Hubspot Sales
MARCH 2, 2018
Common Sales Objections. "It's too expensive.". "There's no money.". "We don't have any budget left.". "I need to use this budget somewhere else.". "I don't want to get stuck in a contract.". "We're already working with another vendor.". "I'm locked into a contract with a competitor.". "I can get a cheaper version somewhere else.". "I'm happy with your competitor.".
SBI Growth
MARCH 1, 2018
Our guest on SBI TV is Burney Barker, SVP of Worldwide Sales at Gigamon. Follow along as we learn from a transformative global sales leader with success at EMC, Dell, and now with Gigamon. With 96%+ of Gigamon’s revenue coming.
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MTD Sales Training
FEBRUARY 26, 2018
No matter how long you’ve been associated with sales, you’ll never know it all. We’ve worked with sales managers and directors who have been involved in sales all their working lives, sometimes over 40 years, and the evidence of bad leadership exists in the wastelands of their past, through poor motivational techniques, overload of their teams and a determination to prove no-one is as good as they are.
Engage Selling
FEBRUARY 24, 2018
Despite changes to our selling marketplace, too many sales professionals are rooted in beliefs about customer engagement that simply aren’t true. That’s why today, I’m going to dispel the three big sales engagement myths.
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 28, 2018
In Jill Konrath's opinion, the salesperson is the primary differentiator in purchases today. As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company. But what they can't get from just any vendor is the same sales experience, which is created by the sales rep. This means salespeople have almost complete control of their own destinies.
SBI Growth
FEBRUARY 27, 2018
Our guest on SBI TV is Jack Molloy, Executive Vice President of Worldwide Sales for Motorola Solutions. Jack has transformed the sales force and generated tremendous growth in shareholder value. Jack is here today to share how he made that.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
MARCH 2, 2018
Gone are the days when you had to wait for your company to build your leads for you. You know what I mean; walking into that sales meeting and anticipating with bated breath what your manager would hand down to you. Those golden nuggets of information that would give you your next sale. Today’s sales professionals know that they themselves are in charge of lead generation.
Hubspot Sales
FEBRUARY 26, 2018
How to Get Real Estate Leads. Build Partnerships. Throw a Housewarming Party. Become a Restaurant Regular. Send a Handwritten Note. Advertise. Build Your Own Website. Develop a Niche. Use "Coming Soon" Signs. Head to an Open House. Generate Leads on LinkedIn. Organize Educational Events. Become a Redfin Partner Agent. Don't Neglect Leads. Target "For Sale by Owner" Listings.
SBI Growth
FEBRUARY 28, 2018
The best CEO’s not only motivate their teams to hit aggressive goals, they oversee a process that gives their functional leaders a road map. You and your team need be in lock step on how much growth will come from.
The Center for Sales Strategy
FEBRUARY 28, 2018
Social selling. It’s not just an industry buzzword. It’s a legitimate technique that salespeople should use to build and maintain relationships within a social network that a salesperson and their customers already trust.
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
Service Excellence Partners
MARCH 1, 2018
Don’t play the blame game It’s easy to point the finger at salespeople, but when it comes to improperly set expectations, customers themselves are sometimes to blame. CSMs should resist jumping to conclusions and leaders should implement safeguards. Criticizing salespeople for over-selling is certainly justifiable. Driven by quota pressure or their own greed, salespeople can sometimes qualify opportunities poorly or make wild promises in order to close a deal.
Hubspot Sales
MARCH 1, 2018
TED Talks on Communication. Listen, Learn. Then Lead, by Stanley McChrystal. Remember to Say Thank You, by Laura Trice. The Danger of Silence, by Clint Smith. The Secret Structure of Great Talks, by Nancy Duarte. How to Save the World from Bad Meetings, by David Grady. Connected, But Alone?, by Sherry Turkle. 10 Ways to Have a Better Conversation, by Celeste Headlee.
5600 Blue
FEBRUARY 27, 2018
A client asks us for a proposal. That’s a good thing, right? We do as they ask and provide a proposal. What’s next? We all know the first offer is likely not going to be the last. In fact, what many of us have done with that response is to give the client a price for products and services. The very natural inclination is for the customer to then begin the negotiations at this phase.
The Center for Sales Strategy
FEBRUARY 26, 2018
Sales managers in the media space are faced with the challenge of hiring sellers who sell integrated solutions. No longer is hiring a one trick pony—a master negotiator who secures large shares of available opportunities—the recruitment and selection gold standard. Hiring great negotiators who can also develop business by selling integrated solutions is now standard operating procedure.
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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.
