Hubspot Sales

OCTOBER 2, 2017

Though many salespeople despise prospecting, it’s an important part of sales. Unfortunately, the majority of reps use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of better qualified leads (and make them more partial to prospecting). Just like every other aspect of the sales process, you need to put in the effort and focus required.

Sales 145

Sales Sales Environment Media 145

Sales Latitude

OCTOBER 5, 2017

I can see the eyes rolling every time the topic of account planning comes up. I can even hear the inside voices of so many sales people. They’re saying, “But it takes me away from my clients.” “It’s a waste of time.” “I only do it because management makes me do it.” You get the drill. So, I provocatively lay down the edict and enunciate in a very loud, strong voice: Don’t do account planning!

Account Planning 83

Account Planning Meetings Organization Management 83

Openview

OCTOBER 5, 2017

I’d like to think we can all learn from not only our own mistakes, but also from each other’s. I want to share with you the biggest mistake I made in my career, and it happened to be as a co-founder and Sales VP. I was a co-founder of a software company called Open Environment. We developed middleware to help large companies connect various back-end systems.

Sales 72

Sales Finance Software Software 72

MTD Sales Training

OCTOBER 4, 2017

You wouldn’t go on holiday without deciding where you wanted to go, planning the accommodation and deciding on what transportation you would use. So, when you are planning your approach to sales, it makes total sense to determine the strategies you are going to use to make it successful. Selling is a strategic occupation, as it needs plans, processes , techniques and goals for it to function.

Transportation 67

Transportation Sales Advertising Sales Training 67

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

OCTOBER 2, 2017

One of my guiding principles is that every business is a people business. It doesn’t matter what your industry is or what you do -- if you are not relating to the people you deal with, talk to, manage, or lead, your career will be a long, hard slog. That’s why building rapport is essential, especially when you’re forging a relationship and selling over the phone.

Marketing 143

Marketing Communication Meetings Sales 143

SBI Growth

OCTOBER 2, 2017

Joining the SBI podcast show is Nick Mehta, CEO of software company Gainsight, the global leader in the customer success category. Many CEOs are moving their revenue models to recurring revenue as this type of revenue creates higher enterprise value than.

Customer Success 59

Customer Success Software Software Organization 59

MTD Sales Training

OCTOBER 5, 2017

I’m always asked for my ideas on what sales coaching techniques to use in different situations. Sometimes it’s how to deal with underperformers and others it’s how to develop the best of the best. If you’re a Sales Manager or a Sales Coach then I’ve got a couple of golden nugget coaching techniques for you to use with your sales teams. And if you’re not a manager you can use these techniques equally well on yourself – you’ll just need to coach yourself!

Sales 65

Sales Sales Training Sales Management Management 65

Hubspot Sales

OCTOBER 5, 2017

Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes. Tick tock, tick tock, tick tock. Sell, sell, sell. As we’ve all experienced, sales essentially boils down to two things: Numbers. Time. And those two things often go hand-in-hand.

Sales 142

Sales Decision-making Prioritization Media 142

5600 Blue

OCTOBER 5, 2017

QUESTION: With all the changes happening in the world of buying (B2B Digital Revolution, Committee buys, etc.) how is this impacting the fundamental role of sellers and those who support them? SHORT ANSWER: It is impacting them in a lot of ways. LONG ANSWER: Looking across the changes and how they are impacting sellers, one stands out above the rest.

Suppliers 52

Suppliers Decision-making Negotiation Publishing 52

SBI Growth

OCTOBER 6, 2017

Sales 114

Sales 114

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

SBI

OCTOBER 5, 2017

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an industry, we’re failing badly at it. According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations.

Sales 55

Sales Organization Leadership Management 55

Hubspot Sales

OCTOBER 2, 2017

You have your list of names and phone numbers. Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep-up talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever. But before I give you the keys to the castle, let’s look at a typical cold call.

Banking 139

Banking Finance Retail Decision-making 139

Planview

OCTOBER 4, 2017

Large companies have a harder time creating a culture of innovation than startups – how many times have you heard this? While there is truth to that, CSAA Insurance Group – a 100 year old $3.5 billion dollar company with more than 3,800 employees – bucks conventional thinking. CSAA, a Spigit customer, is one of the top personal property and casualty insurance groups in the United States offering automobile, homeowners, and other personal lines of insurance to AAA members through partnerships wit

Innovation 45

Innovation Insurance Healthcare Manufacturing 45

Sales Gravy

OCTOBER 2, 2017

Jeb Blount reviews More Sales, Less Time by bestselling author Jill Konrath. Regardless of individual role or prior experience, salespeople universally struggle with the same thing; there is never enough time.

