Mon.Feb 08, 2021

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5 Reasons Why Your Prospect Hates Your Proposal

Sales Hacker

Proposals are often the least favorite parts of the sales process for many people – partially because they are a pain, and partially because they’re a mystery. There have probably been countless times you’ve sent out a proposal and the prospect is never to be heard from again. It’s happened to all of us, and it never gets less confusing and frustrating.

Proposal 114
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Expand Your Use of Digital Channels to Hit Quota

Sales and Marketing Management

Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails. These are useful tools, but we’re long past the era where companies can rely solely on them to drive business. The biggest problem with email is that personalization is on the decline.

Quota 296
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Three Forces Drove Venture Capital Trends in 2020

Zoominfo

Looking back on 2020, it surprised some to see that VC funding remained strong despite economic, social, and political uncertainty. For many venture capitalists, 2020 was an opportunity to invest in the tools and technology that accelerated due to the pandemic. Year over year from April 2019 to April 2020, angel, series A, and Series B funding saw increases.

Trends 230
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Will TikTok Work for B2B?

Sales and Marketing Management

Author: Jake Rheude Getting in early on a good idea can play a big part in future success. Ask the people whose families sailed on the Mayflower or those who bought Bitcoin when it was valued at $8 (at least the ones who held it rather than spending it on pizza ). There are two dovetailing arguments for using TikTok, the fastest-growing social media platform, as a B2B marketing tool: Its generous algorithm and its lack of polish.

B2B 285
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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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Informal vs. Formal Learning: What's the Difference?

BrainShark

Enterprises often wonder whether formal or informal learning, or some blend of the two, is right for their team. Before making this decision, it is important to understand the difference between the two and how they can each benefit an organization.

More Trending

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Improving Sales Performance | Media Sales Report | Effects of COVID-19 on the Media Sales Industry

The Center for Sales Strategy

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Trey Morris, VP Senior Consultant at The Center for Sales Strategy, joined Matt Sunshine on the second episode of the season to analyze the data around the effects of COVID-19 and its impact on the media sales industry. You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published.

Media 124
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How to Improve Your Remote Hiring Process For 2021

Sales and Marketing Management

Author: Brad Wayland Over the past five years, remote working has grown by 44%, and COVID-19 pandemic has pushed many companies to operate remotely or at least offer hybrid options. . Even if you’re not working remotely, you may be trying to at least shift to a remote hiring process to avoid exposing employees to more people unnecessarily. Therefore, many managers are tasked with learning how to interview candidates remotely.

How To 177
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Podcast 184: Chris Voss On Negotiations And Tactical Empathy (Replay)

John Barrows

This week we’re replaying one of our most impactful episodes that we’ve ever produced on Make It Happen Mondays. Our guest is Chris Voss, author of Never Split the Difference, former FBI hostage negotiator, CEO and Founder of The Black Swan Group, and one of the most talented negotiators of our time. Chris and John talk about due diligence, loss aversion, discounts, emotional intelligence, language, and how all these things impact our negotiation results when we work deals in our pipeline.

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TikTok-Like Videos Have Multiple Applications

Sales and Marketing Management

Author: Paul Nolan While Zoom and Teams have proven useful for video meetings, businesses are adopting other means of incorporating video into their everyday communication and workflow. Wyzowl, a provider of animated explanation videos, reports that 86% of businesses use video as a marketing tool. It’s an ideal time for companies to recognize the multiple uses of short videos.

Video 156
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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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5 Actor’s Secrets to Master Your Fear of Virtual Presentations

Julie Hanson

Waiting to be admitted to the Zoom meeting, you feel the nerves begin to set in. With each passing minute, confidence slowly turns to anxiety and tension as you second guess yourself – Do you have the right meeting ID? How well do you really know your material? Did you practice enough? – Now feeling awkward and uncertain, you either race or slog through the video call detached from your audience and your message – completely missing the mark (and the sale).

Energy 112
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Marginal Gains Can Boost Overall Performance

Sales and Marketing Management

Author: Paul Nolan Neil Patel, a leading voice for more than a decade on how to use digital marketing to help grow your business, says the secret is there is no secret. COVID has pushed companies to accelerate and improve their online marketing efforts, so it’s more competitive than ever to stand out from competitors. While there is no Holy Grail, Patel offers insights in a recorded presentation that companies can take in 2021 to make sure they are doing all they can to enhance their online visi

Margin 156
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What to Do in Year One of Running a Business, From Successful Entrepreneurs

Hubspot Sales

In entrepreneurship, your first year of business can set the tone for the future health of your company — and new business owners face tough odds. According to the Bureau of Labor Statistics , 20% of small businesses don’t make it past the first year mark, and nearly half of businesses close by their fifth year. In other words, if you want your business to make it in the long run, your first few years of business matter.

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Your Social Media Strategy Is Missing One Critical Element

Sales and Marketing Management

Author: Steve Watt Imagine if cars came without engines. They would look nice, but they wouldn’t do much. You could wash and wax the car all day. Admire how good it looks in your driveway. But there would always be a voice in your head questioning why you bought it. Why you maintain it. What purpose it serves. Then one day, you see a car driving down your street, and then another.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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The Monthly Rundown: Hot Startups from January

Crunchbase

In “The Monthly Rundown” series , I dive into a few up-and-coming startups from the past month, filtering by recent funding rounds and significant influxes of new website visitors. Stay tuned for an updated list each month and get a jump on the competition. While a majority of the focus in January was on the public markets ( /wallstreetbets frenzy), Crunchbase recorded $40.1 billion in global dollar volume for private companies in January, a 27.3 percent increase from December 2020.

