Mon.Dec 07, 2020

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5 Ideal Customer Profile Mistakes That Break B2B Sales Strategies

Predictable Revenue

When running a business, you need a thorough understanding of your customers and how you can reach them effectively. Learn how to avoid some common mistakes! The post 5 Ideal Customer Profile Mistakes That Break B2B Sales Strategies appeared first on Predictable Revenue.

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How to Update Your Pricing and Packaging for Digital Selling

SBI Growth

There’s no doubt that the pandemic has permanently impacted daily life in every way. It’s also clear that corporate digital transformation is accelerating in every way. After all, in 2019, many enterprise sales calls absolutely had to be in person.

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The $225,000 Selling Mistake Most Salespeople Make

Understanding the Sales Force

I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. I hear stories like this every day but this particular one happens way too often.

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Why Third-Party Reviews Should Be Part of Your Go-To-Market Strategy

Sales and Marketing Management

Author: Rachel Krug It’s no surprise – buyers are more educated than ever, with new information available daily to influence decision making. And with nearly all purchase decisions beginning online, positive brand recognition is a linchpin to success. Product reviews provide an effective way for prospective customers to understand real experiences with products and/or services.

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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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Gap Selling Training Certification is Here!

A Sales Guy

It’s here!! We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business. As readers of this blog and of Gap Selling, you know how powerful the Gap Selling methodology is. The industry has been ripe for a progressive, forward-thinking selling methodology for years.

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How to Simplify Your Sales Process, According to Reps Who've Done It

Hubspot Sales

A sales process is like a figure skating routine. Both are guided by a series of predetermined steps — featuring promising buildup and a dramatic, bombshell conclusion. The steps between prospecting and closing are essentially the same as those between a leadup like a camel spin and a finale like triple axel or backflip (which I found out is banned in competition while looking up figure skating moves to write this introduction because apparently, the figure skating world hates fun).

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Selling In A Covid-19 World

Partners in Excellence

We all know the world has changed profoundly in the past year. So much of what we have always done no longer works–or may no longer be smart. Our work as sales people has changed, probably forever. We are learning how to engage our customers in new ways, and across multiple channels. Within our own organizations, we are having to engage our peers and people in different ways.

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Why 2021 Will Be the Best Year for Digital Marketing and E-Commerce

Nimble - Sales

After the burst of COVID 19, 2020 became an unpredictable year for every one of us. This year changed the way we live by introducing many alternatives that have never been opted before. From online educational activities to online shopping experiences, people have witnessed a dramatic turn in the usual routine. Now this year is […]. The post Why 2021 Will Be the Best Year for Digital Marketing and E-Commerce appeared first on Nimble Blog.

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How to Improve Leadership and Entrepreneur Skills (video)

Pipeliner

Do you want to become an entrepreneur, but you are scared of failure? In this Expert Insight Interview, Michael Lane discusses entrepreneurship and leadership. Michael Lane is a Managing Director at Success Resources, focused on empowering entrepreneurs around the world by giving them a world-class education. The interview discusses: Lack of leadership skills for many entrepreneurs.

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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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Partner Enablement: Extending Your Sales Efforts Beyond Your Sales Org

Hubspot Sales

Believe it or not, your company's sales efforts don't have to be confined exclusively to your sales organization. In many cases, there's a base of potential collaborators who might be interested in folding your product or service into their sales operations as well. The process of coordinating and carrying out that kind of cooperation is known as partner enablement — a way to tap and train businesses beyond yours to sell your product or service on their own.

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Sales Processes Research 2020 – Something Old, Something New

Sales Hacker

Despite the huge growth in marketing and sales automation, along with the growing popularity and acceptance of self-service sales processes, reports of the death of the salesperson are greatly exaggerated, to paraphrase Mark Twain. Higher value B2B sales still need a competent salesperson to close the deal. But how have the processes and techniques of salespeople changed in the modern world?

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How To Keep Your Sales Pipeline Full

Salesmate

A sales pipeline filled with quality deals is synonymous with a healthy pipeline. The more opportunities in your sales pipeline, the better are your chances of achieving the sales quota. Sadly, there isn’t any magic that will fill your sales pipeline with quality deals overnight. Stringent efforts day in and day out can help in keeping the sale pipeline full. 63% of professionals agree to the fact that companies do a bad job in managing their sales pipeline .

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How Nimble Helped This Voice Over Actor/Entrepreneur Create 7-10k in Revenue in Four Months

Nimble - Sales

Company Name: Paul Boucher / Right Voice Communications Company Size: 1 – 3 employees, one Nimble user Industry: Voice Over Use Case: Contact Management, Deal Management, Prospecting Customer Name: Paul Boucher Integrations: Office 365, Mailchimp Title: President Website: [link] Paul is a voice-over artist and entrepreneur. He provides bilingual narration services in American standard English […].

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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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Are You Training for the Right Reasons?

The Center for Sales Strategy

To start something at the beginning and complete it (in order) to the very end is seen as a virtue. Linear thinking is logical, and experts say that most of us in the western world rely on it 90% of the time. But don’t let that limit you into believing there's always just one path to the best result. What result do you want from sales training ? To say the team completed all the courses or learn to sell smarter or faster?

