Hubspot Sales
MAY 1, 2018
Regular readers of the HubSpot Sales Blog know they should "Always Be Helping." When a prospect has a challenge or goal you can help with, you know what to do -- you take them through your sales process. That’s the best way to help them. But what if they are busy with another priority, yours is not the most obvious service to help them, or they just won’t admit they are a good fit yet?
Drift
MAY 1, 2018
Let’s take a trip back in time to 2016 — the year Drift launched its very first chatbot. Just two years ago, the idea of a bot making life easier for sales reps and marketers was far-fetched at best. At the time, B2B sales and marketing was powered by automation and lead forms. And chat was traditionally used by support teams. So why did sales and marketing need a real-time engagement tool?
Nutshell
MAY 1, 2018
There’s a lot more to workplace diversity and inclusion efforts than simply making your company appear more “progressive.”. Focusing on diversity in hiring can have a significant positive impact on your company’s bottom line, especially when it comes to building your sales team. “People want to see themselves represented at companies they buy from, and a diverse sales force can more directly relate to the needs and wants of the people they are selling to,” says Stan Kimer , President of Total En
SBI Growth
MAY 3, 2018
You just reviewed the final management consulting presentation. You and your team buy into their recommendations and the evidence used to justify the approach. Owners are assigned for each deliverable and you should start seeing results in less than 3.
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
MAY 1, 2018
Good Body Language in Sales. Open Your Chest and Arms. Smile. Gesture with Arms and Hands. Use Small, Still Gestures. Walk During Demos. Vary Your Gestures. Point Directly to Your Presentation. Walk Toward People. Pause. Practice Mirroring. You could write the best speech in the world, and no one would remember it if you spoke in a whisper and looked at your feet while delivering it.
The Center for Sales Strategy
APRIL 30, 2018
If you want elite sales performance from your new hire, have an elite onboarding process. You breathed that sigh of relief after you received a signature from a new hire. Satisfying, right? Now, you must put as much effort into their onboarding as you did into the interview process because hiring elite performers is only part of the overall equation.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
MAY 2, 2018
Our guest on SBI TV is Robin Saitz, the Chief Marketing Officer at Avecto. Robin is a transformational marketing executive who knows how to get off to a quick start in a new role. In today’s show we demonstrate how to.
Hubspot Sales
MAY 3, 2018
Apologizing Too Much in Sales. When you make a mistake, it's best to acknowledge it quickly, reach out to your prospect at least twice in 24 hours, and apologize once before moving on. Apologizing profusely and dwelling on the problem at hand only makes your prospect do the same -- which erodes trust. Instead, move their attention to the solution and how proactively you've rectified the issue.
The Center for Sales Strategy
MAY 1, 2018
Many sellers struggle to develop new customers. Often this has less to do with the seller’s ability to sell, and more to do with the seller’s ability to select quality prospects.
Openview
MAY 3, 2018
When you consider the average employer spends 3.7 – 5.5 months replacing the role of a salesperson and spends $97,690 in doing so , there’s certainly commercial advantage to be gained by retaining top sellers. On the flip side, a Glassdoor survey reported that “only 19% of sales reps have no immediate plans to leave their companies. Meanwhile, 68% plan to look for a new job within the next year and 45% plan to look for a new job within the next three months.”.
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
SBI Growth
MAY 1, 2018
“It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.” – Warren Buffett. Sales Operations works with virtually every key functional group and level within an organization.
Jeffrey Gitomer
MAY 3, 2018
Sales staff meetings are a vital link between what your company expects the sales team to do, and what actually gets sold in the trenches. It is a place where marketing is converted to sales. But how often is the opportunity these meetings provide lost, rather than gained?
Hubspot Sales
MAY 1, 2018
Have you ever engaged with a salesperson who got impatient or upset with you when you didn’t immediately see the “value” of their product or service? Did that salesperson make you feel as if you were the one missing something? These salespeople see a one-to-one connection between their product and the problem and get annoyed when everyone else sees … well, a salesperson.
MTD Sales Training
MAY 4, 2018
If you had the chance to listen in to the salespeople who made the least sales, and learn from them what NOT to do, would you take it? You bet your Granddad’s last Werther’s Original you would! Well, on some of our sales courses, we’ve been gathering information that sums up what the worst salespeople out there actually do, and it makes sad, depressing, hands-in-the-air, can’t-believe-it reading.
