Hubspot Sales
JULY 3, 2018
Sales Territory Plan. Define Your Market. Assess Account Quality. Assess Territory Quality. Assess Rep Strengths. Review and Consolidate. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.
The Center for Sales Strategy
JULY 5, 2018
It's not just what you say; it's how you say it. In fact, I'd go as far to say that what you say matters a lot less than how you're perceived, especially in sales. You have to exude confidence and calmness when calling on prospects. Because, if you don't, they'll pick up on it, and you won't be seen as trusted and valued. If you can master eye contact (including eyebrow gestures), facial expressions, torso and arms behavior, and leg activity, you'll be on your way to a successful appointment.
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Drift
JULY 2, 2018
Podcasts have the power to provide bite-sized chunks of insight in a short period of time. In 15, 20, or 30 minutes in the car, on the train, or in your Uber, you can turn your commute into an opportunity to learn about sales and marketing from some of the best and brightest in the space. With hundreds of podcasts out there, it’s tough to craft a short list of the ones worth your time.
Jeffrey Gitomer
JULY 2, 2018
WOW is your ability to be different. The WOW factor and your closing ratio have lots in common. If you don't WOW 'em it's likely you won't sell 'em. I went to New York to sell a publisher on a book of my first 100 articles. I used the WOW factor.
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
JULY 5, 2018
Powerful Phrases. “Tell me more.”. “It’s like … ”; “It’s as though … ”. “No”; “yes”. “One of my customers … ”. “I’m excited about … ”. “To recap … ”. “Imagine … ”. “Great question, I’m glad you asked.”. Charisma is hard to define -- but when someone has charisma, it’s obvious. Charismatic salespeople have a significant advantage over their competition, since prospects are far likelier to engage with them, respect their guidance, and listen to their pitch.
SBI Growth
JULY 6, 2018
Home field advantage. If you follow or have any familiarity with the sports world, you have heard the term. It’s what teams play for on the road to a championship because of the competitive advantage. Comparisons exist when it comes.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
JULY 3, 2018
When you go to a business meeting or are networking in general, you are on the lookout for contacts and prospects.
Hubspot Sales
JULY 3, 2018
The explosive growth of technology has rapidly changed -- and will continue to change -- the sales game. That means new skills are required for success. Many of the brute force activities that have set sales leaders apart in the past are being taken over by technology. Why pound the phone or knock on doors when it’s easy to set up a sequential marketing program and have AI comb through social posts looking for buying indicators?
SBI Growth
JULY 1, 2018
Today’s topic explores the challenges a CSO faces when transitioning from a publicly traded company to a private equity firm. Paula Shannon, former CSO of Lionbridge, has a wealth of experience with this exact change. She delves into the impact.
ReviewTrackers
JULY 5, 2018
The food delivery industry is booming. “Consumers are staying home more than ever before and, increasingly, even when they’re eating out, they’re eating in,” writes Matthew Cochrane in an article in the Motley Fool. The U.S. home delivery food market will increase 79 percent in the next five years, according to the investment firm Cowen. In addition, in the first quarter of 2018, active diners on Grubhub increased 72 percent year over year at 15.1 million, according to a release from Grubhub. .
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
JULY 2, 2018
Technology continues to advance at lightning speed. It’s these advancements that change the way we live our lives. It seems that new technology impacts just about every aspect of our life. The way we communicate – from phone calls and letters to texts and social media. The way we consume entertainment – from going to a theater to streaming content on multiple devices.
Hubspot Sales
JULY 5, 2018
For most people, there is no distinction between a real estate broker and a real estate agent. However, if you work in the real estate industry, there is a very clear difference. All real estate brokers were once licensed agents -- but not all agents are brokers. Brokers assume legal responsibility for the agents and the real estate transactions being managed through their brokerage.
SBI Growth
JULY 3, 2018
A significant portion of a marketing budget is spent with agencies. Yet, often these agencies do not contribute to your revenue growth. This is the result of poor agency management. Be sure to hold every agency accountable to a business.
Jeffrey Gitomer
JULY 2, 2018
How important is a sales letter/email?
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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
JULY 3, 2018
We're ignoring you. You know it's true. You've always thought it to be the case, but now you have confirmation. Prospects are ignoring you! And how I do know this? I'm a reformed client.
Engage Selling
JULY 6, 2018
I’ve been thinking a lot about the state of sales, especially its state in the future. Here are some of my predictions and musings.
SBI Growth
JULY 5, 2018
You have oceans of customer data, but how do you turn it into actionable insights that you use to drive your strategy? While long-term, you need to create a data infrastructure where this can be linked, maintained, and reported on. But.
Miller Heiman Group
JULY 2, 2018
According to a recent CNBC report , nearly 40 percent of this year’s college graduates aren’t confident they can pay off their student loan debt within 10 years. And, while the U.S. unemployment rate is unusually low, the report cites a worrying statistic from the National Association of Colleges and Employers: “Employers plan to hire 1.3 percent fewer graduates from Class of 2018 than they did from Class of 2017.
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
JULY 4, 2018
As a sales coach, I work with many salespeople at all different stages in their career. When we first start working together, we spend time talking about who they are, why they love what they do, and how their current and past experiences bring value to what they do today. I remember getting a very excited call from a salesperson that I had worked with.
Engage Selling
JUNE 30, 2018
"Your price is too high!" If you’ve been involved in sales for more than a week and a half, odds are, you’ve probably come across those particular five words at least once in your career.
SBI Growth
JULY 4, 2018
ABM is a methodology, not a technology. If this is true, why do technology vendors keep trying to sell you ABM in a package? Use this article to avoid these vendors, and figure out if ABM is a good strategy.
Drift
JULY 2, 2018
Podcasts have the power to provide bite-sized chunks of insight in a short period of time. In 15, 20, or 30 minutes in the car, on the train, or in your Uber, you can turn your commute into an opportunity to learn about sales and marketing from some of the best and brightest in the space. With hundreds of podcasts out there, it’s tough to craft a short list of the ones worth your time.
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.
The Center for Sales Strategy
JULY 6, 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.
Engage Selling
JULY 5, 2018
Changing your buyer’s mindset can be very powerful.
SBI Growth
JUNE 30, 2018
Mergers, Bolt-ons, and tuck-in acquisitions are increasing common growth strategies being deployed by Private Equity firms today. However, they are also fraught with peril and littered with the tombstones of well-intentioned deals that were dead on arrival. We are here to.
Jeffrey Gitomer
JULY 6, 2018
Can you deliver? Last week you wrote your personal commercial. Now it's time to deliver it.
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.
ReviewTrackers
JULY 4, 2018
There are several ways you can improve your local search ranking on Google, as well as gain greater visibility in Google Maps search results. Depending on how well you execute, your business may even end up being featured in Google’s local 3-pack or Google Maps Pack , which can then result in more store visits and sales and increased traffic and revenue.
Engage Selling
JULY 6, 2018
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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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