Hubspot Sales

NOVEMBER 12, 2019

In a world filled with sales reps trying to make quota, the same goal remains: close the sale. Yes, as a sales professional, your job is ultimately to sell. However, what if selling for the sake of selling wasn’t your main mission? Enter value-based selling. The goal with a value-based selling approach is to put the needs of the customer first, guiding them through the sales process to make an informed decision to best suit their needs (ideally, leading to the purchase of your product).

Decision-making 105

Decision-making Media CRM Meetings 105

Engage Selling

NOVEMBER 14, 2019

Sometimes, it’s OK for your business and sales not to grow. You read that right. The general theme behind most advice online is to “grow, grow, grow!

Sales 98

Sales Business Growth 98

SBI Growth

NOVEMBER 15, 2019

It’s 1:00pm. You have scheduled a meeting to review your annual objective of driving greater sales efficiency. The goal is simple: improve revenue per sales head. Your solution is to increase available rep selling time by eliminating wasted activity. A.

Meetings 85

Meetings Sales Organization Communication 85

Sales Readiness Group

NOVEMBER 15, 2019

How to maximize a sales training budget is a question that comes up quite often when we talk to clients. In most cases, they're looking at either a new sales training initiative or an annual budget. When you think about training budgets, here are a few key considerations.

Sales Training 77

Sales Training Sales 77

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

NOVEMBER 15, 2019

As salespeople and professionals, I'm sure you can relate to the sheer number of cold emails I get every hour of every day of every week. With so much noise in our inboxes (not to mention the issue of limited time), there’s a good chance we're not opening all of those emails. But when I receive an email from a salesperson I’m about to meet, the odds are much better that I’ll open the email and review the content.

Meetings 104

Meetings Logistics CRM Publishing 104

Miller Heiman Group

NOVEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made. Yet many sales organizations don’t see this, instead promoting top sellers to managerial roles based on their excellent selling skills and deal results.

Sales Management 75

Sales Management Management Sales Manufacturing 75

Engage Selling

NOVEMBER 15, 2019

I recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented.

Sales 73

Sales Sales Leadership Sales Management Leadership 73

Hubspot Sales

NOVEMBER 11, 2019

As a sales professional, how would you describe yourself? Would you use terms such as "pushy," "annoying," or "aggressive?" Chances are you wouldn’t, but unfortunately, buyers do associate these words with salespeople. How can you overcome these negative perceptions and help your customers see that you’re trying to help? By exhibiting ethical behavior and selling with integrity.

Sales 79

Sales Suppliers Communication B2B 79

Miller Heiman Group

NOVEMBER 13, 2019

In this very special episode of Move the Deal podcast—our last of season 1—host Greg Moore takes the stage at Showpad Transform 2019 in Chicago for a live episode all about achieving customer centricity through enablement. Joining Greg for this special episode is Helen Yu, chief customer officer at Showpad, and Doug Knight, vice president, global sales enablement at Ivanti.

Publishing 73

Publishing Leadership Marketing Sales 73

SBI Growth

NOVEMBER 11, 2019

The following is very much based on a true story – a sad but true story from early 2019. In a company’s first meeting, their CMO announced that they were building a big brand – just like Theranos. Just from.

Marketing 72

Marketing Meetings Organization B2B 72

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

The Center for Sales Strategy

NOVEMBER 15, 2019

- MOTIVATION -. "Leadership belongs to those who take it.". -Sheryl Sandberg. - AROUND THE WEB -. > 10 Reasons Why You Don't Need a CRM – HubSpot. You’ve seen article after article telling you why you should implement a CRM, but the last thing you need right now is another piece of software to learn. CRM — or customer relationship management — refers to software that tracks interactions with prospects and customers.

CRM 71

CRM Leadership Software Software 71

Sandler Training

NOVEMBER 11, 2019

Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash. In this episode: The prospect is NOT always right. What if the opposite were true? Technique. The post How to Succeed at Redirecting a Prospect’s Head Trash [Podcast] appeared first on Sandler Training.

Sales 69

Sales 69

MTD Sales Training

NOVEMBER 11, 2019

Do any of your prospects talk to you about their sales budgets? If they do, are you fully aware of how they set those budgets and what they use them for? Here, we discuss what it means to set a sales budget, how it’s defined and the objectives of companies setting budget figures. It will help you develop a rounded-out knowledge that will help you when identifying what to do when confronted with a budgeting issue.

Sales 61

Sales Sales Training Profitability Marketing 61

Outbound Engine

NOVEMBER 15, 2019

In business, your reputation is everything. If your customers don’t trust you, they won’t return. They definitely won’t recommend you to friends and family. One way to bolster your reputation is by taking advantage of various types of referrals—word-of-mouth, online reviews, social sharing, and email reviews. Reputation matters, especially when you consider that most new business stems from customer referrals of one kind or another.

Media 65

Media Small Business Internet Advertising 65

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

The Center for Sales Strategy

NOVEMBER 13, 2019

All great sales managers will tell you that training and development are the cornerstones for building an exceptional sales team. The sales industry constantly changes and evolves as prospects learn and alter tactics to deal with enthusiastic salespeople. And, every salesperson needs to learn how to adapt to these changes and continue to grow in their field of knowledge.

Media 71

Media Sales Sales Management Management 71

Miller Heiman Group

NOVEMBER 14, 2019

Alignment is a key pillar of a sales effectiveness framework. For a sales organization to succeed, alignment needs to exist on many levels: between sellers and customer service, between salespeople’s skills and sales methodology and between sales enablement strategies and the customer’s path. Take The Sales Conversation Metric. But most organizations don’t coordinate their sales enablement efforts closely enough with their customers’ buying journeys.

