Wed.Apr 17, 2019

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Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée. Believe it or not, it’s a great comparison for how companies buy technology: It can be complex if you aren’t familiar with the industry, and it has a higher price point.

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Asking Questions In Sales – What You Need To Know

InsideSales.com

Discover the value of asking questions in sales and learn the different types of sales questions to help you figure out the needs of your customers in this post. RELATED: Social Selling And The Law Of Reciprocity In this article: Why Asking a Good Question in Sales Is Important Open Questions Closed Questions Follow-up Questions Categories […].

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7 Ways to Be a (MORE) Confident Salesperson

Marc Wayshak

To be a more confident salesperson, you need to make some major mindset changes. Follow these 7 ways to be a more confident salesperson to start closing more sales with a brand-new approach. The post 7 Ways to Be a (MORE) Confident Salesperson appeared first on Sales Speaker Marc Wayshak.

Closing 57
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Becoming a Great Sales Professional in Today’s Market

Adaptive Business Services

Around ten years ago, the consumer market was a totally different landscape where the sales process involved telemarketing and setting appointments for sales professionals to gain clients and close deals. The system was pretty straightforward then, requiring relatively simple methods. But, outbound sales required more effort to execute compared to what needs to be done to become a great sales professional today.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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The Death of Traditional Sales Coaching

Xvoyant

Gary Rhoads, PhD – Co-Founder Xvoyant — Despite the traditional wisdom of the Sales Executive Council in 2005 to focus on the middle and leave the top and bottom performers alone, many sales leaders are still unsure about who and how to coach to maximize sales revenue. Moving the Middle has been the mantra for coaching effectiveness for the past 14 years.

More Trending

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You Need More Than Technology to Solve Your Sales Problems

Membrain

If you’re like me, you’re bombarded with advertisements for sales enablement technologies that claim they’ll increase your revenue, improve profits, make your life easier, and probably butter your toast as well.

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How I knew I was going to lose a $200k deal

John Barrows

There are a bunch of key indicators that happen throughout the buying/selling process that help us understand the true ‘health’ of any opportunity we’re working on and whether we’re in a good or bad position to win the deal. However, there is one that I’ve found to be the #1 key indicator of losing a deal which is “more time to make a decision.” When I hear this from the client, the hairs on the back of my neck sit up and my Spidey sense starts to tingle.

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Promoted! Now What? First-Time Sales Manager Series

Connect2Sell

You’re new to your role as a Sales Manager. Congratulations on your recent promotion! (Not promoted yet but angling for a sales manager role? Here's a post to help you get there.).

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Unlocking Cross-Sell and Upsell Potential by Activating the Product Team

SBI Growth

The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.

Marketing 219
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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.

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Out with the Funnel, In With the Flywheel: The Modern Buyer’s Journey

Zoominfo

As human beings, we’re naturally inclined to regard change with a sense of skepticism. But, sales and marketing organizations must resist this instinct in order to constantly adapt to changing markets, new technologies, emerging trends and so on. But, there’s one business concept that’s stood the test of time like no other. It’s a model so deeply ingrained in modern strategies that most businesses don’t even think to question it.

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SBI Promotes Eric Estrella and Josh Horstmann to Partner

SBI Growth

Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, is pleased to announce that both Eric Estrella and Josh Horstmann have been promoted to Partner. Estrella most recently served as SBI’s Senior Vice President of Client.

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Out With the Funnel, in With the Flywheel: The Modern Buyer’s Journey

Zoominfo

As human beings, we’re naturally inclined to regard change with a sense of skepticism. But, sales and marketing organizations must resist this instinct in order to constantly adapt to changing markets, new technologies, emerging trends and so on. But, there’s one business concept that’s stood the test of time like no other. It’s a model so deeply ingrained in modern strategies that most businesses don’t even think to question it.

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Prospecting Differentiation

Partners in Excellence

We want our prospecting efforts with customers to stand out. To, somehow, differentiate ourselves from the dozens of other prospecting calls or emails our customers receive. Unfortunately, our efforts at differentiation tend to focus on the wrong thing—we focus on us–ourselves, our companies, what we sell. This leads our prospecting conversations to discussions about us: “This is what we do… ” “This is what we sell… ” “This is how great our c

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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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Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching Them

Keith Rosen

There are many shared, best practices between sales coaching and selling. If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team. Here’s how to break free of the most toxic of coaching tactics that kills team productivity and trust. Here’s a a global epidemic that every organization and manager struggle with.

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Don't Underestimate the Power of Good Sales Content and Collateral

Janek Performance Group

The middle of the pipeline can sometimes be an awkward purgatory – you’ve captured their interest, qualified, and are working the opportunity, but the prospect isn’t quite ready to make a decision. Perhaps they're evaluating alternative options and providers, or maybe they're pulling the team together for a consensus decision. This is a critical time to keep the momentum going.

