Sat.Oct 21, 2017 - Fri.Oct 27, 2017

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The Ultimate Guide to Sales Qualification

Hubspot Sales

One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. Either they’re a good fit for your product or service and you can move forward with the relationship, or it’s time to part ways. But it’s not always immediately obvious which path to take.

Sales 142
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What Should You Say When Asking For Referrals?

MTD Sales Training

I have seen and heard tons of techniques and tricks on how to ask for referrals from your customers. But I have to tell you that most of those so-called golden nuggets are actually outdated, old-school pitch-mentality approaches to working with updated, modern and sophisticated consumers. I am going to make this short and sweet, because asking for referrals from your clients should be a natural and comfortable act and not some slick technique.

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Was It Really a Good Meeting? How to Make Sure Your Prospects Call You Back

The Center for Sales Strategy

“I had a really good meeting! But. I can’t get the prospect to call me back!” or “I had such a great meeting, but I never got an answer to the proposal.” I hear statements like these frequently when working with salespeople. They return from a meeting telling their manager how great it was, but then nothing happens. Wishful thinking sets in. Calls get made to the prospect on a weekly basis, managers ask about it in their weekly meetings, and salespeople start saying, “I don’t know what could hav

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Go After the Right Accounts to Make Your Number

SBI Growth

Joining us for today’s show is Matt Slonaker, the Executive Vice President Business Development and Marketing for Chronos Solutions. Matt is an executive leader with extensive experience in turnarounds and knows how to generate revenue growth with the unique blend.

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2024, The Year of the Customer

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.

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The 4 Types of Business Etiquette

Hubspot Sales

The first time I went to dinner with a business partner, I was terrified. What if I accidentally brought up a sensitive subject or committed a faux pas? What if it was hard to eat my meal gracefully? What if I made too much eye contact -- or equally bad, too little? Fortunately, the dinner went well. Now that I attended several professional dinners per year, I stay up-to-date with the types of business etiquette and professional norms.

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7 “Innocent” Habits Of Failing Sales Directors

MTD Sales Training

Sales Directors and Sales Managers rarely get to their positions simply through loyalty or length of time served. They’ve most likely been in the sales world themselves and been an excellent sales person. But this doesn’t mean they will necessarily make it as a manager or director of business. Indeed, there are many people who direct or manage sales , and they are simply in the wrong position.

Sales 72

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Emotion is Not the Enemy: 7 Ways to Use Emotion to Your Advantage in Sales Negotiations

RAIN Group

It's common advice to minimize emotions in a negotiation. For example, the reading line of the article "Emotion: The 'Enemy' of Negotiation" is "To succeed in negotiation, says one Wharton expert, one must take emotion out of the equation.". We disagree. Emotions are primary drivers of decision making in buying, and primary drivers in negotiation outcomes.

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4 Ways to Improve Your Talk Track Immediately

Hubspot Sales

Every salesperson has a go-to spiel for when someone asks who you are and what you do. You might call it a talk track, elevator pitch, or script -- but you’ve got one. Many salespeople launch into a 30-second diatribe on what their company does, why it’s important, and why they’d love to tell you more. Don’t be that rep. Inevitably, they’ll start rambling.

Software 114
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What Great Key Account Managers Do Daily

MTD Sales Training

Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. Excellence in the role often comes from natural characteristics, but is also forged through building skills that are shown on a daily basis. These then become habits, and it’s this habitual alignment of skills, attitudes and motives that increases the successful results of any KAM.

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Google Is Leaving You Clues to Help You Rank Higher – Know Where to Look + More

The Center for Sales Strategy

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. 1. Google Is Leaving You Clues to Help You Rank Higher: Know Where to Look — Unbounce. With the help of AI, machine learning and years of data, search engines are getting better at predicting what people want.

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How to Stay Competitive in the Evolving State of Martech

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

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Why Businesses Need Social Media

ReviewTrackers

This article was written by Kristen Herhold. Kristen is a content writer and marketer at Clutch , a B2B research firm in the heart of Washington, D.C. Connect with her on LinkedIn , or reach out with any questions, comments, or concerns at kristen@clutch.co or 202-840-6690. Social media can serve as a testing ground for businesses, nurture customer relationships and provide brand identity.

Media 61
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The 23 Most Highly-Rated Sales Books of All Time

Hubspot Sales

Benjamin Franklin once said, "Experience keeps a dear school, but fools will learn in no other.". In other words, you can rely solely on first-hand experiences to gain sales knowledge -- but it might be painful. To dramatically cut down on your learning curve, pick up some sales books. A read penned by a selling expert will offer you all the benefits of personal experience without negatively affecting your quota or efficacy.

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My mother, KAM and mapping decision makers

Louise Collins Associates

I remember being interrogated on a regular basis by my mother when seeking permission to go out. You know, where are you going, what time will you be back, who will be there etc.? I suspect you are familiar with the line of questioning! Of course, as an adult, I now realise these questions were asked because my mother cared, she wanted to protect me, to ensure I wasn’t in any danger.

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Should I Stay or Should I Go?

