Hubspot Sales

JANUARY 11, 2021

If you're looking for another article about why your sales team should only hire ESFJs, you've come to the wrong place. While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive. And understanding your team's personalities (as well as those of potential hires) can help you motivate, develop, train, and collaborate with individual contributors more effectively.

Management 132

Management Decision-making Sales Management Publishing 132

RAIN Group

JANUARY 13, 2021

As a seller, you’re trying to build relationships with potential buyers. People buy from people they know, like, and trust. The more you get to know your buyers, and let them get to know you, the easier it is to sell to them. But first, you have to break through the noise, capture their attention, and create conversations with them. This is easier said than done.

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Sales 115

The Center for Sales Strategy

JANUARY 13, 2021

The pandemic affected more than just the health and daily lives of people across the world. It affected behaviors and perceptions—including how media is used. With media plans reconfigured and millions of dollars’ worth of ad budgets shifted - to say the rug was swept out from under the advertising industry is an understatement. In case you missed Episode 8 of the Improving Sales Performance series , here’s a breakdown of the conversation that host, Matt Sunshine and guest, Gary Pizzati had on h

Sales Leadership 99

Sales Leadership Leadership Advertising Sales 99

Sandler Training

JANUARY 15, 2021

Mike Montague interviews Akshay Nanavati, best-selling author of Fearvana, on How to Succeed at Finding Bliss. The post How to Succeed at Finding Bliss [PODCAST] appeared first on Sandler Training.

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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

JANUARY 14, 2021

As The Office ’s Michael Scott famously noted, it was Wayne Gretzky who said, "You miss 100% of the shots you don't take." In other words, you can't succeed unless you try. That winning mindset allowed Gretzky to become a Hall of Famer, and the leading scorer in NHL history, with more goals and assists than any other player. Winners like Gretzky set goals and believe they will achieve them.

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Sales Decision-making Meetings Account Management 127

NG Data

JANUARY 12, 2021

2020 has accelerated digital adoption across all populations – we are all more reliant on our apps, phones, and browsers in everything from buying our groceries to purchasing cars, or even accepting new mortgages. Across the board, companies have accepted that their data must be more accessible and connected in order to differentiate their services and make authentic connections with their.

Digitalization 98

Digitalization Leadership 98

Aepiphanni

JANUARY 12, 2021

2020 has ended and more people are glad it’s finally over. We all know that the flip of the calendar page from December to January is not going to change anything immediately. For most people, it is a psychological release of whatever challenges happened the previous year and an opportunity to step into the chance of a much better year. In the business world, January either triggers the start of a.

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Hubspot Sales

JANUARY 13, 2021

Think of an experience you had when you were trying to make a purchase, and the salesperson helping you lacked confidence. Perhaps they weren’t sure of the product’s features. Or maybe they didn’t do a good job explaining how their product can help you solve your problem, because they didn’t understand what you were looking for. Confidence is a key differentiator between reps who meet or exceed their goals, and those who struggle to gain momentum.

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Sales Meetings Publishing Leadership 119

Engage Selling

JANUARY 15, 2021

Is your sales team in touch with your organization? That is, do members of your sales team stay updated on new developments in the rest of your organization? Are they aligned with what the marketing teams are telling prospects? Do … Read More » The post Your Sales Team: In Touch With Your Organization? first appeared on The Sales Leader.

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Organization Sales Marketing Communication 91

The Center for Sales Strategy

JANUARY 12, 2021

"I see the value in spending time with my sellers in the field coaching them, but I just don't have the time.". We’ve heard this a lot from sales managers over the years, pre-COVID and during COVID. Finding time to watch sellers in the field is a challenge to time-starved managers. The average time to coach a seller on a typical 30-minute, face-to-face appointment is actually around two hours when you factor in things like travel time to and from an appointment.

