Tue.Oct 06, 2020

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Losing Sales By The Numbers

The Pipeline

By Tibor Shanto. It took a lot to convince people that smoking was bad for them. And rather than responding to reason, most had to be scared in to quitting. So, I thought I would try a similar approach for those who don’t like sales numbers. I still find it difficult to believe that people are still debating whether sales is a numbers game or not.

Sales 250
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Salesreps Choose Power Words

Score More Sales

The words you choose as a seller have power - don't miss any apportunity gain a competitive edge. Choosing what you say or write can help close a deal, or lose one.

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An Intro to a Go-To-Market Strategy’s Steps

Zoominfo

We’ve previously written about the four quadrants that make up the go-to-market framework for businesses. Those quadrants include building loyalty; expanding offers; expanding markets; and company transformation. Regardless of which quadrant a company pursues, a solid, subsequent go-to-market strategy will help the metrics and plays come to life — and that approach takes even greater importance as companies navigate an economy altered by COVID-19.

Churn 246
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How to Build an Effective Proposal Program

Sales Pro Central Submitted Articles

Everyone has a proposal program. How do you differentiate yours to stay competitive?

Proposal 246
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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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An Intro to a Go-To-Market Strategy’s Steps

Zoominfo

We’ve previously written about the four quadrants that make up the go-to-market framework for businesses. Those quadrants include building loyalty; expanding offers; expanding markets; and company transformation. Regardless of which quadrant a company pursues, a solid, subsequent go-to-market strategy will help the metrics and plays come to life — and that approach takes even greater importance as companies navigate an economy altered by COVID-19.

Churn 179

More Trending

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Is A Sales Team Lead Role Worth Exploring?

Zoominfo

Vice President of Sales at ZoomInfo, Steve Bryerton, shares his thoughts on how to implement a Team Lead within your organization. Picture this: You’re a sales leader, currently responsible for a team of nearly 10+ sales development reps. You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation (and hopefully pipeline!).

Lead Rank 169
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How to Grow Revenue by Keeping Your Clients

Sales Pro Central Submitted Articles

Being a quota crusher doesn’t stop at closing net new deals. Account managers, those who work with an existing book of business, are extremely valuable to organizations. Their role is critical for retention and revenue expansion.

Revenue 132
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Is A Sales Team Lead Role Worth Exploring?

Zoominfo

Picture this: You’re a sales leader, currently responsible for a team of about 10 sales development reps. You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation — and hopefully pipeline. By splitting your team, you’ve been able to deploy measurable processes to maximize strategies, as well as identify areas for iteration to improve results.

Lead Rank 130
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Critical Sales Trends That Should Get Your Attention

The Center for Sales Strategy

The “old days” when we just showed up on someone’s doorstep or dropped into their inbox or voicemail weren’t really all that long ago, were they? The reality is these time-tested cold calling methods were already losing their effectiveness before the pandemic shutdown sent everyone home from the office. Still, changes in prospect behavior have accelerated, given the trials of the last six months.

Trends 127
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Three Steps to Strategically Influencing Prospects

Sales Pro Central Submitted Articles

Navigating the decision process is one of the most important components of winning a new sale.

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Eliminate “No-Decision” through Continuous Qualification

ValueSelling

There are times when sales reps identify opportunities that, for whatever reason, they just can't win. Perhaps it is the competitive nature of many sales reps and the challenge to cling to an unqualified opportunity because he or she was able to secure a meeting. Or maybe the salesperson is overly optimistic and sends a proposal to a prospect that is not qualified.

Proposal 114
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Hitting your year-end numbers

Miller Heiman Group

The year 2020 has been a year of unprecedented turmoil on so many fronts. Faced with uncertainty, businesses put the brakes on as deals stalled or vanished. Many companies have reorganized and/or instituted layoffs as priorities have shifted to maintaining revenue and/or just surviving. Others have faced incredible manufacturing and supply chain pressures.

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(4 Steps and 6 Tips on) How to Build Highly Targeted Lead Lists for B2B Sales

Cience

As sales become increasingly sophisticated these days, B2B companies everywhere are investing greater resources into outbound marketing. If tailored well, targeted prospecting starts conversations with ideal accounts, generates qualified leads, provides strong ROI, and grows revenue. Sales research, overlooked by more of us than we’d like to admit at the prospecting stage, has outsize impacts on top-of-funnel velocity.

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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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Four Reasons Your Sales Messaging Framework Needs a Refresh

Force Management

Your sales reps are having conversations with critical leads right now. The challenge for many organizations is that those buyer needs may have changed or perhaps the solutions they’re selling have shifted. In the flurry of trying to drive pipeline and close deals, stopping to train sales teams on the tools they need to excel in this environment may unfortunately, fall by the wayside.