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.
RAIN Group
MAY 2, 2018
There are a lot of opinions on what to do to drive sales success. I Googled the topic and found over 60 distinct pieces of advice for what to do and not to do, but most of the advice was, indeed, just opinions. Any references to research or proven success was tangential at best. You deserve better!
Openview
MAY 1, 2018
For sales organizations, there’s simply nothing worse than losing a deal during the final proposal and negotiation stages. By that point, significant resources have been invested and the sales professional has dedicated much of her time to building the relationship, asking what she thinks are the right questions, and demonstrating value of the solution.
The Center for Sales Strategy
MAY 3, 2018
Prospecting for new business is vital to the sustainability and growth of almost every business, especially in today’s economy. And, whether you’re selling a service, product, or idea, it’s important to balance new business development (or prospecting) initiatives with key account development and growth. Following are sales prospecting tips from A to Z to guide and encourage you as you work to secure that first appointment.
Engage Selling
MAY 3, 2018
Beginning another phase of recruiting or simply want to increase your hiring success? There are certain things that should be automatic red flags.
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.
Jeffrey Gitomer
MAY 3, 2018
Jeff Chadwick is a new breed of salesman – or should I say non–salesman. For years he worked for Classic Graphics, one of Charlotte's premier printers.
MTD Sales Training
APRIL 30, 2018
What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a proposal. I had to read that twice before it sunk in. What causes it? Lack of time? No desire? Carelessness? Laziness? I don’t know the real reason, and there might be many, but I certainly know that the majority of sales people have not been taught how to do it effectively and efficiently.
5600 Blue
MAY 2, 2018
Sales reps need to evolve or they will go extinct; some already have. Don’t believe me? Let me tell you a story. It is a bit long, but I promise the payoff is there. I am confident that most of you reading this have had the “opportunity” to buy a car from a traditional dealership? I needed a gently used 2017 truck. My favorite car to buy is usually less than one year old and has about 5,000 miles on it.
The Center for Sales Strategy
MAY 4, 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. The Future of Sales: Predictions from the “Nostradamus's” of Selling — Hubspot. "I think there will be more and more specialization. The process will be broken up into a few parts -- depending on what you are selling -- with one person focusing on each part.
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.
Jeffrey Gitomer
MAY 3, 2018
The customer says, "I object!" or does he? Is it the true objection, a stall, or a lie? Euphemistically called objection or concern, it's actually the real reason a prospect won't buy now.
Miller Heiman Group
APRIL 30, 2018
“Everyone agrees on the need to collaborate, but rarely do teams stop to apply any structure or formal processes to that collaboration. Instead, the focus is on short-term projects, such as producing a piece of collateral, selecting an enablement technology tool or delivering training services.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”.
Engage Selling
MAY 4, 2018
????????????I’ve always been a fan of coaching sales reps on a given day. I love it when you have a consistent date and time where you coach your entire team one-on-one.
MTD Sales Training
MAY 1, 2018
Episode 14 – Uncovering Needs With 1 Question, Price Only Prospect, & A Quote From Vince Lombardi. This podcast includes: How to uncover your prospects needs with 1 simple question. Dealing with a prospect that is only interested in the price. A quote from Vince Lombardi. The post Uncovering Needs With 1 Question, Price Only Prospect, & A Quote From Vince Lombardi appeared first on MTD Sales Training.
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.
Jeffrey Gitomer
MAY 2, 2018
Ray Leone gave a seminar in Charlotte last week. For the fortunate 100 or so in the audience, they (and I) got a masterful lesson in the science of asking questions. Leone's insightful book, Success Secrets of the Sales Funnel , will be reviewed in the near future.
Sales Readiness Group
APRIL 30, 2018
Many sales leaders tend to over-focus on creating scripts for their sales teams. These include prospecting scripts, presentation templates, responses to common objections, and lists of questions to ask buyers. Scripts can be a great learning tool for your team to improve their selling skills, but you should use them with caution.
The Center for Sales Strategy
MAY 2, 2018
I just sat there and watched. I was too stunned to really do anything else. It was the best needs analysis that I've ever seen.
SBI
MAY 2, 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 Jared Aho , Sr. Director of Product & Corporate Marketing for Zilliant. Nancy: What are the top 3 ways your solution changes the game for a sales organization?
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.
Expert insights. Personalized for you.
104 
Let's personalize your content