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Marketing Hacks

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Getting the Consumer’s Attention. The way that consumers interact with marketing advances has changed in the last few years. One of the primary goals of the sales and marketing teams are to find new prospects and convert them into customers.

#SalesChats: August 2nd 9am PT with Elinor Stutz

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Never give up, but find a better way! If there’s any factor that keeps someone out of selling, it would be rejection—and a person simply gives up before they start. It can be even worse if someone has been selling for some time, but the constant rejection finally gets to them and they give up.

Becoming the Buyer Expert in Your Company

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In my days as vice president of marketing at several technology companies, I distinctly remember how difficult it was for my team of marketing professionals to command the respect of the salespeople in the company. No matter how much product knowledge we had, that wasn’t enough. We were finally successful in doing so, but only by becoming the company experts on our buyers. The salespeople didn’t care about the brochures we produced or the websites we built.

#SalesChats: July 5th 9am PT with Ali Mirza

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Predictable Closing. Wouldn’t it be nice to get sales tips that will help you close more leads, directly from an accomplished sales master and trainer?

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

SDR Career Planning

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SDR Career Planning: 3 Proven Ways to Have an Amazing Inside Sales Career. The inside sales organization and the Sales Development Rep (SDR) in particular are increasingly becoming lynchpins in many sales organizations. Relying solely on “feet on the street,” or any other single sales channel does not represent a viable economic business model for most organizations. Furthermore, it is not the most effective way to create a seamless customer experience across the organization.

8 Proven Ways Sales People Can Avoid Extinction

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Being invisible to people around you can be deadly in any profession, but particularly in sales where career opportunities are hotly contested by the high energy sales crowd. Being invisible guarantees that you will go unnoticed and take yourself off the career advancement path. Sales people can stand out from the crowd, but it’s not by practicing traditional ways. It’s by practicing a few new fundamentals which apply to any individual in any organization performing any role.

Sell More By Going Beyond The Sales Process

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Dave Stein is a legend in the sales training industry and he has teamed up with Steve Andersen to publish an essential book for anyone in business-to-business selling.

Create Your Artistic Sales Process

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Most salespeople want recognition for their excellent work. Sales training teaches us a specific order for the steps of the sales cycle. Reading the classic sales books will boost our understanding of how to sell. However, when one follows the exact rules and procedures similar to everyone else, there is little hope for rising above the crowd. Each person desiring to build an excellent reputation is to reconsider their delivery.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

Humans vs. Technology in Sales

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Technology and sales enablement has become really important aspects of today’s sales environment, but there is danger lurking in trying to automate areas that should be left to humans. Technology Does Not Replace Humans. Everything in today’s business environment seems to be about technology, the latest developments, content marketing, microblogs, engagement, SEOs, etc.

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Selling Behaviors of Commissioned Salespeople

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What Selling Behaviors Would Change if You Worked Straight Commission? When I started my sales career, I was a commission only salesperson. I wouldn’t classify this as a gentle transition into the selling world, but it definitely made me work. Not having a base salary is a really great way to learn and develop positive selling behaviors, even if you are brand new and haven’t had any formal sales training. Hungry salespeople tend to be motivated salespeople. Now, let me explain.

Is Sales Easier Or Harder Than 20 Years Ago?

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Is anyone besides me tired of hearing complaints from salespeople about how much more difficult sales is today than 20 years ago? The usual complaints are, “The prospect is more educated, no one is picking up the phone, there is a ton of competition.”. It’s time to stop the pity party and conduct a reality check. Salespeople have more tools to be successful with today than 20 years ago. If you’re not succeeding, it’s probably because you’re spending more time making excuses instead of sales.

Accountability In Sales

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Accountability in sales is crucial, yet it’s often neglected. We’re all great at finding excuses. We can always find outside forces to back up our struggles. But who do excuses ultimately serve? In the end, excuses only hurt the people making them.

Understanding Predictive Intelligence for Sales: Why Do I Care?

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Predictive intelligence, also sometimes referred to as predictive analytics, is a sophisticated method of delivering unique sales experiences to your clients. Using the power of artificial intelligence (AI), predictive intelligence uses algorithms to deliver content to customers, or potential customers, based upon estimations of what they may want or need. Anticipating the intentions of a customer and subsequently providing recommendations based upon that is the ultimate in personalization.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

#SalesChats Ep. 44 Stop Selling & Start Leading with Deb Calvert

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Stop Selling & Start Leading. Today it’s a stiffly competitive sales landscape out there. In the end, who wins the deal–the person that simply tried to sell, or the person who LED the prospect to the win and the close?

#SalesChats: How to Reduce Sales Churn, with Jane Gentry

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Reduce Sales Churn by Having a Great Hiring Process. For every company, sales churn is a nightmare. Especially when dealing with a subscription type of service, such as a SaaS, it can be particularly troublesome. Customers can quickly go off to a competitor, or somewhere else.

