Hubspot Sales
SEPTEMBER 28, 2017
7 Habits of Highly Effective People Summary: The 7 Habits of Highly Effective People by Stephen R. Covey is a self-improvement book. It is written on Covey's belief that the way we see the world is entirely based on our own perceptions. In order to change a given situation, we must change ourselves, and in order to change ourselves, we must be able to change our perceptions.
Sales Latitude
SEPTEMBER 28, 2017
Selling into large accounts can be challenging. As sales managers, we work so diligently to “even out” territories ensuring everyone has a chance to make lots of money. But, in many instances, we limit ourselves in how we go about reaching the potential of large accounts. Two scenarios with the same problem come to mind, all relating to your own perspective.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
RAIN Group
SEPTEMBER 27, 2017
In our research report, The Value Driving Difference , we studied almost 500 organizations' practices regarding how focused they are on driving value for buyers. Companies that rose to the top as Value-Driving Sales Organizations had higher sales win rates, were more likely to grow revenue, had lower undesired sales staff turnover, and much more highly motivated sellers.
Engage Selling
SEPTEMBER 28, 2017
Are you present enough with your clients? A couple of years ago, I had just boarded a flight and noticed an attendant in the aisle helping another passenger find their seat.
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
SEPTEMBER 28, 2017
In a perfect world, all prospects would love you starting the moment they shook your hand -- and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly impossible to close when you’re dealing with tough customers who make everything harder than it needs to be. If clients try to push you around, or they waffle indefinitely over their next steps, deals can drag on for weeks on end.
Openview
SEPTEMBER 26, 2017
I just returned from Dublin where I spoke at SaaStock 2017 (what an amazing group of founders and investors!) to share some of the lessons I learned while building out NetSuite’s BDR team. NetSuite is the world’s leading cloud ERP provider. Founded in 1998, they IPO’d in 2007 and were ultimately acquired by Oracle for $9.3B in 2016. What’s amazing about NetSuite is that their software can literally be used by any company.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Louise Collins Associates
SEPTEMBER 26, 2017
What is insight and how does it fit within Key Account Management (KAM)? In a previous role I had the pleasure of leading Global Marketing Excellence for a major pharmaceutical organisation. Marketers are all too familiar with the concept of insight generation, it is the backbone of marketing. What do we mean by insight, and what is the role of insight in the broader organisational sense?
Hubspot Sales
SEPTEMBER 29, 2017
Good communication skills are essential for achieving sales success, but your frontline sales team's face-to-face communication depends on much more than their language. Some research suggests non-verbal behavior is actually more significant than verbal aspects of communication. Your sales training and sales coaching should emphasize the importance of body language so your sales team can understand and react to their clients' body language and use positive, open body language themselves -- impro
Engage Selling
SEPTEMBER 23, 2017
It’s the worst question in sales and marketing today: How do I get better at cold calling? Spoiler alert: Cold calling is dead. Stop wasting your time with it.
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
MTD Sales Training
SEPTEMBER 29, 2017
I’m very proud to announce that MTD won Best HR/L&D Supplier at the 2017 CIPD Management Awards held at Grosvenor House, Park Lane. It was a great night and I managed to take quite a few of our team. Mostly those that were not training the next day! Another bonus for the evening was when I managed to collar compere Rory Bremner and I got him to do some impressions from my era!
Hubspot Sales
SEPTEMBER 29, 2017
Conversational presenting is a big trend in 2017. It signals a change in how audiences want to receive information and reveals a flashy slide deck isn’t enough to win over your prospects anymore. Treating each meeting like a conversation allows you to navigate presentations based on your prospect’s needs. It also ensures better communication, retention, and engagement before, during, and after you present.
Engage Selling
SEPTEMBER 29, 2017
When I facilitate a workshop with a group of sellers, we inevitably start talking about all the different ways that you can communicate with clients. There’s social media, email, Zoom, Skype, Abobe, etc.
Sales Gravy
SEPTEMBER 29, 2017
Good opportunities are hard to come by, so blowing it because of a bad voice mail is a waste. Could your reps be leaving poor voice mail messages? Bernie left two messages today.
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.
MTD Sales Training
SEPTEMBER 27, 2017
Objections are a normal course of any sales interactions, but only if the extrinsic and intrinsic value hasn’t been raised in the customer’s mind. By that, I mean if the customer doesn’t see the overall value to themselves or to their business outweighing the price they have to pay in price, time, effort, change or the like, they will bring up some kind of doubt that it will create the result they are looking for.
Showpad
SEPTEMBER 28, 2017
As sales and marketing technology develops at disruptive speed, B2B marketing agencies need to step up their game to stay relevant and empower their clients. Merely focussing on brand awareness, lead generation, and marketing campaigns doesn’t meet your customer’s expectations anymore. They’re realizing they need to work every stage of the funnel, including the bottom part that used to be ruled by the sales team only.
Sales Gravy
SEPTEMBER 29, 2017
Trouble is that while sellers like to receive testimonials, many fail to leverage the full potential of this valuable sales tool. The use of RELEVANT testimonials has helped me and my clients open doors faster and close bigger deals.
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.
ReviewTrackers
SEPTEMBER 29, 2017
The best local SEO tools can help you improve your local search performance, automate a number of SEO tasks, build your online reputation , and drive in-store traffic and sales. They should also help you more effectively build and manage your citations. Why Build and Manage Citations? In the context of search engine optimization, a “citation” is any mention of your business on the Web, along with other key information, with or without a link back to your website.
Openview
SEPTEMBER 28, 2017
U.S. companies spend over $900 billion on their sales forces – three times more than they spend on all advertising media. However, sales teams deliver only 50% of the revenue performance that their strategies and sales forecasts have promised. While sales processes, training, compensation plans, technology, marketing support, and product lines matter, sales reps who simply dislike – or hate – their jobs is one of the most understated and overlooked aspects impacting sales force performance today
Sales Gravy
SEPTEMBER 27, 2017
Mistakes happen. As human beings, that is an inevitable fact of life. How you handle the gaffe, I believe, is what makes the difference between turning an honest mistake into a positive outcome.
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.
ReviewTrackers
SEPTEMBER 25, 2017
Local search engine optimization is a crucial component of any marketing strategy. . With more than 6.5 billion web searches a day worldwide, using a search engine is the way in which customers will find your business locations. . Local search optimization is extremely beneficial for businesses. More than one-third (35 percent) of all searches have local intent, according to a study by ReviewTrackers.
Sales Gravy
SEPTEMBER 27, 2017
Words are mighty and the key to our success in communication, leading, and coaching our team. Even our seemingly little words can have a huge impact. Ever say something you wish you could take back? I sure have!
Sales Gravy
SEPTEMBER 27, 2017
Ask questions to prompt people to talk about themselves, their situation, and what they plan on doing next. Then, resist the tendency to tell a bigger fish story about yourself, and encourage them to go deeper.
Sales Gravy
SEPTEMBER 25, 2017
Theres nothing like getting up late, not stressing about a commute, and sitting down at your laptop with a big breakfast and no outside distractions to start your day at work right?
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 Gravy
SEPTEMBER 25, 2017
Its the classic trigger-response-regret sales loop. A challenging prospect triggered the salesperson to respond in a manner they later regret. So what can a salesperson do to stop the trigger-response-regret loop?
Sales Gravy
SEPTEMBER 29, 2017
First we form habits, then they form us.
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.
Expert insights. Personalized for you.
145 
Let's personalize your content