Hubspot Sales
MAY 11, 2018
Does this sound familiar? You’ve put together a business plan, invested all your savings, and have been working your idea as a side hustle for a few months. Finally, you feel like it’s the right time to raise some real capital. That’s a big step. Luckily, the bank isn’t your only option these days. Crowdfunding sites abound on the internet, and I’ve rounded up a few of the best.
Openview
MAY 11, 2018
To achieve explosive growth, technology startups need to have world-class sales teams. From smart cities and driverless cars to artificial intelligence, big data and SaaS, 2018 is ripe for companies to achieve record revenue and profits. That is, if they have the right sales team in place. A company’s success depends on the ability of its sales teams to deliver sustainable, predictable revenue at scale.
SBI Growth
MAY 7, 2018
Many CEO’s today lack confidence in their sales leaders to produce an accurate forecast. They have learned to apply algorithms to de-risk the number. This is a roller coaster ride that happens quarter after quarter of inconsistent forecasts. This problem.
The Center for Sales Strategy
MAY 10, 2018
There’s a great line from the hit show Friends that seems appropriate to any discussion of target personas. If you’re a fan, you may remember when the whole gang goes to Barbados in one of the later seasons, and Joey meets someone who doesn’t own a TV. Dumbfounded, he says: “You don’t own a TV? What’s all your furniture pointed at?”. Similarly, with inbound marketing (the process of attracting prospects to you), when someone doesn’t have a clearly defined persona we think, “You don’t know your t
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 9, 2018
"Does that make sense?". “Does that make sense” is a phrase that creates uncertainty and doubt instead of being reassuring. It can imply that the other party is obliged to understand what was said. A better phrase to use is “How does that sound to you?”. We’ve all heard it before. You’re deep in conversation or on a demo, being sold to, and the sales rep asks you, “Does that make sense?”.
Engage Selling
MAY 11, 2018
?????????????I recently got back from a vacation in Japan and from that experience, I started to think about why I love going there in the first place. What draws me there? What sales lessons can we learn?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Openview
MAY 8, 2018
The very idea of sending cold emails may cause you to shy away from even considering it. You may wonder if you’re wasting your time. Does it even work? With the cold email open rate being lower than that of an opt-in email list, and it sounding a little like cold- calling , it’s understandable that some companies aren’t excited about giving it a try.
Hubspot Sales
MAY 8, 2018
In the past 30 years, I’ve listened to a lot of smart sales leaders and experts tell me breakup emails are effective. I respect these people deeply -- but none of them have ever convinced me. If it were up to me, salespeople would never send breakup emails. How Breakup Emails Work (In Theory). Quick summary to make sure we’re on the same page: A rep sends a breakup email after she’s attempted to contact her prospect several times with no response.
MTD Sales Training
MAY 10, 2018
One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. In fact, they do anything but agree to buy the product! It’s not surprising that often the prospect will be disengaged from you. They are trying to see if the product you are selling is going to be right for them and they run the risk of making a decision that may be counter-productive.
SBI Growth
MAY 11, 2018
Great companies know how to educate the market about their products. But what if the buyer isn’t buying from you, even if they’ve been educated? What if Marketing has actively informed the market with a sound content marketing strategy? In.
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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
PandaDoc
MAY 8, 2018
Salespeople make their living by understanding the unique problems and challenges faced by their clients and effectively presenting the features and benefits of their product in a way that promises to solve the pains of the prospect. Most sales professionals wish they could spend more of their time pitching to prospects, but the reality is that outbound sales start with lead generation – the tedious and ongoing process of identifying, qualifying, and booking sales appointments with qualified lea
Hubspot Sales
MAY 6, 2018
How to Meet Quota. Create a Long-Term Plan. Prospect, Prospect, Prospect. Create Authentic Urgency. Re-Set Discount Expectations. Prioritize Your Time. Salespeople evolve. In stage one, they’re learning the ropes. It’s usually an epic battle to make their quota every month or quarter -- if they hit it at all. In stage two, reps have developed the right systems and honed their sales skills.
The Center for Sales Strategy
MAY 9, 2018
You have hired your next great seller. You have a strong on-boarding plan, a great training schedule, and amazing people in place to help with training. They are prepared to hit the street, right?
Showpad
MAY 8, 2018
The world of sales and marketing technology is an exciting space to be in. The market has grown rapidly and over the past seven years we’ve helped our customers realize incredible benefits from aligning their sales and marketing efforts. With all the progress that’s been made, we’re excited about the future of this space, the innovations yet to be developed and the new ways technology will drive sales and marketing success.
