Hubspot
FEBRUARY 7, 2018
There’s no such thing as a born salesperson. Great sales reps make it look easy, but superior performance usually indicates a salesperson has taken the time to hone their skills and is constantly iterating to better help their prospects. Whether you’re a first-time rep or looking to get back to the basics, these tips are the essential pillars of successful selling.
Sales Hacker
FEBRUARY 7, 2018
In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional Sales Growth vs SaaS Sales Growth. Historically, growth of a sales team was based on the revenue starting with $0M on day 1 of the year.
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Engage Selling
FEBRUARY 8, 2018
It’s a common scenario. A seller sends a proposal out to a prospect. They’re excited because the prospect seems eager to move forward and hasn’t brought up any objections or indications that they’re even on the fence.
Heinz Marketing
FEBRUARY 6, 2018
A week ago I deleted Instagram from my smartphone and wrote about it briefly on LinkedIn. Apparently it’s a topic many others have thought about and/or struggled with as well. As of this morning, that post has been viewed more than 1.3 million times and generated more than 5,000 likes and 1,000 comments. Crazy. In reading through the comments and discussing the issue with colleagues over the past few days, I’ve noticed that most of us who struggle with the dark side of social media
Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering
The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling
Hubspot
FEBRUARY 7, 2018
Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. While one role might be perfect for your personality and career goals, another might make you miserable or require skills you don’t have. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide.
Sales Hacker
FEBRUARY 8, 2018
In this article, I will breakdown how to run effective discovery calls within the sales process, in just 7 easy steps. It’s no secret that discovery is one of the most crucial parts of any sales opportunity, and ultimately – delivering demos without this vital component is likely to be a wasted activity. When I posed to my LinkedIn network a couple of months back the question as to the importance of discovery, the response was overwhelmingly aligned.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
FEBRUARY 8, 2018
By Matt Heinz, President of Heinz Marketing. Is Inc Magazines’ “ How I Work ” a favorite of yours? or maybe, Lifehacker’s This Is How I Work Series? Mine too. For some time we’ve been doing our own #HowIWork series of B2B sales, marketing or business leaders answering “How I Work” questions ( starting with my own answers). Check out the updated the questions below.
SalesforLife
FEBRUARY 5, 2018
Sometimes, giving 100 percent is just not enough. Overperformers are sometimes defined as sales professionals who bring back at least 125 percent of their quota. That was the starting point for a survey by the Harvard Business Review that looked at the motivations and personal attributes of overperformers in the sales arena.
Sales Hacker
FEBRUARY 6, 2018
In this article, I’ll explain how to build rapport on a sales call, and 4 lethal mistakes to avoid during your sales conversations. In our rush to focus on the latest automated email app or Chrome extension , we’ve forgotten that at its core, sales is about harnessing the power of human-to-human interactions. Because of this, t oo many salespeople are sabotaging their opportunities for success from the very start.
The Sales Hunter
FEBRUARY 6, 2018
A few weeks ago, I was sitting in an airport (no surprise!) waiting to board my flight, when an inbound inquiry from my website appeared from a person looking to see if I might be the right person for their sales kick-off meeting. The person said I could email them back when it was convenient, […].
Speaker: Frank Taliano
Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.
Heinz Marketing
FEBRUARY 7, 2018
After years of following him online, I finally got a chance to meet Godard Abel yesterday at the SaaStr Annual Conference. Godard is a serial successful entrepreneur, having built and sold numerous companies after taking the kernel of an idea and making it a scalable, profitable reality. His latest company, G2 Crowd , is on a similar path – quickly growing in scale and impact amongst B2B customers worldwide.
Pointclear
FEBRUARY 7, 2018
How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. It takes a skilled team, a proven cadence, multiple touch points, message testing, market analysis — and plenty of perseverance —t o produce the leads that truly contribute to revenue generation. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead.
Sales Hacker
FEBRUARY 8, 2018
The post How to Use Sales Triggers to Close More Deals, Faster appeared first on Sales Hacker.
Openview
FEBRUARY 7, 2018
Many organizations have adopted the practice of hosting Quarterly Business Reviews (QBRs) with each of their sales professionals to review what happened the previous quarter and to, perhaps more importantly, look ahead to future quarters. While QBRs are often dreaded by just about everyone in the sales organization due to their reputation for being incredibly time consuming and invasive, they can be very helpful for not just the sales leader, but the team of sales professionals as well.
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B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.
Heinz Marketing
FEBRUARY 9, 2018
If I hear one more marketer tell me that the sales team is their “eyes and ears to the customer” I am going to scream. There’s no doubt that your sales team is likely on the phone with current and prospective customers more than you are. But their job is not to build your personas for you. They are not there to help determine who the active members of your buying committee are.