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E-commerce That Avoids Channel Conflict

Sales and Marketing Management

Author: Sean Parnell “Wait?—?let me get a pencil and paper to take that down. (Pause) OK, what was it you wanted?”. No B2B buyer wants to hear that from a vendor when they place an order the old-fashioned way, by phone. Such aggravations, among other factors, have helped spur the growth of B2B e-commerce. By 2025, 72% of B2Bs expect 41% or more of their revenue to be derived from e-commerce websites they own or operate, according to Episerver’s “ B2B Digital Experiences Report. ”.

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Prospect Says, “I Don’t Have Time…” And You Say…

Marc Wayshak

I’m willing to bet you’ve been in a selling situation before where the prospect said the following dreaded words: “I don’t have time.”. Or maybe they said it a bit differently—“Now isn’t a good time” and “Can you try me back later?” are equally common objections early on in prospecting calls. The important question is, what do you say in response ? If you’re making a lot of prospecting calls, you’re going to hear this type of pushback all the time.

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Digital Is Spared from Sweeping Budget Cuts

Sales and Marketing Management

Author: Paul Nolan How important is digital marketing spend? A Gartner spend survey of more than 400 marketing leaders in North America and Europe in August 2020 indicated that budget constraints initiated when the pandemic hit would continue into 2021, yet budgets for technology and digital channels may actually grow. Gartner reports that technology currently accounts for the largest proportion of marketing budgets (26.2%), compared to media (24.8%), in-house labor (24.5%) and agencies (23.7%).

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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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Canidium Is Officially SOC 2 Type 1 Certified

Canidium

Fort Collins, CO, February 03, 2021 -- Canidium, a leading sales performance and process management consultancy, has officially been SOC 2 Type 1 certified. This certification demonstrates to Canidium’s customers and prospects that their data is safe and secure. Canidium works extensively in highly regulated industries such as healthcare and insurance in which companies have strict information security requirements.

SAP 98
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Too Long.Too Boring.Too Many Distractions

Sales and Marketing Management

Author: Dario Priolo and Jeff Myers Last year presented unthinkable challenges to marketers and event organizers. From last March forward, virtually every trade show was canceled, from behemoths like Dreamforce to local association meetings. These events are major revenue sources for organizers and important opportunities for marketers to build brand awareness and generate new opportunities for their businesses.

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WEBINAR: Morgan Ingram hosts “7 Data-Backed Sales Tips to Never Miss Quota Again”

John Barrows

The post WEBINAR: Morgan Ingram hosts “7 Data-Backed Sales Tips to Never Miss Quota Again” appeared first on JB Sales.

Quota 105
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Digital Marketing Takes Center Stage

Sales and Marketing Management

Author: Paul Nolan As the highly anticipated initial public offering of Airbnb crept closer last year, stock analysts swooned over the company’s ability to garner 91% of its website traffic organically?—?10 times the organic traffic of its competitor, Booking.com. “Google searches reflect that Airbnb has eclipsed the equity of century-old brands, in one decade, across markets big and small,” wrote entrepreneur and NYU marketing professor Scott Galloway.

Marketing 120
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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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Emotional Intelligence – Secret Success in the Workplace (video)

Pipeliner

Emotional intelligence is indeed the most contributing factor to success in career and life in general. Thus, in this Expert Insight Interview, Jennifer Chapman discusses emotional intelligence and how to operate in different environments. Jennifer is the founder and executive leadership coach at Ambition Leadership. The interview discusses: Interaction with people.

Video 95
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How to Make An Impact in eCommerce: Don't Be the Gorilla

Atlatl Software

Most people would say that they are generally well aware of what is happening in their surroundings. If something were to change; they would notice it. This may be true in some instances, but with the vast amount of information and stimuli that we are hit with every day, it is easy for things to get lost in the noise.

How To 86
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Join Us Thursday, February 18th to learn how to Make it Easy for Prospects to “Get It” with the Right Connection

SalesProInsider

Guiding your prospects through the conversation to get them to say “Yes!” confidently and quickly can be tricky. That’s why it’s so crucial to make it easy for them to see the value of your solution. I’ll share how to accomplish that “ease” in this month’s free, virtual workshop on Thursday, February 18th at 10:00 a.m. Central: Make it Easy for Prospects. to “Get It” with the Right Connection.

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Evolved Leadership with Dave McKeown

criteria for success

Happy Monday, Let's Talk Sales listeners! This week's featured guest is Dave McKeown. Dave is the founder and CEO of Outfield Leadership , where he helps leaders and leadership teams set and achieve strategic growth goals. He is also the author of newly published book The Self-Evolved Leader , is an experience speaker, a volunteer for non-profit executive coaching, a columnist for Inc.com , and more!

Twitter 59
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Asking the Big (and Little) Questions

Selling Energy

Ritual is a way to ground ourselves, whether it’s something we do every day, every week, or set it aside as tradition once a year. Considering how much of sales is an extroverted endeavor, sometimes we need the time to turn inward and remind ourselves of what’s important, as well as who we are. So, what would be a good way to work that into our schedules?

Sales 52
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The Best Sales Enablement Software [With Recommendations]

Bigtincan

Lots of sellers want to know which sales enablement tools are best. But it’s hard to say because there’s not one agreed-upon definition, and sales enablement software (SES) encompasses so many options. We’ll often ask our customers how they define “sales enablement,” and in the course of a week, we might get a dozen different […].

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?? How Changes Have Affected Sales Leadership

Pipeliner

The pandemic caused many changes in our personal as well as professional lives. People do business differently now. Thus, in today’s Expert Insight Interview, we discuss the psychological shift in sales and sales leadership with Marie Hale. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How Changes Have Affected Sales Leadership appeared first on SalesPOP!