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How to Succeed at Doing the Impossible [PODCAST]

Sandler Training

Mike Montague interviews Keith Kong on How to Succeed at Doing the Impossible. The post How to Succeed at Doing the Impossible [PODCAST] appeared first on Sandler Training.

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Why Storytelling Skills For Product Management & Product Marketing Are Essential

Product Management University

CONTEXT! CONTEXT! CONTEXT! Storytelling skills for product management and product marketing are essential because without them, the value context (why the market cares) of what you’re building, marketing and selling is completely masked. That mask is usually in the form of technical product jargon and/or a lot of superlatives (best-in-class, intelligent, actionable, optimized, etc.).

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Productivity: How to Maintain Your Sales Productivity Even While Working From Home | Jas Takhar - 1378

Sales Evangelist

Ensuring sales productivity while working from home may still be a challenge for many people. How do you maintain sales productivity even with the work-from-home order? Getting to know Jas Takhar Jas Takhar has been in the sales and service industry for over 25 years. Soon after deciding to try his hand in real estate, he co-founded the REC, and over the course of 15 years, has successfully propelled his team to the 1st place position in Canada under Royal LePage.

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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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What We Can Learn From Cyber Week 2020

Atlatl Software

The numbers are in and it’s official; this year’s Black Friday-Cyber Monday stretch was the largest ever for online shopping. Cyber Monday alone brought in over $10.8 billion, up 15.1% from 2019, while Thanksgiving and Black Friday brought in $5.1 billion and $9 billion respectively. Those are some big numbers, but they aren’t the only ones worth mentioning.

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A Detailed Guide To LinkedIn Marketing For Beginners

LinkedFusion

With over 660 million users, LinkedIn is undoubtedly one of the top social networking sites globally with an impeccable ability to help you expand your horizon. It enables you to reach professionals across the globe, interact and share your thoughts and beliefs with those who might subsequently turn into your customers. So, LinkedIn expands your professional network that ultimately facilitates the growth of your business.

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We’ve just launched 10+ improvements on web and mobile apps ??

Salesmate

We are super excited to roll out the new updates that we have added to boost your sales productivity and user experience. Here is a quick sneak peek of what is launched today. Web app updates. 1. Sort by deal value in board view. Now, you can easily sort the deal board and work on high-value deals. You will be able to see high-value deals on the top of the deal board when you opt for this value-based sorting.

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Rethinking Land & Expand Selling

Infoteam Consulting

The predominant approach to business development and selling in professional service firms (PSFs) is Land & Expand. Get into a client with one service offering, deliver good work and then expand. The quote below from the founder of KPMG still sums up the mindset of many professionals, even today.

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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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Accelerating Results in the Age of Disruption

Selling Energy

Changes and challenges are inevitable when you’re working in sales. This is something many sales professionals are dealing with right now; however, properly addressed, the outcome is always the same – most businesses can survive if they roll with the punches and come up with creative ways to reach prospects.

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Still need to hit Q4 sales quota? 6 ways to close deals before it’s too late

Close

Only a few more weeks to clean out your pipeline in 2020 and turn it into revenue. Yet, prospects at this time will naturally want to push the decision off to next year.

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Customer Experience: Focusing on the Basics

SugarCRM

Is Customer Experience really that Important? Yes. Companies who get customer experience right see massive benefits. Here’s what PWC’s survey of 15,000 consumers revealed: Customers are willing to spend 10-20% more for a great customer experience. Negative experiences drive customers away. 32% of customers will abandon a brand after one bad experience and 59% leaving after multiple bad experiences. 54% of US consumers say customer experience at most companies needs improvement.

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Groove Launches the First Sales Engagement Platform for Salesforce Financial Services Cloud

Groove.co

Today, Groove officially launched the first sales engagement platform built for Salesforce’s industry-specific CRM systems, Groove for Salesforce Financial Services Cloud. According to the Salesforce State of Sales 2020 report , 82% of salespeople in Financial Services say that their digital transformation has accelerated since 2019. The COVID-19 pandemic has further fueled this trend, as banks and wealth management advisors look to quickly transform their old way of doing business into a digita

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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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How to Create a Foolproof Sales Enablement Strategy

Lessonly

You didn’t think the sales enablement fun was over after our last post , didja? Because guys, there is so much more to share! Okay, so we covered “ what is sales enablement ” (a function inside a company that strives to make salespeople as efficient and effective at selling as possible, remember?) as well as some benefits and a big ole’ list of ways to drive a sales team to rake in zillions of dollars.

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How ZoomInfo’s Dynamic Duo Thrived in Their SDR AE Relationship

Zoominfo

Ham and pineapple — a polarizing but surprisingly appetizing pairing. Sales development representatives (SDRs) spend their days scoring meetings with promising leads so that account executives (AEs) can close some sweet deals with them. Some friction is bound to happen if they work isolated from each other. But great things happen if SDRs and AEs are paired together.

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How to Boost Your Team’s Productivity and Efficiency

Pipeliner

The success of a project relies on the results that your team can provide. However, if your team isn’t productive or efficient, you’re going to have difficulty getting the results you want. Thus, investing in your team’s productivity and efficiency is always a good investment. Here are some tips if you’re looking for ways to boost your team’s productivity and efficiency: Set and Track Attainable Goals.

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