Service Excellence Partners

Besides lamenting life’s romantic complexities, The Clash sums up a customer’s decision whether to renew their software subscription remarkably well. And just like in the song, science shows relationship history matters when making the choice. It’s all in the β Humans occasionally face what’s called the exploration-exploitation tradeoff— we must choose between actions with well-known outcomes or actions with unsure, but potentially better outcomes.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Stand Up and Stand Out! 12 Ways to Get Your Prospects to Call You Back

Engage Selling

No matter how persuasive, compelling or brilliant you may be, it’s difficult to build a relationship with a prospect if you can’t get them to call you back.

Sales 54
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16 Top Sales Conferences You Should Attend in 2017 & 2018

Hubspot Sales

Have you updated your professional goals lately? If you’re anything like most salespeople, you aim to crush your number and become more efficient. But how will you do that?Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills.

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How to Recruit a Millennial

The Center for Sales Strategy

Considering that Millennials make up the largest percentage of the workforce, it's likely you will be hiring one, if not now, in the near future. Understanding what makes a Millennial happy in the workplace gives you clues about the best way to recruit one.

Sales 50
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How to Double Your Organic Revenue Growth

SBI Growth

Joining us as our guest expert is Jason Close, a key member of the team working behind the scenes of the successful Global Payments growth story. Global Payments literally doubled their revenue growth in a short period of time. Jason is here to.

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How to Leverage Intent Data for Better Outcomes

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.

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Simplify and Increase Your Win Rate! | Sales Strategies

Engage Selling

Nothing kills a proposal faster than when you add so much value and so many extra benefits that the client says, ” Hey, I don’t need this much. This will be too expensive. This company doesn’t understand my needs.

Sales 49
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16 Sales Prospecting Tips to Crush Your Next Call

Hubspot Sales

Sales prospecting tips. Be confident. Warm up leads on social media first. Do prospecting in chunks. Vary the times you call. Build rapport with commonalities. Explain why you're reaching out. Have your calls automatically logged to your CRM. Calling prospects takes a good degree of courage, talent -- and yes, some luck. You might never be able to control whether the person who picks up is having a good day … assuming they pick up at all.

eCommerce 110
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Spigit Launches Fall Innovation Forum Series to Create a Gathering Place for the World’s Innovation Leaders

Planview

IBM , Pepperdine University , Pfizer , MetLife and more join us to share their experiences and key learnings around innovation. Today we’re thrilled to announce the launch of Spigit’s Fall Innovation Forum series! Following the huge success of Spigit events earlier in the year, this is the next evolution of Innovation Forums, hosted with strategic partner, IBM, and Spigit customers.

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The Most Important Sales Metrics You’re Not Tracking @DeidreWM

SBI

The Sales analytics category has exploded in recent years, both in number and diversity. A recent industry round-up listed 50+ providers, and the list continues to grow. Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!). But not all data is created equal.

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Negotiate Larger Deals More Quickly

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.

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The Future of Sales: What You Need to Know

Engage Selling

The end of selling as we know it – you need to know what the future looks like so you can continue to produce results. Watch this live video where I share in-depth insights on the future of sales!

Sales 48
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How to Sell an Expensive Product: 6 Tactics

Hubspot Sales

Salespeople who don’t work for the low-cost provider in their arena often struggle with losing deals based on price. Prospects are only human, and no one likes to pay more when they could pay less. While there are certainly steps you can take to win against a low-cost provider, you’ll never come out on top with a poor product. If your product is only marginally better than your competitor’s but costs significantly more, you’re going to lose deals.

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MiFID II: What It Means For Your Business And How To Be Compliant

Tenfold

Markets in Financial Instruments Direction II, or MiFID II, is an expansive set of regulations governing EU investment firms that goes into effect on 3 January 2018. It has been under development for nine years, being formally approved in 2014, and replaces the original MiFID enacted in 2007. The original law sought to harmonize financial intermediaries and thereby shield investors from unscrupulous or unbeneficial trading while at the same time increasing transparent, efficient, and client-focu

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Just Out! Our Top 20 Sales Tech Vendors to Follow at Dreamforce #DF17

SBI

Dreamforce 2017 is just around the corner. Nov.6-9 in gorgeous San Francisco. I’ve got my ticket [the event SOLD OUT weeks ago] and soon will be packing my bags with flat-heeled shoes and comfy clothes. There are over 3,000 sessions scheduled—936 if you filter by role for sales operations or sales professional, and 179 if you filter by Marketing /ABM as a role.

Sales 56
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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6 Tips For Optimizing Web Design To Enhance User Experience

Sales Gravy

A fruitful and user-friendly website will help convey your brand’s message, services, and most importantly products. We are living in the age of Big Data, and the more data you have on your customers, the better.

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4 Ways to Make Sales Enablement Actually Helpful for Reps

Hubspot Sales

Trying to provide salespeople with the tools, data, expertise, and support they require to navigate complex deals has made selling more difficult, not less. Our research at CEB, now Gartner, shows sellers working in “high burden” organizations have a 12% lower conversion rate than those who don’t. Fair or not, from a rep’s perspective the main burden isn’t customer difficulty or product complexity.

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The King Trait of Stellar Sales

Engage Selling

It’s fall, which always means a lot of travel for me, and this year is no exception.

Sales 49
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Measuring the Success of Sales Compensation Plans

SBI Growth

Sales 61
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Contact vs. Company Intent Signal Data

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.