Hubspot Sales
APRIL 9, 2018
Sales Objection Responses. “If money and resources were no object, would you be willing to start with our product today?”. “What’s holding you back?”. “When would be a good time to buy?”. “What are your company’s other priorities right now?”. “How can I help you get the resources you need to sell this to the decision maker?”. “So is X goal no longer a priority for you?”.
Engage Selling
APRIL 12, 2018
Let’s not beat around the bush. There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people.
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Jeffrey Gitomer
APRIL 9, 2018
Pat me on the head and tell me to go away. That's the real meaning of call me in six months (or any nebulous "get back to me" after some period of time).
Openview
APRIL 11, 2018
Editor’s Note: This article first appeared on the Intercom blog here. Founders make natural salespeople. So much of what they do, particularly fundraising, is selling. They’re the first and best salesperson your company will ever have. But even if you have a great product, there will come a point where you simply need to build out a sales function.
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 12, 2018
Ahh, the never-ending quest to create the perfect, predictable sales cycle. To figure it out would be like discovering the holy grail of sales. But -- as you know -- the insane number of variables and blockers in each sale makes it near impossible to fool-proof the system entirely. That’s not to say, of course, there aren’t ways to make sales cycles more predictable.
Miller Heiman Group
APRIL 12, 2018
“To be effective, sales enablement must be seen as a strategic discipline that is set apart from other functions such as marketing and training, even though those functions contribute to enablement.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. Understanding sales enablement as a distinct, strategic discipline is a relatively new development.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
RAIN Group
APRIL 11, 2018
Challenges abound when it comes to sales prospecting. From targeting and using the right outreach methods to maintaining motivation and energy, there are plenty of ways to outbound prospect and fail. Download: 5 Sales Prospecting Myths Debunked. For our Top Performance in Sales Prospecting research, we asked 489 sellers who outbound prospect about the biggest prospecting issues they face.
Hubspot Sales
APRIL 10, 2018
How to Get a Prospect to Respond. Don't refer to the past. Change your close. Engineer an opening with someone else. Vary your contact attempts. Throw a Hail Mary. Get personal. Ditch the break-up email. Sometimes a salesperson gets lucky with an ultra-responsive prospect. Every time the rep sends an email, a response follows within the hour. When they call, the prospect picks up and makes time to chat.
SBI Growth
APRIL 7, 2018
As March Madness comes to an end, one of the biggest takeaways from the tournament is the impact of high quality coaching. Top tier Basketball programs spend millions of dollars on their coaching. Are your Sales Managers setting you up.
Jeffrey Gitomer
APRIL 13, 2018
How long does it take to establish a networking relationship? There is no set answer. It takes time. How much time does it take to show a prospect you are credible, honorable, have a good company and can deliver consistently? It takes time.
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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
APRIL 9, 2018
People who use their strengths every day are six times more likely to be engaged in their jobs, and they will have 12.5% higher productivity ( Gallup.com ).
Hubspot Sales
APRIL 13, 2018
Sales Words to Avoid. "Thank you for your time.". "Just checking in.". "Touching base.". "I wanted to. ". "Do you have budget for this?". "Are you the decision maker?". "I don't want to waste your time.". "Can I send you some information?". "To be honest with you. ". "Trust me.". "I haven't heard back from you.". "If I don't hear back from you. ". “Sales is rejection.
Nutshell
APRIL 7, 2018
How many of the people entering your marketing funnel are actually leads? Your inbound marketing efforts might bring plenty of traffic to your site, but how many of the website visitors downloading your content are just researching that specific subject with no intention of buying your product? On the other hand, just because someone ignores a webinar offer or a specific part of your marketing program, it doesn’t necessarily mean they wouldn’t be interested in test-driving your product.
Jeffrey Gitomer
APRIL 9, 2018
Ask anyone in sales if they consider themselves a professional and the response is an immediate YES. But I challenge you.if you were in court, in front of a judge, could you produce the evidence to prove you're a professional salesperson?
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SBI Growth
APRIL 11, 2018
Today’s show focuses on capturing the attention of customers and prospects through campaign strategy and planning. Our expert guest is Randolph Carter, the VP of Marketing in North America for Rentokil. Rentokil-Steritech represents the North American division of Rentokil, one.
