Hubspot Sales

JANUARY 2, 2018

Most of us stop reading after the last full sentence in an email. After all, the majority of people sign off with “Best,” “Thanks,” “Sincerely,” or something similarly boring -- and there’s no point reading this a million times: Thanks, Aja. However, the ubiquity of boring email sign offs is actually a great opportunity for sales reps. Closing with something memorable and personalized won’t just make you stand out -- it’ll also give you one last chance to connect with your prospect.

Media 145

Media Sales Meetings Organization 145

SBI Growth

JANUARY 4, 2018

Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. John.

Sales 128

Sales 128

MTD Sales Training

JANUARY 4, 2018

Many salespeople ask us for our best tips on how to sell. How do I overcome price objections? What should I do with someone who ignores my emails? These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers.

Suppliers 102

Suppliers Sales Decision-making Sales Training 102

Nutshell

JANUARY 4, 2018

Cold emails…gotta hate ‘em, right? Unsolicited sales emails can be so awful that I recently compiled a Hall of Shame for the worst cold emails I’d ever seen. Once I’d finished venting some anger, I decided to track down a unicorn: the mythical Good Cold Email , which actually inspires the recipient to take a positive action. As I had expected, this hunt proved difficult.

Innovation 81

Innovation CRM Small Business Marketing 81

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

JANUARY 3, 2018

Already been ghosted by a few prospects this holiday season? You’re not alone, and it might not be because they’re not interested. Planning, budgetary shifts, and vacation are all reasons we lose track with prospects at the end of the year -- but it matters how and when you follow up in January. To help, I’ve outlined five tips for re-engaging with prospects and clients after the new year.

Decision-making 127

Decision-making Onboarding Prioritization Meetings 127

SBI Growth

JANUARY 3, 2018

The battle for budget dollars is heating up as Q1 begins. While many companies have locked down on their 2018 budgets, many have not. A surprising 3 in 5 companies will not have a finalized budget until the end of.

Marketing 96

Marketing 96

The Center for Sales Strategy

JANUARY 4, 2018

I hear managers and execs talk all the time about the importance of sales strategy. “Strategy” is one of the words that gets used a lot. (In fact, Webster’s Dictionary says it is in the top 10% of most popular words.) After all, who gets heat for talking strategy? C’mon! The problem I see in the field is that most sales “strategies” are not really strategies at all.

Sales 69

Sales Marketing Management 69

Hubspot Sales

JANUARY 4, 2018

What’s a sales kickoff? A sales kickoff is an annual meeting (usually in January) for your entire sales team. The main objectives are motivating your reps, managers and leaders; laying out your strategy; and celebrate last year’s wins. You’re setting the tone for the next 12 months and getting the entire organization -- from the top to the bottom -- fired up to hit their goals.

Sales 120

Sales CRM Sales Training Facilitation 120

SBI Growth

DECEMBER 31, 2017

What’s unique about this top 10 list? We segmented our subscribers by marketing leadership. This is a top 10 list of the most viewed articles by Chief Marketing Officers and VP’s of Marketing. How Top CMOs Quantify Marketing Investment with.

Leadership 85

Leadership Marketing B2B Sales Leadership 85

Engage Selling

JANUARY 5, 2018

I want to talk to you about how to kick off this year by having your best first quarter yet. One of the ways we have to do that is to get really focused on three things.

Sales 73

Sales Client Relationships Management 73

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

JANUARY 3, 2018

Pilots learn that the best way to land a plane is to look long toward the horizon, not directly beneath them. Great sales leaders do the same thing. They focus on the horizon, not just what's right in front of them. Pilots learn that when landing, you are better off looking down the runway at the horizon than the ground rushing up underneath you. You need to balance keeping your eyes focused on the horizon, while peripherally watching your height above the runway to achieve a smooth landing.

Sales 67

Sales 67

Hubspot Sales

JANUARY 4, 2018

Success is not extrinsic. It’s not measurable. “Success” can only truly occur internally, because it is based on emotion. At the most basic level, success is your relationship with yourself. Most people are living a lie. They purposefully ignore and distract themselves from what they want d eep down for themselves. Many people want something more for themselves.

Facilitation 105

Facilitation Sales 105

MTD Sales Training

JANUARY 3, 2018

Objections to your proposal can occur at any time in the sales process. They can come early, when you are initially discussing ideas; they can come late, when you are just about to conclude the discussions. Whenever they occur, you need to be confident in your approach and recognise that any objection is not a definitive ‘no’. It can be a request for more information, or a clarification on a specific point.

Sales 61

Sales Sales Training Management 61

Service Excellence Partners

DECEMBER 30, 2017

It’s possible to nudge your customer to behave in the ways both of you want. Psychologists have long known the power of priming , exposing test subjects to stimuli that influence behaviors, often without conscious guidance or intention. In just one of many experiments, researchers asked subjects to form grammatically correct sentences using test words such as “old,” “lonely,” and “bingo.

Construction 52

Construction Advertising Decision-making e-Learning 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

JANUARY 2, 2018

If salespeople are generally optimistic (I think we can all agree they are), then the words “sales manager” may as well be Greek for God of Optimism. We have to believe to achieve! In sales, the glass is always half full. But these three optimistic phrases will actually hold you back, so be careful not to let your optimism trip you up.

