Hubspot Sales

JUNE 27, 2018

Starting a real estate business ain't for the faint of heart. What other industry requires you to cold call dozens of leads every day -- only to close approximately five deals in your first year (if you're lucky)? By most estimates, 87% of real estate agents fail within the first five years. But for those who have what it takes, starting your own real estate business can absolutely give you the seven-figure job of your dreams.

Value Proposition 144

Value Proposition CRM Business Planning Profitability 144

Engage Selling

JUNE 28, 2018

Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster. Here’s some important advice. Only sell to those who are ideal prospects.

Client Relationships 96

Client Relationships Communication Management Sales 96

The Center for Sales Strategy

JUNE 28, 2018

When it comes to lead generation, when does the marketing department’s role end and the sales department’s role begin? Very specifically, when should a lead be passed from marketing to sales? This is a tricky question, and as with most marketing and sales best practices, it’s not always black and white. Every organization is different, and it’s important that your organization has it's own marketing and sales agreement plan that outlines in detail how you will qualify, distribute, track, and ult

Marketing 79

Marketing Sales Organization 79

SBI Growth

JUNE 26, 2018

Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype, has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. Jennifer took over the sales leadership role at Monotype last year and we join.

Sales Leadership 78

Sales Leadership Leadership Sales 78

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 29, 2018

What Is a Sales Cycle? “Sales Cycle” refers to the specific actions salespeople follow to close a new customer. Sales cycles are often confused with sales methodologies. A sales methodology, such as the “ inbound methodology ,” refers to the framework for implementing the sales cycle. The sales cycle is more tactical, and often includes stages such as “prospect,” “connect,” “research,” “present,” and “close.”.

Logistics 123

Logistics Sales Decision-making Stakeholders 123

Drift

JUNE 28, 2018

Here’s an eye-opening stat: Only 22% of B2B businesses are satisfied with their website conversion rates. Why? Because the path that most people follow on a company’s website tends to look something like this. Customer gets to your website, scrolls through your homepage, checks out your products, looks at your pricing page, and then before they even consider adding booking a demo, they leave.

B2B 72

B2B Marketing Sales 72

The Center for Sales Strategy

JUNE 26, 2018

I vividly remember early in my sales career meeting with a business owner of an up-and-coming beverage company. We met several times, and I was getting excited about the opportunities that seemed to be unfolding. We had built great rapport, he had shared his challenges with me, and I developed a solution that I thought was perfect. He loved my idea!

Sales 65

Sales Meetings Sales Training Sales Management 65

Hubspot Sales

JUNE 25, 2018

For years, there’s been a debate raging in the sales community: When reaching out to a prospect for the first time, should you call or email? After all, first interactions with prospects are key -- you’re aiming to establish trust, provide value , gather key information, and perhaps even secure a follow-up meeting. If you don’t use the right medium, they’ll be less receptive to your message (and that’s assuming they engage at all).

Value Proposition 111

Value Proposition Media Sales Client Relationships 111

RAIN Group

JUNE 27, 2018

Sell the product benefits. Book the demo. Get them a free trial. Present the pitch deck. We hear these ideas from sales pundits all the time. We want buyers to experience our product or service and see everything it has to offer. We develop long presentations and demos showing them the ins and outs and the numerous fancy, flashy things our offering can do for them.

Sales 67

Sales 67

S4 Consulting

JUNE 27, 2018

What goes on in your head when you decide to share information. This is the fourth in our S4 Insights series: Proving the Soft Stuff with Hard Science. Power is not defined by the amount of information you store, but by the amount you are willing to supply to lift up those around you. Expertise can be power in our hypercompetitive business world and it’s hard to escape the whoever-knows-the-most-wins mentality.

Facilitation 52

Facilitation Decision-making Organization 52

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

Jeffrey Gitomer

JUNE 26, 2018

There are no new objections. You've heard them all before. What ever business you're in, there are between five and twenty reasons why the customer won't buy now.

Sales 54

Sales Leadership 54

Hubspot Sales

JUNE 26, 2018

What Is a Sales Pitch? The sales presentation is where a huge part of this work gets done. Though you’ll be speaking with your prospects about different concerns and questions on the phone, a sales presentation may be the best chance you have to put all your cards on the table and demonstrate exactly why your service is perfect for the prospect. Calling a sales presentation a “pitch” is a little misleading.

Value Proposition 108

Value Proposition Sales Decision-making Communication 108

PandaDoc

JUNE 26, 2018

Starting a new business is always a risk. The competition is fierce, the market is saturated, and sales reps of opposing companies are fighting for each prospect like hungry dogs. But why do we even try when the bars are so high, and the odds are so low? We all remember the tale of David and Goliath. David, a young sheep shepherd, overpowered a giant warrior Goliath in an unfair battle.

Sales 53

Sales Small Business Decision-making CRM 53

Drift

JUNE 28, 2018

Here’s an eye-opening stat: Only 22% of B2B businesses are satisfied with their website conversion rates. Why? Because the path that most people follow on a company’s website tends to look something like this. Customer gets to your website, scrolls through your homepage, checks out your products, looks at your pricing page, and then before they even consider adding booking a demo, they leave.

B2B 48

B2B Marketing Sales 48

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

Sales Readiness Group

JUNE 27, 2018

Don't let prospects go silent after responding to a Request for Proposal (RFP). In this Q&A we discuss strategies you can use to increase your chances of closing the deal.

