MTD Sales Training

OCTOBER 28, 2019

Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. Here are seven key account management strategies that are covered on our account management course that will help us achieve greater sales: Relationship building.

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Account Strategy Decision Maker Face-to-face 145

Zoominfo

JUNE 12, 2019

We also introduced you to some of our favorite B2B marketing influencers —including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few. However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere. The B2B sales arena has a few social celebs of its own.

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Influencer B2B Social Media Twitter 188

Zoominfo

OCTOBER 8, 2019

For account-based selling to be successful, everyone must maintain a comprehensive understanding of the customer. And, you can only achieve that level of consistency by maintaining a shared understanding of what’s in the minds of the decision-makers you’re targeting. Enter, the Customer Insight Report.

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Report Ideal Customer Profile Decision Maker Account Based Marketing 138

Smooth Sale

MARCH 24, 2023

Image via Unsplash (CC0 License) Attract the Right Job Or Clientele: How To Develop Landing Pages That Actually Convert A landing page is a specific page on your website that sits all by itself. It’s not the homepage; it’s a page people end up on after clicking a link you provide.

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B2C How To Hiring Discount 78

The Spiff Blog

SEPTEMBER 26, 2023

Consider this: 67% of lost deals occur as a result of sales reps not properly qualifying potential customers before taking them through the sales process ( source ). In fact, 22% of salespeople say qualification is the most challenging part of selling ( source ). If this statistic rings true, you’re not alone. Let’s get into it!

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Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

Showpad

JULY 7, 2020

Welcome to the second post of this blog series for executives. . Win rates for forecast deals have been below the win rate of gambling in Las Vegas for years. The essence is: Even if organizations achieved or grew their top level numbers, how these numbers were achieved did not improve. .

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Sales Enablement Hiring Forecasting Engineering 137

The Sales Hunter

FEBRUARY 11, 2014

In my post 5 Secrets to Selling at Full Price , I promised I would expand on each of the secrets. Selling to the wrong group is always going to create pricing pressure. One of the big problems salespeople deal with is they spend time with people who will give them time or people who they are comfortable with.

Ideal Customer Profile 210

Ideal Customer Profile Customer Face-to-face Prospecting 210

Zoominfo

OCTOBER 8, 2019

For account-based selling to be successful, everyone must maintain a comprehensive understanding of the customer. And, you can only achieve that level of consistency by maintaining a shared understanding of what’s in the minds of the decision-makers you’re targeting. Enter, the Customer Insight Report.

Report 130

Report Ideal Customer Profile Decision Maker Account Based Marketing 130

No More Cold Calling

APRIL 20, 2018

But the first step to harnessing this power is understanding just what referral selling is and how it feeds your sales machine. Is Winning Cheating? Are you as flummoxed as I was? It’s time to get serious about business referrals. Sales is hard enough. Let’s cheat and ask for referrals.” Let’s cheat and ask for referrals.”

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Referrals Lead Rank Cold Calling Social Media 260

Smooth Sale

APRIL 12, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Are You Content with Business? On the other hand, if we swap out the word ‘content’ with ‘happy,’ aka ‘Are you happy with business?’ My Story Yesterday’s game-playing experience brings today’s blog story to mind.

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Hiring Lead Rank Lead Scoring Motivation 78

The Spiff Blog

OCTOBER 19, 2023

Considering the volatility that most companies faced throughout 2023, you’re probably pondering a lot of significant changes to the way you design, execute, and manage your sales comp programs over the course of the next year. Meanwhile, the portion of ARR derived from expansion (upsells, cross-sells, etc.) in 2020 to 52.9%

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Compensation Incentives Incentive Commission 83

Score More Sales

JANUARY 24, 2014

Do what you say, say what you do. Your word is the one thing that follows you wherever you go. You build trust with others this way, and in business it is critical to be a person of your word. If you said you were going to call back Wednesday morning DO IT – a call Wednesday afternoon is not the same.

