Hubspot Sales
FEBRUARY 7, 2018
There’s no such thing as a born salesperson. Great sales reps make it look easy, but superior performance usually indicates a salesperson has taken the time to hone their skills and is constantly iterating to better help their prospects. Whether you’re a first-time rep or looking to get back to the basics, these tips are the essential pillars of successful selling.
SBI Growth
FEBRUARY 8, 2018
Territory misalignment is one of the leading causes for missing your number. As the Sales Operations leader, your mission is to improve the efficiency of the sales team. Within that charter, along with a lot of other responsibilities, comes territory.
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Engage Selling
FEBRUARY 8, 2018
It’s a common scenario. A seller sends a proposal out to a prospect. They’re excited because the prospect seems eager to move forward and hasn’t brought up any objections or indications that they’re even on the fence.
Openview
FEBRUARY 7, 2018
Many organizations have adopted the practice of hosting Quarterly Business Reviews (QBRs) with each of their sales professionals to review what happened the previous quarter and to, perhaps more importantly, look ahead to future quarters. While QBRs are often dreaded by just about everyone in the sales organization due to their reputation for being incredibly time consuming and invasive, they can be very helpful for not just the sales leader, but the team of sales professionals as well.
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
FEBRUARY 8, 2018
As a sales professional, you’re sending emails all day, every day. Hopefully you have some idea of what your open rate is -- but do you know how you rank against the rest of your industry? What if you’re below average and have room to improve? Maybe your current rate is 20%. With a few changes, you increase to 30%. Let’s do some quick math. For every 100 emails, you get 10 booked meetings.
SBI Growth
FEBRUARY 5, 2018
Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams that we’ve ever had the benefit of examining. InsideSales.com has.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Openview
FEBRUARY 5, 2018
As a sales leader, you are evaluated by the success of your team – for better or worse. As John Greene at PhoneBurner put it: “Sales managers must take ownership of the success or failure of their sales team…As the leader of your business unit, it’s your job to educate , motivate , and provide a productive workplace…This is critical for your company’s growth and success.”.
Hubspot Sales
FEBRUARY 6, 2018
Now that social selling is a legitimate way of growing your pipeline, it’s crucial your LinkedIn profile makes a good impression. The first major mistake salespeople make is targeting the wrong audience. But if your profile is tailored toward prospects , rather than recruiters, there’s another big pothole you need to avoid. It’s easy to fall back on well-used terms like “experienced,” “strategic,” and “excellent.
SBI Growth
FEBRUARY 8, 2018
Joining us for today’s show is Andrea Brody, the Chief Marketing Officer for BravoSolution. Andrea is one of the top B2B revenue generating marketing leaders with a passion for building brands. Andrea has a great story to share with you.
MTD Sales Training
FEBRUARY 8, 2018
I once spoke to a sales manager who was complaining about how many salespeople he had lost in the previous three years. He was asking me if we could run a motivational programme for his team so that they would go out and sell more stuff, and stay longer at his company. I asked him if he had calculated the cost of losing so many good people. And I didn’t just mean hard cash costs.
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
The Center for Sales Strategy
FEBRUARY 9, 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.
Hubspot Sales
FEBRUARY 6, 2018
There are several facts I thought I knew about prospecting. Most buyers are resistant to reps’ contact attempts, they don’t want to hear about the product, and getting their ear requires extreme persistence. However, a new report debunked these beliefs. The RAIN Group Center for Sales Research surveyed 488 buyers and 489 sellers in 25+ industries to get their take on effective methods, timing, and more.
SBI Growth
FEBRUARY 4, 2018
CRO or CSO, a Word or a World of Difference? It’s important to understand that the roles of Chief Revenue Officer (CRO) and Chief Sales Officer (CSO) are equally complex. But, putting the wrong role into play in your growing company.
MTD Sales Training
FEBRUARY 7, 2018
So much has been said about how sales meetings should be carried out and I’m sure you’ve read most of them. The sales meeting can make or break any deal, so it makes sense to get this important stage of the sales process correct. I’ve found that it probably boils down to just three key points, and I give you these ideas based on research and experience.
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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.
The Center for Sales Strategy
FEBRUARY 6, 2018
As an Account Executive, we hated when it happened. As a Sales Manager, we might have done it a few times. ok. we probably did it a lot. We turned an email into a sales meeting (or for us older guys. a memo).
Hubspot Sales
FEBRUARY 5, 2018
Call sequencing has been shown to increase contact rates by up to 110%. So, isn’t it time you implement the same approach to your email outreach? Email sequences save time, create a consistent experience for your prospect, and can even speed up your sales cycle. Begin by identifying your goal for the sequence. If you’re contacting a prospect for the first time, your goal might be to educate them about pain point solutions.
