Connect2Sell

NOVEMBER 21, 2018

Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale.

Buyer 169

Buyer Proposal How To Sales 169

Hubspot Sales

NOVEMBER 21, 2018

Steps for developing a GTM strategy. Identify the buying center and personas. Map a value matrix and messaging strategy to each persona. Understand your buyer’s journey. Pick a sales strategy. Generate interest. Create content. Optimize. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary.

Paid Content 133

Paid Content Top of Funnel Lead Rank Webinar Metrics 133

SBI Growth

NOVEMBER 21, 2018

Article Corporate Strategy Sales Strategy Talent Strategy 2018 2019 A-Players address concerns address issues align talent align talent with potential b players boss build your bench c-players calculate candidates ceo comp compensation creat a plan create a plan departure estimate Drew Zarges exodus external gut bunch identify suspects internal invest in talent listen lose reps make the number make your number mediocre talent more revenue more with less new year quota representatives reps revenu

Sales Talent 223

Sales Talent Territories Compensation Retention 223

MTD Sales Training

NOVEMBER 21, 2018

How do you define the word ‘value’? One definition could be ‘the regard that something is held to deserve; the importance, worth, or usefulness of something, one’s judgement of what is important’. Other words that come to mind might include desirability, practicality, merit, worth and appreciation. We often consider ‘value’ in the sense of what something is worth to our customers, and we are sometimes found trying to increase our value in order to justify our prices or our cost base in com

Guarantee 174

Guarantee Ideal Customer Profile How To Comparison 174

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Jeffrey Gitomer

NOVEMBER 21, 2018

It’s Thanksgiving! It’s the coolest holiday of the year to me. I love Thanksgiving. Food, family, you name it. It’s a time to be thankful. But I want to challenge you on the way that you’re thankful, and I want to give you some things to think about during this holiday season - the kickoff to the holiday season, Thanksgiving. (or is it now Halloween?).

Loyalty 120

Loyalty Referrals Vendor Influencer 120

Babette Ten Haken

NOVEMBER 21, 2018

I recommend creating a toxic customer exit strategy. Over time, having this strategy in your back pocket saves your sanity, as well as professional integrity. Otherwise, toxic customers walk all over you, your colleagues and your organization. No matter how well you honor your commitments to them. A toxic customer exit strategy is just that: what are the key indicators that it is time to jettison this particular client relationship.

Ideal Customer Profile 85

Ideal Customer Profile Strategy Customer SME 85

Partners in Excellence

NOVEMBER 21, 2018

Every once in a while, I have a truly outstanding week. These are weeks where my clients and I take on big challenges and tough issues, trying to figure out what courses of actions should be taken. Last week, I was with several clients, one in luxury real estate, two in high technology. Each is a top performer, not just within their own industries or regions, but they are viewed as top performers by those in other sectors.

Real Estate 83

Real Estate Competition Groups Trends 83

Jeff Shore

NOVEMBER 21, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Today Jeff explores the confusion your customer feels when they’re overloaded – overloaded with information, overloaded with choices, overloaded with brands. How do you make it easier for your customer to do what they want to do anyway – make a purchase? When our customer’s brain gets locked up in complexity, the mind says, “No.

Banking 82

Banking Research Up-Sell Buyer 82

Tony Hughes

NOVEMBER 21, 2018

Strategic selling is fundamentally defined by the seller targeting the buyer and proactively engaging to create value and set the agenda. Before LinkedIn we would rent databases and engage telemarketers to call and set appointments to build our pipeline. But cold-calling yields have been relentlessly trending down and currently have a success rate below 3%.

LinkedIn 81

LinkedIn Outbound Telemarketing Cold Calling 81

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Membrain

NOVEMBER 21, 2018

Whenever someone tells me they have 10 years of experience, I always wonder: Do they really have ten years, or do they have one year of experience multiplied by ten?

How To 80

How To Sales Strategy 80

Sales Hacker

NOVEMBER 21, 2018

Like a long and arduous hike that seems to go on and on, a prolonged sales cycle can leave your team feeling drained, exhausted, wondering if they’ll ever reach the summit … and if they do, whether they’ll have the energy to climb the next mountain! We’ve all had at least one instance where we’ve felt overstressed, overworked, and under quota due to a long, drawn-out sales cycle.

Ideal Customer Profile 81

Ideal Customer Profile Data Sales Cycle Lead Rank 81

Chili Piper

NOVEMBER 21, 2018

You’ve heard the stat 1,000 times…. “You have a 7x chance of connecting with a lead in the 1st hour versus just one hour later.”. This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. First, it was published in 2011. That was almost 7 years ago! Do you realize how much has changed since 2011?

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

Sales Hacker

NOVEMBER 21, 2018

There’s an unwritten rule that women need to support other women at work. Countless articles are detailing how we are supposed to be each other’s champion, encourager, and referrer. Some have even gone so far as to say that achieving equal rights starts with treating one another as equals. The ideas of how to receive equal pay, equal treatment, and equal status to our male counterparts have been on the minds of millions of women for decades and remain hot topics even today.

How To 74

How To Commission Referrals Competition 74

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

The Center for Sales Strategy

NOVEMBER 21, 2018

This post was originally published on the LeadG2 blog. Recently, LeadG2 shared a post explaining how to send videos via email. Due to spam, security, and email hosting features, many email clients do not allow video embeds directly into emails, so with a few easy steps, marketers and salespeople can send video via email, just not with an actual embed.

