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The “Squishy” Buying Cycle

Partners in Excellence

Too often, we think of the customer’s buying process as something that, once we understand it, is fairly structured and defined. Our job as sales professionals becomes aligning our selling process with the customer’s buying process, moving through the process in a disciplined manner.

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How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person.

Lead Rank 339
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What is a Sales Engagement Platform? Let’s Debunk Some Myths

SalesLoft

Every sales team has that legendary sales rep. Don’t worry, there is plenty of truth behind the need for a sales engagement platform. What is a Sales Engagement Platform? What is a Sales Engagement Platform? How is Sales Engagement Software Different from Sales Enablement? Learn more.

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How automation helps nurture and manage leads

Apptivo

Today, the buying cycle is complex. It’s extremely difficult to encourage leads to go through the sales funnel—from being qualified to becoming prospects and then customers—while keeping track of their engagements and touchpoints across many channels. Thankfully, lead management automation has some built-in magic.

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Fine-Tune Your Sales Call Cadence and Rock Revenues

Hubspot Sales

The same wisdom applies if you want to hit a home run in sales. Perfecting your sales cadence -- the timing and rhythm of your touchpoints with prospective customers -- can turn a so-so sales process into an awesome one. Time your outreach so it connects with and engages your prospects and you’ll increase your sales conversions.

Revenue 91
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The 4 People in Your Sales Pipeline You Must Know

Score More Sales

In order to be most productive with the sales opportunities in your pipeline there are a number of people you need to know well. You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. Some are obvious.

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AI’s Role In Sales and Marketing

Sales and Marketing Management

There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI AI is the future of all sales, but it hasn’t gone from 0-1 yet in the B2B space,” says George Kocher, CEO of Brand North, a digital marketing and growth consultant. CRM will become more predictive.?AI