Hubspot Sales
JUNE 21, 2018
Morning Motivation. Get up early. Eat a good breakfast. Optimize your alarm. Work out. Start with "Why". Remind yourself of your wins. Do something that makes you happy. Remind yourself of your goals. Make your bed. Journal. Meditate. It takes grit to be in sales. You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job.
The Center for Sales Strategy
JUNE 19, 2018
I read a recent study that shared many interesting things about music and how much it does for humans. Some things noted in the study are that music: Enhances intelligence, learning and IQ. Improves memory performance. Improves concentration and attention. Helps work productivity. Helps fight fatigue. Improves mood. Whether you're motivating yourself or your sales team, I think anyone in sales would like a little bit of all of those.
SBI Growth
JUNE 18, 2018
Jeff Bezos is famous for his “customers come first” philosophy. In a world where choices are ample, and the customer rules, Bezos has done amazingly well putting the customer first. He has developed a systematic way to understand and anticipate.
Openview
JUNE 21, 2018
As a sales leader, you have to make a choice each and every day. Do you control your sales process to the point of scripting out calls and messaging word for word, or do you let your sales professionals express their individuality and give them complete flexibility? Most sales leaders would say that neither of those options is the right one. If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots.
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
JUNE 18, 2018
Closing calls are sexy. They’re the calls where a deal gets moved across the line, contracts get signed, and you earn your commission checks. But closing calls are a bit of a fait accompli. Depending on who you sell to and what you sell, you could have already spent 10 to 20 hours with your prospect. You should have a good idea of whether the deal will close and for how much.
The Center for Sales Strategy
JUNE 18, 2018
It seems like every sales manager I have talked to lately wants to talk about activity and how to enforce minimum activity expectations. It took a few of these conversations before a simple truth became obvious to me: Pipeline is way more important than activity.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Nutshell
JUNE 19, 2018
When you think about the activities that are essential to making a sale, you probably think about actions that require the human touch of the sales rep—listening to a prospect’s needs, developing a solution for them, and asking for the sale when it’s time to do so. And then there’s everything else. A sales rep’s day always involves tasks that require manual effort, but don’t get their prospects any closer to a “yes” (at least not directly).
Hubspot Sales
JUNE 20, 2018
As a sales rep, you’re no stranger to rejection. You’ve made hundreds if not thousands of prospecting calls in your career, and regardless of how well you prepared or how perfect the prospect was for your offering, some of those dials resulted in hang-ups. Getting hung up on occasionally is an unfortunate consequence of being in sales. Nothing to obsess over.
The Center for Sales Strategy
JUNE 20, 2018
It is not an easy task to set a needs analysis meeting with a new business prospect. Think about all the things you must do to earn the meeting. Here’s a typical scenario: Identify prospects. Qualify and select the best prospects. Develop a valid business reason. Professionally and persistently pursue the prospect. Connect and set the meeting. Some prospects take even more time and energy than the scenario listed above.
SBI Growth
JUNE 21, 2018
On this episode of SBI TV, Matt and Marc Osofsky, CEO of Aberdeen, demonstrate the importance of Market Intelligence. Why is this important for your company? Many companies are flying blind, and this is especially true with B2B companies. Company leaders.
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
Drift
JUNE 21, 2018
There’s one phrase that can both inspire and terrify a marketer at the same time: “We need to start using chatbots.” Why? Because modern marketers understand that anytime you launch a new marketing channel, there are logistics to consider — and with chat, you’re essentially providing a whole new way for your prospects and customers to connect with you.
Hubspot Sales
JUNE 22, 2018
Prospecting is hard for most salespeople. In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. But, it doesn’t have to be. These 45 tips from three remarkably insightful sales experts should make it much easier for you. I've shared the virtual stage with 50+ sales experts, including longtime sales heavy hitters like Jeffrey Gitomer (author of the Little Red Book of Selling which has been translated into 14 l
The Center for Sales Strategy
JUNE 21, 2018
Perhaps you got excited when you read the first part of the headline. I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist. Sorry to burst your bubble.
SBI Growth
JUNE 21, 2018
As a chief executive, you need access to real-time, credible, actionable intelligence. Unfortunately for many organizations, data is spread across siloed legacy systems. In order to grow revenues faster than your industry and competitors, you need a culture-shifting strategy centered.
