Hubspot

OCTOBER 19, 2017

Hi. I'm Nick, and I'm new to the HubSpot Marketing Blog. But I'm not new to HubSpot. I've been working at HubSpot for over a year now, and in that time, I've created more than 50 videos for HubSpot's Facebook page. And over the last year, we've grown our organic Facebook video views by nearly 250%. We used a lot of different content creation strategies to change our approach to Facebook videos, and knowing specifically what to track -- and why -- was a critical part of measuring our success and

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Represent Start-ups Follow-up Growth 100

InsightSquared

OCTOBER 16, 2017

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. I get asked, “What should I look for when hiring someone for Sales Operations?” or “What skills should I have to break into Sales Operations?” a lot. Thinking about the best and worst Sales Operations professionals I’ve worked with over the years, I’ve come up with four skills that the best have and the worst lack.

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SQL Account management Sales Follow-up 93

A Sales Guy

OCTOBER 16, 2017

I know, I know, I haven’t posted a blog post in over 2 weeks. I think this is a record for the longest stint without a post. Why? Why has it been so long? I could give you a million reasons, but the truth is I just haven’t been inspired. I like to offer value to the readers of this blog, and I just haven’t felt it lately. I’ve been writing on A Sales Guy for almost 9 years.

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Sales 84

Membrain

OCTOBER 18, 2017

There is an epidemic in the sales industry, and it’s destroying profits. Year after year, sales effectiveness continues to decline, and while the causes are many and complex, there is one big problem that is causing way more trouble than it should.

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Sales Process 87

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Follow-up

Hubspot

OCTOBER 19, 2017

As a sales manager or leader, your problem probably isn’t too little data. It’s too much data. After all, with the latest tools we can measure everything -- and we do. From the percentage of reps using your CRM and cohort retention rate to average time to hire and sales velocity, there’s a nearly endless list of metrics, reports, and data points. Let’s be honest: It’s overwhelming.

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Quota Cross-sell Contract Negotiate 87

Understanding the Sales Force

OCTOBER 17, 2017

Image Copyright iStock Photos. The easy answer to the title question is that they have been trained to do that since they first arrived at sales kindergarten. Whether talking points, bullet points, inarguable facts, competitive differences, ROI, value proposition, brand promise or cost of ownership, these words and phrases have been reinforced since day 1.

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Up-sell Prospecting Sell Sales 82

Score More Sales

OCTOBER 19, 2017

Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change.

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Sales Growth Product B2B 79

Hubspot

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. Not only are salespeople notoriously good at figuring out and exploiting loopholes in the pay structure, but there are tens of different variables to balance. How to create a good sales comp plan. Sales comp plan types. Salary only. Commission only. Base plus commission.

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Commission Quota X-functional Non-Profits 87

Membrain

OCTOBER 15, 2017

Yesterday, a sales manager I was coaching asked me to explain the difference between a great question and a tough question. I gave him the one-minute version but this article has the expanded version of that answer.

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Consult Sell Sales 76

SalesforLife

OCTOBER 19, 2017

As social becomes a more dominant form in the prospecting process, sales leaders must remember that without the proper mindset, these tools are going to get you nowhere.

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Sell Prospecting Process Sales 69

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Openview

OCTOBER 19, 2017

Hiring successful BDR managers is no easy feat, but it’s crucial to the long-term success of your sales team – BDR managers own the top of your lead funnel, and often the talent pipeline for your company as well. You task them with hiring junior team members and ramping those new hires quickly on your product, market and sales process. They must handle all of that while facing an extremely high turnover rate, competitive market/comp while likely building training, processes and operations on the

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Contact Appointment Pipeline Drivers/motivators 62

Hubspot

OCTOBER 17, 2017

Writing is easy. Most people can do it. If you’re reading this, you can write. But can you write well ? Does your writing connect with people? Does it engage readers, compelling them down the page? Does your writing inspire action, selling things or services or ideas? If so, you have a potent skill at your disposal: you can command attention , a valuable commodity.

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Extrinsic Intrinsic Cross-sell Entertainment 78

Partners in Excellence

OCTOBER 17, 2017

Every organization has challenges with problem performers. However, too few address these performance issues–at least until the impact of the problem performance is devastating to the organization. A problem sales person can, easily, have an adverse impact of over a million dollars. The “cost” is not just the lost opportunity in their own territories, but the drag they create on their peers and managers has an impact, as well.

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Territory Technique Sales 65

Score More Sales

OCTOBER 17, 2017

Need a dose of inspiration to boost sales before the calendar year is over? Working to hit that stretch goal? How about a way to move a stalled sales opportunity to closure?

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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

Promote

Engage Selling

OCTOBER 19, 2017

Did you just do a double take? Don’t close sales…isn’t that counter-productive to our sales success? You heard me right. Salespeople should not be attempting to “close” sales with clients. It’s all in the definition.

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Closing Sales Clients Product 60

Hubspot

OCTOBER 20, 2017

I cannot tell you the number of times I've deactivated Facebook, re-joined, and deactivated again, only to repeat the process. It began last fall, where much of social media was full of contention and -- as it was later revealed -- dripping with promoted political content with links to Russia. Everyone was digitally screaming at each other, loathing and lamenting until, come November, I thought to myself, "Enough already.

