Hubspot Sales
OCTOBER 25, 2018
When was the last time you made a fast food stop or purchased a coffee before work? If the brand is recognizable and has multiple locations throughout your city or town, like McDonald's or Dunkin', it's quite possible your favorite food joint is a franchise. Maybe you've even considered purchasing and owning one yourself. But which franchises are best suited for your budget and skill set?
Nutshell
OCTOBER 24, 2018
It’s rare to land on a website these days without seeing a chatbot emerge from the bottom right hand corner, asking, “What can I help you with today?”. The message appears to be coming from a nice man named Brent, but you can’t know for sure if it’s actually Brent or just some bot programmed to be Brent while the real Brent is off doing other things.
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MTD Sales Training
OCTOBER 24, 2018
“The customer is always right”. I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the customer you are with has said something you know is definitely the wrong side of wrong? Alexander Kjerulf is an independent writer and an expert on workplace happiness.
SBI Growth
OCTOBER 22, 2018
Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.
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
OCTOBER 24, 2018
Have you ever thought of turning your passion into a business ? Many businesses offer a wide range of products or services but struggle to become the market leader for each of their offerings. Instead of targeting a broad population, your idea could focus on a small portion of potential customers. Narrowing your scope provides the opportunity to be the best at what you do.
RAIN Group
OCTOBER 24, 2018
Broad, open-ended sales questions are great for helping you find out what's going on in your prospects' and clients' worlds. They are essential to sales success. In fact, "listened to me" and "understood my needs" are two of the top five factors most separating sales winners from second-place finishers. Sales questions also help you connect with buyers personally, understand what's important to them, reshape their thinking, and create better futures for them.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
OCTOBER 23, 2018
It’s Q4. If your company is behind on the revenue goal, it’s likely all hands-on deck. How can we finish 2018 stronger? And how can we prevent lagging numbers again in 2019? The CEO has come to you to figure.
Hubspot Sales
OCTOBER 26, 2018
So you've done the preliminary research on a prospect and it looks like you could really help their company. The next step is to get them on the phone. There will be times when you connect with them on your first try. More often than not, however, you have to try very hard to stand out from the rest of the people interrupting their day.How do you break through inbox clutter and the black hole that is voicemail?
MTD Sales Training
OCTOBER 26, 2018
One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘ motivation session ’ would solve the issue. He replied that everything else was OK, so it can only be motivation that’s the problem.
Openview
OCTOBER 22, 2018
When I was the sales leader at ion interactive, even our smartest customers sometimes asked me questions that, at the time, seemed pretty clueless. For example, I’d often get calls from prospects asking “So wait, how are you different from Google Analytics?”. In my head (though thankfully never out loud) I’d be screaming: “I just told you! We’re nothing like them.
Advertiser: ZoomInfo
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Engage Selling
OCTOBER 26, 2018
???????Last week, we started talking about trends in the marketplace. Another trend that we are spotting inside corporations is that the buying process is becoming more collaborative than ever.
Hubspot Sales
OCTOBER 23, 2018
Nothing comes easy in sales -- it’s always earned. But I’ve noticed a strange phenomenon: even the most seasoned and confident account executives can flinch when it comes to securing budget from their head of sales. Reps won’t break a sweat asking for thousands of dollars from a future customer but second guess themselves when asking for a few hundred dollars from their boss for new software or a professional development seminar.
SBI Growth
OCTOBER 25, 2018
As a CEO, you know that solid execution is critical to success. That is why you built a strong leadership team and entrusted them to execute. But what happens when your bottom line isn’t reflecting what you would expect? Do.
The Center for Sales Strategy
OCTOBER 23, 2018
Proposals come in all shapes and sizes. Some are highly-technical and data-focused, while others are more detail-driven. Some are filled with fluff, while others are pretty worthless. The best proposals are a combination of data, solutions, and detail.
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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
OCTOBER 20, 2018
There isn’t a buzzword out there today that’s more dated than the notion of you being in “partnership” with your customer. The fact that it’s still used so irritatingly often in business today should give you serious pause.
Hubspot Sales
OCTOBER 25, 2018
When you have a great lead, your sales proposal is the best tool at your disposal for landing new business. But how do you craft a document that hits the right tone and will be authentically convincing to your client ? First, it's important to convey your value to prospects. You should also avoid hiding great ideas or deliverables behind fluffy wording, vague guarantees, or worse, distracting typos.
SBI Growth
OCTOBER 23, 2018
Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Randall LaVeau has been named its global Marketing Practice leader. Randall has over 15 years of experience developing sales and marketing strategies and.
The Center for Sales Strategy
OCTOBER 25, 2018
If you have hired a salesperson that is younger than 36 years old, you hired a millennial. And you may sometimes feel like many of the other sales managers I talk to every day…. “They need lots of handholding.”. “They lack the drive of the generations before them.”. “They can be overly sensitive and more focused on making friends than making sales.”.