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Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Mindtickle

MAY 19, 2023

For your company, this means more deals and fewer expended resources. Sales acceleration is your classic win-win scenario. Here’s how to accelerate sales (and what you can expect when you do). How are winning sales teams accelerating deals? And the faster, the better.

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Top of Funnel Hiring Lead Qualification Churn 52

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. It’s about creating a systematic approach to selling at scale. Let’s get into it! Alignment isn’t just a nice-to-have.

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Incentives Incentive Scale Compensation 83

PandaDoc

FEBRUARY 23, 2024

All you need to do is zoom out, see the bigger picture and start looking for long-term growth and expansion possibilities rather than focusing only on short-term conversion objectives. Key takeaways Opportunity management is not exactly the same as lead management, although the two processes are similar.

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Opportunity Sales Qualified Lead How To Proposal 52

Smooth Sale

NOVEMBER 23, 2022

Attract the Right Job Or Clientele: Do You Realize the Benefits Of Putting A Greater Focus On Your Employees? A multitude of ways exists to help you when it comes to improving your business and making sure it is as employee-focused as possible. Create ideas that will allow you to improve this process. Pexels.com. Host An Event.

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Benefit Hiring Lead Rank Lead Scoring 78

Sell Integrity

JULY 20, 2021

They’re secure in the knowledge that they have what it takes to deal with whatever challenges or setbacks come their way—and they behave accordingly. Think about it: If you suspect a salesperson isn’t all that sure of the value they’re bringing to you, how much confidence will you have in what they’re offering?

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Decision Maker Face-to-face Coaching Lead Rank 117

MTD Sales Training

OCTOBER 11, 2017

How can you attract the right one for your business? How can you differentiate the really great from the averagely normal, so you stand a better chance of choosing the right person? How can you differentiate the really great from the averagely normal, so you stand a better chance of choosing the right person?

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Lead Rank Motivation Margin Industry 199

Mindtickle

JANUARY 11, 2024

Every sales team aspires to close more deals. That way, sellers have a simple, repeatable framework they can follow for every deal and sales organizations have a more accurate way to predict revenue. At this point, you may be asking yourself, “What is a sales cycle?” How long is a sales cycle? What is a sales cycle?

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Sales Cycle Sales Process Ideal Customer Profile How To 52

Anthony Iannarino

JULY 27, 2020

You can work in sales for ten years and have the same year ten times. You can work in sales for ten years and have the same year ten times. To prevent yourself from ending up in this pattern, you have to work to improve your competency at endeavor made up of many other skills, attributes, and behaviors.

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Negotiation How To eBook Cold Calling 81

Women Sales Pros

JANUARY 6, 2019

largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can be deal makers or breakers. After all, how many large deals can be closed without an executive sponsor? Open Window Two: C-Suite executives want to ensure a positive ROI on any big investment.

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Lead Rank ROI Sales Qualified Lead Guarantee 100

Anthony Iannarino

JANUARY 26, 2020

The insight Card gained from reading these books was that President Lincoln had four generals, three of whom failed him because they lacked the will to be aggressive and win the war. I wasn’t sure why a science fiction book would have made that list, but when you understand how Card discovered the big picture idea, it makes sense.

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Hiring Negotiation Groups Lead Rank 128

Vengreso

JULY 20, 2023

Being a sales superstar requires more than just knowing the key benefits and features of the product or services that you’re selling. This can “feel” like a grueling and often frustrating process, if you don’t maintain the right sales focus and mindset. Why Is it Good To Have A Positive Mindset in #Sales?

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Positioning Coaching Up-Sell Sales Coaching 105

Score More Sales

APRIL 27, 2014

Not thinking of myself as much of a hacker, I was curious to see how the Sales Hacker Conference would be this past week in NYC. Magically transformed, this space which turned into a decent learning environment for hundreds of attendees was a creative solution for a big-enough space in New York City to get a lot of business people together.

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Revenue Outsourcing Services PipelineDeals Scale 232

Crunchbase

MAY 27, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. You know you need to set sales goals, understand your customer base, and leverage the right sales tactics. But how can you make all of these pieces work together to win as many customers as possible? Let’s get started.

