Hubspot Sales
MAY 2, 2019
I love taking trips to new places, but finding my way there can be a challenge. Whenever I need directions somewhere new, I always pull out my smartphone, open Google Maps app, and enter my desired location. Within seconds, I have a clear route and set of directions. Not only does the app save me time, but I also know the information is accurate and I can trust it.
Corporate Visions
APRIL 30, 2019
The post The Best Way to Apologize to Customers, Backed by Science by Corporate Visions appeared first on Corporate Visions. No matter how you phrase it, apologizing to your customers for a service failure is never easy. They’re upset, and you need to find some way to salvage the relationship and their business. But it’s tricky to navigate such a sensitive conversation.
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Openview
MAY 2, 2019
Most B2B startups initially sell to other startups before going after more established companies. And for good reason—it’s a logical first step to pursue other companies that are like-minded and in similar situations. Plus, startups tend to be smaller, more approachable, have less bureaucracy when it comes to making purchasing decisions (meaning they’re often quicker to close ), and then more forgiving when things go wrong after they’re a paying customer.
Miller Heiman Group
MAY 1, 2019
Our Move the Deal podcast has officially launched! Hosted by sales leader Greg Moore, our first episode features the CEO of Miller Heiman Group, Byron Matthews. The two discuss the evolution and new era of CRMs, and how it has resulted in a sales shift. Today, many organizations struggle to get sellers to use their CRM. Matthews states, No seller has ever said, “My CRM helped me close that deal.
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, 2019
A team without sales objectives is like a ship without a sail. The boat is at the whim of the wind and sea, and your sales team is directionless without clear guidance. Set your sales team up for success by developing sales objectives. They provide a direction for the sale department to reach goals like closing more deals, increasing revenue, retaining customers, and cross-selling.
SBI Growth
MAY 2, 2019
Messaging Pipelines. When I was younger, I would often play “The Telephone Game” with my friends. You whisper a phrase to one person, who whispers it to another, and so on until the last person in the line repeats the message.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Showpad
MAY 3, 2019
Your company spends countless hours building and optimizing great products that solve your customers’ challenges. What’s more, you work hard to ensure these products are priced right to effectively compete with other businesses with similar offerings. But that’s not to guarantee companies will succeed and grow. Research tells us that experiences play a large (and growing) role in the purchase decisions of B2B buyers , even more than other factors like product and price.
Hubspot Sales
MAY 2, 2019
We're going to get personal for a minute. Before you run away, hear me out. I'd like to introduce you to … Billie. Why am I introducing you to a body care brand? Because they've mastered the art of product differentiation. While personal care might seem like a standard part of your daily routine, Billie strives to bring out the 'magic in the mundane' by making high-quality and affordable body care products.
SBI Growth
APRIL 29, 2019
According to SBI research, HR leaders and their teams spend 8x more time creating, implementing, and administering onboarding programs compared to offboarding programs. Onboarding programs are no doubt essential to an employee’s ramp time and continued success at the company.
The Center for Sales Strategy
MAY 2, 2019
Anyone in sales knows that it can be tough to get that first appointment with an ideal prospect. You might have to leave a voicemail, send an email, try to connect on LinkedIn , show up at their house, or volunteer to clean out their garage! When trying to stand out , don’t overlook the option of sending a business letter. You know what we’re talking about right?
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
Miller Heiman Group
MAY 2, 2019
The recipe for an organization’s sales success used to look a lot like your grandma’s favorite cookie recipe: add a pinch of this and a dash of that, stir to combine and throw it in the oven to bake. Take some salespeople with grit and EQ , track contacts and follow up. But whereas grandma’s cookies always came out delicious, in sales, this approach relied on persistence and no small amount of luck to close the deal.
Hubspot Sales
APRIL 30, 2019
There's a reason why teachers instruct students to make an outline before they start writing a paper. With a defined outline, writers ensure they address each point in the correct order. Without an outline, writers sometimes forget to include a crucial argument, or construct their paper in an illogical manner. Think of a defined sales process as the outline of selling.
RAIN Group
MAY 1, 2019
This RAIN Group Article was originally published on the InsideSales Blog. Asking incisive sales questions is essential for success. The questions you ask help you uncover buyer needs and desires, connect with buyers, and demonstrate your expertise. By asking questions, you can discover the buyer's buying process, learn about the key decision makers involved, and qualify the opportunity.
The Center for Sales Strategy
APRIL 30, 2019
Here are three questions for sales managers and sellers: Who has time to waste with prospects that don’t have the cash to purchase the kind of solutions you sell? Who has time to waste trying to get an appointment with a prospect that is impossible to gain access to? Who has time to waste with prospects that have a consumer base beyond the scope of your products?
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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.
