Hubspot Sales
MAY 30, 2018
Just like in the world of sales, the follow up advice out there can be a little conflicting. You don't want to annoy the interviewer, but you also don't want to be forgotten, right? So whether you're applying for a job or following up with a prospect, it can be a little confusing on whether or not you should follow up. Regardless of what advice you read, it's proven that a follow up is important.
Drift
JUNE 1, 2018
A long, long time ago, in a time known as “the 2000s,” marketers were obsessed with casting these super-wide nets in the hopes of pulling in as many leads as possible. Blogs became content farms, covering topics that were meant to attract anyone and everyone. As far as marketers were concerned, the more traffic they could send to their sites, the better.
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The Center for Sales Strategy
MAY 31, 2018
If you are a history buff, you may know the story of Cort é s and the burning of his ships. In the year 1519, Hern á n Cort é s arrived in the New World with six hundred men and, upon arrival, made history by destroying his ships. This sent a clear message to his men: There is no turning back. Two years later, he succeeded in his conquest of the Aztec empire.
SBI Growth
MAY 30, 2018
Our guest today is Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. Sangram is one of the 21 B2B influencers to watch by the B2B News Network. And many in the audience know Sangram as the founder of the #flipmyfunnel.
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
JUNE 1, 2018
Time Management Skills for Sales Professionals. Eliminate administrative tasks. Be prepared to pivot. Stick with the task you're on. Swallow the frog. Keep going. Structure your day around your buyer. Streamline repeatable tasks. Have a concise value proposition. Create email templates. Reduce distractions. Create your to-do list the night before. Chunk your time.
Drift
JUNE 1, 2018
A long, long time ago, in a time known as “the 2000s,” marketers were obsessed with casting these super-wide nets in the hopes of pulling in as many leads as possible. Blogs became content farms, covering topics that were meant to attract anyone and everyone. As far as marketers were concerned, the more traffic they could send to their sites, the better.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Openview
MAY 30, 2018
Creating a partner program is no simple task. A program framework will outline all the benefits you can offer to a partner, and all the requirements you’d like to receive from a partner. It will define your relationship and govern the terms of your engagement. The “Channel”, as we know it, has evolved. It seems like new channel types are being born daily and the demand and monetization of cloud/SaaS have reshaped the way vendors and partner work together.
Hubspot Sales
MAY 29, 2018
During my time as an SDR, I’ve focused on developing listening skills that help me spot, internalize, and process sales objections as opposed to using scripted, reactive responses meant to lessen the unpredictability. Being able to quickly internalize objections helps you maintain a natural flow in conversations rather than breaking things up with an “If prospect says X, then say Y” canned response.
SBI Growth
MAY 31, 2018
Just as many people are shocked to hear they have a newborn on the way, there are equally as many surprised Sales Leaders learning something important about their organization by the end of H1. That is, you have an abundance.
MTD Sales Training
MAY 30, 2018
You will be aware of the changing nature of sales, driven by the ever-evolving requirements of businesses and their decision-makers. The old way of selling (cold-call, qualify, present, resolve, close) is being superseded by the consultative and insightful approach of analysing needs and wants before creating options for a successful future for businesses.
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
Engage Selling
MAY 31, 2018
As much as we all wish that each client we work with turns out to be a dream, we often need to come back down to reality and face the facts.
Hubspot Sales
MAY 29, 2018
Tell me if this story sounds familiar to you. Early in my career I was hired as the “guinea pig” to prove a concept for a marketplace. While they had a hunch it would be lucrative, they didn’t know if it would work and needed a salesperson to dig in to see what the road ahead might look like. A year later, I’d quadrupled the revenue for our group and represented almost 60% of the firm’s annual sales.
SBI Growth
MAY 31, 2018
Our guest today is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies. Joe is the top expert at developing and executing a sales strategy at scale through channel partners. Joe has previously been a featured guest on SBI.
Miller Heiman Group
MAY 30, 2018
If I were to ask you to name a type of sales enablement software, chances are good that CRM would be the first tool to come to mind. In this post, we’ll explore why a mature enablement discipline demands a solid CRM foundation, but it doesn’t end there. CRM is Must-Have Foundation for an Effective Sales Enablement Strategy. Customer relationship management has come a long way since the days of the Rolodex and the Day-Timer.
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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.
