Wed.Aug 15, 2018

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Why Procrastination Works

John Barrows

I’ve been somewhat of a procrastinator all my life albeit I’m getting much better with age. I used to wait until the last minute to study for a test or to get a paper in on time but somehow I was able to complete and excel at whatever the task was even with my procrastination. This success with procrastination confused me based on all the crap I used to get from my parents and teachers about waiting to the last minute to do things and how bad they felt it was.

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Creating Value in Sales When Selling to the C-Suite

Connect2Sell

As a sales coach and guest on sales podcasts, I get asked a lot of questions about selling to the folks in the C-Suite. Here are some of the questions I hear most frequently. I've followed them with tips on creating value in sales talks and making the most of your time when you do land these important meetings.

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Who is the “Decision Maker”? 3 common sales mistakes and how to solve them

Membrain

Most salespeople don’t really know what a buying decision maker is, even though they think they do. This fact is an often unidentified cause of painful late-game losses. These salespeople may think the decision maker is the executive, or the budget holder, or whoever is in charge of procurement.

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Use These 3 Quick, Yet Effective, Tips When It Comes To Objections

MTD Sales Training

It’s one of the biggest challenges that salespeople face in today’s selling world, and one that most people ask about on our programmes; how do we deal with objections? Objections occur when prospects or customers have not seen the overall value of the solution you are offering to them or their business. Depending on the type of objection, you can view it from different perspectives; it could be a sign they are interested but some variables like price need to change, or some of the parameters th

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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The Definitive Guide to B2B Employee Engagement and Brand Awareness

Zoominfo

Brand awareness is a critical, but often neglected component of B2B company growth. In fact, strong brand awareness is often linked to increased financial performance, higher sales volume, higher quality employees, valuable partnership opportunities and more. While branding is typically a marketing concern, every department and its constituents – from c-level down to hourly workers – has a role to play.

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How Sales Enablement Can Streamline Sales Training

Anthony Cole Training

In the fast-paced, ever-changing field of sales, it’s no wonder why systematic, repeatable training is important to keep sales reps up-to-date. Since sales reps often need to learn and adapt to the latest sales process, methodology, and messaging, offering timely training is a must. Equally important is the regular distribution of sales training content that is memorable.

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How Do You Know You Know You Have the Optimal Go to Market Channel Assigned to the Marketplace

SBI Growth

In today’s omni-channel world answering that question has never been more challenging for a CEO. There are no longer any boundaries for how, when and where potential buyers may be exposed to your products or services. However, without the right.

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I’m Different! Pick Me! Use Differentiation to Close More Deals

Alice Heiman

Do you feel it? Is the competition getting more fierce? Especially the competition of utilizing inside resources or worse, to make no decision. . How do you stand out from the crowd and get them to choose your solution? . If you are like me you could use a few new ideas. Luckily, my good friend Lee Salz wrote an entire book on differentiation, where he shares 19 strategies to help you not only win more deals but at the price you want. .

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Your Networking Strategy Drive Sales Success with Ryann Dowdy, iFocus Marketing

Igniting Sales Transformation

In sales, networking never goes out of style. But are you getting the most from your efforts? In this interview I talk with Ryann Dowdy, Director of Sales at iFocus Marketing about the best approaches to achieving sales success through networking. These are the topics that Ryann and I discussed. Why networking is so important. In sales, and in career development.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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PLANNED ADAPTATION: GROWING PIPELINES AND IMPROVING CLOSE RATIOS

Fill the Funnel

OVERVIEW Every company has a mission statement. Every company sets out each year with a plan, revenue goals and predictive changes they see as necessary to achieve their goals. But few companies outside of those with an emerging product or a disruptive service, exactly mirror the plan they establish. Most, either adjust their targets or […]. The post PLANNED ADAPTATION: GROWING PIPELINES AND IMPROVING CLOSE RATIOS appeared first on Fill the Funnel.

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9 Secrets to Getting a Response From the CEO in 2018

Hubspot Sales

When a salesperson sends a message to a lower-level prospect, they can afford to try a stronger ask at first and then tweak it or scale back as necessary. But when you’re pitching to a CEO, you really only have one shot to engage them. Bungle the ask and you might miss the runway entirely. With this in mind, salespeople must be deliberate and thoughtful in how they approach CEOs if they hope to receive any kind of response.

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Sales Call Preparation

Platinum Rules for Success

Have you ever heard the saying, perception is reality? That statement is especially true in the world of sales. For this reason, it is so important to make sure you begin every sales call or meeting prepared. When you are preparing for a meeting with your prospective client, it’s critical to ensure you are viewed as both competent and prepared to provide superior service.

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This Ex-Salesforce Veteran Reveals How He Transformed His Team’s Selling Skills

Gong.io

“We had a ton of inbound leads,” Paul told me with a serious look on his face. “But our close rates weren’t keeping up, and I couldn’t answer why.”. Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro. Planted in the heart of downtown Toronto — a place swarming with tech talent — TouchBistro was lucky enough to have a top-notch marketing team.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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WordPress Resources at SiteGround

Fill the Funnel

WordPress is an award-winning web software, used by millions of webmasters worldwide for building their website or blog. SiteGround is proud to host this particular WordPress installation and provide users with multiple resources to facilitate the management of their WP websites: Expert WordPress Hosting. SiteGround provides superior WordPress hosting focused on speed, security and customer service.