Sales 40

Sales 40

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

SBI Growth

OCTOBER 5, 2017

Marketing 76

Marketing 76

Hubspot Sales

OCTOBER 5, 2017

How does Elon Musk think? That’s what I aimed to discover while researching the habits behind his unbelievable success. Musk is arguably the most impressive living human being on earth. For proof, here's his track record: Oh yeah, and he’s one of only two people to found three billion dollar companies. Not bad. The crazy part is he doesn’t care that he’s worth billions.

Advertising 111

Advertising Transportation eCommerce Manufacturing 111

ReviewTrackers

OCTOBER 6, 2017

Online reviews play a major role in shaping the purchase decisions of today’s consumers. Regardless of whether they’re choosing a new restaurant, a hotel, a car dealership, an insurance provider, or even a company to work for , people rely more than ever on the opinions of others — such as those voiced in online reviews. Same goes for apps. But app reviews aren’t merely a crucial source of information for smartphone- and tablet-brandishing users looking to download their next productivity tool,

e-Learning 33

e-Learning Insurance Decision-making Media 33

Sales Gravy

OCTOBER 6, 2017

It’s time that salespeople open their eyes and see that their biggest customer group is women. It’s time salespeople understand what women want so they can start to capitalize on their buying power. Did you know that we live in a “Sheconomy?

40

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

SBI Growth

OCTOBER 2, 2017

Sales Training 72

Sales Training Sales 72

Hubspot Sales

OCTOBER 2, 2017

Recently, I asked my colleague Dan Sally, a HubSpot and sales veteran, what he thinks is the most important skill a sales rep should develop. His response was profound. "It’s the ability to determine, out of all the people you speak with, who is actually going to buy something from you," he said. Our idea of what defines a great salesperson has evolved throughout the years.

CRM 108

CRM Negotiation Software Software 108

ReviewTrackers

OCTOBER 5, 2017

This article was written by Sonal Patil, a research analyst who loves to deal with market data at a market research report -providing firm. She is keen on learning and analyzing different markets. Between customer acquisition and customer retention, which is more valuable? You could say that both are equally important because retention happens after the acquisition.

Acquisition 22

Acquisition Decision-making Media Business Growth 22

Sales Gravy

OCTOBER 4, 2017

No matter what type of company you have, there is always a need to find new customers. That’s what sales prospecting is all about regardless of the fancy name you give it.

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

SBI Growth

OCTOBER 3, 2017

Sales 59

Sales 59

Hubspot Sales

OCTOBER 4, 2017

How often do you interrupt people? Most of us vastly underestimate our frequency. Maybe you think you do it once or twice per conversation -- when in reality, you’re breaking in almost every time the other person speaks. This habit will hurt you no matter what you do, but it’s especially detrimental in sales. Your success depends on positive interactions with prospects.

Meetings 86

Meetings Organization Sales Management 86

ReviewTrackers

OCTOBER 3, 2017

Innovation was the highlight at last week’s 2017 SHSMD Connections, the annual conference for healthcare marketing, public relations and communications, and strategic planning professionals. ReviewTrackers was there to co-host parties with Hootsuite and NRC Health , talk with attendees about brand reputation management , and attend education sessions to find out what’s happening in the healthcare industry (there’s always room to learn and grow).

Healthcare 22

Healthcare Finance Innovation Retail 22

Sales Gravy

OCTOBER 2, 2017

Choice in goal setting is about truly owning the goal as our own. SMART goals have been with SMB sales professionals and owners for over 50 years.

Sales 40

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

Engage Selling

OCTOBER 6, 2017

A few weeks ago, I was facilitating a group of top performers. This is a group of sellers who single-handedly help the company meet their goals. It’s wonderful to work in an environment that has so many top minds.

Facilitation 54

Facilitation Sales Meetings Communication 54

Hubspot Sales

OCTOBER 3, 2017

Quality leads are the fuel that make all companies run. No company is too big or too small to get around this law of growth. And in order to get quality leads, you’ll need to have quality people who specialize in generating and developing quality leads. But early on in younger sales teams, most of the reps take on all the responsibilities in the sales process -- from prospecting to closing.

Meetings 81

Meetings Sales Customer Success Management 81

Hubspot Sales

OCTOBER 2, 2017

In the early days of any business, your main goal is just to hustle and get customers. If you’re part of the founding team, chances are you’ll be out there making calls yourself, sending emails, scheduling appointments, qualifying customers, and closing deals. And it makes sense. There’s no point in building a team when you don’t have the revenue to cover the costs yet.

Sales 79

Sales Management Marketing 79

Hubspot Sales

OCTOBER 4, 2017

Sales job interview questions. An effective interview question digs into the salesperson's skills, knowledge, experience, personality, and/or motivation. It helps reveal whether they'll be a good fit for the role, culture, and objectives. To build a strong sales organization, it’s imperative to find people who can hit quota, handle rejection, and be persistent without turning aggressive.

Sales 145

Sales Media Communication Organization 145

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