Hubspot Sales
NOVEMBER 3, 2017
Prospecting for sales leads. not the most fun thing in the world. There’s no question that it’s incredibly important, but researching dozens of companies every day in the hopes of finding a few good fits isn’t the most titillating task. So we’re here to help. We’ve compiled the ultimate pump-up playlist to keep you sharp and focused while you pan for gold.
The Center for Sales Strategy
OCTOBER 30, 2017
The great sales managers know that if you want to see an increase in performance then you have to set expectations. But just setting expectations is never enough. You need to put a system in place where you can measure what you expect. As the management saying goes, "Your salespeople will respect what you inspect… and you need to inspect what you expect.".
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MTD Sales Training
OCTOBER 30, 2017
Want some tips on cold calling? Here’s the cold calling cheat sheet! I must receive about 20+ emails each month that ask me for specific help and guidance on cold calling so here are some top tips: Sound Like A Human Being. Try not to sound like a robotic cold caller. That’s what 95% of the cold callers sound like. You need to sound as though you are just calling up a colleague for a chat rather than a “have I got a deal for you” salesperson!
Engage Selling
OCTOBER 30, 2017
Never Ending Value, Evergreen Relationships, Lifelong Business How to create and employ customer and client strategies for continual business with your clients Alan Weiss and I are hosting a live event in February 2018 in South Beach, Miami to help you grow … Read More »
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
NOVEMBER 2, 2017
Best sales methodologies. SPIN Selling. N.E.A.T. Selling. Conceptual Selling. SNAP Selling. The Challenger Sale. The Sandler System. CustomerCentric Selling. MEDDIC. Salespeople are very aware of their quotas and the need to reach them. However, they're not always clear on the steps they should take. That's where sales methodologies come in. Top Sales Methodologies to Consider.
The Center for Sales Strategy
NOVEMBER 1, 2017
I recently overheard a telephone conversation when traveling, and it concluded with the person saying, “Sales is all about teaching.” Well, having been in outside sales, sales management, or consulting sales organizations my entire adult career, I stopped and pondered this. My gut reaction, was "No it isn’t," but then I thought, "Well, it is." I concluded, it’s both.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
NOVEMBER 3, 2017
Recently, I’ve been working with a lot of financial selling professionals. This particular group was whining to me that they used to ask for referrals all the time, but they were terrible.
Hubspot Sales
NOVEMBER 3, 2017
Homebuying is an increasingly digital process. Today, 80% of homebuyers conduct internet research when considering homes to buy , and 89% use the internet to find real estate agents. In fact, millennials are currently the largest group of homebuyers ( at 34% and growing ). Documents can be signed virtually, homes can be viewed by video, and realtors are expected to be online.
The Center for Sales Strategy
NOVEMBER 2, 2017
Just like “sales” and “marketing” are not the same, “recruitment” and “selection” are fundamentally different as well. But I often hear managers use them interchangeably—an indication of a fundamental and expensive flaw in their approach to maintaining a talented sales force.
MTD Sales Training
NOVEMBER 2, 2017
If there was one quality or trait that you would think all great sales director share, what would you think it to be? I’m sure you’re thinking of many, and it would be difficult to disagree with any ones that you come up with. But if I had to choose one that would be top of the list, it would have to be the ability to manage change and risk. If there was something that could drive a company forward and help them to achieve more in the future, you would hard pressed to find a successful director
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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
Engage Selling
NOVEMBER 2, 2017
As a sales professional, you have the privilege of coming into contact with a variety of different people and personality types.
Hubspot Sales
OCTOBER 30, 2017
When it comes to icebreakers, “describe yourself in three words” is by far one of the toughest. You’re a complex person, with unique ambitions, experiences, preferences, and traits -- how are you possibly supposed to distill yourself down to three mere words? Unfortunately, get-to-know-you conversations aren’t the only time you’ll face this prompt. LinkedIn headlines are essentially the professional version: They ask you to describe who you are and what you do in just one line.
