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JULY 7, 2014

Who ever said sellers need not practice what it is they are saying that educates, informs, and helps buyers in their world? Pique their interest, or educate them on something they may not already know. You were too busy? Collegiate and professional athletes practice. Broadway performers rehearse. It doesn’t!

Prospecting 222

Prospecting Education Territories B2B 222

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SEPTEMBER 13, 2013

Ability to educate or entertain – specifically, giving something back rather than “pitching” continually. This year, Top Sales World created their list based on the following criteria: Quality of the written word, including use of grammar, punctuation and originality. Popularity – i.e. visitor numbers.

Resources 232

Resources B2B Oracle Lead Rank 232

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SEPTEMBER 20, 2012

This is my 6th time attending Dreamforce – the crazy annual party / conference / education that happens around this time each year in San Francisco. The top-notch educational sessions are not every session – there are standouts each day, though. It is hard to know which session will be outstanding.

Webinar Metrics 165

Webinar Metrics Vendor Education Territories 165

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NOVEMBER 14, 2014

Get educated on professional strategies for brand building online before you start throwing messages to valuable prospective buyers so that you don’t prevent or damage relationships.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

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FEBRUARY 10, 2014

If you can help educate your potential buyer and make his or her life better in some way, and your product or service is a strong potential match for their needs, I say it is upon you to call them and gain their attention.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

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APRIL 5, 2014

I use an acronym to help sellers remember the important points of speaking: W- you have to wow your prospective buyer with something different, new, educational or insightful. In order to be successful on video or with the telephone you need to understand the basics of presenting as well as having concise, buyer-focused messaging.

Inside Sales 240

Inside Sales Ideal Customer Profile Skype Video 240

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AUGUST 5, 2014

A regular system for connections you make with potential buyers who are not ready now to buy but are going to buy in the near future so that you can stay present in their mind through insightful follow-up, educational follow-up, and a genuine interest in helping them succeed. How Sellers Do Follow-up Wrong.

Follow-up 235

Follow-up Buyer Twitter Inside Sales 235

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JANUARY 29, 2013

Mike, you are right in that the educational and professional alumni groups that some of our buyers belong to are like a big ocean of fish just waiting to be connected to. In many SMBs and mid-market companies, often the strategy to ask happy customers for referrals just does not happen. I don’t know.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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JUNE 2, 2014

All of these items help educate buyers at the stage that they are in – about issues they may be dealing with, and about the possible solutions – including yours. Offers are on your website and have calls to action. Skill is the training piece – how you prospect, message, engage, follow-up, track and help clients buy.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

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JANUARY 10, 2013

The reason you want to hear what buyers are talking about is because it helps educate your salespeople on what is going on in your buyer’s world. A big win for your sales team would be to find more prospective customers and start listening to what they are saying.

InsideView 249

InsideView Research Prospecting Eloqua 249

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MAY 15, 2014

That’s even more true for salespeople, who often have the expertise and relationships to educate and inform in real-time. JB: Today, every employee is theoretically in marketing, whether they are in marketing or not. What they often lack is permission, and proper training. LR: What’s next in social?

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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DECEMBER 16, 2013

Then you go to those places and interact in ways that can help to educate them, learn about them and cause them to remember you. You start by knowing who your buyers are and where they go online.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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DECEMBER 2, 2013

What can you say that educates them and helps them in their position? Stop trying to leave that long message focused on your products and services and expect potential buyers to perk up and be interested – isn’t that the definition of insanity? How can you pique your potential buyer’s interest?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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OCTOBER 21, 2013

As your content gains exposure – especially if you are helping to educate your buyers – the word will travel and people will reach out to you. Create online content through Slideshare or your own industry blog that gathers like-minded people in the industries you sell to. What Spokes in Your Wheel? .

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

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MAY 3, 2013

The award-winning chapter had a May 1 educational program with nine experts presenting on four topics. It was an “aha” moment for me this week at the Boston Chapter meeting of the AA-ISP (American Association of Inside Sales Professionals).

Company 226

Company Hiring Quota Inside Sales 226

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JULY 27, 2012

These sessions are educational – with NO selling, unlike many courses on the web – We want you to gain insight to grow your sales career. We’ll be leading virtual sessions through August, all for B2B sellers and sales leaders – here is a list of the first couple of weeks – you can see powerful topics every day.

B2B 176

B2B Course LinkedIn Up-Sell 176

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APRIL 19, 2012

Then see the good that has come from all the people who saw the film and chipped in to get this kid a college education, and OTHER kids in the future. Share it with your sales team next time you want to talk about reps being more creative and innovative. Brilliant!

Film 194

Film Lead Rank Lead Scoring Outbound 194

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APRIL 19, 2012

Then see the good that has come from all the people who saw the film and chipped in to get this kid a college education, and OTHER kids in the future. Share it with your sales team next time you want to talk about reps being more creative and innovative. Brilliant!

