Sat.Feb 10, 2018 - Fri.Feb 16, 2018

article thumbnail

15 Job Interview Questions to Ask a Sales Manager Candidate in 2018

Hubspot Sales

Questions for Interviewing a Sales Manager. Tell me about yourself. How comfortable are you with data analysis? What do you think are the necessary skills and qualifications for success here? Why do you want to be a sales manager? Pretend I'm a sales rep who has missed quota three months in a row. What would you say? What do you think motivates reps the most?

article thumbnail

22 Ways To Critique Your Sales Meetings

MTD Sales Training

One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. That question struck me because, basically, I hadn’t considered it much before. I used to simply write up my notes, put them on the CRM system and carry on from there.

Meetings 110
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

Sidefire: Why Nutshell redesigned our navigation sidebar from scratch

Nutshell

When we launched Nutshell, intuitive design was our priority. We understood that CRM fails when it’s clumsy, time-consuming, or frustrating. Since then, we’ve worked to expand Nutshell’s powerful reporting and build new integrations , but we’ve also budgeted time to learn, polish, and evolve Nutshell’s design—keeping us far ahead of the pack. Earlier this month, we launched a significant update to Nutshell’s layout and navigation.

article thumbnail

The Fastest Way to More Sales

Engage Selling

Want more sales? Of course you do. When you ask the typical seller how to create more sales, the mantra is generally to work harder, to grind more, or to double or triple the current efforts.

Sales 78
article thumbnail

2024, The Year of the Customer

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.

article thumbnail

The 8 Best Email Apps for Writing Great Messages

Hubspot Sales

Best Email Apps. Crystal Knows. Detective by Charlie. Hemingway. Just Not Sorry. HubSpot Sales. Sortd for Gmail. Shift. Inbox by Gmail. Ah, emails. Love 'em or hate 'em (I fall into this camp), emails are crucial to sales, and reps have to be good at writing them. But emails are a difficult medium to master. Thankfully, you don’t have to do it alone.

Finance 127
article thumbnail

8 Questions Sales Managers Have To Regularly Ask Themselves

MTD Sales Training

It’s not easy these days managing a sales team. There’s the external pressures of competition, legislation changes, the economy, client expectations, product development and the like, along with the internal concerns of salesperson morale, budgets, target-setting, product quality and many other things that can affect performance. So, what should sales managers concentrate on to still maintain some kind of control and bring about results that they are responsible for?

More Trending

article thumbnail

How To Execute A Sales Transformation

SBI Growth

Our guest today is JD Miller, the General Manager and Head of Sales for BravoSolution. JD has led four organizations through a successful transformation. Most recently, JD lead the sales and marketing team at BravoSolution through an incredible transformation to.

Sales 68
article thumbnail

20 Best Business Books of 2017

Hubspot Sales

20 Best Business Books of 2017. Principles. Invisible Influence. Reset. Finish. Weird in a World That's Not. Tribe of Mentors. Lead and Disrupt. The Four. Pause. Unshakeable. Originals. Adaptive Markets. The Potential Principal. The Captain Class. Hacking Innovation. Barking Up the Wrong Tree. Technically Wrong. Insight. The New Rules of Work. The Power of Moments.

article thumbnail

Using a Buyers Map to Unstick Deals | Sales Strategies

Engage Selling

??Today, I want to talk to you about a process that we’ve been using with our clients that is helping them close more deals. We’re using a buyers map to help unstick opportunities that are stuck in their pipelines.

Sales 65
article thumbnail

5 Ways To Create, Develop & Maintain Optimism As A Salesperson

MTD Sales Training

Optimism has been described as a mental attitude reflecting a belief or hope that the outcome of some specific endeavour, or outcomes in general, will be positive, favourable, and desirable. It comes from the Latin ‘Optimum’ meaning ‘best’ and is often used by sales managers when they refer to their sales teams having the right attitude. But when things aren’t going too well, or when situations seem to be a little out of control, it can be hard to create, never mind maintain, an attitude of opti

article thumbnail

How to Stay Competitive in the Evolving State of Martech

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

article thumbnail

Already Think Your 2018 Quota is Mission Impossible?

SBI Growth

When setting a yearly quota, all too often leadership defers to a top-down approach. Territory potential, industry dynamics, and the skill-set of the sales team are not taken into consideration. Reps get overwhelmed and nothing gets achieved. Here is what.

article thumbnail

8 Ways You Can Generate Your Own Leads if You Don’t Have Marketing Support

Hubspot Sales

How do I generate leads? Use social media to find prospects you can help. Offer consultations via LinkedIn. Get referrals from current customers. Ask your personal network. Attend a networking event. Revisit closed/lost opportunities. Implement an email sequence. Write blogs. Over the last 10 years, inbound marketing has proven to be a great way to generate leads and acquire customers and help you hit your quota.

Marketing 111
article thumbnail

A Key Piece in Successful Employee Engagement

The Center for Sales Strategy

As a sales manager, do you expect your sellers to conduct a Client Needs Analysis routinely with their clients? I’m sure you do. Because you know that customer needs change all the time. What a client focuses on this quarter may vary in the next. The only way to know their goals is to ask regularly. That same focus on uncovering needs and goals applies to those you manage as well, as it leads to greater loyalty and retainment of your staff.

article thumbnail

Take Care of You, Take on the World

Engage Selling

You know how it goes. You’re having a hectic week of client meetings or at a tradeshow and things begin to slide in the self-care department.

article thumbnail

1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

article thumbnail

Rethinking Inside Sales – Don’t Be Left Behind

SBI Growth

The business world is rapidly changing, rendering past experiences less and less valuable. Old thinking is dead and new thinking has arrived. The days of staffing Inside Sales with low tenured and low cost resources is over. Pointing these resources.