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Sales Sales Management Meetings Management 88

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

Revenue Storm

JANUARY 12, 2021

When reaching out to friends and colleagues in the new year, there is a familiar feeling permeating amongst all of them – “…thank goodness 2020 is over and let’s hope 2021 is better!”. We all know hope is not a strategy. How many times has your boss said that? So, I thought we could look at 2020 and consider four practical sales habits we, as sales professionals, could implement in 2021 to take ownership of and accelerate our path to success. 1.

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Virtual Selling Value Proposition Sales Communication 78

Hubspot Sales

JANUARY 12, 2021

Legendary college basketball coach Bobby Knight once said, “To be as good as it can be, a team has to buy into what you — as the coach — are doing. They have to feel you’re a part of them and they’re a part of you.”. It's a powerful sentiment that provides some sage advice for coaches working across virtually all sports, fields, and occupations. But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own.

Sales Management 118

Sales Management Management Sales Sales Training 118

Engage Selling

JANUARY 15, 2021

As sales managers, you can’t solve your team and company’s problems if you’re not talking to customers directly. Especially during these uncertain times, I know many of you have become comfortable with just sitting behind your desk. However, you need … Read More » The post Sales Managers: Get Out from Behind Your Desk | Sales Strategies first appeared on The Sales Leader.

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Sales Management Management Sales 85

The Center for Sales Strategy

JANUARY 15, 2021

- MOTIVATION -. "The secret to getting ahead is getting started.". -Mark Twain. - AROUND THE WEB -. > How Sales Pros are Adapting to Remote Work – Sales Hacker. Nearly a year in and we’re still not ready to call it a new normal just yet. With the shift to work from home, remote selling has become a cornerstone of successful sales strategies in 2020.

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Remote Working Communication Sales 82

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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.

Meetings

Showpad

JANUARY 15, 2021

As Forbes notes, there’s no “if” or “when” to B2B sales transformation anymore. After the events of Q1 2020 — and the year overall — sales transformation is no longer an option. The phrase “sales transformation” has been discussed before. The difference now is that recent, truly transformative events have pushed sales operations forward toward innovation and a fundamental rethinking of how best to communicate, collaborate, serve clients and drive revenue.

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B2B Artificial Intelligence Sales Digitalization 83

Hubspot Sales

JANUARY 13, 2021

For any growing company, the speed at which you hire means continuously tweaking your sales training playbook to find a balance between group sessions and one-on-one coaching. You need a sales training process that will equip each salesperson with a certain baseline of knowledge, and empower them to implement what they’ve learned. One of the ways to ensure that salespeople can retain their knowledge and successfully move on from the training period is by teaching them to take ownership of their

Sales 110

Sales Sales Training Performance Review Meetings 110

CoSell

JANUARY 14, 2021

As business leaders, we’re always on the lookout for success insights. We’re hungry to know how to build success, maintain success, and promote success while working virtually. There’s no question that our world has and is facing unprecedented challenges and uncertainties. Yet, it is up to us to lead—and to do this, it helps to learn what other sales and marketing leaders are discovering for virtual success.

Marketing 80

Marketing Virtual Selling Sales Prioritization 80

The Center for Sales Strategy

JANUARY 14, 2021

There's certainly a lot of banter these days about how many contacts a salesperson must make in order to secure an appointment. We all know it takes more than 2 or 3 calls, but how many does it really take, and why?

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Sales 77

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

CMOE

JANUARY 14, 2021

“The best executive is the one who has sense enough to pick good men to do what he wants done, and self-restraint enough to keep from meddling with them while they do it.”. – Theodore Roosevelt. All great managers must learn to delegate in the workplace. There’s a reason that a decisive leader like President Theodore Roosevelt talked about its importance.

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Decision-making Communication Stakeholders Management 97

Hubspot Sales

JANUARY 13, 2021

I will always be a believer in sales mentorship programs. Early in my career, the hands-on training I received from my mentors taught me more than any other experience. I can remember deals at every company I've worked for that I simply wouldn't have closed without help. Applying these learnings to subsequent deals enabled me to win them on my own -- and in a much smaller time frame.

