Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals.

Sales 126

Sales Decision-making B2B Marketing 126

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. Even right here, on the HubSpot Sales Blog, I know an article on "How to Hire the Perfect SDR" will almost always be a hit. In fact, two of our top-performing posts of all time are " 40 Sales Interview Questions to Recruit the Best Reps " and " 10 Common Sales Job Interview Q

Sales 111

Sales Acquisition Account Planning Sales Management 111

RAIN Group

AUGUST 29, 2018

Technology sellers lament how impossible it is to get their buyers on the phone more than any other industry. Phone is one of the top ways sellers say they connect with buyers, yet sellers in the technology industry report extreme difficulty using it to reach their buyers. In our study on Top Performance in Sales Prospecting , we studied 488 buyers responsible for $4.2 billion of purchases and the prospecting habits of 489 sellers.

Sales 96

Sales 96

Sales Readiness Group

AUGUST 29, 2018

At some point, every salesperson goes through a slump. One month you seem to close every deal in sight, and then the next month you go ice cold. No matter how hard you try, you can’t seem to close a deal.

Sales 75

Sales 75

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.

SBI Growth

AUGUST 29, 2018

It’s December 25th, 2018. You are sitting around the Christmas tree with your wife, two kids and black lab—Duffers. You hear the crackle of the fireplace as another log gets added to the fire. The kids are smiling from ear.

Digitalization 73

Digitalization Organization Marketing Sales 73

Hubspot Sales

AUGUST 26, 2018

How to Find Prospects. Job Boards. Twitter Searches. Business Journals. Industry Blogs and Forums. LinkedIn. CrunchBase. Local Chamber of Commerce Website. HubSpot CRM. Quora. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves.

CRM 78

CRM Decision-making Software Software 78

Sales Readiness Group

AUGUST 30, 2018

Since the day the first contact management systems added features to enable Reps to keep track of their opportunities, there has been a constant struggle between manager and sales rep to keep the pipeline clean and “update the damn CRM.” Management wants a roll-up of their reps’ pipelines to enable better visibility and produce accurate forecasts, while reps are not motivated to spend precious selling time on administrative tasks and data entry that doesn’t help them close business.

CRM 62

CRM Management Sales Sales Management 62

SBI Growth

AUGUST 30, 2018

What percentage of your salesforce uses the marketing generated personas your team builds? 50%, 60%? Let me ask the question differently. What percent of the salesforce uses marketing generated personas on a regular basis to help with their sales planning?

Marketing 70

Marketing Sales Organization 70

Hubspot Sales

AUGUST 29, 2018

Account managers and salespeople work together closely, but the two jobs are very different. The distinction between these roles can get blurry, so I'm answering all your questions about account managers, salespeople, how the two teams should work together, and where they differ below. Sales vs. Account Management: 5 FAQs. 1. What is account management?

Account Management 77

Account Management Management Sales Publishing 77

The Center for Sales Strategy

AUGUST 30, 2018

When was the last time you asked for a referral? Go ahead and fill in the date here __. If the answer is yesterday , congratulations. If you can’t remember any time recently, you should stop and figure out why you are not doing this. Think about it. When you are looking to hire a professional what do you do? Of course, you ask people you know and trust who they would recommend, right?

Sales 67

Sales 67

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

B2B

Miller Heiman Group

AUGUST 26, 2018

“Too many cooks in the kitchen” is a well-known idiom, but “zero cooks in the kitchen” is an apt description of Spyce, a new restaurant in Boston. The four founders of Spyce were mechanical engineering students at MIT when they set out to solve a problem: there were too few options for fast, healthy, inexpensive meals. “The goal was never to eliminate jobs,” Spyce co-founder Michael Farid told xconomy.com.

Sales 56

Sales Healthcare Retail B2B 56

SBI Growth

AUGUST 27, 2018

Mergers, Bolt-ons, and tuck-in acquisitions are an increasing common growth strategy being deployed by Private Equity firms today. Multiple Arbitrage can be a very efficient way to increase enterprise value, however, it is also fraught with peril and littered with the tombstones.

Acquisition 70

Acquisition Customer Experience Marketing Sales 70

Nutshell

AUGUST 30, 2018

Keeping track of what’s going on in your sales pipeline is critical. Your pipeline gives you an inside look at how your sales process is performing, and whether or not improvements need to be made. Unfortunately, prospects can get lost in the shuffle or end up becoming inactive. So what should you do when you find that leads are dropping off or getting stuck?

Management 54

Management Decision-making e-Learning Sales 54

Drift

AUGUST 27, 2018

TL;DR: This is something every sales team can start getting ROI from immediately with no customization and it just works. You email people and they come to your website, and there you are with a personalized welcome for them. Here’s why that’s important, what all that means, and a 15 second, two click setup tutorial is included. As a sales professional, you are focused on making sure.

Sales 54

Sales Marketing 54

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.

Meetings

Engage Selling

AUGUST 31, 2018

???????????????????????????????Recently, I was on a sales call and the sales directors that I talked to had some interesting things to say that I want to share with you.

Sales 55

Sales Sales Training 55

SBI Growth

AUGUST 31, 2018

Churn and burn. Not music to your ears. You’re the leader of Customer Success and asked by your executive team to hold accountability for a number. The honeymoon period for CS is over my friends. Everybody in your organization knows.

Customer Success 66

Customer Success Software Software Organization 66

5600 Blue

AUGUST 28, 2018

We’ve consulted on over 20,000 negotiations in over 45 countries for 16 years. The most common issue we see is: “Very seasoned negotiators having a price conversation absent of the value conversation.” What does this mean exactly? Imagine for a moment that you work at a high-end steak house and you encounter this scenario: You are seated a table and are ready to order.