Sales Management 58

Sales Management Management Sales 58

Hubspot Sales

JANUARY 2, 2018

Closing the big deal. Every salesperson wants to do it, but few pull it off. That’s not because it can’t be done -- but because salespeople haven’t had the right process to follow. Until now. If closing a seven- or eight-figure deal seems like an impossible feat, then you are in luck. In a recent TR Talk episode , I spoke with Gabe Larsen , VP of InsideSales Labs.

Logistics 101

Logistics Meetings Marketing Sales 101

MTD Sales Training

JANUARY 5, 2018

Once upon a time, in the hazy past of 2013, I was asked to write a zombie story. This happened to a lot of people at the time; in fact, by the point when my zombie story ended up between pages, the species had exceeded the carrying capacity of its habitat, resulting in a population crash and near-extinction. As a result my story was seen by few eyes.

Digitalization 48

Digitalization 48

Sales Gravy

JANUARY 4, 2018

We?re in an age of revolution for gender equality, and with that comes a desire to blaze trails. Young women want to take the path less traveled, and they?ll go out of their way to fight cultural norms.

Sales 40

Sales 40

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

JANUARY 5, 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. 1. 6 Soft Skills Every Salesperson Needs to Get Ahead — HubSpot. To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills.

Sales 52

Sales Marketing 52

Hubspot Sales

JANUARY 4, 2018

2018 Sales Enablement Trends. CRMs are a necessity, not a nicety. AI takes over more and more of the sales process. Sales training is added back to the budget. Sales teams shrink in size. Sales enablement has grown from a buzzword into a strategic investment for organizations looking to lead and not follow. With every New Year comes the time for predictions, and if you’re wondering what 2018 has in store for your sales team, look no further. 1) No CRM?

Artificial Intelligence 92

Artificial Intelligence Sales Training Sales B2C 92

ReviewTrackers

JANUARY 1, 2018

It’s 2018. In all honesty, will you make dinner reservations at a restaurant without checking Yelp or Facebook? Will you book a luxury suite at a hotel without first consulting TripAdvisor? Will you entrust your health and well-being to a doctor without looking at her profile on Vitals or Healthgrades? And will you watch the newest Jurassic Park without reading the reviews on Rotten Tomatoes (to see if it’s one of the good Jurassic Parks)?

Healthcare 43

Healthcare Advertising Decision-making Customer Experience 43

Sales Gravy

JANUARY 4, 2018

In this article, Mike Brooks encourages sales teams to ask themselves what's really holding their prospects back from buying. The holidays are upon us and guess what? The teams I?m working with are still getting the stall, ?

Sales 40

Sales 40

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

DECEMBER 31, 2017

I got a book management application for Christmas from our daughter. Book Buddy. Going through the ~1,000 books in the house (I'm the son of a University Librarian) I came across this book. I got this book from my High School physics teacher in the mid 60's. She got us jobs as interns, doing office work on Project Nerva. I came across a DVD of that project at a Space Comm conference in Colorado Springs a few years ago, where the people in the NASA booth, where not even born when I was copying d

Manufacturing 0

Manufacturing Management 0

Hubspot Sales

JANUARY 5, 2018

The European Union's (EU) General Data Protection Regulation (GDPR) is the most important change in data privacy regulation in 20 years. This is not just important for firms that operate in Europe, but any firm that interacts with European citizens. Any company that holds data on EU citizens must comply. The new rules were approved […].

Government 46

Government 46

ReviewTrackers

JANUARY 5, 2018

This article is by Michelle Delgado. Michelle is a Content Developer and Marketer at Clutch , a B2B ratings and reviews firm based in Washington DC. Her research focuses on website builders, web design, and app development. Read the full study: 5 Ways E-Commerce Websites Can Collect More Customer Reviews. Whether you’re searching for a sporting goods store or a restaurant, chances are you have at some point glanced at online reviews to see what other customers have to say before making a purchas

e-Learning 37

e-Learning Decision-making B2B Prioritization 37

Sales Gravy

JANUARY 4, 2018

For a sales manager?finding ways to motivate your team can feel like a never ending battle. Motivation is tricky. Everyone has a set of factors that influences their performance at work?

Sales Management 40

Sales Management Management Sales 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

The Center for Sales Strategy

JANUARY 2, 2018

A study on the relevance and state of the art of trend management in corporations. In times of ever shorter product lifecycles and rapid technological progress, many companies are increasingly faced with the need of having to proactively respond to changes and/or anticipate such changes wherever possible. As heralds of change, trends are in particular identified, observed, assessed and analyzed.

Management 48

Management Brainstorming Software Software 48

Hubspot Sales

JANUARY 1, 2018

Even as a wholesaler, you need suppliers that fit your business’s unique needs. Unless you’re running the manufacturing facility, you’ll need to find a wholesale supplier that can handle your volume of business at a price within your budget. It's also important to find a supplier that's reliable and works in the areas you want to do business.

Suppliers 40

Suppliers Manufacturing 40

Engage Selling

JANUARY 5, 2018

I have to be really blunt here.

Profitability 48

Profitability Sales Client Relationships Communication 48

Sales Gravy

JANUARY 4, 2018

Email or the Telephone: Which one do you use more for prospecting? I can?t speak to a group of salespeople, whether it be a keynote or a training session, without being asked for my views on which one I feel is better for prospecting.

40

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