SBI Growth
JANUARY 21, 2019
Investment by B2B firms into a Customer Success function continues to outpace all other roles. Growth in Customer Success positions in 2018 was more than 80% above 2017 levels. Leadership continues to place their confidence and budget into Customer Success.
MTD Sales Training
JANUARY 21, 2019
Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them. This is a great opportunity to find out whether this prospect is a good fit for your and your company, and whether they are likely to prove profitable for you. You don’t want to risk all for a small return on then time and effort invested in them.
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Zoominfo
JANUARY 21, 2019
Although the first month of 2019 is nearly over, we’re not quite done reflecting on 2018. For those of you who aren’t regular readers of the ZoomInfo Blog, we spent last week looking back on our most popular content of 2018. Thus far, we’ve covered the most-read articles for sales professionals and recruiters. Today, we bring this series to a close with the final installment– for marketers, of course.
Hubspot Sales
JANUARY 21, 2019
Welcome. I’m glad you're here. You might be in the midst of launching a startup. Maybe you’ve planned out your path into the world of startups and have yet to start … or perhaps you’ve simply dreamed about your startup behind-the-scenes. Regardless, welcome. We know this journey is emotional, difficult, scary, exciting, risky, and rewarding. I get it, and I’m honored you’ve chosen HubSpot as a key resource.
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.
Women Sales Pros
JANUARY 21, 2019
Remember from last year’s Sales Kickoff? The theme? The awards ceremony? That awkward moment when the VP of Marketing tripped walking toward the podium? What about all those great new selling tactics your sales team was introduced to? How many of those are actually being used 10 months later? Here’s a sobering fact: 77% of what we learn within a week is forgotten.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Julie Hanson
JANUARY 21, 2019
So many ways to blow a great presentation…and so little time. You likely work hard to get the opportunity to present to a prospect, so why risk blowing it on one (or more) highly preventable mistakes? Here’s my Top 50 ways to blow a great presentation. Check off which ones you’re guilty of – if you dare! Spend a lot of time “chatting” with your prospect in the beginning to get comfortable.
CloserIQ
JANUARY 21, 2019
Hiring candidates for entry-level sales positions can feel like a perilous endeavor. Most candidates lack sales experience, and that tends to make hiring managers nervous. But while selecting inexperienced candidates may seem like a gamble, it’s not. Even if a candidate doesn’t have a sales record, there are still plenty of ways to evaluate his or her potential to sell.
Partners in Excellence
JANUARY 21, 2019
I am flattered that Brandon Bornancin wants to interview me for his upcoming book on the secrets to selling. I fear that I may be a little disappointing. When Brandon and his team first asked, my response was, “The real secret is there are no secrets. You have to do the work!” I’ve been saying this in this blog, in keynotes, on LinkedIn—wherever I have the opportunity.
Nutshell
JANUARY 21, 2019
As a sales manager, you know your team’s strengths and weaknesses better than anyone. That being said, an effective sales manager doesn’t rely on intuition alone when deciding how to increase productivity. They analyze metrics over time in order to learn how to best support their team and fine-tune their sales process. But which sales metrics should you watch, and what should you do with that information?
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Aviso
JANUARY 21, 2019
New AI Insights, Opportunity Acceleration Chart and Opportunity Map enhancements help guide sales teams to a modern data-driven approach As the adoption of AI for Opportunity Management and Sales Forecasting continues to heat up in the coming year we continue to make significant product advancements and add critical new capabilities to the Aviso platform.
BrainShark
JANUARY 21, 2019
A major shift in learning preferences has led to the rise of microlearning. But effective sales enablement requires more than just training.
KO Advantage Group
JANUARY 21, 2019
There’s no “one size fits all” final sales question that can get your client to say “yes.” You have to work for it; you have to earn their trust to get to the finish line. This can be accomplished by establishing a solid relationship with your client and most importantly, listening to their needs. I’ve had people reach out to me asking me to talk to their client for that “final” push in sealing the deal.
Smart Calling
JANUARY 21, 2019
Most sales and prospecting voice mail messages get deleted because they are awful. Some are in the gray area of credibility. Others are flat out deceptive. Yet, skilled salespeople understand the effective way to use. And that’s what we cover in today’s show. You’ll hear what does not work, and the entire Smart Calling Voice Mail process that you can fill-in-the-blanks in order to begin using your own effective message.
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.
Bigtincan
JANUARY 21, 2019
Small businesses are often resource-strapped. Strapped for time, strapped for talent, strapped for cash. When a business is strapped, its people get scrappy. They live in a world where each employee wears a stack of hats. Each hat becomes both a badge of honor, and a burden to bear. There is one very big problem […].