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Sales Leadership Meetings Organization 97

Kainexus

JANUARY 14, 2021

Visual management tools surround us. Although they are so ubiquitous, we might not even think about them. When your car is about to run out of gas, a light will alert you to the problem. Your fitness app may even show you how close you are to your daily goal. Your brain can quickly process these visual clues and use the information to make decisions.

Management 63

Management Decision-making Organization Software 63

Strategic Planning and Management Insights

JANUARY 14, 2021

What are you paying attention to during this pandemic? What you’re focusing on can make a big difference to your business, your career, and your health.

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Leadership 73

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

CMOE

JANUARY 14, 2021

The ability to work under pressure means you can still perform your job duties well, even in the presence of stress. These stressors may be caused by unforeseen circumstances and uncontrollable variables or by factors that can be predicted. To work effectively under pressure, you must not let these stressors distract you; it’s essential that you remain level-headed.

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Performance Review Prioritization Management Organization 86

Strikedeck

JANUARY 14, 2021

Mel Bilge shares her approach to growing success inside of a startup, and moving from the individual contributor role into a leadership position. The post Moving into CS Leadership Through Growth first appeared on Strikedeck | Customer Success Platform.

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Leadership Customer Success Onboarding Customer Experience 59

Strategic Communications

JANUARY 12, 2021

Marketing has always been a fast-paced industry, with the pace quickened constantly by readily available and rapidly developing technology. But the COVID-19 pandemic and its worldwide impact was, arguably, the most disruptive force that marketers have seen in a long time. As we move beyond the pandemic, we can expect to see a continuation of some of the trends that were taking shape before COVID-19 and many more that have been fueled by COVID-19.

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Artificial Intelligence Marketing e-Learning Advertising 59

PartnerTap

JANUARY 11, 2021

Up until recently, account mapping was a necessary risk, but now you securely share your customer account data with a Partner Ecosystem Platform. Partners will never give each other direct access to their CRM accounts. Your customer lists and open opportunities are the lifeblood of your company and must be appropriately secured. Enterprises can never actually drive revenue with partners without some level of joint-account mapping.

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CRM Digitalization Profitability Management 59

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

Kainexus

JANUARY 11, 2021

KaiNexus customers capture more daily improvements from staff, run more efficient strategic projects and events, coach more effectively, and streamline their improvement process. They engage everyone from the frontlines to the executive leaders in a thriving improvement culture to accelerate their rate of change —and it shows. The more engaged your employees are with improvement work, the more impact you’ll see.

Organization 54

Organization 54

NG Data

JANUARY 15, 2021

Where are you optimizing today? Are you spending the time & resources on the right priorities for your customers? Recently, I was interviewed by Hannah Wallace from Finextra for my take on the trends in banking in 2021. People of all generations just got used to utilizing digital services faster than we may have predicted a year ago. As a result, banks are faced with expensive.

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Banking Digitalization Prioritization Leadership 52

Zendesk

JANUARY 15, 2021

Abraham Lincoln used stories to solve arguments, often to the dismay of his cabinet, saying, “I don’t propose to argue this matter…because arguments have no effect upon men whose opinions are fixed and whose minds are made up. But this little story of mine will make some things which now are in the dark show up more clearly.”. Storytelling is an art and a skill that only a handful of leaders have known how to wield effectively.

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Leadership Supply Chain e-Learning Digital Transformation 52

Arpedio

JANUARY 14, 2021

January 14, 2021. Transform frameworks and best practices into digitized automated processes. Download your "digital sales and account management coach" now. ? Back to blog. Interested in how to become even more successful in your strategic account planning and complex sales? Download the article “ Your digital sales and account management coach ” for free and learn more.

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Digitalization Account Management B2B Innovation 52

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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.

B2B