Corporate Visions
FEBRUARY 9, 2018
In-classroom training limitations are only exacerbated in a virtual classroom. Is there a better way? Everyone assumes that virtual sales training is a pale imitation of classroom-based training when it comes to behavior change. Especially if that virtual sales training is a bunch of self-paced online modules where a salesperson can “quiz to complete.
MTD Sales Training
FEBRUARY 5, 2018
One of our trainers asked on a sales course recently how they open their visits with customers. Many offered the idea that they should build rapport with customers by commenting on the weather, some items the prospect has in the office, what their journey was like that day, and so on. Our trainer asked how long they take to ask these ‘rapport’ questions.
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.
The Center for Sales Strategy
FEBRUARY 7, 2018
I wonder if we would all treat people better if we replaced human resources with a department focused on human flourishing (HF). People are certainly more human than they are resources, but I wonder if there is a better way to think of them than merely resources. One of the dictionary definitions of flourish is "to thrive or grow luxuriantly." Pretty cool way to think of your people.
Hubspot Sales
FEBRUARY 6, 2018
Listening to audiobooks about selling might be the most convenient yet effective thing you can do for your professional development. After all, it’s an easy habit -- simply download an audiobook, put in your headphones, and listen while you commute, walk the dog, take out the trash, or fill out your latest expense report (late night delivery order, I see you.).
Engage Selling
FEBRUARY 5, 2018
I’ve often said to B2B sales audiences “If they can’t find you, they won’t buy from you!” This is why I embrace a ubiquitous marketing approach for sellers. (Chapter 3-4 in Nonstop Sales Boom).
5600 Blue
FEBRUARY 9, 2018
In my last post, I reported my friend and colleague, Jim Dickie ( [link] ) recently surveyed sales leaders who stated their top barrier to achieving their 2018 revenue objectives was lack of coaching. That article focused on how to use virtual coach technology to address that issue. For this article, we will focus on the second issue for sales leaders: DIFFERENTIATING AGAINST THE COMPETITION.
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.
CM Partners
FEBRUARY 6, 2018
Written by CMPartners Principal Consultant, Jayne Nucete. In an editorial published last week in the NY Times, Susan Rice implored Americans – and our political leaders – to work against the fractious discourse and actions that have come to characterize the dysfunctional status quo in our country. She’s not the first to say that we need to come together, to listen and learn from each other, rather than blaming and demonizing the other, and yet one of her examples made the case for me in a
Hubspot Sales
FEBRUARY 7, 2018
How to Respond to a Performance Improvement Plan. Decide if you want to keep your job. Double your time commitment. Ask for help. Maintain a positive attitude. Beat the plan. For salespeople, performance improvements plans (also referred to as performance plans or, simply, plans) are part of having a hyper-competitive, goal-oriented job. Maybe you missed quota two months in a row, you’re not tracking well on the activities chart, or your outreach is suffering.
Engage Selling
FEBRUARY 9, 2018
??I want to build on the tips that I discussed with you last week about the sellers that you should not hire.
Pinnacle View
FEBRUARY 3, 2018
Rony Delgarde is a man with an enormous heart that leads and equally large organization. He is the founder of Global Paint for Charity, a non-profit organization that takes unwanted paint from businesses and individuals, and provides it to those in need. After coming to the United States from Haiti, Rony founded the organization in 2010 and built it into an entity with a truly global impact.
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.
The Center for Sales Strategy
FEBRUARY 5, 2018
It’s February. We’re well into the New Year, and your resolutions may have already fizzled out like most people. With a new year (or a new month), comes a time for new thinking and new habits. I suggest you start with a "not to do list." You might have one thing on it or a few, but the best way to make a meaningful change this year is to determine what you won't do and to make room for what you will do.
Hubspot Sales
FEBRUARY 9, 2018
Editor’s note: Sales managers and leaders are often faced with creating a sales playbook from scratch. The more inspiration and examples you have, the easier that task becomes. Here’s the second playbook in our series, brought to you by PandaDoc. More than 8,000 companies use PandaDoc’s document management platform to send proposals and quotes (in fact, $16 million+ worth of deals have been closed with PandaDoc).
Engage Selling
FEBRUARY 9, 2018
Improving productivity to be a more profitable seller – everyone wants to do it, but few actually succeed at it. I’m providing some simple (but extremely powerful) strategies in this live video that you can apply to sell more in less time.
SBI
FEBRUARY 8, 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 Erroin Martin , VP of Sales for Conversica. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Erroin: Conversica helps businesses drive revenue by finding prospects that want to do business.
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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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