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.
Understanding the Sales Force
NOVEMBER 19, 2018
I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit. I'm not sure whether it was my navigation system repeatedly telling me to "obey all traffic laws" each time I started the car, or my wife reminding me that I needed to be a good role model for our soon-to-be driving 16 year-old son. I admit that this was much easier for me to do after I gave up my Jaguar for a Lincoln Navigator.
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Mr. Inside Sales
NOVEMBER 18, 2018
I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. He told me that a few years ago he was working for a company selling an IT solution, and that while dealing with the Director of IT, he suddenly had an opportunity to meet the new CFO. This was unexpected and he had to think fast!
SBI Growth
NOVEMBER 19, 2018
Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations.
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.
Zoominfo
NOVEMBER 20, 2018
The modern B2B customer journey is more complex and multilayered than ever before. In a prospect’s path to become a customer, they often engage in a number of digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few. In fact, studies show it takes an average of 6 to 8 touchpoints to simply generate a lead ( source ).
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
NOVEMBER 22, 2018
Happy Thanksgiving! It’s Thanksgiving Day here in the U.S., and I’m taking a break. I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling—whom I want to acknowledge now: Taylor Mallory Holland—the most remarkable editor, who makes everything I write much better.
SBI Growth
NOVEMBER 17, 2018
Joining us on the SBI Podcast is Stephen Thomas, SVP of Global Sales for Armor Cloud Security. Armor is a hybrid cloud security service that integrates advanced analytics, global threat intelligence, and continuous response capabilities into a single platform that bolsters.
The Sales Heretic
NOVEMBER 20, 2018
You’d be hard-pressed to find a bigger advocate of good customer service than yours truly. I have long argued that sales is service and service is sales. As a keynote speaker and seminar leader, I have evangelized the importance of taking care of the customer in every step of the sales process from prospecting through [.].
Sales and Marketing Management
NOVEMBER 23, 2018
Author: Bassem Saber Welcome to the 21st century where communicating with businesses online is instant. Gone are the dejected days when a client would click on the live chat option and receive a message hours later redirecting you to the FAQ page or their contact information! No longer are online users subjected to days of waiting for an email response over an issue raised concerning a product.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
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
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
Connect2Sell
NOVEMBER 21, 2018
Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale.
Zoominfo
NOVEMBER 19, 2018
Every job opening comes with a specific set of candidate requirements and characteristics. But beyond your basic job description, how do you make sure you’re targeting and attracting the right type of candidate? And even more importantly, how can you guarantee a quality hire if you don’t know what your ideal candidate looks like? Fortunately, with the help of job candidate personas, you can find, target, and recruit the best candidates in the workforce.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Anthony Cole Training
NOVEMBER 22, 2018
Another day, another great resource available from us here at Anthony Cole Training Group.
SBI Growth
NOVEMBER 20, 2018
There is no doubt that the Private Equity landscape has evolved. Lower cost money and more LPs are leading to historical levels of dry powder. Further, the availability of less acquisition targets with immediate EBDITDA upside is leading to more.
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.
A Sales Guy
NOVEMBER 19, 2018
It’s time we change the way we sell. The old, tired, product-centric, sales techniques and methods have had their time. Ask any buyer. They are fed up with the countless, lame, intrusive, valueless emails, cold calls and LinkedIn requests for 15-minutes of their time. They are tired of salespeople not understanding their business and pitching irrelevant solutions.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Anthony Cole Training
NOVEMBER 19, 2018
While driving into work earlier this year, I heard an incredibly powerful performance question while listening to the Dan LeBetard with Stugatz ESPN radio show. An ardent Michigan State Football beat writer asked this question during the Big 10 media day. “You came to Ann Arbor with perhaps the most hype of any coach in the history of the Big Ten. Maybe in all of college football.
SBI Growth
NOVEMBER 23, 2018
It’s upon us. 10,000 baby boomers are turning sixty-five a day. What does this mean? A massive shift in the work force. It also means a changing of the guard in the ranks of sales and marketing senior management (all.
Hubspot Sales
NOVEMBER 23, 2018
If your startup were a Netflix series, the cap table would be the credits rolling at the end of each episode. For any up-and-coming founder, it's crucial to have a detailed understanding of who owns what at each stage of the business. This is true whether you're doing diligence for raising money or simply incorporating a new business. The capitalization table, or cap table, provides the information you need for a clear understanding of your company's ownership.
BrainShark
NOVEMBER 20, 2018
The sales world has been no exception to the recent explos.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
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?).
SBI Growth
NOVEMBER 22, 2018
Today many private equity firms are looking to improve the operating efficiency of their portfolio companies. Driving consistent organic revenue growth is a necessity given the high multiples that are being paid. It creates the most value but is also.
Alice Heiman
NOVEMBER 21, 2018
Most company leaders can tell you exactly what their growth goals are. They can tell you what markets they are pursuing, what products they are creating, and what companies they are targeting. What many can’t tell you, is their plan for retaining and growing their existing customers. Let me put it to you this way. If I told you I knew a sheep farmer who wanted to double his flock, but his practice was to leave the pen open when he went out to buy sheep… you would tell me he was crazy.
Zoominfo
NOVEMBER 18, 2018
First impressions are important – especially as a sales rep trying to win more business. When you get on the phone with a potential buyer for the first time, every word you use can make or break a future sale. With so many tasks to accomplish during a first call, it’s easy to forget the simplest one – making a good first impression. If you’re struggling to capture your prospects’ interest during your first call, it may be time to freshen up your strategy.
Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified
Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.
RAIN Group
NOVEMBER 20, 2018
Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" 1. The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. "What percent of people that you know are trustworthy?".
Jeff Shore
NOVEMBER 20, 2018
By Amy O’Connor . Mindset is everything in sales. Sales technique is important, but mindset will always guide technique. So, if your mindset is flawed, your technique will also be flawed. ?Here are the top five beliefs that dramatically limit many sales professional’s success: 1. Buyers won’t buy without a discount or incentive. ?. ???Not true! Buyers buy when they see personal benefit in what you are selling, and they feel good about the value.
Women Sales Pros
NOVEMBER 22, 2018
This is the time of year to reflect on great things happening to help move the needle for more women in sales (#womeninsales) and sales leadership in B2B companies with “male majority” sales teams and male sales leadership. Thank you to the women helping to champion change, and our male allies. Here are resources to check out, join, attend, share, and recommend.
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