Understanding the Sales Force

NOVEMBER 19, 2018

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit. I'm not sure whether it was my navigation system repeatedly telling me to "obey all traffic laws" each time I started the car, or my wife reminding me that I needed to be a good role model for our soon-to-be driving 16 year-old son. I admit that this was much easier for me to do after I gave up my Jaguar for a Lincoln Navigator.

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Xactly

NOVEMBER 19, 2018

Non-financial rewards can be just as, or even more motivating for employees than those involving traditional financial rewards. It is no secret that happy companies are influenced by the company culture. Employees that are given positive recognition for their work have been shown to increase work-time productivity, proactively engage with their coworkers, and convey enhanced loyalty to the company where they are employed.

Motivation 101

Motivation Sports Loyalty Hiring 101

SBI Growth

NOVEMBER 19, 2018

Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations.

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Sales and Marketing Management

NOVEMBER 19, 2018

Author: Josh Carlyle Since you’re representing a brand, you need to market yourself to your audience and potential clients. This is not an easy task, but if successful, it can lead to a profitable, long-term collaboration with the best partners. A media kit is a promotional tool that contains useful information about your product or service, website, current partners, advertising, or marketing opportunities.

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Media Advertising Advertising Ideal Customer Profile 224

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Anthony Cole Training

NOVEMBER 19, 2018

While driving into work earlier this year, I heard an incredibly powerful performance question while listening to the Dan LeBetard with Stugatz ESPN radio show. An ardent Michigan State Football beat writer asked this question during the Big 10 media day. “You came to Ann Arbor with perhaps the most hype of any coach in the history of the Big Ten. Maybe in all of college football.

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Hiring Face-to-face Coaching Report 137

Drift

NOVEMBER 19, 2018

There are only 27 business days left in 2018. 27 selling days, 27 days to hit your 2018 revenue goal. Every day and hour counts. Which means every meeting counts. You probably already have your plan – how marketing can pump more meetings into the sales team’s calendar before we call 2018 a wrap. But what about things that fall outside your plan? Are there ways to squeeze in even more meetings.

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Grant Cardone

NOVEMBER 19, 2018

You are for sale. Let me clarify that—your will to win is for sale. There is an old saying, “ Everyone has a price ”, right? That price, for many, comes when they feel they have “made it.”. It could be a million dollars, it might be $50 million, or for some it may even be just $500,000. It’s all relative, but the point is, when you reach a certain dollar amount, you begin to feel like you have enough.

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Vengreso

NOVEMBER 19, 2018

There’s a constant debate in the sales world today, and I’m sure you’ve heard about it – Cold Calling vs. Digital Prospecting. While it’s fun to “duke it out,” most discussions usually end up with the two parties agreeing that there needs to be a combination of prospecting for sales success. One thing that over 40% of salespeople agree on is that prospecting is the most challenging part of sales, according to research from HubSpot.

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Prospecting Strategy Cold Calling Ideal Customer Profile 92

Babette Ten Haken

NOVEMBER 19, 2018

Innovative customer retention should not be a rare occurrence. However, in many organizations, innovative is the last thing customers expect. Here’s why. First of all, customers continuously re-evaluate why they do business with us. Whether we are aware of their evaluations, or not. Second, the majority of messages we send to them, intentionally or not, clearly communicates we are out of touch with their requirements.

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Retention Ideal Customer Profile Customer SME 83

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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.

Sales

InsightSquared

NOVEMBER 19, 2018

It’s two weeks until December. Holiday music is already playing in every store you set foot into, your weekends are starting to fill with egg-nog and apple pie induced festivities and every morning you find yourself layering up with an extra hat or scarf before you step outside. Tis’ the season! December around the corner also means your sales year is coming to an end.

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Selling Power

NOVEMBER 19, 2018

When sellers give prospects the guidance and support they need to get to their destination, it’s a journey modern buyers won’t forget.

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Xactly

NOVEMBER 19, 2018

Expressing gratitude has been proven to improve our physical and mental health, increase our empathy toward others, and lower aggression. People who write in a gratitude journal even sleep better, according to a study in Applied Psychology: Health and Well-Being. This is the perfect time to take a moment and recognize what we have to be thankful for in our lives – both personally and professionally.

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The Center for Sales Strategy

NOVEMBER 19, 2018

If you try and engage me with a serious conversation via email, you will almost always find me walking to your office or calling you on the phone. Verbal communication is usually the best form of communication for people who meet other people for a living. To people like us, we only prefer written text when confirming dates or answering 'yes' or 'no' questions.