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5 Reasons Your Sales Results Are Suffering

Anthony Iannarino

From time to time, I take note of what I am seeing and write it down. I tend to look for the themes, trends, and patterns that either improve or harm sales. The following is what I see causing sales results to suffer. Not Controlling the Process : If I could recommend only one thing that would improve your effectiveness, it would be that you learn to effectively control the process, managing the sales conversations, recommend next steps, and helping your dream clients make change.

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How Hikari Used Nimble + Office 365 To Unify Data Under One Roof

Nimble - Sales

About the Company Cloud Solutions Provider Hikari Data Solutions (Hikari) was formed in 2018 as the result of a spin-off from EMIT Solutions, founded by Eamon Moore and recipient of a recent Microsoft Global Partner of the Year Award for SMB Cloud Solutions. Hikari provides business intelligence, CRM, and data analytics solutions that allow small […].

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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Tricentis COO David Keil Joins Revegy’s Board of Directors

SBI

Tricentis COO David Keil Joins Revegy’s Board of Directors. Revegy , a leading provider of strategic account management technology, is proud to announce the addition of David Keil to its Board of Directors. The Chief Operating Officer at Tricentis, Keil brings more than 25 years of experience in software business leadership success to Revegy’s board.

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How to Develop and Deliver the Best Campaign Recap

The Center for Sales Strategy

“Wow, this is the best campaign recap I’ve ever received!” As a seller, have you ever heard this from a customer? The odds of getting this type of feedback are low. Don’t feel bad because most campaign recaps are mediocre at best. Most are a bunch of data that do not tell a story. Most are forgettable at best.

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This Will Change How You Sell: Introducing The Conversational Sales Handbook

Drift

Today’s B2B buyer is in charge. And guess what? They’ve done a lot of research on you before ever coming to your website. So when they do come to your site, you need to give them the personalized experience they’ve come to expect in the consumer world. You can make this a reality by adopting a conversational sales approach – using chatbots to convert buyers on your website into meetings and.

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12 Eye-Opening Ways to Make Your Product Unimportant

Pipeliner

Organizations take products too seriously and sales are expected to flog them. They think products convey value and stress features, cool technology and price as the reasons why people should buy. The product-centric strategy is flawed. Products don’t make companies or sales organizations great. In a marketplace where benchmarking and best practices are relied on as the main vehicle of innovation, virtually every company in a given product space offers similar products — which makes the sa

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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How to Create a Sales Culture That Keeps Improving

Selling Power

To create a great sales culture, you need to put the right people and processes in place to produce enough revenue and profit margin.

Margin 77
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#SalesChats: How to Coach the Complex Sale

Pipeliner

How to Coach the Complex Sale. There are many moving parts in a sales process which gives way to complexity, especially if you don’t have a plan. Host John Golden interviews Alice Heiman on what exactly makes a sale complex and how sales teams can embrace it. She also discusses the roadblocks sales leaders specifically face throughout a sales process.

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Shifting SPM Perspective: Closing the Data Gap

Accent Technologies

CRM data entry has traditionally come at a steep price for organizations. Intelligent analytics have changed what is now possible to streamline the process. Brief History of Buyer Engagement Tracking. In the early 2000’s, CRM SaaS offerings began to gain traction with Salesfore.com leading the charge. Now, nearly 20 years later, CRM systems have transitioned from a “nice-to-have” to an essential element of any enterprise sales tech stack.

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100 never looked so good!

Predictable Revenue

To celebrate the 100th edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes a familiar face back to the pod, co-host and co-CEO of Predictable Revenue Aaron Ross. The post 100 never looked so good! appeared first on Predictable Revenue.

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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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Installed Technology but Haven’t Seen Improved Lead Management? Here’s What to Do!

Sales Lead Management Association

We spend a lot of time talking about conversion and how technology helps improve the conversion rate. If technology was the only answer the conversion from prospect to customer would be higher. That doesn’t seem to be the case. Here’s what else you need to improve the most important conversion rate of all.

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The Key to Keeping Financial Advisors Informed

Bigtincan

It is often challenging to keep Advisors up to date on all that is happening, not only internally, but across the heavily regulated financial services industry. How do you keep your team apprised of the latest today? E-mail blasts? social media? Webinars? Team meetings? While these methods are useful, Advisors still have to put forth a […].

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How to Budget Accurately for Marketing Development Funds

Allbound

When a smart, strategic approach is taken, marketing development funds (MDFs) can be an excellent resource to help accelerate your sales and grow your channel business. MDFs are funds made available by a brand to help partners sell more, and when they’re managed effectively, they can be useful for generating leads and driving sales. While there are many benefits to using MDFs, they’re often overlooked and underused.