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SalesforLife

OCTOBER 16, 2017

How can you use sales enablement to create a flywheel of growth at your business? Ben Cotton , Senior Marketing Manager, Sales Enablement , HubSpot, sheds light on everything you need to know to enable your sales reps to succeed, from how to build a sales enablement team to key plays and strategies he learned while building HubSpot’s sales enablement team.

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Sales Growth 59

Adaptive Business Services

OCTOBER 18, 2017

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Then there are those apps that I have used for an extensive period of time and they are worthy of a shout out! While I can’t do extensive research or a full review on each, hopefully you may find some gems for your own use that have been hidden inside this regular curation.

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Sell CRM Up-sell Contract 59

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Pipeline

Engage Selling

OCTOBER 20, 2017

You don’t have to put up with unpredictable sales results. You need to know how to close more sales – consistently. In this Facebook Live video I share the secret formula to close more deals by creating urgency and commitment. .

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Closing Sales Up-sell Clients 59

Hubspot

OCTOBER 20, 2017

Say you're in the market for a new pair of headphones or a new guitar tuner. Where would you start your search? Google, right? Not so fast. According to a 2016 survey of 2,000 consumers , 55% of people actually skip Google altogether and start their online shopping searches directly on Amazon. Google still remains the top search tool for B2B purchases and services, but Amazon is steadily overtaking them in the B2C market.

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Product E-commerce B2C Campaign 76

SalesforLife

OCTOBER 17, 2017

When it comes to prospecting and early prospect engagement, it’s crucial that Sales Leaders optimize their technology stack to reach modern B2B buyers actively seeking valuable solutions to their problems.

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Prospecting B2B Technology Technology 57

Partners in Excellence

OCTOBER 18, 2017

I have to start this post with a story. I’m an obsessed reader. At least once a week, I have to sign into Amazon to feed my reading habit. On logging in, I’m immediately fed suggestions of books I should buy. Always, they’re in similar categories: The latest in sale/marketing/leadership, biographies, history. Yes, there are also the mystery/spy novels (Daniel Silva, Lee Childs, Vince Flynn, John LeCarre, and so forth).

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Customers Start-ups Prospecting Closing 57

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Campaign

The Sales Hunter

OCTOBER 19, 2017

This week I had the opportunity to work with the team from SEN Design Group and some of their members. The conversations were stimulating, as everyone was bringing amazing insights to the conversation. What I found interesting is the more time I spent with them, the more I came away realizing the need to have […].

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Smart Calling

OCTOBER 20, 2017

I’m reaching back into the archives today for you. About nine years ago or so, I produced a bi-monthly DVD with several training segments for members of my Platinum membership group. One of those segments featured someone who became a very popular character, Al Smolski. Al would call as I was wrapping up the episode, and always would try some technique that was ill-advised, or just plain awful.Of course, I used those as teaching moments with Al, who didn’t always quite get it.

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Technique 60

SalesforLife

OCTOBER 20, 2017

Welcome to your weekly roundup for Oct 13-20. This week we’re summing up insights why it's becoming urgent that salespeople take on more autenthic terms of engagement, why self-development is crucial for operational efficiency, and how to recognize the signs of a bad sales manager.

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Engineering Sales Sell 54

The 5% Institute

OCTOBER 18, 2017

Today I want to share a quick tip with you that isn’t hard to implement, yet will give you a massive advantage among your competitors. Today I want to share a quick tip with you that isn’t hard to implement, yet will give you a massive advantage among your competitors. What is this tip I speak of you ask? Social proof. And by social proof, I mean in this case testimonials.

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Clients Pitch Education Contact 52

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Gaming

SalesLoft

OCTOBER 16, 2017

When it comes to call coaching, the majority of sales leaders fall into one of two managing styles to keep their reps’ skills strong: a proactive or reactive approach. Proactive managers prioritize coaching their reps for the future to help further their development. Reactive managers, on the other hand, respond to the reps’ past performance, analyzing and critiquing.

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Construction Meeting Sales Drivers/motivators 52

Partners in Excellence

OCTOBER 20, 2017

Some of you may be reading this title, having the reaction, “They work for me, they are responsible for producing the results I expect!” It’s pretty much the “command and control” point of view too many managers still embrace. Too much data points to this being entirely ineffective in leading and developing our people.

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Customers Quota Consult Closing 53

SalesforLife

OCTOBER 19, 2017

Yesterday morning I couldn’t remember where I put my keys, but I still remember what movie I went to on my 16th birthday and that was a LONG time ago.

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Sales 60

The Sales Hunter

OCTOBER 15, 2017

Fourth quarter?! How did that happen? Don’t slow down on your prospecting now. Yes, you need to be closing deals, but you ALSO need to be adding fresh prospects to your pipeline at the same time. Check out the video to see what I mean: A coach can help you excel in your sales […].

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Prospecting Drivers/motivators Pipeline 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.

Service