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Advertiser: ZoomInfo

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.

Cold Calling

Janek Performance Group

NOVEMBER 19, 2018

We’ve often stressed the importance of active listening as one of the primary paths to unlocking customer needs and situations in the sales process. Less discussed in the sales world is note-taking and how the different methods neurologically impact the brain – including the tie-in to active listening.

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Connext Digital

NOVEMBER 19, 2018

As marketers, you have the responsibility to understand current customer preferences to better market your business’ products and services, and that includes where or what they are mostly spending their time on. The simple answer to that: smartphones and mobile devices. . According to Statista , there were 4.77 billion mobile phone users around the world in 2017, with the number expected to rise to 5 billion by 2019.

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Sales Hacker

NOVEMBER 19, 2018

This week on the Sales Hacker podcast , we interview Rob Lopez , SVP of Sales at Justworks , one of the fastest growing businesses focused on HR including payroll, benefits and the like. Rob has a background in finance, but jumped into the startup world first at Groupon, where he was the GM for their Latin American division, before moving to New York to become the first sales hire for Justworks.

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Benefit Company Hiring Outsourcing Services 59

Chorus.ai

NOVEMBER 19, 2018

During discovery we mostly think of the things we need from the prospect — budget, authority, next steps, timelines. the list goes on. But what about the value the prospect expects to get from the call? In our last article in the Discovery Call blog series , we called it an ideal discovery experience. This experience is even more critical for the “educated” prospect.

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Education Prospecting Case Study Google 48

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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

Data

Fill the Funnel

NOVEMBER 19, 2018

Are you wondering whether or not you should be growing your proficiency in creating video for your sales and marketing activities? Although it can be a very effective marketing tool, video marketing isn’t necessarily for everyone. Some businesses may do fine without it, but for others, it could prove invaluable to their success. If you’re trying to […].

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Video Top of Funnel Marketing Funnel 48

criteria for success

NOVEMBER 19, 2018

This episode's featured guest is Deb Calvert. Deb is the Founder of The Sales Experts Channel and is the President of People First Productivity Solutions. In today's episode, we talk to Deb Calvert about her books Stop Selling & Start Leading and DISCOVER Questions®, The Sales Experts Channel, and her experience as a coach and [ ] The post Let’s Talk Sales!

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Twitter Channels Motivation Coaching 45

People.ai

NOVEMBER 19, 2018

With increasing sales quotas, and programmatic marketing campaigns, it’s far too often that the speed of business kills communication. Most enterprise organizations suffer from some degree of it, don’t know how to deal with it, or even worse, ignore its presence. the ominous sales and marketing misalignment. This misalignment of sales and marketing can have a major impact across the.

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Sales Evangelist

NOVEMBER 19, 2018

One of our listeners reached out to me the other day about Mark Zuckerberg’s recent quote: “Move fast and break things.” On today’s episode of The Sales Evangelist, we discuss the idea that if you’re not moving fast enough to break things, then you aren’t moving fast enough, and how that statement relates to sales. […] The post TSE 967: How Does The Statement “Unless You Are Breaking Stuff, You Are Not Moving Fast Enough” Apply To Sales?

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Relationals Sales 40

Advertiser: ZoomInfo

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.

Sales Process

Selling Energy

NOVEMBER 19, 2018

What is scaling, exactly? In business terms, it means spreading effective practices throughout a company, which seems pretty straightforward. Chances are most of your experiences with scaling optimal work practices have been simple and uncomplicated – inspirational posters, emails, checklists and the occasional “pep” meeting. However, at the end of the day most of the things just don’t cut it.

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SugarCRM

NOVEMBER 19, 2018

By Zachariah Sprackett, SVP, DevOps at SugarCRM. There’s so much the whole team at SugarCRM has accomplished during the last 12 months that I’d love to tell you about. But to do that, I feel like first I need tell you about how we think about software delivery. One way to think about it is to consider those family-size tubes of toothpaste all of us are tempted by.

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SugarCRM Travel Webinar Metrics Google 30

Zoominfo

NOVEMBER 19, 2018

Every job opening comes with a specific set of candidate requirements and characteristics. But beyond your basic job description, how do you make sure you’re targeting and attracting the right type of candidate? And even more importantly, how can you guarantee a quality hire if you don’t know what your ideal candidate looks like? Fortunately, with the help of job candidate personas, you can find, target, and recruit the best candidates in the workforce.

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