Sales 60
article thumbnail

15 Bad Sales Habits & How to Break Them in 2018

Hubspot Sales

How to Break Bad Habits. To break bad habits, begin by defining the behavior you want to change and identifying what triggers that behavior. Then, create a concrete plan for changing the behavior, and ask someone to hold you accountable. Finally, reward yourself when successful. After a long day of sales calls, juggling what feels like a million prospects, and filling out endless CRM fields -- it’s easy for salespeople to slip into bad work habits.

Sales 107
article thumbnail

Five Reasons Millennials Quit Sales Jobs

The Center for Sales Strategy

A client of mine recently told me about the departure of seven salespeople from his organization. All seven of the sellers had been hired in the last year — all seven departed before their one-year anniversary. One other thing related to the departed seven; they were all millennials ! My client immediately came to the conclusion that there is something different about millennials that caused them to leave his organization.

Sales 51
article thumbnail

The 5 Must-Attend Sessions at #B2BMX Feb 19-21

SBI

This will be my second year of attendance at the B2BMX event , organized by DemandGen Report. The event is a not to be missed if you’re in Marketing, but it’s increasingly become a must-attend event for those responsible for Sales Enablement as well. The reason is not shocking. Marketing organizations are being more tightly held responsible for revenue generation.

article thumbnail

How to Leverage Intent Data for Better Outcomes

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.

article thumbnail

The Digital Transformation of a B2B World

SBI Growth

Our guest today is Mark Lister, the Chief Digital Officer for Ness Digital Engineering. Mark is a transformational leader, helping to bridge corporate, marketing, and sales strategies to the digital engagement of prospects and customers. Ness designs and builds digital platforms.

article thumbnail

8 Valentine's Day Email Templates Prospects Love

Hubspot Sales

February 14 is typically a holiday for B2C marketers -- not salespeople. But that’s to your advantage: A Valentine’s Day-themed email will stand out in your prospects’ work inboxes, make them curious, and ultimately, earn you the opens and replies you’re looking for. Two major caveats. First, keep your industry and specific audience in mind. Humor tends to flop with some personas.

B2C 92
article thumbnail

The Aha Moment: How to Know When to Pivot Your Sales Strategy

The Center for Sales Strategy

As a successful salesperson, you’ve probably spent years perfecting your strategy. But picture this: You’re going on three discovery calls a day, and suddenly there’s no follow-up, no next step, and no sale.

Sales 51
article thumbnail

Spigit’s Year of Record Growth and Release of Industry-First Capabilities

Planview

Spigit’s full lifecycle idea management software takes a monumental step forward today capping off another year of record customer growth. We’re thrilled to announce the latest product release that boasts enhancements and industry-first capabilities that will enable Spigit clients to take their ideation programs to the next level. Here’s a closer look.

article thumbnail

Negotiate Larger Deals More Quickly

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.

article thumbnail

More Than Just A Sale

Sales Gravy

No one likes to be sold to and no one likes to hear a sales pitch! However, people do like to be engaged, listened to and helped. The other day I was driving in the car with my eleven year old daughter. For those of you who don?

Sales 40
article thumbnail

How to Handle Difficult Sales Calls Like a Pro

Hubspot Sales

We’ve all been on a sales call that goes from bad to worse in under five seconds. Is your prospect moments away from throwing a mouse at the screen share? Did they say they were looking for apples but only talking about oranges? Are they speaking non-stop about the competitor they just had a demo with? In these situations, it's tough to know how to get off the phone in one piece -- and still get a shot at the deal.

Sales 91
article thumbnail

How to Handle Difficult Sales Calls Like a Pro + More

The Center for Sales Strategy

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.

Sales 48
article thumbnail

5 Tips to Improve Franchise SEO

ReviewTrackers

Franchises today are working on improving their SEO strategy to be found in local searches. Let’s say you own a franchise with 50 locations. You provide high-quality burgers at each location. You also make sure amazing service is provided at each location. But you’re having some trouble competing with the local restaurants within each franchise location’s local community.

Media 29
article thumbnail

ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

article thumbnail

Sales Prospecting Games: Make Selling Fun

Sales Gravy

Sales prospecting can be tedious, intimidating, and terribly discouraging. Yet, it still has to be done. Why not make a game out of it and get past the boredom? You?ve probably heard the saying that it takes 10 ?no?s? to get one ?yes,?

Sales 40
article thumbnail

Definition of Selling [FAQ]

Hubspot Sales

Definition of Selling. Selling is any transaction in which money is exchanged for a good or service. During a sales negotiation, the seller attempts to convince or “sell” the buyer on the benefits of their offer. If the buyer wishes to strike a deal, they will give the seller an agreed upon amount of money in exchange for the seller’s product/service.

article thumbnail

How to Hire Better Salespeople and Decrease Turnover

The Center for Sales Strategy

77
article thumbnail

SalesTech Video Review: @Brainshark

SBI

Brainshark is a mobile-first solution that allows reps to learn anywhere from any device. They’ll always know the latest product messaging, competitive intel, market knowledge, and more. You can also sharpen skills with video-based practice, coaching, and reinforcement. Visit Brainshark.

article thumbnail

Contact vs. Company Intent Signal Data

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.