Negotiation 52

Negotiation Construction Global Accounts Account Management 52

The Center for Sales Strategy

AUGUST 31, 2018

- WHAT'S MOTIVATING US THIS WEEK -. "THE PEOPLE WHO ARE CRAZY ENOUGH TO THINK THEY CAN CHANGE THE WORLD ARE THE ONES WHO DO.". -STEVE JOBS. - WHAT WE'VE BEEN READING THIS WEEK -. > Four Ways to Get Video Right for Social Selling — SellingPower. When LinkedIn revealed that video posts now get three times the engagement of text posts on their platform, it sent shockwaves through the social selling community.

52

52

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.

Sales

Miller Heiman Group

AUGUST 26, 2018

“Too many cooks in the kitchen” is a well-known idiom, but “zero cooks in the kitchen” is an apt description of Spyce, a new restaurant in Boston. The four founders of Spyce were mechanical engineering students at MIT when they set out to solve a problem: there were too few options for fast, healthy, inexpensive meals. “The goal was never to eliminate jobs,” Spyce co-founder Michael Farid told xconomy.com.

Sales 49

Sales Healthcare Retail B2B 49

SBI Growth

AUGUST 28, 2018

It’s that time of year. The annual planning process is gearing up. Executives and Sales leaders are looking at revenue plans, go to market strategies, budgets, and new product offerings. However, why do many fail to review and update their.

Marketing 61

Marketing Sales Organization B2B 61

MTD Sales Training

AUGUST 26, 2018

Episode 22: Four Future Needs Of Customers That Will Drive Your Business Process. This podcast includes: Four future needs of customers that will drive your business processes. Six skills for clearer communications. A quote from Winston Churchill. Take a look at this episode on [link]. The post Four Future Needs Of Customers That Will Drive Your Business Process appeared first on MTD Sales Training.

Sales Training 48

Sales Training Communication Sales 48

The Center for Sales Strategy

AUGUST 27, 2018

As I’ve mentioned before in previous blog posts , I’m a long-suffering fan of the Cleveland Browns. My team loses more games than they win. The Browns are also infamous for something else: the team has started 28 different quarterbacks since 1999! Many of these poor souls were drafted by the Browns and then thrown into the fire before they were adequately prepared, only to fail.

Onboarding 52

Onboarding Sales Training Sales Management Management 52

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.

Negotiation

Hubspot Sales

AUGUST 31, 2018

It’s safe to say generating quality leads is a priority for most realtors. Real estate websites are a fantastic way for leads to find homes you’ve listed -- but there are other ways to get your home in front of buyers and your name in front of prospects. The answer is the open house. Technology has changed the real estate industry, but open houses remain an effective tool for stoking interest in your property and generating new leads.

Publishing 48

Publishing Media Digitalization CRM 48

Corporate Visions

AUGUST 31, 2018

Do you remember the last time you had to change a flat tire? (Okay, maybe you just called AAA, but let’s just imagine you’re going to address this roadside crisis on your own). Chances are, it’s been many years since you had to do this. As a result, when it happens, you’ll probably need to refresh your knowledge by dusting off the old owner’s manual or looking it up online.

Decision-making 40

Decision-making Marketing Sales 40

Showpad

AUGUST 31, 2018

Your sales kickoff (SKO) is not just another sales meeting; it’s a time to gather all your reps at the start of the year to review the past 12 months and motivate them as the next 12 ramp up. The agenda can make or break the effectiveness of the event, and therefore the overall team performance as you move forward through 2019. Follow these tips to guarantee your sales reps stay focused and on track and carry that with them post-SKO. 1.

Brainstorming 40

Brainstorming Meetings Organization Negotiation 40

The Center for Sales Strategy

AUGUST 29, 2018

SCENARIO: Your top-performing, seasoned seller just turned in their notice. You are prepared because you were diligent and have a full talent bank with well-qualified candidates. But even with all of this prep, you realize how overwhelming the task of examining the candidates in your talent bank can be. Where do you start? The job title is the same, but the challenge is different each time.

Banking 50

Banking Sales Management Management Sales 50

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.

Marketing

Hubspot Sales

AUGUST 29, 2018

Starting a new business is tough, and it’s important for entrepreneurs to regularly evaluate the financial health of their company, especially during its first few years. One way to do this is by looking at working capital. Working capital and working capital ratio provide a way to evaluate whether or not a business can pay off its short-term debts.

Suppliers 43

Suppliers Small Business Management Sales 43

Help Scout

AUGUST 28, 2018

For a long time, I had a deeply held belief that great customer service could only happen when there was a helpful person on the other end with all the answers. As a business owner, I was all in on providing that kind of service to everyone who interacted with our company. Growing the customer support team to provide that level of service as the business grew was no problem.

Innovation 40

Innovation Software Software 40

Showpad

AUGUST 27, 2018

What is your role at Showpad right now? I lead the local sales operation in the DACH region out of our new office in Munich, Germany. What did you do before you joined Showpad? I’m a mechanical engineer by training. But for 20 years, I’ve been a global marketing leader. My number one priority has always been to support sales people. In 2013, at my previous company, my sales team approached me to say they needed an additional solution for the iPad.

Meetings 40

Meetings Marketing Sales Organization 40

Sales Readiness Group

AUGUST 28, 2018

On this Q&A episode: "What's the most effective question to ask a prospect on a first meeting? ".

Meetings 48

Meetings Sales Sales Training 48

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.

B2B