Hubspot Sales

APRIL 3, 2018

Business professionals are busy people, and the last thing they want is an email from someone who needs a favor. Messages like these can be a distraction and burden. That’s why when I network and send outreach emails, I am careful to always ask for advice and not a favor or handout. In fact, as I wrote my new book, Wait, How Do I Write This Email? , a collection of 100+ templates for networking, job search, and LinkedIn, I used this tactic multiple times.

Meetings 145

Meetings Organization Sales 145

Engage Selling

APRIL 6, 2018

??????????How many of you have been asked to do less work than you did last year? No one has ever been asked that. Even my clients in shrinking markets are asked to do more sales.

Sales 84

Sales Marketing 84

Drift

APRIL 5, 2018

What do you think of when you hear people talk about artificial intelligence — robot overlords? The singularity? Or maybe… bots that take human jobs? While we probably don’t need to worry about the first two just yet, the third seems plausible. After all, we’ve already seen intelligent bots do things like book meetings with sales reps, and answer basic questions from website visitors.

Artificial Intelligence 83

Artificial Intelligence Sales Meetings Marketing 83

SBI Growth

MARCH 31, 2018

The diagnostic data summarized in the attached report is from 15 financial service firms who are in various stages of working with SBI. Each financial services company recently assessed their company’s revenue growth capabilities with a Revenue Growth Diagnostic. These.

Financial Services 82

Financial Services Finance Marketing Sales 82

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

APRIL 6, 2018

As a writer for the HubSpot Sales Blog, I'm always crafting new email templates. And my favorite source of inspiration is in HubSpot Sales -- I'll open up "Templates" and browse the real emails HubSpot salespeople are sending their prospects. Not only can I see average open rate for individual templates, I can also gauge their performance by response rate and click rate (i.e., how many recipients clicked on the links within the template).

Sales 133

Sales Meetings Decision-making Small Business 133

The Center for Sales Strategy

APRIL 3, 2018

Social selling is a powerful part of the approach in our now transparent sales landscape. I feel every salesperson should embrace LinkedIn, Twitter, and even Facebook, as they plan to approach and attempt to engage with new business prospects.

Sales 78

Sales Media 78

SBI Growth

APRIL 4, 2018

If you are a sales leader looking to get ahead of the competition, enhancing your personas with pricing metrics could be your secret weapon. According to a recent study, about 1% of B2B SaaS companies can describe their buyer personas.

B2B 75

B2B Sales Marketing 75

Hubspot Sales

APRIL 2, 2018

Things to Say On the Phone. “I wanted to follow up on the proposal.”. "Do you have any questions about the contract?". "Have you had time to read through the proposal?". “I just wanted to introduce myself.". “Thanks for the introduction, [coworker]. I’m looking forward to working with you [prospect].". “Great to meet you [prospect]! Let me know if you have any questions.”.

Communication 130

Communication Negotiation Meetings Onboarding 130

The Center for Sales Strategy

APRIL 2, 2018

More people than ever before are working from home. According to a Gallup survey, 43% of employees said they spent time working remotely in 2016. That number is up 4% since 2012.

Management 63

Management 63

Planview

APRIL 4, 2018

With over 120,000 employees and billions of dollars in revenue, Johnson & Johnson is one of the top consumer packaged goods companies on the planet. How, though, does a company of this size approach innovation? Especially in an industry that’s seeing new ecommerce startups popup that challenge traditional business models, and Amazon leveraging its distribution prowess for private label brands.

Supply Chain 63

Supply Chain Innovation eCommerce Digitalization 63

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

APRIL 2, 2018

Sales Operations has a lot to do. But they also have a lot they shouldn’t be doing. A Sales Ops Charter helps the organization know what they can ask for from Sales Ops. It’s like hanging a sign on your.

Sales 63

Sales Organization Prioritization Sales Leadership 63

Hubspot Sales

APRIL 4, 2018

What is Channel Conflict? Channel partners can be mutually beneficial. By partnering with other vendors, your business can offer a stronger product/service and a better customer experience. But, sometimes, channel partnerships are disrupted by other dealers who sell their product direct to consumer. This is when channel conflict arises, and this article tells you just what to do about it.

Management 115

Management Meetings Marketing Customer Experience 115

The Center for Sales Strategy

APRIL 5, 2018

This article was originally published on Sales & Marketing Management. Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing.

Publishing 61

Publishing Sales Marketing Management 61

Sales Readiness Group

APRIL 4, 2018

Ask any sales leader if their team is doing enough prospecting, and they’ll invariably say “No.” Ask sales reps if they should be doing more prospecting, and they’ll grudgingly agree that more prospecting would be better. The benefits of sales prospecting are apparent; more prospecting equals more sales opportunities. So why aren’t sales teams doing enough prospecting?

Sales 54

Sales 54

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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.

Meetings

SBI Growth

APRIL 6, 2018

Is your marketing organization set-up to win this year and next year? Are your people aligned around the right set of tasks and activities?

Organization 63

Organization Marketing B2B 63

Hubspot Sales

APRIL 5, 2018

Whether or not you participate, we all know that Black Friday creates a painful sense of urgency in consumers that those of us in the non-retail world battle with constantly. And while thousands urgently indulge in Cyber Monday, we cringe every time a prospect responds with, "Can you get back to me in a month?". It's very likely that your prospect forgets your name by the time you reach out a month later.

