Hubspot Sales
DECEMBER 20, 2017
To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy.
Openview
DECEMBER 21, 2017
At the top of the funnel, marketers obsess over attracting, capturing, and handing off qualified leads. At the bottom of the funnel, sellers fixate over deals won and revenue attained. But what about the middle of the funnel? It’s easily the most ignored – but, arguably, the most important – stage in any sales pipeline. The middle of the funnel is where relationships with prospects are built, and where reps learn what obstacles need to be overcome.
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SBI Growth
DECEMBER 22, 2017
Joining us for today’s show is Jeff Harris, the Chief Business Development Officer for Millar. Jeff answers questions out of SBI’s 2018 hbspt.cta.load(23541, 'b3b0ba05-3172-4e97-8fd8-29d6273cafc2', {}); to provide guidance on how to onboard and train reps quickly. Turn to the Sales Enablement.
The Center for Sales Strategy
DECEMBER 18, 2017
A lmost everywhere I go I hear managers and salespeople say, “Yeah, case studies are very valuable. We need to get more case studies.” So why don’t more sales operations have more case studies? What’s holding them back? I can tell you what prevents most sales teams from having enough case studies: Case studies require some level of client participation.
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
DECEMBER 22, 2017
Today’s salespeople need to know more about their prospects before conducting outreach. And, chances are, they’ll need to know someone other than the decision maker pretty well. In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. Now, C-suites can isolate themselves with caller ID, email filters, and assistants.
Engage Selling
DECEMBER 21, 2017
Is your sales team doing enough to build their current relationships? When you close a sale with a new client, you create a new relationship that needs to be nurtured.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
The Center for Sales Strategy
DECEMBER 19, 2017
One of the leading indicators for sales success is to look at the number of appointments that a salesperson has each week. (This is not the only leading indicator that you should be looking at, but it is one of them.) The idea is that if a salesperson has a significant amount of appointments each week which involve finding needs, getting assignments, presenting solutions, or delivering a proposal, that this quality sales activity will lead to good solid revenue performance.
Hubspot Sales
DECEMBER 19, 2017
Selling Skills 2018. Video skills. Ability to be honest. Tech savviness. Framing skills. Challenger selling. Knowledge of Data Analysis. EQ. Product expertise. Imagine you wake up in 1958. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Buyers are different; they don’t have the internet to guide their decisions.
MTD Sales Training
DECEMBER 18, 2017
It happens to us all. Even though you are doing the same things that you were doing when sales were up, you enter that phase where nothing closes, no-one wants to talk to you and the competition start taking over. It can be enough to drive you to depression. But it needn’t. Here are some tips that will improve your motivation and drive when things aren’t going according to plan. 1) Remember that ‘motivation’ is temporary.
SBI Growth
DECEMBER 19, 2017
Today’s show demonstrates how to improve the productivity rates of the sales team with smart sales systems design. Our guest is Steve Bonvissuto, the Executive Director for Innovation at MarketSource. Steve answers questions out of SBI’s 2018 hbspt.cta.
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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
The Center for Sales Strategy
DECEMBER 21, 2017
I seem to regularly have conversations with sales teams where I hear managers talk about accountability, implementation, follow-up—all referring to a system, process, or new business development that is lacking. Most of the time, my response is: "let’s talk about your weekly meetings and your weekly sales plan.". Here is the tried-and-true guide to great one-on-ones.
Hubspot Sales
DECEMBER 21, 2017
What is consultative selling? Consultative selling is an approach that focuses on creating value and trust with the prospect and exploring their needs before offering a solution. The salesperson’s first objective is building a relationship; their second is providing the right product. Advancements in sales and marketing automation are making inside selling more effective than ever before.
PandaDoc
DECEMBER 22, 2017
Any successful and well-structured business proposal or business plan should include an executive summary. This section can take many forms, lengths, and writing styles. What is an executive summary? An executive summary is, by its very nature, a summarization of information. Serving as an introduction to a proposal, the executive summary often contains brief statements describing what will be further detailed in the coming proposal.
SBI Growth
DECEMBER 21, 2017
Our guest today is Tracy Eiler, the Chief Marketing Officer for InsideView. InsideView is the leading cloud-based market intelligence platform for sales and marketing professionals. Tracy is a revenue-driven SaaS marketing executive and co-author of Aligned to Achieve: How to.
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MTD Sales Training
DECEMBER 20, 2017
2017 has been a great year for MTD having won the CIPD Best HR/L&D Supplier 2017 & the Personnel Today Best HR Supplier Partnership Award Winner 2017, and I hope its been a successful year for you too! We’ve brought you tips and techniques all year long and will continue to do so in 2018! So here we go, the best 10 blog posts of the year as voted for by you: What To Do When Your Experienced Sales People Have Lost Their Edge.
Hubspot Sales
DECEMBER 22, 2017
Do something you love, and you'll never work a day in your life. People ask, " Tony, how do you consistently 15+ hours every day? After three decades, how are you not beyond burnt out on selling, calling, and incessantly traveling across continents? ". It doesn't mean I love every element of what I do or enjoy the rejection-laden gauntlet. Between finishing my latest book, meeting client commitments, and publishing blog articles, I've had moments of near-implosion this year.
