Mon.Oct 07, 2019

Book the Best Speaker for Your 2020 Event!

Mr. Inside Sales

Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? Then reach out to Mike today to see if your event date is still available!

B2C 173

10 Not-So-Catchy Sales Phrases That Kill a Deal

The Center for Sales Strategy

Authenticity is a buzz word in business. Today’s consumers are independent; they don’t want salespeople – or anyone – telling them what to do or how to think. Instead, they want a personalized experience and value a company that stays true to who they are, what they do, and who they serve.

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9 Filters To Better Decide What To Do With Your Time

Anthony Iannarino

How do you decide what to do with your time when confronted with more projects and tasks than one might easily complete in a full quarter of work? Fortunately, not all projects and tasks are equal, allowing you to make values-based decisions to determine what should command your time and attention.

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Purpose-Driven Stories move beyond Quotas and KPIs

Babette Ten Haken

Telling purpose-driven stories engages strategic partners and clients. Because these stories do not sound like the quota- and KPI-driven stories they hear from other professionals. Even when these professionals are their own internal colleagues.

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Can A Sales Rep Who's Underperforming Actually Improve and Develop Into a Superstar?

Sales Readiness Group

The short answer is "it depends." In this video, we share four proven management actions you can take to improve performance. Watch now to learn step by step how to solve performance issues or avoid wasting time with someone who's just not a good fit. Sales Management

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More Trending

11 Tips To Build A Successful Sales Strategy Plan

Learn how to create a successful sales strategy plan for your business with these eleven tips. Keep reading to find out more. RELATED: 7 Sales Techniques That Actually Work. In this article: What Is a Sales Plan? Have a Customer Profile. Evaluate Your Past and Present Performance.

Are Sales People “Coin Operated?

Partners in Excellence

We are facing a crisis in sales retention. Average tenure for sales people and managers has plummeted to 16.5 months. As I speak to sales executives and managers about the reasons for the increasing voluntary turnover, too often, they respond, “It’s all about compensation!

Tips to Optimize Limited Time with Your Prospect


Negotiating as If Your Life Depended on It

Selling Energy

When you’re in a sales situation there are times when the stakes seem pretty high. What if you could learn from someone who has been involved in negotiations where the stakes couldn’t be higher? In this case, we aren’t talking about saving money, but saving lives. book recommendation book review

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

PODCAST 78: What this Google Exec Wants You to Know About Success w/ Alison Wagonfeld of Google Cloud

Sales Hacker

This week on the Sales Hacker podcast, we talk to Alison Wagonfeld, CMO of Google Cloud. Alison brings a wealth of marketing, investor, and exec experience to the show.

Making Your 1:1’s Count


By Rob Jeppsen. 9 min read. As the emphasis in sales coaching continues to grow, there are many different definitions on what coaching really is. Tools designed to record calls, provide video practice, or manage activities all provide value in different ways. Most “coaching” tools help prioritize areas to improve or help practice a specific skill, and they do a great job of this. What these tools don’t do is create and manage commitments to change intentionally.

How to Improve Sales Coaching and Performance


For sales teams to maintain high performance, they need adequate coaching. Discover how to improve your team's sales coaching and performance with these tips. Sales Coaching and Motivation

How and When to Pass an Appointment from the SDR to the AE

The sales development rep (SDR) has done their job. They finally scored a few minutes on the phone with a hot prospect they’ve been targeting for weeks — or maybe even months.

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Artesian Solutions Announces New Features to Tackle Flawed SIC Code System

Artesian Solutions

Company Buzzwords and Artesian Business Categories – two new intuitive features for advanced new business prospecting.

?? Data Visualization


Data visualization is essentially the story behind the data. Visualization helps show what the numbers are saying and interpret the data quickly. Data in itself can be difficult to consume on its own.

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Seeing Time Come and Go

Hyper-Connected Selling

“Kids grow up so fast!” ” It’s a cliché that is so true It’s been amazing and humbling to watch my son grow and change in his first few months. His body has gotten bigger, there’s hair on his head, and the way he engages with the world evolves daily.

?? Exercise Your Courage


Along with his professional credentials, our guest speaker explains how his earlier school background as a high diver is the genesis for the research that he has done on courage.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

#67: Kelly Roach, Motivational Speaker & Sales Trainer — How Connecting To Your Reps’ “Big Why” Equates To Sales


Kelly Roach joins the Sales Leadership Podcast and shows us why being fanatical about setting the right tone and expectation can make the difference for your reps. Kelly teaches us how spending part of each day helping each rep improve creates a culture of coaching that will create phenomenal growth. podcast Empowerment Fanatical Effort sales coaching

Let’s Talk Sales! Prospecting with Dan McDade – Episode 193

criteria for success

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Dan McDade. Dan is the Managing Partner at Prospect-Experience, a company that guides established and venture-backed companies to drive engagement with future customers. And, he has over 20 years of experience in retail and direct mail marketing alongside consulting and training leaders. Fun fact: [.]. The post Let’s Talk Sales! Prospecting with Dan McDade – Episode 193 appeared first on Criteria for Success.

Sales Managers – A Tip for Finishing the Year Strongly

Jonathan Farrington

Pipeline Reviews: Asking tough questions to close more business Sales, professionals need to be objective about every aspect of what comprises their pipeline. Sounds simple, right? Wrong! Far too often, […]. Sales Management Sales Pipeline

Podcast 118: The Age of Product-Led Sales with Evan Lewis

John Barrows

Evan Lewis is our guest on the podcast this week, and he’s got some great stories to tell. He started his own company and talks openly about why it failed. After realizing why it happened, he doubled-down on learning sales and is now in the VC world.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

The Importance of Digital Marketing for a Small Business


At one point, online marketing was just another option when it comes to advertising goods and services. These days, it is a must. It is something that should exist together with traditional marketing techniques to get the best results.

Be Human: Why Good Customer Service In Sales Matters


Lately, I’ve been hyper aware of the link between customer service and sales. They’re often thought of as separate, but if there’s one thing I’ve learned as a salesperson, it’s this: We need to treat prospects more like people and less like opportunities. Customer service is not a department. It is a philosophy to be embraced by every employee.” This quote comes from a 2016 Forbes article , and the date is noteworthy because bringing customer service into sales isn’t revolutionary.

Nimble Gives Global Partners Instant Access to Market-Ready Content with Qorus

Nimble - Sales

As part of its ongoing effort to provide a seamless experience to its partners and resellers, Nimble recently deployed Qorus Content Hub to accelerate channel sales by helping partners to quickly find, personalize, share, and track customer-ready content in the familiar world of Microsoft 365.

Account-Based Sales Development: 5 Factors for Success (Infographic)

Sales Hacker

Is account-based sales development right for your business? We’ve put together a flowchart that tells you in no uncertain terms whether it’s a good model for your organization, plus 5 factors that can make or break your account-based sales development initiatives.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!