Pipeliner
JANUARY 21, 2019
Promise or Goal? The old year has come to an end, and we’re in the first days of the new year. Most people are looking back at their recent past, weighing successful and missed opportunities and achievements, and making plans for the upcoming year. This is a very good thing, only when looking back at the past can we arrive at solutions and plan our future activities.
Artesian Solutions
JANUARY 21, 2019
2018 had some pretty big numbers for Artesian & our customers. Check out our infographic to see how some of the leading sales teams used Artesian to grow over the past year. The post Artesian & what the leading sales teams achieved in 2018 [Infographic] appeared first on Artesian Solutions.
Cincom Smart Selling
JANUARY 21, 2019
Today, almost every complex product is loaded with sensors that report diagnostic data, performance data and usage data. Some of … Continue reading "Insight Selling and IoT Create Opportunities for Sales and Buyers". The post Insight Selling and IoT Create Opportunities for Sales and Buyers appeared first on Cincom Blog.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Janek Performance Group
JANUARY 21, 2019
Microlearning has gained much greater currency in the last few years in sales training. In this interview with Selling Power , Janek Managing Partner Justin Zappulla examines microlearning from the perspective of both frontline sales reps and sales managers. He also discusses the importance of synergizing microlearning with reinforcement, through activities such as sales manager observations and gamification.
criteria for success
JANUARY 21, 2019
This episode's featured guest is Hunter Smith, Director of Business Development & Senior Project Manager & Estimator of Paul Davis Restoration of the Palm Beaches. Paul Davis provides professional residential and commercial emergency restoration services for disasters of all sizes. From water and flood damage, to fire damage and mold remediation, Paul Davis professionals are [ ] The post Let’s Talk Sales!
Selling Energy
JANUARY 21, 2019
For some of us honing a particular skill or owning a niche is the key to making it. However, the path to success is rarely the same for everyone in sales. Some of us are more adept when we focus on “specialties,” which involves honing skills in different areas and linking them together.
Carew International
JANUARY 21, 2019
In his most recent guest blog for TrainingIndustry.com, Carew CEO Jeff Seeley discusses an integral, yet often overlooked, characteristic that all sales leaders should cultivate on their sales teams: curiosity. Read more to see why every sales leader should pay more attention to curiosity and how curiosity among your sales team can lead to more closed deals.
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.
SugarCRM
JANUARY 21, 2019
You might have seen that Google was recently fined roughly $57 MILLION dollars for some of its customer data collection in France, under the tenants of the new GDPR legislation. Now, 57 million may be chump change for a gigantic company like Google, but this fine (the largest of its kind to date) is setting a serious precedent: all of us in business need to take customer data privacy management very seriously.
OnePageCRM
JANUARY 21, 2019
It’s no secret that a few days off and away from work, in a different environment can regenerate the mind and this is exactly how we feel after we return from the holidays. Hit the ground running in the New Year! If you’re looking for a way to rejuvenate or get an energy boost during the year, attending a sales conference can help do just that! Fast forward a few months, your workload has tripled, your creative side dampened and that motivation and energy you thrived on back in January is long g
Sales and Marketing Management
JANUARY 21, 2019
Author: Sabrina Ferraioli “A trend gains power over time, because it’s not merely part of a moment, it’s a tool, a connector that will become more valuable as other people commit to engaging in it.". — Seth Godin. To stay ahead of the competition and thrive, it’s essential to identify and adopt sales techniques that can boost your productivity and results.
OnePageCRM
JANUARY 21, 2019
It’s no secret that a few days off and away from work, in a different environment can regenerate the mind and this is exactly how we feel after we return from the holidays. Hit the ground running in the New Year! If you’re looking for a way to rejuvenate or get an energy boost during the year, attending a sales conference can help do just that! Fast forward a few months, your workload has tripled, your creative side dampened and that motivation and energy you thrived on back in January is long g
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Sales Hacker
JANUARY 21, 2019
This week on the Sales Hacker podcast , we talk to Bill Binch , Chief Revenue Officer for Pendo and a former sales executive at Marketo who, over close to 10 years, helped guide the company through multiple phases of growth including both an IPO and an acquisition. . Bill is the consummate commercial leader, sales manager, and team player and walks us through his career insights.
Babette Ten Haken
JANUARY 21, 2019
Reading the words, collaborative business models, makes some leaders shudder. Yet, other leaders think: Why not? The difference in reactions – and responses – is rooted in how your brain is hard-wired to think about continuously serving customers. Now, some of you lead organizations with seemingly immutable business models. Ones which continue to “work well”, regardless of organization or association size.
Costello
JANUARY 21, 2019
Cody Lamens, Head of Sales, TINYpulse. Like many sales professionals, Cody Lamens had no intention of entering into the career after school. After four years playing collegiate football, however, Cody joined a startup tech company as one of the first 10 employees, which gave him unparalleled exposure and experience to the fast-paced sales lifestyle.
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