SBI Growth
MARCH 30, 2018
Either you’re launching Customer Success or have already started on this journey. This type of transformation involves many people, departments, and functions. To be successful, a change management program is necessary. While an established framework, John Kotter’s 8 step change management.
The Sales Hunter
MARCH 30, 2018
At 34,000 feet over the Pacific, on my way to Hong Kong, I did something I rarely do — I watched a movie. I found myself immersed in the movie “Darkest Hour,” the story of Winston Churchill during World War II. The movie shows truly a dark period of time for the United Kingdom. The […].
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Hubspot Sales
MARCH 30, 2018
You have invested a significant amount of time, money, and energy into an opportunity. Then the buyer says they want to “think it over.” What should you do? Maybe it’s easier to begin with what you shouldn’t do. All too often, salespeople simply agree to postpone the decision and check in later. If we’re feeling particularly brave, we may even suggest a date and time for the next contact.
Gong.io
MARCH 30, 2018
You’ve established your sales process and you have a structure in place to help your team achieve quota attainment. But with any sales machine, you should consistently to check see if all the moving parts are working and repeatable. How? There are hundreds of ways to measure sales performance, so be sure to choose wisely. But, under most circumstances, it comes down to a few things… How Many Leads are You Receiving?
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.
Hubspot Sales
MARCH 30, 2018
We all know how hard it is to get started on a project when there’s no guarantee of success and every possibility of failure. That’s how prospecting can sometimes feel, especially if you’re using outdated sales tactics that drive buyers crazy. We know prospecting can seem daunting, and a string of unreturned calls and unanswered emails is discouraging, to say the least.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Xvoyant
MARCH 30, 2018
Today's blog post comes to us courtesy of Iva Williams, Customer Experience Manager at Xvoyant.
Pipeliner
MARCH 30, 2018
Frequently I am asked by management teams to attend their sales meetings, to give feedback, and to participate in how my customers are developing their revenue engines. These meetings are often designed around team building events on a beach or at a resort with a golf course. Sometimes they are dialed down meetings, designed to set the vision for the company; others are an opportunity to relax with their colleagues.
Gong.io
MARCH 30, 2018
You’ve established your sales process and you have a structure in place to help your team achieve quota attainment. But with any sales machine, you should consistently to check see if all the moving parts are working and repeatable. How? There are hundreds of ways to measure sales performance, so be sure to choose wisely. But, under most circumstances, it comes down to a few things… How Many Leads are You Receiving?
Pipeliner
MARCH 30, 2018
The current level of sales management is failing companies. It is failing customers and it is failing the employees. Average tenure of a sales leader has dropped from 26 months (bad) to 18 months (horrible). 80% plus want to meet with a sales person only after they have developed the need and a shortlist. 6.7% of people say they trust very highly information from a sales person.
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The Center for Sales Strategy
MARCH 30, 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.
People.ai
MARCH 30, 2018
When we’ve talked with sales and marketing leaders who’ve maintained alignment with one another, we’ve found one recurring element that’s been in place—a joint, weekly dashboard meeting. During a recent data-driven marketing meetup, our panelists shared what these meetings look like within their organizations. Read on for key takeaways from marketing leaders at Demandbase and Mixpanel who’ve.
Selling Fearlessly
MARCH 30, 2018
A long time ago in China, a girl named Li-Li got married and went to live with her husband and mother-in-law. In a very short time, Li-Li found that she couldn’t get along with her mother-in-law at all. Their personalities were very different, and Li-Li was angered by many of her mother-in-law’s habits. In addition, […].
Hubspot Sales
MARCH 30, 2018
What is Imposter Syndrome? Imposter syndrome is the fear of being found out as a fraud or the feeling you don't deserve your success. Those with imposter syndrome often go to great lengths to hide it, which can be paralyzing to future success and present decision making. But, there are ways to fight it. Find out how in this article. An early mentor once described sales as a "Transfer of confidence from you to your potential client.".
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.
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