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Ideal Customer Profile Insurance Insurance Customer 105

Smooth Sale

JUNE 23, 2022

Attract the Right Job Or Clientele: Looking Good Might Be The Key To Business Success. Our Collaborative blog offers insights into why ‘Looking good might be the key to business success.’ ’ If you’ve noticed that good-looking people occupy positions of power, you’re not alone.

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Face-to-face Hiring Film Lead Rank 78

PandaDoc

APRIL 20, 2022

Cold, impersonal outreach won’t win points with customers — and that’s assuming that it even reaches their inbox at all. But just because the days of cold calling and big email blasts are mostly gone doesn’t mean that the outbound sales process is dead. Engage in social selling. Method 1: Engage in social selling.

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Outbound Top of Funnel Strategy Ideal Customer Profile 98

Janek Performance Group

AUGUST 26, 2022

Central to this is a strategy for how you will play. Will you be a fast-paced, run-and-gun offensive juggernaut? Or will you establish a hard-nosed, grind-it-out running attack? As sales pros, you might not steamroll, bully, or otherwise menace clients. However, a successful strategy is still key.

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Webinar Metrics Strategy Outsourcing Services Sports 62

PandaDoc

OCTOBER 30, 2023

In this article, we’ll take a closer look at sales gamification, why it works, and what you can do to gamify your sales process and increase your revenue. Key takeaways Sales gamification can improve performance by drawing attention to specific metrics, sales targets, and KPIs. Let’s jump in! People love to play games.

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Sales Process Incentives Incentive Hiring 52

Selling Essentials RapidLearning Center

OCTOBER 13, 2021

You’re a savvy sales professional, and you know it doesn’t do any good to trot out product benefits that don’t interest your buyers. You make sure to align the benefits you present with definite needs that the customer has expressed, or that you’ve teased out during discovery.

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Benefit Scale Journal Buyer 59

Smooth Sale

FEBRUARY 15, 2022

Attract the Right Job Or Clientele: NOTE: Kyle Austin provides today’s guest Blog post, Authenticity vs. The Algorithm: Why Money Can’t Buy Customers. While getting your content front and center of your audience is critical, so is the way you connect with patrons. Why Building Brand Awareness Is Key.

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Customer Hiring Nonprofit Social Media 78

Anthony Iannarino

JULY 7, 2019

At the time, I was not allowed to drive, a difficult obstacle to overcome when you have to book sales meetings—or if you need a few things from the grocery store. The first book I stumbled upon was SPIN Selling by Neil Rackham. Once I understood I needed a commitment for another meeting, selling got quite a bit easier.

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How To Face-to-face Up-Sell Compensation 111

LeadFuze

JULY 18, 2023

The art of closing deals involves not only persuading potential customers but also understanding their needs and concerns. Furthermore, you’ll learn about crucial after-sale processes like logging deals in your sales software , which aids tracking performance metrics and maintaining organized records.

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Closing Top of Funnel How To Case Study 52

No More Cold Calling

MARCH 24, 2016

His company was a fairly new player in his industry, and they were competing against “the big guys.” CSO Insights asked more than 500 sales executives: “During the coming year, what sales effectiveness initiatives will you be undertaking to improve sales performance?”. So where and how are things falling apart?

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Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 120

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. We’ve put together some tips that will help you hook your buyers and win more business right from the start.

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Cold Calling B2B Decision Maker Buyer 113

Marc Wayshak

JANUARY 12, 2022

Are you genuinely excited about selling right now? Selling can sometimes lose its luster when the right motivation hasn’t kicked in…. Whether you’re brand-new to sales or you’ve been selling for decades, getting inspired about sales is key to success. Ready to get pumped up about selling?

Motivation 84

Motivation Training Face-to-face Discount 84

DiscoverOrg Sales

AUGUST 29, 2017

This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. Why didn’t I take the opportunities to go work for a Big Law Firm?” “How Why did I do this?

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Competition Hiring Enterprise Enterprise 251