Hubspot Sales

MARCH 15, 2019

Anyone can start a business. Fill out a few forms. Get the necessary permits or licenses. Advertise in some way, shape, or form. Running a successful business, though, is an entirely different story. For example, in the United States roughly 9% of businesses both new and old close each year. On the flip side, only 8% are opened. We're losing more than we're gaining for the first time since those statistics have been tracked, and the crossover coincided with the recession of 2007-2009.

Decision-making 144

Decision-making Small Business Digitalization e-Learning 144

Miller Heiman Group

MARCH 13, 2019

While many organizations reported increased adoption of a sales enablement function in recent years, several still struggle to use it effectively to achieve their goals. According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. Of those, only 34.4 percent of respondents indicated they were meeting the majority of their expectations.

Organization 107

Organization Sales Technology Sales CRM 107

Nutshell

MARCH 11, 2019

If you’re reading this, congratulations! You’ve probably just landed a new sales leadership role, and you want to make the transition as successful as possible. While this is an exciting time for you, it’s also a time of change for your sales reps. Adjusting to a new sales manager can be difficult, especially if the last person in charge was well-liked by the team.

Sales Management 103

Sales Management Management Leadership Sales 103

SBI Growth

MARCH 9, 2019

On today’s show we’re joined by Paul Melchiorre, the Global Customer Officer for Anaplan, a connected planning platform that enables organizations to accelerate decision making by connecting data, people, and plans across the business. Click here for the podcast version of.

Decision-making 100

Decision-making Sales Organization B2B 100

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

MARCH 15, 2019

Whether you're a sales leader, manager, or rep, metrics are key to your success. They help you evaluate the performance of the business, team, and individual contributors. Let's say you're preparing for a meeting with your VP of Sales and you need to provide an update on your sales team's achievements. If you're looking at the surplus of dashboards and reports in your CRM database , all the charts, numbers and percentages can be overwhelming.

Decision-making 105

Decision-making Account Growth Prioritization Meetings 105

Kainexus

MARCH 15, 2019

The urgency to improve organizational performance is at an all-time high. Today’s customers expect more value for every dollar, knowledgeable employees are difficult to find and retain, competition is fierce, technology and data grow increasingly complex, and business models evolve ever more quickly. Given all of that and the complexity of modern organizations, a scatter-shot approach to improvement is not enough.

Leadership 97

Leadership Organization Management 97

SBI Growth

MARCH 15, 2019

As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into.

Management 96

Management Manufacturing Sales Prioritization 96

Hubspot Sales

MARCH 14, 2019

Do you have excellent communication skills? Are you a quick learner who enjoys gaining new business knowledge? If so, a career as a business development manager could be a fantastic fit for you. Business development management allows you to flex your relationship-building and strategic skills. As a business development manager (BDM), you'll develop partnerships with prospective customers or existing clients to generate new leads for the company.

Management 103

Management Negotiation CRM Software 103

Miller Heiman Group

MARCH 11, 2019

The role of a sales manager may be the hardest job in sales. From day one, you’re in the spotlight, ensuring every salesperson on your team hits their target. While coaching your team to sales success, your responsibilities include recruiting new talent and meeting the needs of key customers, all while collaborating with internal stakeholders such as marketing, product management and executives.

Sales Management 90

Sales Management Management Sales CRM 90

Engage Selling

MARCH 9, 2019

“Why aren’t we just doing what our biggest competitor is doing?” That’s what the Sales VP of a product manufacturing company kept hearing from the firm’s owner, who was frustrated by the lackluster sales numbers being reported.

Manufacturing 85

Manufacturing Sales Sales Training Sales Leadership 85

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

SBI Growth

MARCH 14, 2019

Many CEOs are familiar with the concept of a PMO (Project Management Office). Picture a multitude of spreadsheet-savvy analysts charged with tracking various initiatives through standardized processes using metrics and reports. There is value in an effective PMO, to be.

Management 91

Management Organization Leadership Marketing 91

Hubspot Sales

MARCH 11, 2019

Picture a room full of salespeople. What do you see? We're guessing people like Jordan Belfort, Gordon Gekko, or Glengarry Glen Ross-types — some typical wolves of Wall Street. Phones are ringing off the hook, and reps are chatting about the latest deal they closed — you might even picture a Nerf Ball whizzing by. For years, sales reps have been depicted as ultra-competitive and charismatic workers — leading many to believe that only a certain type of person is suited for the role.

Decision-making 87

Decision-making Prioritization Profitability Internet 87

The Center for Sales Strategy

MARCH 13, 2019

As I look into my "crystal ball," I foresee a future where the transactional salesperson is an elusive and rare creature. Have they all been completely wiped out by Artificial Intelligent (AI) computer networks where all advertising buying and selling occurs? Probably not, but I do know they will be an endangered species. In the future, AI networks and computers will be placing a larger and larger percentage of ad schedules.

Artificial Intelligence 74

Artificial Intelligence Advertising Media Sales 74

Engage Selling

MARCH 15, 2019

??????????I’ve been working a lot with sales managers over the past few months and interestingly, we’ve been talking about recruiting, retention, motivation, and top performance. They all have one thing in common.

Sales 82

Sales Sales Management Management 82

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

SBI Growth

MARCH 12, 2019

It’s late February. The company’s sales producers returned to the office from the high energy (and super expensive) 2019 Sales Kick Off over 3 weeks ago. Confidence was through the roof and opportunity appeared to be within reach. However, a.