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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 8, 2018
Our guest today is Bernie Kassar, Chief Customer Officer for Xactly Corporation. Bernie pioneered the field of Customer Success as one of the first SVP’s of Customer Success five years ago. As companies scramble to catch up, Bernie is a.
Hubspot Sales
MAY 11, 2018
Think of the last long-term goal you worked toward. What was the time span -- a month or two? Half a year? Several years? Did you achieve it? Were there setbacks along the way you had to push through? The answers to these questions will suggest how gritty you are. In this guide, we’ll define what grit is, how it will help you in sales, and how to develop it.
The Center for Sales Strategy
MAY 8, 2018
Before you can have a serious conversation about desired business results, you need your prospects to open up and tell you about their problems and challenges. When you meet someone for the first time, it can be challenging to get them to let their guard down when they don’t know you.
Engage Selling
MAY 5, 2018
Recently I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow.
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 Readiness Group
MAY 9, 2018
As your company begins to hire new sales reps and looks for ways to accelerate their ramp-up time , while we would all like our reps to get on quota track faster, we have found that the “readiness” of the sales organization is critical to making this goal a reality.
Hubspot Sales
MAY 10, 2018
Bad sales advice is shockingly common -- and you don’t want to find out you’ve been misdirected the hard way. After all, every mistake means it’s harder to achieve your sales goals. Yes, some mistakes you have to make firsthand. But if you’re eager to learn which suggestions you should never follow in the first place, read on for the worst sales advices these 21 salespeople say they ever received. 1) “Focus solely on activity.”.
The Center for Sales Strategy
MAY 7, 2018
A simple question, right? Yes. But, very powerful. So many salespeople and sales managers have well-planned, beautifully-executed meetings, but inadvertently leave some of the most useful information on the table simply because they forget to ask this simple, shared-control question that can reveal the real priorities for the person with whom they are speaking.
MTD Sales Training
MAY 5, 2018
Episode 15 – Overcoming “I’ll Think About It”, Improving Emotional Intelligence, Brian Tracy on Dreaming Big. This podcast includes: How to overcome the “I’ll Think About it” barrier from a prospect. What you can do to improve your emotional intelligence. An inspire me quote from Brian Tracy on Dreaming Big. Take a look at this episode on [link]. The post Overcoming “I’ll Think About It”, Improving Emotional Intelligence, Brian Tracy on Dreaming Big appeared first on MTD Sales Training.
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.
Sales Readiness Group
MAY 8, 2018
Every sales executive is focused on how they can make their sales organization more effective. After all, we would all like to sell more, reduce our sales cycles, improve win ratios, and have more productive sales teams. The problem, of course, is that the concept of sales force effectiveness is so broad that it makes it difficult for sales executives to figure out what needs fixing.
Hubspot Sales
MAY 8, 2018
Important Sales Reports. Contacts Report. Leads Breakdown. Revenue Summary. Companies Report. Wins/Losses Report. Custom Reports. Many salespeople spend their time focusing outward on prospecting. However, the most successful salespeople also look inward -- at the treasure trove of information just waiting in their CRM. Salespeople often struggle to understand lead behavior across different channels.
The Center for Sales Strategy
MAY 11, 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
MAY 10, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Jon Kondo , Co-Founder & CEO of OpsPanda. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Jon: The easiest action a Sales Leader can take today to increase their forecast is to employ fine-grained, data-driven sales capacity planning that continuously aligns their
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.
Sales Readiness Group
MAY 8, 2018
I’ve often been asked as the CEO and co-founder of Sales Readiness Group, what does “sales readiness” really mean. In today’s hyper competitive sales environment, companies are looking for their sales organization to consistently deliver great results. Sales readiness is the work that needs to take place up front so that your sales organization can produce those results.
Hubspot Sales
MAY 7, 2018
Intriguing Questions in Sales. “Would you like to learn about the opportunity I think [prospect’s competitor] is missing out on?”. “I see [prospect’s company] uses [X strategy]. Why?”. “I see [prospect’s company] isn’t investing in [Y area]. Why not?”. “Is [likely challenge or opportunity] a priority for [prospect’s boss]?”. “Do you want to get on a call with [expert within your company] to discuss [prospect’s business focus]?”.
Sales Gravy
MAY 9, 2018
Master these easily executable tasks that cause people the most stress and you are on your way to social media success. Facebook, Instagram, Pinterest, LinkedIN, Twitter, Google Plus?
Revegy
MAY 6, 2018
In our recent webinar, Bringing Sales Methodologies to Life inside CRM , Melisa Powers, Director of Sales Enablement for McAfee, shared practical takeaways for reinforcing and executing sales methodologies as part of reps’ daily workflow. In particular, she discussed how they operationalize the Challenger sales methodology for repeatable, measurable deal execution.
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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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