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What I Learned Interning at LeadIQ This Summer

LeadIQ

By: Jack O’Hara. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy. All work and no play makes Jack a dull boy.

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WordPress Resources at SiteGround

Fill the Funnel

WordPress is an award-winning web software, used by millions of webmasters worldwide for building their website or blog. SiteGround is proud to host this particular WordPress installation and provide users with multiple resources to facilitate the management of their WP websites: Expert WordPress Hosting. SiteGround provides superior WordPress hosting focused on speed, security and customer service.

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Set the Stage for Success: Prepare Yourself AND Your Prospect

The Center for Sales Strategy

IMAGINE THIS: After countless attempts to connect with a prospect, your persistence has paid off. You did it! You've got the meeting on the calendar, you are feeling great! Now, you have one chance to make a great first impression, and it needs to count. Luckily, you have a few days to prepare so you can ensure the meeting runs smoothly and the prospect views you as a trusted and valued partner.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Number One Trait of Successful Salespeople

Pipeliner

What’s the Top Trait of Successful Salespeople? Bias Towards Action. Make no mistake, selling is an extreme sport. 80% of your workday is actually wasted. 20% is valuable. The Pareto Principle is an inexorable universal power distribution law to fight. Assuming you’re lucky! The distribution is more likely 99 to 1 of waste to efficiency in your output.

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Are clients experiencing the innovative value of What We Do?

Babette Ten Haken

Our innovative value leverages the client-focused outcomes we create. This value extends beyond our employer’s or team’s value propositions. Instead, our innovative value leverages the voice which defines us as Professionals of Worth. In other words, we take the time to move one millimeter beyond the scripts and strategies provided to us by others. Because we listen to a voice inside our heads telling us there is so much more we can do, on behalf of serving our clients.

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5 Call Center Pain Points Solved with Gamification and Coaching

LevelEleven

Call centers have it rough. Whether they are selling through cold calls, supporting existing customers, or conducting research for outside companies, individual contributors at call centers are often overworked and underappreciated. If left unaddressed, this can lead to a stressful work environment and poor performance. The reality: more than ever call center employees need motivation and coaching more than ever to increase productivity and boost morale.

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Retail Takeaways From Apple’s Trillion Dollar Valuation

Bigtincan

Apple’s story is one that has transcended that of retailer and manufacturer, and has embedded itself into the core of the modern business stratagem. The countless meetings I’ve been in and headquarters I’ve visited that lofted one of Steve [Job]’s core tenants as their lifeblood are too many to count. We all want to be […].

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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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Why Customer Personas and Enablement Matter for Reps

LevelJump

Let me take you way, way back to a time when I was a quota-carrying sales rep. The meeting room was filled with everyone from our sales team.

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COB vs. EOD: What Each Means & How to Use Them

Hubspot Sales

Business acronyms. They make lengthy emails easier to digest, lead to better communication skills , and make you feel a little like you’re communicating the instructions for a covert mission. However, acronyms can also be confusing and frustrating. Have you ever received an email from your boss or colleague asking to have a task completed by COB or EOD?

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The LinkedIn Free vs Sales Navigator Conundrum

Artesian Solutions

The LinkedIn Free vs Sales Navigator Conundrum. “Some of my team have LinkedIn Sales Navigator, but we find it hard to assess how much value we get from it over the free version”. I’ve heard this dozens of times when I meet Sales leaders. We had the same issue at Artesian. Some in our team use Sales Navigator because it complements our own Artesian platform (what LinkedIn does for People, Artesian does for Companies), but we found that adoption of the advanced Sales Navigator features was quite

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What Do Prospects Think When Salespeople Fail?

Selling Power

When I listen to salespeople on recorded calls, in role plays, or when personally observing them sell, I hear nearly a mistake per minute with prospects.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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How to use customer insights to power up your consultative sales team

Nutshell

Consultative selling is often regarded as one of the most effective sales strategies. Yet, a majority of sellers don’t have the requisite skills to execute it effectively. A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior.

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5 Ways to Attract More Channel Partners

Allbound

If you’re running a channel sales operation, you know that attracting the right partners is crucial. Currently, 60 percent of channel partners report needing better systems and processes to ensure quality, which means you need to have a solid recruitment plan in place. If you’re ready to attract more of the best, most productive partners out there, then it’s time to figure out how you can identify and attract partners with whom you can build mutually beneficial relationships.

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Modern Sales Learning Transforms Coworkers into Coaches

Allego

Sometimes the term “change management” seems like an oxymoron. Last winter proved itself such a time for the Senior Director of Sales Enablement at one Chicago-based software company. Not only was the firm expanding its sales force by nearly 50 percent, it was rolling out a new sales methodology and overhauling its messaging – all without the benefit of a formal training program.