Drift
MAY 31, 2018
Conversational marketing is about having real-time, one-to-one conversations with people on your website in order to capture, qualify, and connect with your best leads. It has the power to reduce your bounce rate, shorten your sales cycle, and even grow your revenue by $1 million or more. Sound intriguing? It should. As more B2B buyers use chat to evaluate products in real-time, it’s crucial that.
RAIN Group
MAY 30, 2018
Sales prospecting has changed more than any other facet of sales in the last 10 years. There are a lot of clickbait articles with radical advice popping up and leading sellers astray. In our new benchmark report, Top Performance in Sales Prospecting , we undertook a study of 488 B2B buyers and 489 sellers to find out what's working and what's not in sales prospecting.
SBI Growth
MAY 30, 2018
Crafting a truly effective growth strategy is a critical mission and a herculean task for any CEO. After spending the effort to build it, be certain your executive team is aligned to it. If not, the results can be as.
Engage Selling
JUNE 1, 2018
?????????????????The best behavior that you can exhibit in order to retain the vast majority of your customers is a healthy sense of paranoia. Why? Because it forces you to think like a competitor.
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
MAY 30, 2018
Last year, Harvard Business Review estimated the turnover in salespeople to be around 27%. In an industry that’s seeing almost double the turnover rate than the overall labor force, it’s essential for managers and leaders to not only know how to recruit great talent that’s an excellent fit for your team, but also how to retain sales talent and improve their performance over the years.
5600 Blue
MAY 31, 2018
Some of you know that I post quite a bit about working with procurement. There are a couple reasons. First, it’s mostly a painful and dreaded experience for those of us who sell. Second, because we’ve been consulting for over 20 years to both buying and selling teams, this practice has provided deep insight into the nature of that relationship. I want to share an experience from last week.
SBI Growth
MAY 26, 2018
SBI has been studying how top performing organizations allocate resources to achieve near and longer-term results. Given no organization has enough resources to do everything, tradeoffs are required to manage resources and expectations across marketing, sales and customer success. The.
Drift
MAY 31, 2018
Conversational marketing is about having real-time, one-to-one conversations with people on your website in order to capture, qualify, and connect with your best leads. It has the power to reduce your bounce rate, shorten your sales cycle, and even grow your revenue by $1 million or more. Sound intriguing? It should. As more B2B buyers use chat to evaluate products in real-time, it’s crucial that.
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
MAY 29, 2018
"It's strange to me too, but we're talking about practice man, we're not even talking about the game. the actual game when it matters. We're talking about practice." - Allen Iverson.
Planview
MAY 31, 2018
There was no shortage of practical sessions at Spigit’s Ignite 2018 conference. One session in particular that gave a unique perspective into the minds of executives was the executive panel moderated by Innovation Leader’s Kelsey Alpaio. The panel consisted of: Rebecca Cameron, VP of Corporate Strategy, Nasdaq. Jeff George, VP of Research and Development, Americas, Campbell Soup Company.
SBI Growth
JUNE 1, 2018
Total Available Market (TAM) is a term used to reference the revenue opportunity for a particular product, service, or sector. Today, CMO’s rely heavily on the Total Addressable Market (TAM) metric to inform their strategy. While TAM is helpful in.
Drift
MAY 29, 2018
One of our guiding principles at Drift is to “always be learning”. To make sure we actually practice what we preach, our incredible Office Manager, Ashlyn, put together the official “Drift Library” in our Boston headquarters. Every book in that library is handpicked by a Drift employee. And for every book someone selects, he or she needs to write a few words on the inside cover about why it means.
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.
The Center for Sales Strategy
MAY 28, 2018
It’s Memorial Day. A day to remember those who gave everything for us. For our country. For our freedom. Because of that, we’re able to celebrate with family, friends, and great food, as we kick off the summer season.
Corporate Visions
MAY 31, 2018
Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on calendar-based interest and availability. But this conventional approach, and the premises underlying it, raise a crucial performance question: What does it really have to do with helping a company’s business strategy, responding to shifting market demands, or intervening to fix acute, emergent needs when they arise?
SBI Growth
MAY 28, 2018
Since you’re reading this blog, you know – or are committed to learning – something about sales organizations. You are probably already familiar with the sales organization structure referred to as Hunter/Farmer. But to make sure we’re all speaking the.
Drift
MAY 29, 2018
One of our guiding principles at Drift is to “always be learning”. To make sure we actually practice what we preach, our incredible Office Manager, Ashlyn, put together the official “Drift Library” in our Boston headquarters. Every book in that library is handpicked by a Drift employee. And for every book someone selects, he or she needs to write a few words on the inside cover about why it means.
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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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