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48

Hubspot Sales

JUNE 24, 2018

When we’re emailing busy executives, or highly-successful people, how can we get a response from them? Better yet, how can we get a " Yes " from them? From my experience, there are two factors: Using follow-up email templates that are proven to get a response. Using “no as an opportunity to build long-term relationships. When most people hear “no, they think, “Alright, well that sucks … and then they move on and never follow-up again.

Prioritization 102

Prioritization Marketing Sales Organization 102

MTD Sales Training

JUNE 25, 2018

One definition of ‘process’ is ‘ a systematic series of actions directed to some end: a continuous action, operation, or series of changes taking place in a definite manner’. A good sales process will give you a good framework and template for you to follow and apply. So, what steps does a good process follow to give you a chance to be successful? Here are a few: Generating Business: This often includes prospecting and marketing to get business to see you as a viable option for their needs and w

Sales 48

Sales Decision-making Sales Training Media 48

Tenfold

JUNE 28, 2018

Mobile devices are invaluable to our personal and work lives. Today, it’s instinctive for us to reach for our smartphones to get things done. Smartphones are no longer seen as a distraction in the workplace–for many daily functions, they provide the preferred way to work. For client-facing teams in sales and service, we know that each conversation is vital.

CRM 51

CRM Customer Experience Management Sales 51

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

Planview

JUNE 29, 2018

Every year Spigit conducts its “ State of Crowdsourced Innovation ” customer study to better understand how our customers build and manage their innovation programs. As we analyze this data year over year, we can see trends emerge and see how what’s important to them changes over time. One of the key findings from this research is that a significant shift occurs at around the three-year mark of having an innovation program.

Innovation 45

Innovation Facilitation Management Marketing 45

Hubspot Sales

JUNE 29, 2018

One-on-One Meeting Questions. "Tell me about last week.". "What do you think the problem is?". "What about this week? What are your plans and priorities?". "What's one thing that worked and one thing that didn't, last week?". "Do you have any feedback for me?". A few years ago, I wrote the book 1-on-1 Management: What Every Great Manager Knows That You Don’t.

Meetings 95

Meetings Construction Sales Management Management 95

Showpad

JUNE 28, 2018

Amazon founder and CEO Jeff Bezos is the wealthiest man on earth. So, needless to say, when he talks about best practices in his business, people listen. In fact, Bezos made headlines when he told shareholders in his annual letter something not likely heard in other C-suites across the world: “We don’t do PowerPoint (or any other slide-oriented) presentations at Amazon,” he wrote.

Shareholders 40

Shareholders Construction Meetings 40

SBI

JUNE 28, 2018

The line between consumer buying behavior and business buying behavior isn’t blurred. It’s now nonexistent. Consumer-oriented companies such as Amazon and Airbnb have set a high bar for more informed, highly-personalized buying experiences. These expectations have quickly carried over into the world of business buying. Personalization from sales is no longer just “desired” by modern buyers — it’s required.

Digitalization 48

Digitalization Marketing Sales Communication 48

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

The Center for Sales Strategy

JUNE 27, 2018

No one likes going to the doctor. No one!

Sales Training 69

Sales Training Sales 69

Hubspot Sales

JUNE 26, 2018

What is Equity Financing? Equity financing is a type of funding that allows you to sell shares of your company to investors. You receive the capital to grow your business and investors get partial ownership of your venture. In equity financing, investors might receive common shares, preferred shares, or the same voting rights and treatment as founders.

Finance 80

Finance Investors Shareholders Acquisition 80

SBI Growth

JUNE 29, 2018

Sales 87

Sales 87

ReviewTrackers

JUNE 29, 2018

This article was written by Anastasia Sviridenko. She is responsible for crafting and marketing content over at TextMagic. When she’s not working, you can find her going for a run or catching up on the latest sci-fi series. According to a study by Dimensional Research, 90 percent of the customers say that online reviews influence their buying decisions.

Retail 40

Retail Decision-making Profitability Media 40

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

SBI

JUNE 27, 2018

In late 2017, we went to field with our first annual Sales Stack Benchmark Survey to identify which are the most commonly used sales technologies, and which are being considered most for the year ahead, among other things. Our aim was to get a clear view of what a typical sales stack looks like and how it will evolve over time. A sales stack is a collection of software solutions that support a sales organization’s efforts to generate revenue.

Sales 37

Sales Sales Technology CRM Software 37

The Center for Sales Strategy

JUNE 25, 2018

This post was originally published on SalesHacker.com. The weekly sales meeting — you know the one. The whole crew gets together for what amounts to an hour-long discussion around menial housekeeping items or which sales rep got a little closer to nailing a sale. Certainly it’s important information in its own right. But, it’s not worthy of eating up an hour that could be better used securing leads.

Meetings 11

Meetings Publishing Sales Sales Training 11

SBI Growth

JUNE 23, 2018

Sales 86

Sales 86

ReviewTrackers

JUNE 27, 2018

According to the 2018 Online Reviews Survey by ReviewTrackers, Google is outpacing other review platforms like Yelp, TripAdvisor, and Facebook in terms of growth in online reviews. Simply put: the search engine giant is dominating the review market: 64 percent of consumers say they are likely to check reviews on Google before visiting a business — more than any other review site. 21 percent agree that Google reviews are one of the most important factors in their search for a local business, rank

Government 37

Government Media Marketing Software 37

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