Hubspot Sales

NOVEMBER 13, 2017

Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. And that means you might be using the common phrase “Please find attached.” Other variations include “Attached please find,” Please kindly find the attached file,” Please find the attached file for your reference,” “Enclosed please find,” and the ultra-wordy, “Please find attached herewith.”.

Sales Training 145

Sales Training Meetings Marketing Sales 145

SBI Growth

NOVEMBER 16, 2017

Joining us for today’s show is Randolph Carter, the VP of Marketing in North America for Rentokil. Randolph answers questions out of SBI’s 2018 hbspt.cta.load(23541, 'b3b0ba05-3172-4e97-8fd8-29d6273cafc2', {}); to share his deep knowledge of campaign strategy and planning. To follow along.

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Marketing Acquisition Sales 108

MTD Sales Training

NOVEMBER 15, 2017

When we work with Key Account Managers (KAMs) we are often impressed by their knowledge, skillsets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their behaviours, we have put together some ideas that drive their progress. Here are seven habits that the best ones we’ve studied consistently apply to gain great results.

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Key Account Management Account Management Management Finance 75

The Center for Sales Strategy

NOVEMBER 13, 2017

An Accenture study, written about in Forbes , found that 43% of employees who are about to quit their jobs cite lack of recognition from supervisors as the reason they would leave. Every time I read that stat I feel convicted that I don’t always show as much appreciation as I should. It’s not that I don’t appreciate the individuals on my team, it’s just that I have so many things fighting for my attention.

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Leadership Management 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.

Hubspot Sales

NOVEMBER 16, 2017

Tired at work? Take a cold shower or splash water on your face. Skip breakfast if you're not hungry. Delay coffee until after cortisol spikes at 9:30 a.m. Tackle important tasks early. Get outside. Don't eat at your desk. Save creative tasks for the afternoon. Whenever you feel sick, tired, or demotivated enough that you just don’t want to work (but not so sick, tired, or demotivated you can justify a sick day), think of Dean Karnazes.

Digitalization 111

Digitalization Meetings Sales 111

SBI Growth

NOVEMBER 13, 2017

Best-in-class sales leaders are blurring the lines between professional and personal. As a result, they are outperforming sales bosses on a revenue-per-head basis by double digits. In a most recent Gallup study, engaged employees produce on average 20% more higher.

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Management Digitalization Sales Sales Management 85

The Center for Sales Strategy

NOVEMBER 14, 2017

Do you read online reviews? Of course you do. Most people check out customer feedback before committing to buy a product or service these days. There is an entire industry dedicated to reputation management. The question is: what are you doing to manage your own reputation as a sales professional? Here is one simple method that can help you. I have sat with hundreds of salespeople who tell me stories about what their customers have told them in various conversations.

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Management Sales 70

Hubspot Sales

NOVEMBER 13, 2017

How to Overcome Pricing Objections. Wait for the prospect to finish speaking. Pause for 3-5 seconds. Ask a question. Pose a follow-up question. Summarize their objection in 2-3 sentences. Clarify if you missed anything. Diffuse their concern. Click here to jump straight to the responses. Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount.

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MTD Sales Training

NOVEMBER 16, 2017

How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results? What happens to great salespeople so that when they become sales managers they fall by the wayside? Much of the success of sales management comes down to daily routines that build great teams and support successful individuals.

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Sales Management Management Sales Facilitation 67

Engage Selling

NOVEMBER 17, 2017

There has been much debate on my LinkedIn article regarding cold calling. I’ve discussed it in-depth this year especially, as in 2017 and beyond there are simply more effective prospecting methods available today.

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Client Relationships Communication Management Sales 63

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

The Center for Sales Strategy

NOVEMBER 16, 2017

These days, you can find a quick fix for almost anything. There’s the 21-day fad diet, the 3-step skin care plan, and the 24-hour credit repair. We’re impatient by nature, and we want the kind of solution that turns everything around now. While some of these quick fixes may work in the short-run, most are not sustainable and they leave you in worse shape than you were before.

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Sales Training Sales Sales Management Management 67

Hubspot Sales

NOVEMBER 17, 2017

Writing a strong cover letter definitely increases the likelihood your sales job application will get a response. First, it tells the hiring manager you’re a good communicator. You don’t need to be J.K. Rowling to excel in a sales role, but you do need to be capable of expressing your ideas clearly, succinctly, and compellingly. Second, it shows you’re invested in the opportunity.

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Finance Sales Healthcare Remote Working 105

Nutshell

NOVEMBER 15, 2017

Even when you offer a superior product, better service, or lower price than your competitors, mishandling objections can ruin your best deals at the eleventh hour. Salespeople often rely on persuasion tactics when dealing with objections, negotiating on price, service, and timeframe, and presenting information and facts about why they offer the best solution to the buyer’s problem.

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Decision-making Value Proposition Negotiation Prioritization 59

Service Excellence Partners

NOVEMBER 14, 2017

Scientists have discovered a distinct neural signature in the minds of loyal customers. Scans show particular a brain region activates when buyers choose their preferred vendors. Given the importance of customer loyalty and the recurring revenue that comes with it, how can companies nudge their customers to always choose them over the competition? Science says it’s simple: by winning their hearts along the way.