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.
Outbound Engine
OCTOBER 24, 2018
Starting a new career is a big deal. It can be exciting and thrilling. It can also be nerve-wracking and overwhelming. For those just beginning in real estate, we’ve compiled everything new real estate agents need to know about establishing and marketing your new business. We’ve collected our best content to help you as you navigate this exciting adventure.
Hubspot Sales
OCTOBER 26, 2018
The Bureau of Labor Statistics (BLS) projects the employment of real estate agents to grow 6% over the next eight years. If you're considering a career as a realtor you likely have a few questions -- especially surrounding how much money you'll be making. I've taken a look into some of the common questions asked about realtor income, and I have the answers for you.
SBI
OCTOBER 23, 2018
Seven years. A thousand employees. Hundreds of consultants. $500 million. And one announcement that ended the whole thing. Lidl, a German grocery chain with locations all over the world including 10,000 in Europe, 80 in the U.S., and plans to expand to another 500+ U.S. locations, earlier this year scrapped a technology project that was supposed to be the largest tech transformation in the company’s history.
The Center for Sales Strategy
OCTOBER 22, 2018
I was listening to a sports radio station in town last week, and it had breaking news that the Major League baseball team had just fired their manager. It wasn't a big surprise. The team had underperformed for the last couple of years, but what was surprising was the reason the club gave to the media. His style wasn't connecting to his players. What?
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.
Outbound Engine
OCTOBER 26, 2018
It used to be that you couldn’t walk down the sidewalk or drive down the street without seeing advertising. Now we can’t browse the internet or go on social media without seeing them either. One of the marketing questions we frequently hear is, “do Facebook ads really work?” The short answer is: yes, they do. And it’s important for potential advertisers, like small business owners, to understand why.
Planview
OCTOBER 26, 2018
How does a 149 year old company with over 17,000 employees worldwide find valuable ideas to pursue to solve its biggest challenges? Just ask Jeff George, VP of Americas R&D at one of the top consumer packaged goods companies in the world and Spigit customer, Campbell Soup Company. Recently, an article on HR Daily Advisor written by George was published highlighting how his team utilizes crowdsourced innovation to surface the best ideas from their employee-base to solve business challenges an
Showpad
OCTOBER 24, 2018
From left: Showpad CEO and Co-Founder Pieterjan Bouten, Showpad President and COO Jason Holmes, and Showpad Vice President, Marketing Theresa O’Neil at Showtime18 in Ghent. How can marketing and sales can have a closer working relationship? One way is deceptively simple: Its leaders have to like each other. “If that relationship isn’t happy and doesn’t involve mutual respect, eventually the entire thing becomes unwound,” said Jason Holmes, the president and COO of Showpad.
The Center for Sales Strategy
OCTOBER 24, 2018
Picture this. You are seven weeks into the quarter and pacing behind last year, and significantly behind your budget. Your manager and your manager’s manager are nosing around to find out what is going on and peppering you with questions about your plan to fix this. Your sales team is growing increasingly frustrated as orders get canceled and prospects fall through.
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.
Help Scout
OCTOBER 22, 2018
Special thanks to Matt Dale, whose SUPCONF NYC talk inspired this post, and who was extremely generous with his knowledge while we were putting this post together. He has truly perfected the art of troubleshooting, and we appreciate his insights! “Hmm, I haven’t seen this before. I wonder what’s going on?”. When a customer writes in to your support team reporting that something isn’t working right and you haven’t seen this situation before, it’s time to start troubleshooting.
Planview
OCTOBER 24, 2018
It doesn’t matter if you’re the most valuable company on the market or a new startup, companies are always changing and adapting to market conditions. Over the last 11 years, to meet those ever-changing needs, we’ve seen crowdsourced innovation evolve into a key component in corporate strategies. Companies are leveraging crowdsourced innovation to achieve a number of business goals, including: Creating a culture of innovation.
ReviewTrackers
OCTOBER 24, 2018
Chances are that your listing isn’t the only one that suffers from Google reviews not showing up. There isn’t one solution to this issue. However, we managed to find some solutions that could explain the sudden disappearance of a few Google reviews. Google My Business Listing Issues. There are a few scenarios that point to problems within a Google My Business (GMB) listing as that leads to a Google review not showing up.
The Center for Sales Strategy
OCTOBER 26, 2018
- WHAT'S MOTIVATING US THIS WEEK -. "OPPORTUNITIES DON'T HAPPEN. YOU CREATE THEM.". -CHRIS GROSSER. - WHAT WE'VE BEEN READING THIS WEEK -. > Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use — Hubspot. Is cold calling dead? Let's be honest. That answer is "No." Cold calling used to be one of the best -- and only -- prospecting strategies salespeople could use.
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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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