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Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. For many companies, sales and marketing alignment efforts have been in place for a while, and in order for the business to grow, scale, and better support its customers, customer support organizations also need to be a part of the conversa
Trying to communicate with someone who speaks a different language can be difficult. When we find ourselves in these kinds of situations, we often rely on commonalities — things that are fundamentally true across cultures. Sales and marketing often speak different languages: Convert vs Close, Prospect vs Leads, Sales cycle vs Marketing funnel.
In my last article, we talked about the fact that technology, practically since the beginning of time, has been replacing repetitive tasks. While everyone wants some repetitive activity replaced in their lives—actually as much as possible—we’ll stick to our subject of sales and CRM. CRM technology, with increasing intelligence, continues to replace repetitive tasks.
For instance, if you’re looking to hire people for your sales team , you know you want sales-savvy, qualified candidates from the get-go, people who’ll help your company grow with excellent sales a nd conversion skills. Sourcing and recruiting top talent can be an ongoing challenge, however. Where do you even begin to look? How do you know someone is worth getting in touch with?
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.
What is sales culture? Sales culture is the attitude, behaviors and habits your sales team exemplifies at a particular time and place. An organization’s sales culture is important when sales and appointments are up, and when they’re down. A positive, successful sales culture can bring out the best in your team. The opposite is also true.
Say you have a bold, innovative, new product that's almost ready for launch. You have a feeling it's going to change things — your life, your industry, "the game," the world, the very fabric of society as we know it. You've even started buying black turtlenecks, New Balance Sneakers, blue jeans, and circle frame glasses — even though you have 20/20 vision.
Say you have a bold, innovative, new product that's almost ready for launch. You have a feeling it's going to change things — your life, your industry, "the game," the world, the very fabric of society as we know it. You've even started buying black turtlenecks, New Balance Sneakers, blue jeans, and circle frame glasses — even though you have 20/20 vision.
In our culture, action seems to be the answer to everything. Why has it become taboo to put aside some time to be quiet and still? Cultural habits aside, this all too often overlooked practice can be an asset to your health and success.
5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. Customer revenue optimization (CRO) is achieved through the processes and enabling technologies that help organizations identify the optimal path to revenue
One of the questions that you probably ask yourself when you're trying to understand what it will take to get an organization to say "YES" is, “How do I know I’m talking to the real decision-maker?” There are lots of ways to ask that question; however, I think many of them are fraught with peril. You don't ask a blatant question like, “So, who is the decision-maker around here?
There has been exponential growth in the amount of data generated since the start of the digital age. This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially.
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.
By Tibor Shanto. Being approachable and easy to deal with is key to helping prospects open up and share their real objective. We are social creatures, so video seems like a natural. But it may not be when it comes to prospecting. While in other parts of the sales cycle video may add to the experience, but it can also limit impact. When it comes to buyers, seeing doesn’t always lead to believing, For real impact, ask yourself “do I want to be seen or heard?
While marketing professionals understand marketing automation can streamline essential processes, many do not leverage these systems to their full advantage. Oftentimes, this is due to a lack of strategy. Read any “how-to” guide, and 9 times out of 10 the first step is something having to do with planning or strategizing. Whether it be getting key stakeholders onboard, or simply deciding which tasks are going to be automated, jumping right into anything without carefully thinking it through will
Author: LIZ PULICE The COVID-19 pandemic has caused sales organizations to adapt overnight to a new world of social distancing and digital-only collaboration. The comfortable confines of the corporate office are off limits; customer calls are virtual-only; and plans for sales kickoffs, trade shows and other in-person events have shifted to a virtual model (or been cancelled altogether).
We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
By Tibor Shanto. We have seen the predictable deluge of newly minted experts pontificating on virtual learning. But once you are tired of the hype, you can consider some fact and science-based findings of working and selling remotely. As an example, how do we make up for a barrier to trust in online meeting platforms? [link]. the piece on cbc.ca: [link].
We have a lot of options. When we are considering buying something, we can consult different websites, brands, storesin order to find the perfect match. Think about it — have you ever made a major purchase without doing some research first? When it comes to identifying accounts to target for marketing campaigns, you have a lot to choose from. So how do you narrow it down?