The Center for Sales Strategy
OCTOBER 31, 2017
you just help enough people get what THEY want. I heard this truth many years ago from the legendary Zig Ziglar. It’s so simple and so powerful, it should be the basis for everything a sales professional does. But, simple and easy are two different things. Most sales professionals are so wrapped up in their products and services that nearly everything that comes out of their mouths sounds either like a monologue about features and benefits or a manipulative question designed to get the prospect
Planview
NOVEMBER 2, 2017
Every organizational culture (and sub-culture) has its own nuances — some of which may hold keys to getting your crowd to give you their best thinking. Understanding these nuances will help you formulate the right questions to ask when it comes to tapping into the collective intelligence of employees. Asking the right question is the difference between generating valuable ideas that impact business objectives and ideas that don’t move the needle.
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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.
Engage Selling
NOVEMBER 3, 2017
With a 0.3% success rate with cold calling, why not abandon this ancient form of technology and focus your team’s efforts on something that works?
Hubspot Sales
NOVEMBER 1, 2017
What are the sales trends of 2018? Video prospecting. Greater emphasis on SDR training. Messaging and chat. Sales automation. End user selling. Focus on the middle of the funnel. Account-based selling. 2018 is just around the corner. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. You can let these changes happen to you -- or you can prepare for and take advantage of them.
The Center for Sales Strategy
NOVEMBER 3, 2017
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. 1. 5 Highly Effective LinkedIn Summary Templates for Sales Reps — HubSpot. The summary is one of the most important parts of your profile, since it’s a space to showcase your passion, enthusiasm, and most importantly, your track record of results.
MTD Sales Training
NOVEMBER 3, 2017
I’m very pleased to announce that MTD have been shortlisted as a finalist for another award! The Learning Awards External Learning Solution of the Year 2018. MTD have already had an extremely successful year after winning CIPD Best HR/L&D Supplier 2017 in September and being shortlisted as a finalist in the 2017 Personnel Today Awards for Best HR Supplier Partnership (awards night is 21 st November 2017).
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.
Planview
NOVEMBER 2, 2017
Every organizational culture (and sub-culture) has its own nuances — some of which may hold keys to getting your crowd to give you their best thinking. Understanding these nuances will help you formulate the right questions to ask when it comes to tapping into the collective intelligence of employees. Asking the right question is the difference between generating valuable ideas that impact business objectives and ideas that don’t move the needle.
Hubspot Sales
NOVEMBER 3, 2017
You learn about a valuable treasure, but it’s at the top of a huge mountain. Reaching the peak requires overcoming extreme cold, fatigue, and high altitudes. To make the journey even less appealing, you’re not sure how much the treasure is worth or if you’ll even be able to spend it. Would you attempt the climb? Your prospects face this conundrum all the time.
SBI
NOVEMBER 1, 2017
This is my favorite event of the year. First of all, Salesforce puts on a heck of a show – am I right?! And so do many of the attending partners. I won’t go into all the stats about Dreamforce. Suffice it to say, it’s huge by any measure. For instance, if you secured one of over 100K hotel rooms that will be booked for the event, consider yourself lucky!
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.
Sales Gravy
NOVEMBER 3, 2017
Emotion is the force that drives sales. When sales professionals invest the time to master the dynamic of human interaction, known as emotiontheir income skyrockets and they close more sales.
Hubspot Sales
OCTOBER 29, 2017
In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Companies spent approximately $2.2B in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.
SBI
NOVEMBER 2, 2017
In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Russ Chadinha , Senior Director Product Marketing of Model N Revenue Cloud. Nancy: Why does the industry need your solution? Russ: Enterprises today are focused on profitable growth. It is the primary objective for CEO’s and for Sales and Marketing executives.
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.
Sales Gravy
NOVEMBER 1, 2017
I want to believe that sales professionalism has evolved. I want to believe that at this time, everyone gets that the buyer matters most in the sales conversations. Yet, that isnt what Ive experienced.
Hubspot Sales
OCTOBER 29, 2017
You know what tips buyers off that the email they're reading is a sales pitch? "Hi, my name is Jane Doe, and I'm a sales rep at Company.". Yup. That'll do it. You should never actively hide the fact that you're a salesperson from buyers, but positioning yourself as a consultant, business expert, or interested party in the opening line will do you justice and keep the prospect reading.
SBI
OCTOBER 29, 2017
DocuSign’s solution can be used from your CRM. From an opportunity salespeople click send with DocuSign. The contract and recipients can be automatically selected and automatic reminders sent to recipients. The document is reviewed easily, and sent for signature. The whole idea is for salespeople to quickly create & send documents and most importantly, to receive a fast signature in return.
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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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