Sat.Apr 30, 2016 - Fri.May 06, 2016

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How Social Selling Got Me 21 Meetings in 2 Days

No More Cold Calling

Never forget that selling is social. The magic number is 21. No, I’m not playing blackjack. That’s the number of people I’m meeting for the first time at the Sales Innovation Expo in London this month. I’ve never spoken with any of them. I met them all on LinkedIn and Twitter. So, why do they want to meet me? Because we began a conversation on social media.

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Avoiding the ‘Just Another Vendor’ Trap

Sales and Marketing Management

Issue Date: 2016-05-05. Author: Michelle Cirocco, VP of Client Success, Televerde. Teaser: Some companies view their vendors as easily replaceable. If you’re in the business of managing customer relationships, you'll enjoy a strategic advantage (and a more mutually rewarding relationship) if you elevate your status to that of a valued partner.

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Do You Have Prospects or Suspects? 10 Ways to Know the Difference.

The Sales Hunter

Too many prospecting pipelines are plugged. They’re plugged with suspects taking up valuable time. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. It’s better to have a narrow fast-moving pipeline than a large slow-moving pipeline. In both the short-term and […].

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Manage your prospecting time

Sales 2.0

As I’ve said before , I think time management is one of the top 3 most important skills in sales. I love the work “Uncle Paul” does so I signed up for his upcoming webinar on using your sales time effectively. (I’m not alone on loving Uncle P’s work as I hear these webinars are regularly attracting several hundred attendees.).

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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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Beyond the Sales Process – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . When Dave Stein and Steve Andersen get together to write a book, you can bet it’s going to be something special, so when Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World was released earlier this month, I took the opportunity to get a copy and see what these two sales performance heavyweights had to say.

More Trending

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Can Free Sales Content Send You Down a Dangerous Path?

Understanding the Sales Force

Did you ever drive down a street and seen a roadside sign advertising free stuff? Maybe it was a free sofa, chair, or table. Maybe it was a free lawnmower or bicycle. It could have even been free kid's stuff. Nearly all of the free stuff you find on the side of the road, available to the first taker, is somebody else's junk. Instead of throwing it out, and rather than taking the time to donate it (if an organization would have it), they are simply giving it away.

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Which of Your CIO Prospects Makes the Most Money?

DiscoverOrg Sales

As cybersecurity concerns intensify across the globe, CIOs have become increasingly visible and valuable. In some cases, the failure of a CIO to mitigate risk can cost a company a lot more than the lofty compensation packages they command. If IT departments are your prospecting focus, it might be valuable to know where the CIO you’re targeting falls in the Fortune 500 range of compensation – to gauge seniority, the value placed on security initiatives, and related budget.

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I’m Touched – Just Not Sure By What

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I got an interesting e-mail last week that had me laughing and puzzled at the same time. It was from someone I had spoken to a total of once a few years back, it was all business, no personal aspect at all. At the time they were building a social selling tool, and wanted me to test drive it and ultimately promote it.

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You, too, can be a productivity expert

Sales and Marketing Management

Issue Date: 2016-05-01. Author: Paul Nolan. Teaser: With his new book, “Smarter Faster Better: The Secrets of Being Productive in Life and Business,” Pulitzer Prize-winning New York Times business writer Charles Duhigg has followed up his bestseller on habits with a close look at the choices the most productive among us make that the rest of us don’t.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Sales Motivation Video: You Have All the Power!

The Sales Hunter

You do have all the power — to make positive changes in your life, that is! What are you waiting for? Your choices are powerful and you can begin today to make positive changes toward more fulfillment and more success, however you define that! This isn’t about wishful thinking, but rather genuinely recognizing that you […].

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Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

Trade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center? With some pre-show negotiation for the contact list, and investigation on your end to see who is going, you can begin nurturing contacts prior to the show. This is equally as important as the post-show follow-up. With the right strategy, you can begin working your leads and closing deals before you even get on the plane.

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Most Top Sales Reps Were Not Athletes

Score More Sales

It drives me crazy to see myths perpetuated by people saying the same unsubstantiated thing in one place online, then everyone else repeating it as the verified truth. There is a myth going around that the TOP sales professionals were athletes in school as referenced this week on the Salesforce.com blog – a source sellers and leaders trust for good, accurate information.

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Apply These 8 Characteristics To Boost Your Sales Success

MTD Sales Training

How would you define success? More importantly, if someone were to ask you what are the key components of success , would you be able to list the top eight? Richard St John,researcher, marketing guru, and CEO speechwriter, writes about 8 keys to success and I’ve listed them below with some comments for sales consultants in how to apply them. The first he lists is that of Passion.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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[Missed Connections] Referral Selling Insights from April

No More Cold Calling

Here’s what you might have missed from No More Cold Calling last month. I ran a Facebook ad for the first time … ever. To celebrate the 10 th anniversary of my first book, No More Cold Calling, I offered it on Kindle for 99 cents for one day only—April 14. While I didn’t believe in paid ads, I wanted to spread the word about this offer, and the power of referral selling for lead generation.