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PODCAST 130: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez

Sales Hacker Training

Today on the show, we’ve got Eddie Baez, the co-founder of Career Pipe, a recruiting agency and SDR training program for underrepresented groups and minorities primarily in New York City. Eddie is bringing B2B sales to a group of people that may not be as aware of it. He finds people that aren’t aware of what is possible in a sales career, puts them through a six-week training program, and places them in companies looking to hire.

Hiring 82
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The Right Sales Training Not Only Educates But Motivates Sales Teams

Sell Integrity

Why are some salespeople uniquely successful? Do they have some special sales skills that others don’t? If your sales force is somewhat normal, just 20% are high performers. Imagine what a difference it would make if you could increase the entire team’s ability to sell more and develop stronger customer relationships. As companies stare down some nerve-wracking business trends — widening revenue gaps, economic uncertainty, changes in buying patterns combined with the new dynamics of remote work

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Vital Sales Metrics: Leading and Lagging Indicators

Pipeliner

The use of KPIs (Key Performance Indicators) to measure a sales team’s growth or contraction have been used for many years. Some examples include gross sales, net revenue, products sold, and others that demonstrate how a company has succeeded (or not) through a particular period (quarter or year). But these particular KPIs are actually lagging indicators – so called because they only reflect what has been done.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Trust Ensures Productive Collaboration

Nyden on Negotiation

Trust is the core quality of any collaborative partnership. Companies with high degrees of trust can spend their energies leveraging each other’s core strengths and creating value, rather than on compliance, enforcement, or worse, fighting metaphorical fires as a result of poor performance. To trust or not is a choice. Individuals choose to trust each other and act in a trustworthy manner or not.

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Product Led Growth: Your Job Just Got Bigger or Changed Completely

Product Management University

In theory, and I emphasize in theory, the impact of a product led growth model should be very minimal on product management. For product marketing, it pretty much changes everything. What is Product Led Growth? Product led growth is a business model for taking a product-as-a-service (PaaS) or software-as-a-service (SaaS) to market and gaining market share.

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?? Made in Crisis – Small Business in Crisis

Pipeliner

Have you ever imagined that all your plans for 2020 will have to be adjusted? We bet you have not. Our today’s guest in Expert Insight Interview is Arif Anis, and he will talk about what is the successful leadership in crisis. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Made in Crisis – Small Business in Crisis appeared first on SalesPOP!

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Email Mythbusters: You Can Remove ALL Spam Traps from a List

Appbuddy

There are more than a few myths floating around the industry about seemingly magical quick fixes for removing spam traps from your subscriber list. While that would be great, unfortunately these claims are not true. To understand why this simply is not the case, let’s dive into what a spam trap is, the purpose of these pesky email addresses, and how you can avoid them in the future.

Everest 52
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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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Trust Ensures Productive Collaboration

Nyden on Negotiation

Trust is the core quality of any collaborative partnership. Companies with high degrees of trust can spend their energies leveraging each other’s core strengths and creating value, rather than on compliance, enforcement, or worse, fighting metaphorical fires as a result of poor performance. To trust or not is a choice. Individuals choose to trust each other and act in a trustworthy manner or not.

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Fighting Sales Fatigue

Selling Energy

Considering what all of us and the wide world are going through, it isn’t surprising that feelings of futility and helplessness spill over into what we do on a daily basis. There may be days where you don’t feel like working, particularly when it comes to reaching out to new people.

Sales 52
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Guru Customer Q&A: Thrasio

Guru

Tripling in size is not for the faint of heart. Lucky for Thrasio , a top-tier acquirer of Amazon third-party brands, they had Gabriel Ginorio on their side to help them navigate accelerated growth. As Thrasio’s Learning and Development Manager, Gabriel’s responsibilities include training new hires and enabling employees. Guru is core to his strategy and efficiency is core to his values.

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A Process Followed is a Deal Closed - Podcast with Morgan J. Ingram and Darryl Praill

Sales Lead Management Association

Closing a lead/deal can require a fairly complicated process, and the difference between being a good sales professional and a great one can come down to having a passion for that process.

Closing 48
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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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How to Succeed at Gold Medal Selling [PODCAST]

Sandler Training

Mike Montague interviews Anneli Thomson, Sandler trainer and member of Team Great Britain in the triathlon, on How to Succeed at Gold Medal Selling. The post How to Succeed at Gold Medal Selling [PODCAST] appeared first on Sandler Training.

How To 43
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9 Simple Truths Essential to Closing a Real Estate Sale

OnePageCRM

Real Estate is a market that keeps growing. In fact, in the United States it has experienced a growth of $11.3 trillion last year alone and now stands at $33.6 trillion. To put it into perspective, that equals the combined GDP of the U.S. and China! . Unfortunately, while the market might be attractive, the number of real estate agents is growing as well, now exceeding two million. .

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Forecasting Revenue Growth

Accent Technologies

The post Forecasting Revenue Growth appeared first on Accent Technologies.