Decision-making 52

Decision-making Suppliers Customer Experience Marketing 52

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

The Center for Sales Strategy

NOVEMBER 15, 2017

What does your sales content library look like? Back in the old days of selling (the 1990’s), the sales library was a janitor closet with a few shelves to store corporate brochures, product sheets, and other printed sales material. Prior to going into the field for their appointments, the sales team would stock up on materials to hand out to prospects.

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Hubspot Sales

NOVEMBER 14, 2017

The delivery of your message often matters just as much as its content -- making confidence crucial to sales success. If you sound calm, collected, and self-assured, your prospects will implicitly trust you more. But if you sound anxious or insecure, they’ll probably doubt what you’re telling them. In other words, your confidence will inspire their faith in you, your advice, and your ability to improve their business.

Decision-making 107

Decision-making Communication Meetings Sales 107

Planview

NOVEMBER 16, 2017

It’s that time of year. Leaves are changing color. Temperatures are dropping (errr, should be). People are ditching Pumpkin Spice lattes in favor of filling their Starbucks holiday cups with Gingerbread and Peppermint Mocha. Maybe you’ve even taken the festivus pole out of storage. You get the idea, it’s the holidays. With so much going on, we often hear from Spigit clients that engaging employees in innovation challenges gets to be difficult at this time of year, specifically mid-November throu

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Logistics Innovation Prioritization Organization 55

SBI Growth

NOVEMBER 17, 2017

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Marketing 124

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

The Center for Sales Strategy

NOVEMBER 17, 2017

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. 17 Ways to Trim Down and Power Up Every Email You Send — Inc. Today's reliance on email means there are a lot of messages coming and going. So your emails have to be agile and fast-moving.

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Marketing Sales 49

Hubspot Sales

NOVEMBER 13, 2017

Voicemail: Where deals go to die. Or is it? It’s true, those “ Just following up ” or “ Haven’t heard from you in a while ” messages won’t do much to move your deals forward. But a thoughtful, targeted voicemail can be just what you need to reinvigorate conversations and get deals moving again. Here are seven voicemails that go beyond “touching base” to inspire meaningful action.

Logistics 94

Logistics Suppliers Meetings Onboarding 94

Planview

NOVEMBER 15, 2017

Do you remember your first real job? The job where you had to show up on time? The job where, when you got your first paycheck, you were shocked—shocked—at the inexplicable chasm between gross and net pay? My first real job was at Long John Silvers. Long John Silvers served seafood as fast food. Any creature that began its life below the waves was, in the world of Long John Silvers, fair game for the deep fryer.

Customer Experience 53

Customer Experience Retail Organization Innovation 53

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. I’m really wet behind the ears with this. I appreciate that you run courses around this and I will be asking you to come in and help us to put strategies in place and then to train my team in account management best.

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Management Suppliers Profitability Account Management 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

SBI Growth

NOVEMBER 15, 2017

Marketing 118

Marketing Sales 118

Hubspot Sales

NOVEMBER 13, 2017

Your best and worst-performing email subject lines may seem like a random collection. But we’ve got good news for reps looking to increase their open and response rates: Successful subject lines actually share several common characteristics. Once you know the science of a compelling line, you can focus on the art. Perfect the seven essential components below and you'll have a high-performing sales email subject line on your hands.

Sales 93

Sales Prioritization Communication Media 93

Jeb Blout

NOVEMBER 17, 2017

Companies make massive investments to build brand awareness and brand loyalty. Yet one bad employee that treats your customer with indifference.

Customer Experience 52

Customer Experience 52

Gary Smith Partners

NOVEMBER 16, 2017

The post 11 Things I Learned About CRM From My 39 Years at Novum | Interview appeared first on The Gary Smith Partnership.

CRM 52

CRM Account Planning Sales 52

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 Growth

NOVEMBER 13, 2017

Bullard Chie.

Marketing 105

Marketing Sales 105

Hubspot Sales

NOVEMBER 16, 2017

I get so many a **e emails. You know the kind -- they start with, “ I was hoping to get you on the phone, ” or “ We’ve never met, but I’d like to tell you about what X company can do for you, ” or “ I wanted to touch base before the weekend. ” These emails have one thing in common: They’re centered around the rep’s needs, not their prospect’s. Salespeople live and die by their inbox.

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e-Learning CRM Meetings Software 91

SBI

NOVEMBER 14, 2017

Oh, year-end analysis. How I love thee and hate thee. Let me count the ways…. This is the time of year when executives become hyper-sensitive to numbers and are asking a flurry of questions. What revenue will we close the year with? What was our ROI on that new tech investment? What did we do this past year that was most effective at moving the needle?

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Showpad

NOVEMBER 13, 2017

The customer of last year is no more. Digitization, automation and hyper-personalization have reached a crossroads – an ideal opportunity for companies to raise their services to a new level. That’s what Steven Van Belleghem, a Partner at nexxworks, argues in his latest work ‘Customers The Day After Tomorrow – How Customers Will Win in a World of AI, Bots and Automation’ Today, he gives us a foretaste of his new book with 3 undeniable trends that define the cust

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Artificial Intelligence Digitalization Decision-making Meetings 40

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