Sun.Oct 30, 2016

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October Referral Selling Insights

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” These days, everyone’s predicting the demise of our profession and assuming automation will eventually replace us all. This is a case of incomplete information and people reading headlines only.

Referrals 183
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SBI’s First Ten Years

SBI Growth

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Sales Success Starts With Your Mindset

Partners in Excellence

There are all sorts of books and articles that talk about the attributes of high performance sales people or high performance teams. There are statistics, data points, research, that identify all sorts of characteristics: Aptitude, comfort in talking about money, ability to handle rejection, listening skills, self discipline, time management capability, industry knowledge, market knowledge, competitiveness, goal orientation… The lists go on and on and on.

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Is Your Company Suffering from False Differentiation?

SBI Growth

Company 170
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Best Practices for New Hire Training

Mindtickle

So you selected your new employees; excellent, this means you’ve gotten through the hard part. Now they are about to go through the orientation program you have planned for them, but what about training? Laura Vanderkam’s blog post on Fortune.cnn.com references a survey from Accenture that found how 77% of college students who were going to graduate in 2013 expected to receive formal on the job training.