Hubspot
FEBRUARY 9, 2018
AI is all the rage on tech websites, but it can still seem like a pretty obscure, inaccessible tactic for B2B companies. The hype and expectations of AI are astronomical, yet the actual business impact it can have on B2B companies at this moment is still relatively uncertain. However, one thing I can assure you is that AI technology is advancing faster than most of us will ever be able to keep up with.
Partners in Excellence
FEBRUARY 6, 2018
All of us know, often talk about the Pareto Principle. It’s the 80/20 “rule.” an observation we apply to lots of different things. For example, 20% of our sales people produce 80% of the results. Much of the “data” suggests this is conservative, that far few sales people produce a larger percentage of the results. Often, though, I think we misunderstand this.
Understanding the Sales Force
FEBRUARY 9, 2018
If you follow American football even a little, then you were paying attention this week when the Philadelphia Eagles defeated the New England Patriots to win Super Bowl VII. You might have been paying attention when a day later the Patriots offensive coordinator agreed to take the head coaching position of the Indianapolis Colts. The press conference was scheduled to take place on Tuesday, but 3 hours before Josh McDaniels would be introduced as the Colts new head coach he changed his mind, left
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Engage Selling
FEBRUARY 9, 2018
??I want to build on the tips that I discussed with you last week about the sellers that you should not hire.
Hubspot
FEBRUARY 8, 2018
We live in an age where it seems like privacy comes at a premium. It feels like the number of headlines we see about data breaches, for example, come at a higher (and troubling) frequency every year. Many of us wonder what we need to do to protect ourselves. Freeze our credit? Use a different password for every last online shopping site, bank account, and other logins?
Partners in Excellence
FEBRUARY 9, 2018
Every once in a while, someone asks me, “When is it right to challenge?” At first the question bothered me, my knee jerk reaction was, “We should be challenging our customers 100% of the time.” Then I realized may have been answering a question that is different than what the person is asking. Even though Challenger was published years ago, there remains a lot of misunderstanding around the concept Challenging.
Understanding the Sales Force
FEBRUARY 7, 2018
Recently, I installed vented plastic garage floor tiles like those in the picture above to improve the look of our garage. It's the same garage, but now it looks awesome. Yesterday I received an email from Richardson Training, letting me know that they have completed their 2018 Selling Challenges Study. The data in the report, which you can download here , hasn't changed a great deal since 2017, but the report's new look is awesome.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Openview
FEBRUARY 5, 2018
As a sales leader, you are evaluated by the success of your team – for better or worse. As John Greene at PhoneBurner put it: “Sales managers must take ownership of the success or failure of their sales team…As the leader of your business unit, it’s your job to educate , motivate , and provide a productive workplace…This is critical for your company’s growth and success.”.
Hubspot
FEBRUARY 7, 2018
If you can’t beat ‘em, join ‘em. This is a lesson Facebook has perfected over the last year as it continues to launch products to compete with Snapchat, the app it tried and failed to purchase back in 2013. The battle over the disappearing social media story continued recently with the launch of Facebook Stories -- a feature that replaced Facebook "Messenger Day" late last year.
Partners in Excellence
FEBRUARY 8, 2018
Over the past several weeks, I’ve been writing articles related to designing our organizations for performance. Whether it’s talent management,rethinking the bell curve, metrics and shifting the numbers in our favor, or rethinking the pareto principle–we can and are obligated to design our organizations for performance. It’s a simple concept, but too often, it seems we design for mediocrity.
SalesforLife
FEBRUARY 6, 2018
If you are only posting stories for people to read, you're only using half of the Internet. Great content should encourage B2B buyers to engage in conversations with your sales teams. Consider your ideal buyers for a moment and try to assess what would motivate them to engage, explore further or even buy.
Speaker: Yohan Lobo and Dennis Street
In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.
Heinz Marketing
FEBRUARY 4, 2018
This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. Field events can be a critical component of your B2B marketing channel mix, especially if you’re trying to gain attention and engagement with high-demand senior decision makers.
Hubspot
FEBRUARY 7, 2018
I don't know about you, but when I hear the name "Justin Timberlake," I instinctively roll my eyes. And while that sentiment may have caused 90% of you to bounce from this page, please, hear me out: This post is about Google more than it is about him. It all started when my colleague, HubSpot's Director of Acquisition Matt Barby, pointed out that a Google search for Justin Timberlake would display the following within the search engine results page (SERP): Naturally, I had questions.
SalesLoft
FEBRUARY 6, 2018
How many touches does it take to get a contact to respond? Is it better to call or email a contact when reaching out for the first time? How long should you wait before following up with a contact after your first, fifth or tenth attempt? Is there a combination of sales touches that consistently outperform the rest? These are just a few of the questions that keep our customers and Salesloft’s Lead Data Scientist, Roi Ceren, up at night.
SalesforLife
FEBRUARY 8, 2018
We all have leadership expectations to meet, goals to reach, and milestones to achieve. Think you or your buyers and customers are not biased? Think again. It's baked into us from a young age—check out this post from HubSpot on 26 forms of bias.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
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