Engage Selling
DECEMBER 22, 2017
I want to have a quick conversation with you about something that often doesn’t get discussed when we’re talking to sellers, top performers, and sales leaders. It’s a mandatory discussion that we have to have on a regular basis.
Sales Latitude
DECEMBER 21, 2017
It’s that time of year again when you have to do your annual account plan. I can hear the groans now: “Ugh. Why? God only knows, but my management insists. What a waste of my time. I never see value.” When I hear these types of statements from sales people, I know they just don’t get it. They think developing an account plan is a waste of time, that it takes too long.
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
DECEMBER 19, 2017
We’re thrilled to share that Ignite 2018, Spigit’s annual conference for the brightest minds in innovation, will be returning to the historic Bently Reserve in downtown San Francisco on May 1st and 2nd – register now to take advantage of early-bird pricing. So, what’s in it for you? Why should you attend Ignite 2018? Well, for starters…. The keynote.
Hubspot Sales
DECEMBER 19, 2017
Types of Presentations. Visual Style. Freeform Style. Instructor Style. Coach Style. Storytelling Style. Connector Style. Everyone on the internet has an opinion on how to give the “perfect” presentation. One group champions visual aids, another thinks visual aids are a threat to society as we know it. One expert preaches the benefits of speaking loudly, while another believes the softer you speak the more your audience pays attention.
The Center for Sales Strategy
DECEMBER 20, 2017
Like it or not, the holiday shopping season is officially here! The shift of in-store retail sales to online sales gets all the buzz these days, but according to the U.S. Commerce Department online retail sales were just 8.1% of the retail total in 2016. I’m sure that number will be up a bit when the 2017 numbers are final, but the overwhelming majority of retail sales still happen the same way they always have: in the store!
Nutshell
DECEMBER 19, 2017
Do you use Gmail for work? Good. You’re going to love this. We’re thrilled to announce the release of our new Nutshell for Gmail Chrome extension, which lets you manage your Nutshell contacts and leads directly from your Gmail inbox. A CRM has to sync with your email in order to be effective, which is why Nutshell has made Gmail integration a top priority since day one.
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.
Engage Selling
DECEMBER 16, 2017
Top-ranked sellers who work in crowded markets—especially in industries where the products or services are commodities or hard to distinguish from each other—can teach you a lot about how to be a stand-out sales performer.
Hubspot Sales
DECEMBER 22, 2017
How do you get hired at one of the world's best companies? You know, one of those fun companies with great culture, a challenging environment, and has unlimited perks of seemingly everything. With everyone applying for these jobs, I asked myself a question: How can I stand out from the hundreds of other applicants? Well, I'm excited to say with a little bit of luck and a little bit of planning, I figured out how.
SBI
DECEMBER 20, 2017
What a year it’s been. The Sales Tech space has grown dramatically as evidenced by the publication of our 2017 Sales Tech Landscape with 500 solutions. The buzz words for the year were predictive analytics, AI, ABM, ABS, and Coaching. Here are some of Smart Selling Tools stats for 2017: Published over 100 articles on our blog. Hosted 17 of our own webinars and participated in about a dozen others.
Sales Gravy
DECEMBER 20, 2017
It’s a moment business leaders dread — terminating an employee can be a complicated and emotional process for both parties involved. As Justworks CEO Isaac Oates put it, “If someone has ever violated my trust or behaved in a way that is obviously incongruent with our company’s values, those would be deal breakers. This doesn’t happen much, but when it does, it’s the easiest decision in the world.
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.
ReviewTrackers
DECEMBER 19, 2017
Review generation is the process of getting more customer reviews on your business locations’ online review pages on sites like Google, Facebook, TripAdvisor, and Yelp. This can be done by: Sending emails to customers asking them to leave reviews for your business. Including feedback forms on your site. Linking to your profiles on Google, Facebook, and other review sites.
Hubspot Sales
DECEMBER 20, 2017
“Despite some opinions, salespeople do have a ‘Bill of Rights.’ “ -David Sandler. Many years ago, David Sandler -- a sales training and personal development pioneer -- summarized the inalienable rights all salespeople hold. This powerful list has made a big difference in my life, and recently I’ve noticed its principles are relevant to the emerging discipline of social selling.
SBI
DECEMBER 19, 2017
Today’s buyer’s journey is very different. Instead of a serial progression from marketing to sales, buyers interact with both marketing and sales throughout the buyer’s journey. We see this with the advent of of social selling as well as the proliferation of digital content. However, even with the increased touch points, according to a Gallup poll, only 29% of buyers feel fully engaged in the sales process.
Sales Gravy
DECEMBER 19, 2017
Atlanta, GA Shari Levitin, an internationally recognized speaker, sales strategist, and the author of Amazons bestselling Heart and Sell: 10 Universal Truths Every Sales Person Needs to Know, has been announced as a Training Track speaker for th
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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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