Retail 92

Retail CRM Onboarding Meetings 92

Point N Time

APRIL 4, 2018

Point N Time Software, a Salesforce ISV partner and leader in key account management in the Salesforce.com ecosystem and Leading Edge Coaching, B2B sales growth. The post Strategic Partnership For Managing Complex Key Accounts appeared first on Point N Time.

Key Account Management 52

Key Account Management Management Account Management B2B 52

The Center for Sales Strategy

APRIL 4, 2018

You have a salesperson with loads of talent, and they have always been successful. Suddenly, they are underperforming, missing goals, and really off their game. Or, perhaps you have a new hire with a lot of talents. You are expecting a sales rock star, but they just aren’t doing well. What’s going on?! The answer may be hiding in past setbacks, and it takes sales management skill to help them start performing to their potential.

Sales 53

Sales Sales Management Management 53

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

Planview

APRIL 4, 2018

We recently published an article that introduced the shift from idea management to full lifecycle idea management. The main premise of the article was to shed a light on an important aspect of ideation and innovation programs: impact. In other words, it’s not enough to just come up with great ideas – that’s not the hardest part. What’s more important is what you do with these ideas and the impact they have on your business.

Innovation 56

Innovation Idea Management Publishing Management 56

Hubspot Sales

APRIL 3, 2018

What is Call Cadence? Call cadence is the structure and timeline of when salespeople call their prospects. It’s often accompanied by a similar cadence of voicemails and follow-up emails. It’s created based on the readiness of your prospect to buy, and is tailored to keep the salesperson top-of-mind without being overwhelming. “You don’t have to swing hard to hit a home run.

Sales 88

Sales Media Communication Meetings 88

Jeffrey Gitomer

APRIL 3, 2018

Customer service are two of the most maligned words in our language. So often as customers we are disappointed in the service we receive (or the attitude attached to the service) that we go elsewhere. Amazing.

49

49

MTD Sales Training

APRIL 5, 2018

Episode 9 – 3 Brain Laws, Automobile University & A Quote From Zig Ziglar. This podcast includes: SThe 3 brain laws & how your buyers think. What is the “Automobile University”. An inspire me quote from Zig Ziglar. The post 3 Brain Laws, Automobile University & A Quote From Zig Ziglar appeared first on MTD Sales Training.

Sales Training 48

Sales Training Sales 48

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

Engage Selling

APRIL 5, 2018

Millennials in the professional world have been a hot topic for the past few years.

Communication 70

Communication Client Relationships Management Sales 70

PandaDoc

APRIL 2, 2018

According to Forbes magazine, being an Event Coordinator is the 5th most stressful job. Event coordinators juggle lots of moving parts like keeping tabs on multiple clients, meeting tight deadlines, and dealing with unforeseen last-minute problems. So when it comes to choosing a venue for their client, this should be the simplest of their tasks. But a lot of that depends on the sales process an Event Sales Manager of the venue provides.

Software 45

Software Software Sales Management Decision-making 45

Jeffrey Gitomer

APRIL 6, 2018

Customer Service is the never–ending pursuit of excellence to keep customers so satisfied that they tell others of the way they were treated in your place of business. Is that the way your customers feel?

Sales 48

Sales 48

MTD Sales Training

APRIL 4, 2018

Episode 8 – Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp. Episode 8: Loads Bubbling Podcast. This podcast includes: Satisfaction with current suppliers. How to build quality case studies. A useful quote from Patricia Fripp. The post Satisfaction With Current Suppliers, Building Quality Case Studies & A Quote From Patricia Fripp appeared first on MTD Sales Training.

Suppliers 48

Suppliers Sales Training Sales 48

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

Corporate Visions

APRIL 3, 2018

Sarah can’t close enough deals to meet her goals. A medical device salesperson with a history of exceeding her quota, she has plenty of pipeline, but most of her deals are now getting stuck. Sarah says that new cross-functional buying committees are throwing up obstacles. She doesn’t like buying committees. She loves being in the clinic talking to doctors, and she dreads talking to procurement staff, or worse, hospital executives.

Procurement 40

Procurement Healthcare Investors Insurance 40

Sales Gravy

APRIL 3, 2018

What happens to you when you are knocked off your game? Do you choke in a pressure selling situation? I forgot what I was supposed to say. You're in an important sales meeting or presentation. All eyes are on you. You?

Sales 40

Sales Meetings 40

Jeffrey Gitomer

APRIL 2, 2018

You lost a customer. You've probably lost lots of customers. You don't want to think about them. It's painful. In fact, you're reading this and have already had a few instant thoughts about this one or that one.

Sales 48

Sales 48

MTD Sales Training

APRIL 3, 2018

Episode 7 – Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great. Episode 7: Loads Bubbling Podcast. This podcast includes: What is the value of ownership? How to negotiate with ZOPA. Rockefeller on going from good to great. The post Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great appeared first on MTD Sales Training.

Negotiation 48

Negotiation Sales Training Sales 48

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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.

B2B