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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.
Drift
JUNE 21, 2018
There’s one phrase that can both inspire and terrify a marketer at the same time: “We need to start using chatbots.” Why? Because modern marketers understand that anytime you launch a new marketing channel, there are logistics to consider — and with chat, you’re essentially providing a whole new way for your prospects and customers to connect with you.
Hubspot Sales
JUNE 18, 2018
What if I told you it's possible to write emails at 8x the speed? Well, believe it or not, it is. Yet 99% of people haven't realized how to do it. And that makes me sad. because it takes only 60 seconds to set up. First, understand these two basic facts: The average person types at 40 WPM. The average person reads at 300 WPM. In other words, the average person can read roughly eight times faster than they can type.
Engage Selling
JUNE 22, 2018
????????????????????The other day, I got a call from one of my long-term coaching clients. He was excited because he had just blown away his sales numbers.
SBI Growth
JUNE 22, 2018
A product road map generates some of the most contentious debates in the product life cycle. While this is reality today, it can not only be avoided, but can be a strength. You hear “I can’t share it because 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.
MTD Sales Training
JUNE 22, 2018
When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role? Here are some tips and ideas: 1) Set aside quality time.
Hubspot Sales
JUNE 20, 2018
According to HubSpot’s 2018 State of Inbound report, 40% of salespeople report getting a response from prospects is more difficult now than it was two-to-three years ago. And it makes sense -- in an age where buyers know more than ever and everyone is incredibly busy, it’s harder and harder to get someone to pick up your call or respond to your email.
PandaDoc
JUNE 18, 2018
Google Docs is a commonly widespread tool used by thousands of people every day. This shouldn’t come as a surprise, as Google Docs is super easy to work with and to understand. It also makes for a great collaboration tool too! Originally, Google Docs was created to help you work with documents from writing to editing and beyond. But now times have changed and today there are many more actions we can take inside the tool.
SBI Growth
JUNE 19, 2018
Consistently outperforming the competition is a real feat. In this episode, Stephanie Ciccarelli, Co-Founder and Chief Brand Officer for Voices.com, shares how she used the power of re-branding to do just that. In the interview with Matt Sharrers, CEO of SBI, Stephanie demonstrates.
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
JUNE 16, 2018
Sales people who have a poor start at the beginning of a year, often find themselves struggling for the rest of the year to catch up. The good news is, whatever you’re experiencing, we’ve all been there at least once.
Hubspot Sales
JUNE 22, 2018
For four years, I’ve been in the “real-world” acting as a professional female, working with TANK New Media , a digital agency, and specializing in industries such as agricultural businesses, non-profit agencies, and manufacturing companies. I’ve been everywhere, man. Yet, each industry has taught me something different and has provided me with valuable life experience.
MTD Sales Training
JUNE 20, 2018
Your pipeline is your Holy Grail for future leads. If you don’t keep the leads coming in thick and fast, you run the risk of sales running dry over the next weeks. So, what would be the best ways to keep fresh leads coming in and generating opportunities for new business? Here are a few tips: Divide your territory in a way that makes sense. One of the first steps to effective territory management is to have a concrete view of current customers, potential customers, competitors’ activity, a
SBI Growth
JUNE 16, 2018
It’s 2018, and developing a world-class marketing organization requires marketing leaders to stay up-to-date with the latest and greatest trends. Gone are the days of set-it and forget-it email campaigns. Omni-channel, multi-tactic, fully integrated marketing campaigns are now table stakes.
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.
Nutshell
JUNE 19, 2018
When you think about the activities that are essential to making a sale, you probably think about actions that require the human touch of the sales rep—listening to a prospect’s needs, developing a solution for them, and asking for the sale when it’s time to do so. And then there’s everything else. A sales rep’s day always involves tasks that require manual effort, but don’t get their prospects any closer to a “yes” (at least not directly).
Engage Selling
JUNE 21, 2018
Have you ever taken a serious look at your pipeline? There are likely a few extremely valuable clues it’s trying to tell you! Let’s take a deeper look at this.
The Center for Sales Strategy
JUNE 22, 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.
SBI
JUNE 21, 2018
As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Like a lot of presales leaders, he was in a resource crunch, being asked to more with less. He had a mandate to decrease costs to improve profitability by increasing margins.
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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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