Sales 78

Sales Organization Leadership Marketing 78

MTD Sales Training

MARCH 12, 2019

When you think of a salesperson, what immediately springs to mind? Is it the old ‘snake-oil’ salesperson of old who put their foot in the door, or never stops talking, or puts undue pressure on you to ‘sign today’? Hopefully, that age-old metaphor is long dead. But there are still people for whom the very notion of being ‘sold-to’ strikes the fear of God into them, and they would run away from such an encounter.

Decision-making 72

Decision-making Sales Training Sales Marketing 72

Miller Heiman Group

MARCH 15, 2019

Every sales organization wants to offer resources that can help their sales teams win more deals. From training programs to coaching services to sales playbooks, sales enablement services maximize revenue opportunities, improve customer acquisition rates and generally support your sales reps along the customer’s path. Organizations increasingly recognize the value of sales enablement.

Stakeholders 69

Stakeholders Sales Sales Training Acquisition 69

The Center for Sales Strategy

MARCH 14, 2019

Most small growing businesses know they need to continue to make strategic investments to sustain their growth. The challenge is knowing where to invest. If t he obstacles to growth that you’ve identified are branding and visibility, hiring additional recruiters will not solve these problems.

Marketing 65

Marketing Sales 65

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

SBI Growth

MARCH 15, 2019

Your Product Does Not Sell Itself — Why Clarity Between Product Management & Marketing is Critical Don’t let confusion between product management and product marketing responsibilities risk your product’s success. Devote time early on to clarify these within your team and.

Marketing 75

Marketing Management Digitalization Sales 75

Hubspot Sales

MARCH 13, 2019

What is business development? It refers to the activities designed to expand your company's reach in a new market. The primary focus of this business function is to identify potential good-fit customers using prospecting techniques. And the people that carry out these activities are called business development representatives (BDRs). But, what do business development representatives do?

Healthcare 68

Healthcare Meetings CRM Communication 68

Sandler Training

MARCH 14, 2019

The days of betting everything on your quarterly quota are over. And if recent research is anything to go by, that might not actually be a bad thing. If you've been hanging out here on the Sandler Blog for any amount of time, you may have already heard that a whopping 57% of salespeople don't expect to hit quota this year. Read Time: 6 Minutes.

Sales 68

Sales 68

The Center for Sales Strategy

MARCH 15, 2019

- MOTIVATION -. "THE WAY TO GET STARTED IS TO QUIT TALKING AND BEGIN DOING.". -WALT DISNEY. - AROUND THE WEB -. > The 4 Components of Effectively Employing Sales Enablement — LeadG2. Sales enablement is quite the buzzword these days, but for good reason. When done effectively, it can have last impacts on a sales organization. It can shorten the sales cycle and strengthen the entire sales process.

Sales 63

Sales Organization 63

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

SBI Growth

MARCH 15, 2019

Today Jill Rowley, former Chief Growth Officer of Marketo, discusses how this emerging role brings together sales and marketing leaders to leverage the power of their best salespeople: their customers. Jill shares key drivers that bring about executive alignment that.

Marketing 73

Marketing Sales Customer Experience Software 73

Outbound Engine

MARCH 11, 2019

Something you’ve been dreading has happened: you received a bad online review. Whether it’s your Yelp page, Facebook Business page or Google business reviews page, the damage is done and it’s public record. Worst of all, the review only tells one side of the story, leaving you, the (hopefully) innocent business owner, to deal with the fallout.

Construction 65

Construction Software Software Marketing 65

Miller Heiman Group

MARCH 12, 2019

Elevate 2019 North America : Framing the Future, Miller Heiman Group’s premier event for sales and services professionals takes place May 8-10, 2019, in Scottsdale, Arizona at the Hyatt Regency Scottsdale Resort and Spa Gainey Ranch. At Elevate 2019 North America, you’ll network and learn with experts from across the industry and discover ways your business can get ahead of the curve by empowering sellers through research, training, technology and consulting.

Sales 59

Sales 59

The Center for Sales Strategy

MARCH 12, 2019

Netflix claims over 45 million people have watched the movie Bird Box ! Wow, 45 million people! This post-apocalyptic thriller follows the story of a woman who must find a way to guide herself and her children to safety despite the potential threat from an unseen adversary. The story is partially told via flashbacks and takes place during three time periods.

Media 63

Media Sales 63

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

SBI Growth

MARCH 15, 2019

Should Your Field Marketing Team Own a Number? Of the myriad marketing roles in today’s workforce, none is more widely misunderstood than field marketing. The bad news is marketers tend to have a blind spot to how they’re perceived in the.

Marketing 73

Marketing Digitalization Sales 73

RAIN Group

MARCH 13, 2019

Sales compensation is typically the first topic discussed when looking for ways to boost sales motivation. Want to increase motivation? Create a compensation plan focused on driving the actions that will create results. The thought process goes like this: incentivize the right areas, see motivation increase, get the best results. Sounds simple, right?

Sales 61

Sales 61

Janek Performance Group: Account Planning

MARCH 12, 2019

The beginning of the year sees a lot of long-term strategic initiatives – from sales training and new product roll-outs to sales forecasting and account reviews. It’s important to note that while the latter two (forecasting and account reviews) are similar in their long-range outlook, they have different purposes and thus should be held separately in many organizations.

Construction 52

Construction Sales CRM Sales Management 52

The Center for Sales Strategy

MARCH 11, 2019

Your new hire has had great success in the past, but they don’t seem able to hit the ground running. You look at their talent assessment , and they should have tons of confidence and enthusiasm, but the reality is, they are a little unsure, hesitant, and they keep to themselves. What happened?! You may be dealing with the ghosts of managers past.

Management 63

Management Sales Management Sales 63

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.

B2B