Author: MARIA BOULDEN, EXECUTIVE PARTNER IN GARTNER’S SALES PRACTICE After a series of delays to critical upgrades, the world has blue-screened and is now in the process of painfully rebooting. We don’t know how long the process will take, nor which point we are at within it. Beyond the headlines, sales professionals all over the world are leading with humanity, humility and compassion as they work to lift customers out of turmoil and onto a recovery path, however long it may be.
Customer Experience is no longer just a buzz word that companies can throw around. It has become a megatrend that demands a complete mindset shift in not only executive teams, but it also requires buy-in from the board in order.
October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
Sales Scrum Podcast Episode #14 – Guest Andrew Steane. Want to know who to hire the best candidates? You need to learn about Andrew Steane’s Give A Damn Metre. Andrew Steane is a Senior Director of North American Sales Channels for business software leader, SAP. Andrew shares the core components of the Metre. We also explore his 25 years in software as a creative and strategic thinker, and how he uses a collaborative leadership style to lead cross-functional North American and Global teams to pr
Want to make dealing with objections easier? Then remember to always use the powerful technique of isolating the objection instead of answering it…. I can’t tell you how many recordings I listen to each week where sales reps are still struggling to deal with objections because they insist on trying to overcome them. It’s a lot of work. Not only that, but after you’ve given your response, have you ever found that your prospect just comes up with another objection?
Author: Paul Nolan According to an April survey by the Incentive Research Foundation, the top concern about participating in work or reward-related travel was the threat of an epidemic/pandemic at 33%, followed closely by severe weather at 29%. This begs the question, what’s up with the weather scaredy-cats ? The classic President’s Club event, in which top-performing salespeople gather with corporate executives in luxurious destinations (oh yeah, and bring a significant other!
Recently, I was having a discussion with an executive team. Proudly, they said they were data driven and bragged about the dashboards they used to manage the business. They asked me to look at the dashboards to provide recommendations about what they might be doing. I looked at the dashboards, at first glance, I was impressed–tracking pipeline, tasks, lead disposition, prospecting, mix, accounts, perormance by sales person, and more.
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.
Just as many around the world were feeling the impacts of impending shutdowns, my business was rocked with a major shift. Within the first weeks of the pandemic, a year’s worth of live keynote speeches and seminars were suddenly canceled. Like an earthquake, the reality of a rapidly changing market had shaken the business I’d nurtured for over 30 years to its core.
You’ve probably heard the buzz around the B2B sales tech stack. And if you want success in sales, you need to put one together. Sales professionals experience serious pressure to perform and sell. If they don’t, they’re easily replaced with someone who can outperform them. Every sales professional needs tech solutions to aid performance and help them attain their quotas.
Author: RYAN SHAPIRO Let’s face it: The novel coronavirus upended life in a lot of different ways. Economies nosedived, entire cities shut down overnight and most employees have been forced to work remotely until further notice. But humans adapt quickly. People are already journeying down the road to recovery. Even still, everything has changed. That’s why you can’t return to business as usual if you’re in B2B sales.
What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem to say differently. Why is that? Are sales managers coaching to the right outcomes?
This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
Welcome to Allego’s new podcast–Adapter’s Advantage: Breakthrough Moments that Lead to Success. In this episode, endurance athlete and business leader Adam Scully-Power describes his transformational health journey from out-of-shape executive to ultramarathoner. Episode 1: Expanding the Boundaries of What’s Possible | Adam Scully-Power. Subscribe Now on Apple Podcasts.
From being quarantined in our homes to keeping six feet apart and avoiding handshakes, the way we interact with other humans has drastically changed. In the business environment, the normal behaviors and tactics that salespeople have relied on to drive their success are no longer available. We can no longer drop by to see a client, meet a prospect for lunch, or fly to another city for a face-to-face meeting.
Author: Liz Pulice When implemented well, the changes in B2B sales required by a more digital sales environment will become opportunities to drive improvements in these key areas: Remote rep management – If worker productivity remains steady or improves during work-at-home mandates, companies will see an opportunity to reduce costs on office space and improve employee morale by considering permanent, broad work-from-home policies.
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