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Top Performing Salespeople Attributes

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Recently I caught up with Bernadette McClelland, CEO of 3 Red Folders. I asked for her opinion on the topic of key attributes of high performing salespeople. Bernadette is someone I respect, therefore here is an edited version of her response.

16 Steps to be a Great Sales Leader

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How to be a Brilliant Sales Leader in 16 Easy Steps. We get besieged with mountains of advice on how to be a good sales leader. A sales leader who practices their craft according to principles espoused by the crowd of academics, consultants, and other self-proclaimed experts. Whereas guidance from pundits can be useful, it stops short of enabling someone to separate themselves from the herd and become a memorable leader who is different than others.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

#SalesChats: The CEO’s Top 4 Concerns About Sales with John Flannery

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The CEO’s Top 4 Concerns About Sales. Have you ever wanted to pick the brain of a CEO? Especially in larger companies, CEOs aren’t always available for a sit-down meeting where you can ask key questions and learn new information.

Digital Era of Sales Management

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The Digital Era of Sales Management. “If If you’re a leader in today’s world, whether you’re a government leader or a business leader, you have to focus on the fact that this is the biggest technology transition ever. This digital era of sales management will dwarf what’s occurred in the information era and the value of the Internet today.

Gordon Tredgold: What Are The FAST Principles?

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FAST consists of four basic, powerful principles: Focus (on goals), Accountability, Simplify (to increase efficiency and probability of success), and Transparency (get good performance measures, see how well we’re doing).

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Customer Integration

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Customer integration at the most basic level is about having a company that can truly help the customer in every way. This person becomes a valuable resource to the customers because the customer knows where to go, and who to talk to in order to get the job done.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Save Your Sales Quota!

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What Can a Salesperson Really Do To Save Their Quota? Do you have a plan to achieve your sales quota? Probably! But unfortunately, the plan you have developed to meet your sales quota rarely plays out the way you intend. There are always unexpected events that happen, placing your quota in jeopardy. This 4-step action plan will help save your quota, even when you are staring failure directly in the eyes. Step 1: Prepare for the bad news and eliminate the surprise element.

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Can Sales Ethics Be Taught?

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I learned a great deal working for Xerox. They certainly taught me how to sell, but the two greatest programs I was involved in had little to do with selling. These two programs taught me the answer to a question that has puzzled many.

Why Aren’t My Company’s Sales Growing as Expected?

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Having spent the past twenty-eight years working in small and mid-size businesses as a senior sales & marketing executive or as an independent sales operations consultant, the question I hear over and over again from business owners is … “Why aren’t my company’s sales growing as expected?”. Based on my experience, I’ve identified 12 primary reasons why this happens. The company does not conduct an annual performance review with each member of the sales team.

How Can Sales Be More Ethical?

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My eyes glaze over when I read articles on sales ethics. There is a huge volume of content out there on the topic, and there are almost a limitless number of prescriptions on how salespeople can adopt a better moral code — every writer has their own take on the subject. I find that the advice given tends to present a nirvana perspective on how sales should comply with norms promulgated by academics and experts alike. These type of instructions are common: deal with customers honestly.

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Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Can You Have Character…and Be in Sales?

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As a young salesperson, my job included prospecting by pounding those phones, day after day. My colleagues and myself spent hours on the phone hoping to get a meeting.

5 Tips For Sales Professionals to Leverage Email in 2018

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Email inboxes are coveted real estate. Every day, consumers are bombarded with promotional emails sent by marketing and sales professionals hoping to get an open or a click. Yet, only 24% of sales emails are opened , and the average person deletes 48% of the emails they receive each day. With 205 billion emails sent daily (and expected to reach 246 billion by the end of 2019), overcrowding and oversaturation are making it harder and harder for sales reps to get their messages heard.

The Network Selling Model

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The Network Selling Model: Vital for Today’s Sales. Network Selling is a sales model we created several years ago, that expresses the ideal needed in today’s interconnected digital sales landscape.

Most Salespeople’s LinkedIn Profiles Are Terrible

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Here’s How To Improve. These days, when a potential customer begins the buying journey, he or she usually wants to learn more about their sales representative and the first place they are likely to go is LinkedIn. What will they find? Mostly it’s just egotistical nonsense inside a bland resume. But what works much better is to showcase who you are as an individual and how you help customers.

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Pitch to Win 6 Step Formula

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Pitch to Win 6 Step Formula by Justin Cohen. Justin Cohen has a new book that details the formula for pitching to win. He uses the acronym of “TTOPPS” to explain each of the six steps that when combined will teach salespeople how to improve their pitching.

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Sales Enablement Strategies

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The Importance of Sales Enablement. Sales enablement can be a broad topic, and a lot of people have different definitions of what sales enablement really means.

Competitive Advantage In Sales

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95% of business don’t know what their competitive advantage is. This shocking statistic means that the vast majorities of companies are not promoting and utilizing their top skill sets that customers want, and are likely losing out on revenue.

Don’t Sell People “Things”–Sell Them Value

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If you want a better understanding of what truly motivates people who are looking to buy, here’s a great story–backed up by one of my favorite poems.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)