Hubspot 61

Hubspot Video How To Enterprise 61

Allego

NOVEMBER 21, 2018

A recent study by the Association for Training Development (ATD) uncovered some “fuzzy math.”. When ATD asked sales managers to estimate the number of hours they devoted to coaching every month, the average respondent said “three to four hours.” But when sales reps were asked how many hours of coaching they received each month, “one hour” was the average response.

Coaching 59

Coaching Sales Management Training Hiring 59

Allbound

NOVEMBER 21, 2018

Changing Privacy Requirements. Five Questions Channel Program Leaders Should Be Asking. 2018 has marked a major shift in the way governments, companies, and consumers view data privacy. The landmark 2016 EU General Data Protection Regulation (GDPR) went into effect on May 25, 2018. It was quickly followed by the California Consumer Privacy Act of 2018 (CCPA) that was signed into law on June 28, 2018 and becomes effective on January 1, 2020.

Policies 57

Policies Channels Government Consumer 57

criteria for success

NOVEMBER 21, 2018

Are you looking for some targeting ideas that both sales and marketing will agree on? Believe it or not, sales and marketing departments should not function as separate entities. In fact, things like targets must be aligned to achieve success. Maybe your sales and marketing team are already on the same page and working together [ ] The post Targeting Ideas That Sales and Marketing Will Agree On appeared first on Criteria for Success.

Marketing 53

Marketing Sales Demographics Buyer 53

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Data

Chorus.ai

NOVEMBER 21, 2018

In my role as Head of Sales Engineering at Chorus.ai, I help the sales team close more deals by showcasing the strongest capabilities of our platform. In the time that I’ve been here, having conversation intelligence has really enabled me to work better, faster, and more efficiently than ever. And I’m here to tell you why. What Is Sales Engineering?

Engineering 48

Engineering Conversion Call-back Sales Cycle 48

Fill the Funnel

NOVEMBER 21, 2018

Black Friday & Cyber Monday Tips for a Hacker-Proof Shopping Experience Online shopping is a thriving and growing market. According to Tech Crunch, over 79% of American consumers shop online, with Cyber Monday being one of the busiest shopping days of the year. It’s been reported that an additional 74% of Americans plan to shop […]. The post Black Friday & Cyber Monday Tips for a Hacker-Proof Shopping Experience appeared first on Fill the Funnel.

Funnel 48

Funnel Top of Funnel Consumer Report 48

Corporate Visions

NOVEMBER 21, 2018

The post How to Increase Sales In B2B Corporate Situations by Corporate Visions appeared first on Corporate Visions. Ah, B2B sales. The products are complex, the sales cycles are long, and many decision-makers are involved. That’s why it’s critical that your sales reps highlight the benefits that your solution delivers in order to increase sales, right?

B2B 51

B2B Margin How To Decision Maker 51

Growbots

NOVEMBER 21, 2018

As salespeople, it can be incredibly frustrating to run into the same objections over and over again. If people aren’t buying, you might be used to hearing the same song from different prospects. The good news is that often there is a way to overcome these objections. Here we’ve compiled a list of the five most common reasons that people aren’t buying.

Decision Maker 49

Decision Maker Ideal Customer Profile Objections Fashion 49

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Sales Hacker

NOVEMBER 21, 2018

The post How to Get the Most Out of Your SDR Team in 2019: A New Playbook for a New Year appeared first on Sales Hacker.

How To 57

How To Webinar Metrics Sales Sales Process 57

Growbots

NOVEMBER 21, 2018

As salespeople, it can be incredibly frustrating to run into the same objections over and over again. If people aren’t buying, you might be used to hearing the same song from different prospects. The good news is that often there is a way to overcome these objections. Here we’ve compiled a list of the five most common reasons that people aren’t buying.

Decision Maker 45

Decision Maker Ideal Customer Profile Objections Fashion 45

Selling Energy

NOVEMBER 21, 2018

Making mistakes is an inevitable part of selling. Learning from your mistakes and the mistakes of others is what separates the exceptional from the good, the bad, and the ugly. We’ve laid out five common selling mistakes reps make when discussing energy consumption so you can reap the reward and bypass the “oops” moment that often precedes it.

Energy 40

Energy 40

MJ Hoffman

NOVEMBER 21, 2018

Champions can be instrumental in helping you get things done quickly within a deal. The main thing to remember with selecting your champion is that they are not champions simply because we want, or need, them to be. They were champions before you got there, and they’ll be champions after you leave. This is independent of you, as the sales rep, so don’t assume you can just will someone into doing the work of a champion.

Influencer 40

Influencer Negotiation Motivation Prospecting 40

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LevelJump

NOVEMBER 21, 2018

How do you onboard new sales reps who aren't in the office? That are remote?

Hiring 51

Hiring Sales 51

Lessonly

NOVEMBER 21, 2018

What happens in Vegas stays in Vegas, right? Not when it comes to what we learned at ICMI’s CC Demo. Instead of leaving customer service success up to the roll of a dice, contact center leaders from across the country met for three days to discuss industry trends, consider upcoming challenges, and learn about the latest technology solutions. Here are just a few of the takeaways that the Lessonly team brought back from the trip.

Customer Service 20

Customer Service Customer Education Training 20

Hubspot Sales

NOVEMBER 21, 2018

It can feel like a David and Goliath scenario. As a startup, you may be tempted to look at the established giants in your niche and believe you have no chance of beating them. They have the reputation, reach, and budget to acquire and retain customers. But if the biblical allegory teaches us nothing else, it does demonstrate that an informed and savvy underdog can defeat a perceived champion.

Webinar Metrics 127

Webinar Metrics eBook Cost per Lead Loyalty 127