RAIN Group
FEBRUARY 28, 2018
Reverse auctions (also called e-auctions) are a common negotiation technique used more and more frequently by large organizations. For the most part, sellers don't dislike reverse auctions—they loathe them. The point of a reverse auction is to drive down supplier prices to their absolute lowest while driving expectations of suppliers to their highest.
Hubspot Sales
MARCH 2, 2018
So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers. Here are some chilling statistics that might make you think twice about taking on a front-line manager role: Sales managers cannot control 83% of the metrics they're held accountable
Engage Selling
MARCH 2, 2018
I’ve been inspired by the athletes at the recent Winter Olympic games in PyeongChang. Their grit, tenacity and their ability to perform under pressure are all takeaways for sellers.
The Center for Sales Strategy
FEBRUARY 27, 2018
I’ve heard many people say that selling is more of an art rather than a science, but what if science could increase the effectiveness and efficiency of that art? Today, we have access to a mass amount of technology and tools that not only enable us to get more done in a shorter amount of time, but that also allow us to be more competitive and just all around better at the tasks we have to tackle daily.
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.
SBI
MARCH 1, 2018
Speed-to-lead. It’s an expression we use often here at VanillaSoft. If you’re not familiar with the definition, it refers to how quickly you respond to a new lead entering your system. Perhaps a prospect has filled out a form on your website for a killer piece of content or signed up to attend a powerful webinar you’ve scheduled. Maybe somebody responded to an email blast or a social media post asking for more information.
Hubspot Sales
MARCH 1, 2018
What is Business Casual Female? For women, business casual is the practice of considering your audience, taking cues from other females in your office, and dressing in a way that makes you feel confident and competent. Forget about dressing for the job you want. Work for the job you want, and dress like the person you are. “What Women Should and Shouldn’t Wear in the Office” “What Does Business Casual Really Mean for Women?
Engage Selling
MARCH 2, 2018
???In my line of work, I’ve noticed that the vast majority of sellers don’t prepare for sales calls and leave opportunities on the table.
The Center for Sales Strategy
MARCH 2, 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.
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.
SBI
FEBRUARY 27, 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 Ian Levine , Chief Sales and Marketing Officer of RO Innovation. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Ian: Today’s B2B buyers trust the opinions and advice of their peers above that of any salesperson or marketer.
Hubspot Sales
FEBRUARY 26, 2018
Books About Starting a Business. The Founder's Dilemmas. In the Company of Women. Start with Why. The Power of Broke. The Four. Side Hustle. Crushing It! The Lean Startup. Be Obsessed or Be Average. Profit First. Passive Income Streams. Behind the Cloud. Will It Fly? Lucky or Smart? The Barefoot Executive. The Art of the Start 2.0. The E Myth Revisited.
Planview
MARCH 1, 2018
How does a 150 year old consumer packaged good company reinvent itself in an industry that’s seeing an influx of new disruptive startups emerging? We had the opportunity to chat with Jeff George, VP, Americas R&D at Campbell Soup Company, who leads the company’s innovation program. George, who will be speaking at Spigit’s upcoming Ignite conference on May 1st and 2nd in San Francisco, and his team have been doing a stellar job of turning their culture into one that makes the practice of inno
Sales Gravy
MARCH 1, 2018
The main key to marketing effectively is understanding your value ? the value your prospect sees. When I put a call out for article topics I received a lot of requests for beginner?s marketing information.
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.
Showpad
FEBRUARY 28, 2018
Given the advancement of B2B e-commerce and innovative sales and marketing technology, sales people no longer control a B2B buyer’s entire journey. Now, B2B buyers conduct a majority of their research online and often are close to a decision before ever even contacting a sales representative. From healthcare to construction to manufacturing, B2B salespeople often don’t have the luxury of product differentiation.
Hubspot Sales
FEBRUARY 28, 2018
When it comes to email, using cliches isn’t the worst sin you can commit (that dubious honor probably belongs to misspelling basic words or getting your prospect’s name wrong.) But overused words and phrases don’t help you achieve your number one goal: Making your email stand out in the buyer’s mind and eventually earning their time. To improve your response rates, the Grammarly team recommends avoiding these email cliches. 1.
ReviewTrackers
FEBRUARY 28, 2018
Social media gives customers the opportunity to voice their opinion about your business in an open space. It’s a space that exists for everyone to see — friends, family, and other consumers. That’s why businesses should manage their reputation on social media. But what exactly is it? And how exactly can it help your business? . Here is a guide to help you understand social media reputation management and why you need to incorporate it into your marketing strategy.
Sales Gravy
FEBRUARY 26, 2018
Many sales managers don?t like having the difficult conversations who does? But as a leader, it is part of your role. You?re a top sales producer that has been rewarded with a promotion to sales manager. You?
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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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