Hubspot Sales
APRIL 13, 2018
Has your name ever been on a salesperson's call list? Did you receive a lot of voicemails from that salesperson over the course of a few weeks? Think back to those sales voicemails. Were they valuable? Did you learn anything that helped you? Or were the voicemails a carbon copy of the company's elevator pitch? I probably receive about 20 calls a day from various salespeople.
The Center for Sales Strategy
APRIL 10, 2018
Marco Polo, Christopher Columbus, and Magellan. These are legendary explorers who set out to discover the great unknown of our world! These men were brave, bold, and courageous. They feared nothing. They were willing to risk it all for the sake of discovering a new world!
Jeffrey Gitomer
APRIL 12, 2018
The customer is always right. Except when they are wrong, which is most of the time. In sales right and wrong don't matter.
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.
SBI Growth
APRIL 9, 2018
Joining us for today’s show is Christopher Bray, the Senior Vice President, and GM for Cylance. Christopher has successfully launched products across multiple organizations and is the top revenue leader to speak on the topic of Go-to-Market new product launch.
Hubspot Sales
APRIL 11, 2018
Sensory Words. See. Picture. Appear. Outlook. Sound. Hear. Mention. Feel. Grasp. Firm. Pressure. People have a preference for one of three primary senses in their communication: Sight, sound, or feeling. These innate biases make them more respond more favorably to visual, auditory, or kinesthetic language. Speaking your prospect's preferred language facilitates rapport building, making you easier to trust.
The Center for Sales Strategy
APRIL 11, 2018
Have you ever met with a prospect for the first time and felt like the entire conversation was like pulling teeth? Maybe they took a bunch of "Oh I need to get that," phone calls or answered some urgent emails while you were waiting to ask your next question. Maybe you had to have your meeting on the phone, and you could sense the person you were meeting with was distracted and not focused during the little time you had.
Engage Selling
APRIL 7, 2018
"Customer" used to be a one-size-fits-all word in sales. Either someone bought from you or they didn’t, and the steps you implemented to make a sale didn’t change all that much from one person to the next.
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.
Miller Heiman Group
APRIL 10, 2018
As more consumers make purchases without the help of salespeople (think of either online purchases or walking out of a physical Amazon Go store without talking to a cashier), it’s no surprise to see the self-serve experience continue to replace traditional interactions in the B2B buying space. When you consider the fact that Alibaba sells complex industrial machinery to business buyers without engaging in any live interactions, a world without B2B salespeople doesn’t seem all that far-fetched.
Hubspot Sales
APRIL 12, 2018
The sales development role is here to stay. We’ve long known companies employing sales development (or business development) representatives see higher revenue and return on investment. When the sales development team has good communication with account executives and marketing, the sales machine works efficiently and results are impressive. In an effort to understand the sales development function and its role in the sales process, InsideSales.com Labs conducted a study of over 1,000 companies
Jeffrey Gitomer
APRIL 10, 2018
When I sold franchises in 1972, I drove a big new Cadillac. I would pick up the prospects at their home, and as I walked toward my car I would say, "Gee, I have a headache, do you mind driving?".
The Center for Sales Strategy
APRIL 13, 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.
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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.
Drift
APRIL 12, 2018
Everyone is looking for the secret to growth. We spend a ton of time trying to hack it. A/B test it. Or–if we’re lucky–we’ve already found that illusive bright spot, and now, all we have to do is exploit it. But long before we were trying to understand human behavior in the digital world, psychologists like Robert Cialdini were studying it in the social one to understand how humans.
Hubspot Sales
APRIL 10, 2018
Probing Questions. “ I've heard [insert relevant industry trend]. Is that affecting your business at all? ”. " Your website lists X,Y, and Z as company priorities, is that still the case? ". " I've seen [breaking news] about your company. How are you doing? ". " That's an interesting question, and one I'm happy to answer. Can we set it aside for a moment as we continue to explore your current energy situation?
Jeffrey Gitomer
APRIL 12, 2018
You got it. The most coveted prize in selling besides a sale. A referral. How do you approach this person? How do you maximize the selling power of this referral?
The Center for Sales Strategy
APRIL 12, 2018
Congratulations. You've conducted a needs analysis and discovered a need for a prospect (their desired business result) for a prospect. But, is that good enough? How many needs did you uncover? Surely a serious conversation with a prospect about current challenges, unrealized opportunities, hassles, and trends, would uncover multiple desired business results.
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