SBI Growth
MAY 1, 2019
What do my users want? The savviest Product leaders are asking themselves this question more frequently than ever. They know great User Experience (UX) is rapidly becoming a competitive differentiator. Customers’ expectations have risen, and failure to provide exceptional customer.
Hubspot Sales
APRIL 30, 2019
Would you ever buy a product without understanding its purpose or its capabilities? I'm guessing your answer to this question is a ' no '. Whether you're purchasing a new television for your apartment or buying a new CRM software for your company, it's imperative to know exactly what you're getting in return for your money. Online research is a great place to start.
Engage Selling
MAY 3, 2019
??????????????Salespeople notoriously do not follow up with leads that they are working on. They get distracted by new promising leads coming into the pipeline and they forget about the leads they are pursuing. Simply put, they give up too soon.
The Center for Sales Strategy
MAY 1, 2019
Spend time studying the most successful companies with the strongest cultures and you will find they have clearly-defined values and they navigate their way with a strong sense of purpose and cause. Employees who work at these companies can clearly articulate their values and they believe they can be themselves at work because they truly belong.
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.
Miller Heiman Group
APRIL 30, 2019
No seller has ever said, “My CRM helped me close that deal.” Yet customer relationship management (CRM) systems hold the information that could help sellers close deals. Why aren’t sellers extracting that value? Traditionally, CRMs have been bulky and expensive, rendering them unaffordable to small businesses. Even those organizations that invested in the systems often faced frustrating installation issues.
Corporate Visions
APRIL 28, 2019
The post Quick Quiz: Five Questions To Assess An Executive’s Clout (Updated April 2019) by Eric Beckman appeared first on Corporate Visions. With so many different ‘executive-level’-sounding titles in use today, it’s not always clear how much decision-making authority the contacts you’re targeting may have. What can you do to figure out how to find the decision maker of a company?
Kainexus
APRIL 29, 2019
Huddle boards are a popular visual management technique that is often used in conjunction with a daily huddle meeting. Teams gather around to chat about the top priorities for the day. Daily incremental improvements are discussed and evaluated. The intent is fantastic, but there are some significant limitations when using a physical board hanging on a wall.
The Center for Sales Strategy
MAY 3, 2019
- MOTIVATION -. "ALL PROGRESS TAKES PLACE OUTSIDE THE COMFORT ZONE". -MICHAEL JOHN BOBAK. - AROUND THE WEB -. > The Top Business KPIs You Should Be Tracking for Marketing, Sales, and Service — LeadG2. Did you know that businesses that document their strategies receive a 538% greater chance of succeeding in their efforts? No, that wasn't a typo. When everyone in your organization understands how they should be performing, where their weaknesses and strengths are, and why the business is procee
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
MAY 2, 2019
Last month, I had the pleasure of keynoting in Washington, D.C. at Alan Weiss‘s Million Dollar Consulting® Convention.
Sandler Training
APRIL 29, 2019
Prajwal Gadtaula, Founder of Business Brainz, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at doing enterprise-level account research and pre-call planning. Get the best practices collected from around the world. Listen Time: 22 Minutes.
Kainexus
APRIL 30, 2019
I created dozens of cheat sheets during my high school and college career. Don’t worry; I didn’t use them to cheat on the test. I found that the exercise of creating a crib card helped me review the relevant material and organize my thoughts, so when it was time for the exam, I was well prepared to do well without resorting to fraud. Anything that I would want to put on the sheet was something that I should fully understand.
MTD Sales Training
MAY 1, 2019
Episode 31: To my sales professional connections (and trainers). This podcast includes: How you can educate your buyer. Our skills pill looks at what to do when buyers use the “Call me in 6 months” excuse. And and a quote on building trust. Click on the link below for the podcast where you can also download/subscribe via iTunes, SoundCloud, Stitcher and Acast.
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.
Planview
APRIL 28, 2019
As organizations seek to add value to customers and develop new, differentiated products and services, innovation is at the heart of strategy. It starts with creating a culture of innovation from within by tapping into the wisdom of employees. Premera Blue Cross developed its culture of innovation that motivated 3,200 employees to produce more than 400 new ideas to improve its products and services.
Sandler Training
MAY 3, 2019
This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 12 Minutes.
Strikedeck
APRIL 30, 2019
Shreesha shares the difference between KPIs and metrics and how to handle both so your team wins!
Liston Witherill
APRIL 29, 2019
Subscribe on iTunes | Subscribe on Spotify There is an increasing body of evidence that diverse teams of varying racial and ethnic makeup produce better results. They perform better financially, gain a competitive edge when recruiting top talent, experience less employee turnover, and offer greater benefits for those they serve. Today, our guest is Elena Christopoulos.
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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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