Wed.Jul 27, 2016

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An Inside Look at Implementing a Hunter-Farmer Sales Organizational Structure

SBI Growth

SBI recently spoke with Todd Skiles, the senior vice president of sales at Ryder. Ryder is a Fortune 500 company in the commercial fleet management and supply chain solutions business with approximately $6.5 billion in annual revenue. Todd leads the.

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Wow I Never Thought of Those Sales Questions

Increase Sales

One of the results of this blog and my LinkedIn Pulse postings is the request to do podcasts from other sales experts to entrepreneurs. These interactions usually are around specific sales questions that the listeners may find of interest. Credit www.gratisography.com. Having over four decades of sales experience, asking asking questions that no one else has asked is something I do fairly consistently.

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Transitioning to sales manager – a rubicon moment

Sales Training Connection

New sales managers. Congratulations! You’ve done it! You have crossed over! You are now a sales manager. So, what do you do now? Even after some initial guidance from colleagues, most new sales managers find themselves struggling to figure out how to balance the requirements of the position. The mountains of paperwork about HR concerns and other administrative requirements take most new sales managers back a step or two.

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Micromanagers Don’t Trust Themselves

Partners in Excellence

Somehow I get involved in lots of conversations about micromanaging. These conversations always have the same pattern. It’s an individual contributor talking about their manager, or a manager talking about a more senior manager—it goes all the way up the food chain, I recently heard of a CEO of a multi-billion organization approving every request for travel and expenditures over $100.

Scale 60
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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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Sales Tips: Death of Product Differentiators

Customer Centric Selling

Sales Tips: Death of Product Differentiators. By John Holland, Chief Content Officer, CustomerCentric Selling®. Rita Gunther McGrath is a professor at the Columbia Business School. A few years ago her book The End of Competitive Advantage espoused the thought that shrinking product development times and shorter product life cycles make it unreasonable for vendors to enjoy long-term product advantages.

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How Great Leaders Go “Beyond Business as Usual”

Sales Result

Today we will discuss the hero message on the front page of our new website, "Go Beyond Business as Usual", and what this means for sales leadership and management.

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The 6 Ways Great Sales Leaders Literally Change Lives

The Brooks Group

Would you stand in front of a truck for your boss? Probably not, especially one moving at high speeds. But if you see metaphorical truth in that statement, then you are one of the lucky few. Our best (and worst!) bosses leave important footprints in our lives and on our careers. As with great coaches, top sales leaders make a difference. Contrarily, many “rookie” sales managers remain rookie throughout their entire career.

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Channel Visibility Reveals Unique Sales Workflows in Multi-Channel Organizations

Cincom Smart Selling

Distributing product through multiple channels means accommodating multiple sets of needs, competence levels and knowledge. Each channel is unique to some degree, and that means each channel has unique requirements as well. Discerning the nature of those requirements requires visibility into the individual sales channels. Different sales partners typically address different market segments.

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Marketing’s Key Role in Sales Conversations: Insights from Brainshark CMO, Robin Saitz [Podcast]

BrainShark

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Move with a Quickness

Hyper-Connected Selling

The post Move with a Quickness appeared first on David J.P. Fisher.

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You Are a “Generalist” – Unless of Course You Are a “Specialist?”

Jonathan Farrington

I have been thinking a lot about this recently – the differences between so called “specialists” and the alternative, which must logically be “generalists” It is easy to imagine what a specialist is; someone who is perceived to be if not an expert, then certainly someone who is focused; has chosen to focus on one […].

Course 21
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Personas, Profiles, Relevance, Personalization, And Targeting–Stop Wasting Your Time

Partners in Excellence

I tend to look to the approaches sales and marketing experts and automation suppliers as representative of preferred and best practices in sales and marketing. After all, they are the experts in driving effective, efficient, and impactful engagement with prospects and customers. It seems one would be well served by understanding what these people do as “best practices” in representing their own products and services, then adapting them to our own approaches to prospecting, engaging,

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The Role Of Sales Metrics Across Your Organization {Infographic}

SalesLoft

The availability of data in today’s world is breathtaking. We have tools to gather and parse sales metrics, deliver them in beautiful interfaces , and view them on desktop or mobile at a moment’s notice. But such high volume isn’t without it’s drawbacks. If you’ve ever heard the phrase “measuring everything leads to measuring nothing,” you know exactly what I mean.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.