Sales 60

Sales Sales Analytics Decision-making Organization 60

Deep Insight

NOVEMBER 14, 2019

This is the BT Ireland story. It’s a story about Leadership , first and foremost. But it’s also a story about Strategy , Execution and Culture – the key themes in a new book about how B2B leaders build customer-centric organisations. Shay Walsh is the Managing Director of BT Ireland and was our guest speaker at a recent breakfast seminar at the Irish Management Institute.

Telecommunications 52

Telecommunications Leadership Government B2B 52

Showpad

NOVEMBER 12, 2019

Historically, large manufacturers have used third parties to provide services like break-fix and routine maintenance. It has allowed them to focus on their core competencies, rather than equipment maintenance. However, in recent years there has been a trend towards servitization, where manufacturers are beginning to offer additional services of increasing sophistication.

Manufacturing 56

Manufacturing Procurement Stakeholders Sales Training 56

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

The Center for Sales Strategy

NOVEMBER 12, 2019

Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings - we spend a lot of our time on the phone and using shared screens! How you portray yourself over the phone and on shared-screen calls represents both you and your company. It’s important that we present ourselves as well long-distance as we do in-person.

Meetings 69

Meetings 69

Miller Heiman Group

NOVEMBER 11, 2019

Sellers today face a huge challenge when engaging prospective buyers: apathy. Most buyers—70%—wait to engage a seller until after they’ve finalized their needs and are ready to move forward with a solution. Buyers’ delayed engagement of sellers is the result of what we call the buyer apathy loop. The buyer apathy loop occurs because: The majority of buyers view sellers as meeting, but not exceeding, their expectations.

Customer Experience 50

Customer Experience Retail Sales Training B2B 50

RAIN Group

NOVEMBER 13, 2019

What do sellers see as challenging? What do sales leaders see as challenging for sellers? Where are these two groups aligned in their thinking and where are they divided? Do these differences matter? To find out, we asked 423 sales leaders and 129 sellers about the challenges sellers face and compared their answers.

Sales 52

Sales Sales Training Management 52

Sandler Training

NOVEMBER 15, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at [link] as well as, the companion video course: [link] This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his… The post How to Succeed at Onboarding New Salespeople [Podcast] appeared first on Sandler Training.

Onboarding 52

Onboarding Sales Management Management Sales 52

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

The Center for Sales Strategy

NOVEMBER 11, 2019

From prospecting clients to making the pitch, it’s the sales team that brings your business profits. When you work in a profession where quarterly quotas and revenue goals need to be met, you can’t afford a high turnover rate. When meeting with clients, how often are they experiencing sales problems that are often due to extreme turnover on their sales team?

Profitability 61

Profitability Sales Management Meetings Organization 61

MTD Sales Training

NOVEMBER 14, 2019

Episode 39: What is integrative negotiation, how fear can hold us back in sales, and a lesson from nature. In this episode, we take a look at integrative negotiation. Our skills pill looks at understanding the fears that hold us back. And our Inspire Me quote comes from Christopher McDougall. Take a look at this episode on [link]. The post What is integrative negotiation, how fear can hold us back in sales, and a lesson from nature appeared first on MTD Sales Training.

Negotiation 48

Negotiation Sales Training Sales 48

PandaDoc

NOVEMBER 11, 2019

What is your brand about? What does it sell? Would you believe me if I told you that, in a video marketing sense, it doesn’t really matter? Regardless of who you are or what you’re selling — there’s a type of video that can help you boost sales. You see, as online marketing started to take center stage a few years back, and video became a huge part of it, marketers had a chance to refine a number of styles in our search for the best ones.

Sales 49

Sales Value Proposition Decision-making Banking 49

Sandler Training

NOVEMBER 15, 2019

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The post How to Succeed at Onboarding New Salespeople [Podcast] appeared first on Sandler Training.

Onboarding 52

Onboarding Sales Management Management Sales 52

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

CMOE

NOVEMBER 14, 2019

There’s one main goal that all young leaders have in common: progress. They want their brands to make progress. But most of all, they want to make personal progress in their abilities as a leader. Transformational leadership is a model focused on change and growth. The leaders inspire employees to innovate, but they also focus on personal development.

Leadership 45

Leadership Emotional Intelligence Decision-making Publishing 45

Outbound Engine

NOVEMBER 12, 2019

Finding your competitive advantage is key to your small business’s success. Digital marketing statistics tell us that 70-80% of people will research a small business online before contacting or making a purchase from them. When prospects search for your business, what’s going to make it stand out? The answer to that is finding your competitive advantage.

Small Business 42

Small Business Government Digitalization Marketing 42

Showpad

NOVEMBER 15, 2019

TGIF! We’re here to share the latest Sales, Marketing, and Enablement news and tips: Forrester Releases Five Surprising Predictions for B2B Marketers in 2020. It’s not just your Sales team that needs to prepare for next year. Marketing is never static, and thinking ahead is far more productive than working from behind. Get your Marketing team ahead of the game with these five predictions.

Digital Transformation 40

Digital Transformation Sales Digitalization B2B 40

SBI

NOVEMBER 13, 2019

Dreamforce is a giant event taking place in San Francisco (and by giant, I mean it’s the world’s largest technology conference with 170,000 people expected; takes over the entire city, and spans the course of 4 days). With a pre-conference boot camp, 2,700+ sessions (518 of them categorized under the Sales role), certification opportunities, workshops, partner solutions, demos, it’s a lot to keep up with.

Sales 40

Sales 40

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