Steven Rosen

JANUARY 3, 2018

If you want to crush your sales numbers Sales Strategy #2: Execute with Excellence is guaranteed to help. Number one, your marketing team is ready to go, they have their strategies, their plans in place and their budgets. As the Head of Sales, you are still in 2017 my friend but you really need to have your head in 2018 deciding what you are going to do.

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SBI Growth

JANUARY 3, 2018

The battle for budget dollars is heating up as Q1 begins. While many companies have locked down on their 2018 budgets, many have not. A surprising 3 in 5 companies will not have a finalized budget until the end of.

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Understanding the Sales Force

JANUARY 3, 2018

I receive so many unsolicited emails each day that it makes my head spin. Most of them, like the cold calls I get, are simply horrible. Delete. Delete. Delete. Junk. Block. Unsubscribe. This week I received the daily double - a cold call with an identical, corresponding email. The email read like this: Hi Dave, I hope this message finds you well. We spoke in the past regarding the copier equipment in your office.

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DiscoverOrg Sales

JANUARY 3, 2018

Somewhere between the stuffy boardroom of a local Best Western , and a weekend of company-sanctioned debauchery in the woods is the perfect Sales Kickoff (SKO). It’s an event that celebrates the successes of the previous year, ignites a new focus for the coming year – and creates a team in the best sense of the word, a group who shares the belief that we fail or succeed together.

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

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Sales and Marketing Management

JANUARY 3, 2018

Author: Tim Houlihan In the mid-1990s, three researchers created something they called the Service Profit Chain. It was featured in Harvard Business Review and later in a book, bearing the title of the concept. The foundational idea of the service profit chain was this: how you treat your employees impacts how they treat your customers. Their research has been validated with a longitudinal study of the city of Framingham, Massachusetts.

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Sales and Marketing Management

JANUARY 3, 2018

Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers. Most of us are not natural risk-takers, but we’re cool with calculated risks.

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Journal Study Comparison Territories 180

Hubspot Sales

JANUARY 3, 2018

Already been ghosted by a few prospects this holiday season? You’re not alone, and it might not be because they’re not interested. Planning, budgetary shifts, and vacation are all reasons we lose track with prospects at the end of the year -- but it matters how and when you follow up in January. To help, I’ve outlined five tips for re-engaging with prospects and clients after the new year.

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For Entrepreneurs

JANUARY 3, 2018

In working with a number of SaaS portfolio companies, I have found that there are two causes of churn that occur more frequently than any others. They are: Failure to successfully onboard the customer Loss of the champion who drove the purchase Looking at these in order: Failure to successfully onboard It’s easy to understand.

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Increase Sales

JANUARY 3, 2018

The 20 th century business model focus was labor intensive. Creating satisfied customers was the goal. However, the 21 st century has changed the marketplace forever. With the click of a mouse thanks to the dramatic impact of ever changing technology, your satisfied customer can leave and become easily satisfied by your competitor. What will you do then?

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Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

The Brooks Group

JANUARY 3, 2018

. Asking effective probing questions is critical to high sales performance. With the right questions, your salespeople can uncover the buyer’s needs and wants, as well as their budget and decision-making process. Here’s what you need to know to help your reps develop and master critical questioning skills. 1. Listen Actively and Deeply. Good questioning does not mean firing off a rapid series of questions to pry as much information out of the prospect as possible.

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The Center for Sales Strategy

JANUARY 3, 2018

Pilots learn that the best way to land a plane is to look long toward the horizon, not directly beneath them. Great sales leaders do the same thing. They focus on the horizon, not just what's right in front of them. Pilots learn that when landing, you are better off looking down the runway at the horizon than the ground rushing up underneath you. You need to balance keeping your eyes focused on the horizon, while peripherally watching your height above the runway to achieve a smooth landing.

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Membrain

JANUARY 3, 2018

As we enter the New Year, I wanted to share with you our top posts from 2017, based on the number of views. It’s always interesting to compile these lists and try to understand why some pieces were more popular than others, and uncover any common themes.

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JANUARY 3, 2018

I always felt like customer meetups were a luxury. They helped you look good on social media—“Look at all the fun we’re having with our customers!”—but they didn't actually generate much value.

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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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SalesLoft

JANUARY 3, 2018

As a seller, you know that both inbound and outbound leads are important. While they’re both valuable, inbounds deserve a fundamentally different approach in the beginning stages of a sale. Because they’re already familiar (and interested) in your business, they’re not the cold leads you’re accustomed to in an outbound sale. What this means is that response time is incredibly important as you connect with your inbound leads.

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Inbound Outbound Sales Operations SalesForce 52

Marc Wayshak

JANUARY 3, 2018

Are you ready for the massive changes coming with artificial intelligence in sales? Watch this short video to arm yourself with the top 4 ways to prepare for an AI-centric selling future. The post Artificial Intelligence in Sales – How Artificial Intelligence is Changing Sales and Selling RIGHT NOW appeared first on Sales Speaker Marc Wayshak.

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Vainu

JANUARY 3, 2018

There are only so many jobs out there where you get to sell something you - hand on heart - can say that you use everyday and, frankly, wouldn’t be able to manage your job without. As a Business Development Manager at Vainu I have the great opportunity of doing just this. Working in a highly sales-driven organization, selling a sales prospecting tool in the forefront means that I eat my company’s own dog food, so to speak, every day.

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The Brooks Group

JANUARY 3, 2018

. Sales Probing Questions to Uncover Buyer Needs. Asking effective probing questions is critical to high sales performance. With the right questions, your salespeople can uncover the buyer’s needs and wants, as well as their budget and decision-making process. Here’s what you need to know to help your reps develop and master critical questioning skills. 1.

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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

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SugarCRM

JANUARY 3, 2018

2018 is the year of GDPR. There is no getting around it. This means businesses around the world will be looking toward the new year with interest, anticipation, and even a healthy amount of fear. What will the year bring? What new surprises will we see on the political and economic landscape? One thing for certain is that the impact of the new General Data Protection Regulation (GDPR) will be felt with full force.

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Hubspot Sales

JANUARY 3, 2018

Want to improve productivity across your sales team, standardize best practices, reduce ramp-up time, and make your salespeople more autonomous? Create a sales playbook. One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”. What is a sales playbook? A sales playbook is a document outlining your sales process; buyer personas; call scripts and agendas; sample emails; discovery, qualification, demo, and negotiation questions; proposal guideli

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Ideal Customer Profile Buyer Persona Guidelines Lead Rank 121

Pipeliner

JANUARY 3, 2018

1) Deal Interception. You could call this set of circumstances a perfect storm of multiple trigger events meets compelling event. Seconds before a competitive deal closes, you counter with the value of your solution, stealing the ball (the deal) right out of the competitor’s hands. It’s a risky move, but if you’re able to establish FUD (fear, uncertainty and doubt) or spot a flaw, you can leverage it to your advantage.

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