledge Base, Reporting) into one cohesive experience across the entire application. In parallel to the Groove 2.0 Inbox, our KB team has been hard at work rebuilding the Groove Knowledge Base from the ground […]. The post Coming Soon: A Brand New Knowledge Base appeared first on Groove Blog.
Planview
JUNE 12, 2018
Measuring the success of an innovation program is a critical step in determining the impact it has on a company’s bottom line. But how do you know if your innovation program is delivering value? How do you know if it’s an integral part of your company’s growth? Earlier this year, we hosted a webinar featuring Bechtel’s Intraprenurial Manager, Ankoor Amin.
SBI Growth
JUNE 11, 2018
Digital Experience is the convergence of two powerful trends: Digital Transformation (which is driven by efficiency concerns). Customer Experience (which focuses on driving effectiveness and improving revenue growth) . Odds are, your CEO has identified both as key priorities, and has asked you.
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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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