Film 194

Film Lead Rank Lead Scoring Outbound 194

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FEBRUARY 7, 2013

To stay focused on your role in creating sales opportunities, educating buyers on your products and in bringing deals to closure, work to reduce the noise by controlling use of your email. We started this by talking about the cost of interruptions and distractions.

CRM 238

CRM Outbound Tools Study 238

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MAY 14, 2012

For anyone who knows me now, it may be hard to believe that I did that for five years, utilizing my degree in education. We were licensed for 12 two-year olds in our room within a daycare center, and I had two assistants. I actually loved it, but unfortunately, it didn’t pay the bills.

Energy 230

Energy Lead Rank Lead Scoring Licensing 230

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JUNE 25, 2013

Tell me something that helps educate me or that shares insight into something going on in my industry, company, or business in general. Be brief, be clear, and add value at every opportunity. You called me, I didn’t call you – so add value rather than small talk and I’ll listen to you. Put them in your calendar and honor them.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

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JANUARY 17, 2013

I continue to work with Postwire because they give me a curation platform for training clients, and for educating prospects in a visual and simple manner. Curating Information and Resources for Clients – Postwire. Simplicity and value are what make apps useable by sales. managing 1 billion relationships.

Tools 230

Tools Hiring Report Face-to-face 230

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JUNE 13, 2012

as a former corporate director of education this is music to my ears, because I’ve not heard a lot about company-wide training on values and leadership since the economy turned downward. So how will leaders empower? They will take a values-approach, with larger companies being clearer on their mission and values than ever. [as

Study 198

Study Lead Rank Lead Scoring Journal 198

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JANUARY 19, 2015

But 40% more are open and are “susceptible” to getting into the “looking mode” That’s why we prospect within our target market – that 43% — we find those ready, and we nurture the upcoming opportunities by building trust over time and by adding insight to help educate our buyers.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

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FEBRUARY 22, 2012

Here are 5 tips to help you gain and nurture more sales opportunities: Re-educate yourself and all that you know about selling. Work closely with marketing so that you are getting good educational content to where your prospective customers are before they contact you. With educational content (19%). Searching the web (19%).

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

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JUNE 17, 2011

If you are working with educators or schools, try education associations. Create robust profiles in LinkedIn.com and other virtual sites where your market is – then update what you are working on, answer LinkedIn questions, connect to others, and join appropriate LinkedIn groups. (If

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

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AUGUST 9, 2012

He probably won’t be calling me back, but then again, he did get some good sales education. InsideView took a lighthearted approach to educate the masses, and I applaud them. If you see other Infographics or fun ways to educate front-line sales people and sales leadership, please send them our way.

InsideView 214

InsideView Cold Calling Gatekeeper Webinar Metrics 214

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MAY 31, 2012

Prospecting – with our great messaging, how good are we at identifying more probable buyers, rather than long-shot, long-term, “need to educate” future customers? When are sales teams making time for ongoing, regular learning about some of these topics: Messaging – how well is our message resonating with prospective customers?

Sales Coaching 200

Sales Coaching Coaching Lead Rank Retention 200

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JUNE 28, 2012

Please post as a comment and if it fits for B2B, and is educational, we’ll add it to the list. Go to LinkedIn and search under “groups” Sales Shebang group on LinkedIn – for women in B2B selling, created by Jill Konrath with > 700 members (as above, go to LinkedIn ).

Resources 170

Resources B2B Social Media Twitter 170

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AUGUST 24, 2011

He made lots of time for questions afterward, and I was moved by his interest in talking about all the problems with education in the U.S. He is not a large guy, yet he really commands attention with his smart ideas and brilliant delivery. Revolutions don’t bring maps with them. - Be abundant / be a lynchpin / be interesting.

Lead Rank 237

Lead Rank Lead Scoring Revenue Top of Funnel 237

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JUNE 8, 2013

A Few Suggestions for Ongoing Sales Education. The post shows the Twitter handles you can add right into your Twitter feed or to any of the Twitter tools, like Hootsuite. Great infographic created by Nimble and Postwire. The Top Sales World list has links to each of the influencer’s websites.

Closing 177

Closing Hiring Twitter Lead Rank 177

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FEBRUARY 29, 2012

When you do this, do it as an educational update rather than a boastful, “look what we did”. Note that “knowing what you do” is fluid – you need to talk to referrers quarterly to learn what they are up to and to give specific examples of how you add value to your clients.

CRM 174

CRM Top of Funnel Lead Rank Lead Scoring 174

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DECEMBER 15, 2010

Owner, I’m Thankful Network, Radio for Inspiration, Education & Collaboration. You are smart, though – I Googled you and found that you are listed in 8 or 10 social media sites – Biznik, Active Rain, Twitter, FB – congratulations for not leaving your visibility up to others – you are doing it yourself!

Hiring 149

Hiring Lead Rank Lead Scoring Revelation 149