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Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

Trade show season is here. What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center? With some pre-show negotiation with the contact list and investigation on your end to see who is going, you can begin nurturing contacts prior to the show. This is equally as important as the post-show follow-up. With the right strategy, you can begin working your leads and closing deals before you even get on the plane.

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Doing What You Love

Sales and Marketing Management

Issue Date: 2016-05-01. Author: Paul Nolan. Teaser: In our May/June issue, New York Times writer Charles Duhigg discusses what he learned writing a book about the super productive among us and business owner Greg Guy discusses how he made the leap to a no-commission pay structure for his sales team. My takeaway: When you are passionate about what you're doing, extra effort and tough decisions are part of what you love.

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Executive Sales Leader Briefing: Should You Attend a Conference or Meeting?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: […].

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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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Leadership Is a Developmental Process, Not a Training Program

Increase Sales

Yesterday in speaking with an executive coaching client, he mentioned how his firm was looking into a leadership training program, I suggested to him sustainable leadership happens through a developmental process not through a training program. Let me explain. The word “program” suggests a beginning, a middle and an end. Our business, education, health and live worlds are awash in a bunch of programs.

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Losing Your Highest Performing Salesperson!

Partners in Excellence

No one wants to lose their highest performing sales people. Ideally, we do everything we can to keep them challenged, excited, motivated, and contributing. Often, if we think they are in danger of being wooed away to a competitor or another job, we’ll look at adjusting compensation, incentives or other things. We do whatever we can to retain these high performers.

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Who’s A Better Salesperson, You or Your Prospect?

Sales Manager Now

Just for fun, imagine one of your prospects from a recent selling opportunity who has no sales experience is asked to join your sales team and sell in your place. They are now the salesperson and you are their coach.… The post Who’s A Better Salesperson, You or Your Prospect? appeared first on Sales Manager Now.

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The Drums Were Only Part of the Lesson

Hyper-Connected Selling

I tell people that I’m a self-taught drummer, but that’s not quite true. When I was twelve I had about 3 “lessons” from my Uncle Tommy, who was a wicked good drummer. He was my mom’s brother and like all of her siblings (9 of them), he had played in drum corps growing up. Even as an adult, he continued to play in marching bands and he was fast, precise, and tight.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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Is Instagram Poised to Become 2016’s Marketing Resource of the Year? Part 1

Increase Sales

Are you on Instagram yet? Many of us are hooked on the platform because it let’s people share content that is focused on imagery while pushing text-based information into a secondary position. Many brands are now taking notice of the network and seeking to integrate it into their larger marketing efforts. Thanks to a handful of recent developments 2016 is Instagram’s year to emerge as a top-tier platform for professionals promoters.

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What’s Your Ask/Tell Ratio?

Partners in Excellence

Whether you are a manager or a sales person, your Ask/Tell ratio is critical to your effectiveness. The Ask/Tell ratio is a simple concept–few people think about it. It’s simply the ratio of questions you ask, compared to the statements you make. Ideally, your Ask/Tell ratio is significantly over 1. That means you spend a lot of time asking questions, learning, exploring, discovering.

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How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? And is it enough to worry about whether or not one is optimizing the investment? This, as they say, is the easy part. The answer to the first question is a lot; the answer to the second question is – yes. Companies spend a hefty amount of money – so yes, it is worth worrying about.

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Why is Engaging New Hire Training Important

Mindtickle

Ask yourself, is your new hire training everything it needs to be to prepare your employees for today’s business challenges? If you have a feeling that your new hire training could be even a little bit better, consider these sobering statistics. According to the Wynhurst Group, the cost of losing an employee in the first year is estimated to be at least three times their salary.

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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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Facing the Letting Go of Business Growth

Increase Sales

One of my colleagues, Jim Keenan, wrote a rather descriptive blog about letting go of what others think. (Please note this posting incorporates the “F” bomb.) His manner of communicating is not mine and that is Okay. However his message about letting go extends into letting go of business growth as well. Today during a small business masterminding and networking group I was reminded of his recent post.

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There Are No Cliff Notes To Success

Partners in Excellence

I’m ashamed to admit it, but at one time, I was addicted to Cliff Notes. Yes, in college, I bought Cliff Notes for some courses—you know the ones. They were the courses that had nothing to do with my major but were courses I had to take to graduate. Most of my knowledge of classic English Literature is not from reading or studying English Literature, but from devouring the Cliff Notes before the exam.

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How CPQ Is Helping Sales Win the Numbers Game

Cincom Smart Selling

Talking the Talk. Sales is a numbers game, and dollars won is the only metric that counts. No one cares if you do everything perfectly according to your tactical plan. No one cares if you are elected chapter president of some relevant professional organization. No one cares if you made a thousand calls or ten calls last week. It’s really all about the numbers you generate—it’s the sales you close.