Wed.Jul 21, 2021

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A Key Competency That Differentiates Top Sales Performers From Posers

Understanding the Sales Force

We were watching an episode of the hilarious comedy series The Goldbergs and one of the themes of episode 4 in season 3 was about authenticity. In this episode, Barry and Erica, the two oldest children, accused each other of being posers. The bottom 50% of all salespeople are posers too. In an article last week we discussed how data can help you hire the ideal salespeople.

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Embrace SMARKETING: 8 Tips to Align Sales & Marketing for Success

Sales and Marketing Management

Customer-centric strategies present an opportunity to take a fresh approach to how sales and marketing teams communicates and works together. The post Embrace SMARKETING: 8 Tips to Align Sales & Marketing for Success appeared first on Sales & Marketing Management.

Marketing 136
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Why, When, and How to Bring in Your CEO to Close a Deal

Zoominfo

Imagine your sales team is extremely close to signing an important deal with a prospect. Everyone’s anxious to get the contract signed and the gong in the corner of the office is ready to bang. But then, unexpectedly, the buyer pushes back, not sure if this is the best time. At that moment, with revenue in the balance, the team has to convince the prospect that your product is indeed the right fit and that this soon-to-be customer is a priority.

Closing 130
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Sales Kickoffs: The Mistake You’re Making

Force Management

Check out all our sales kickoff resources and tools in the Ultimate Sales Kickoff Resource Guide. Strategizing around this year’s sales kickoff (SKO), coming out of last year’s challenges, may require a shift in your approach. Whether you’re considering a full in-person event, a virtual meeting or a combination of the two, one thing you don’t want to do is wait too long to pull your SKO plan together.

Resources 143
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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What is revenue operations and why should you care?

Membrain

I’ve been seeing a lot of talk lately about revenue operations, also sometimes called revops, and I’ll bet you have too. The term seems to be having a moment in the spotlight. For instance, I heard that “VP of Revenue Operations” job titles have increased by 300% in 2020 and 2021.

Revenue 136

More Trending

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Building a RevOps structure to increase revenue and customer LTV

Predictable Revenue

Erol Toker and Rachel Haley explain why RevOps is important, how its evolution is reminiscent of the dot com boom, common mistakes leaders make when building out the RevOps function, and more! The post Building a RevOps structure to increase revenue and customer LTV appeared first on Predictable Revenue.

Revenue 127
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Positive Feedback Examples (And a Few Negative Ones Too)

The Center for Sales Strategy

Imagine this scenario: You’re managing a seller who is excellent at developing close relationships with their clients, but you’ve noticed they've been running late to several prospecting meetings in recent weeks. You want them to be on time for their meetings and are preparing to give them feedback on this issue. Which style of feedback do you think would motivate them to be more punctual?

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22 Sales Buzzwords You Love to Hate – and How to Use Them the Right Way

Sales Hacker

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. If that mess of words makes you say, wait, what? ” – you’re not alone. There are sales buzzwords that we love and some that we really hate. But that doesn’t mean they’re all bad. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider.

Hiring 125
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27 Productivity Tips that Will Change the Way You Live, Work, and Feel

RAIN Group

Take a moment to think about a time when you had a period of deep focus in which your work performance and productivity were at a high. Everything clicked. You nailed the deadline. Made the leap. Produced 10X. Everything came into focus. Wouldn’t it be great if you could have that level of focus and achieve that extreme productivity all the time—or even most of the time?

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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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Convert More Inbound Leads by Coaching Sales Reps in 4 Steps

KLA Group

By Kendra Lee Sales as sport – the comparisons abound. Sales TEAMS look to WIN business. Top salespeople are often recognized with TROPHIES. The list goes on. However, there is one connection to sports that often gets overlooked – COACHING. More specifically, coaching sales reps how to better convert inbound leads into sales-qualified opportunities.

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20+ Best LinkedIn Cold Message Templates

SalesHandy

Using different avenues of lead generation is a move in the right direction in procuring qualified leads and eventually a conversion. Whether you are a job seeker or a sales representative, cold messaging (email, social, or phone calls too) is a tried and tested method that has had proven results. LinkedIn cold messages are the perfect method for reaching out to business professionals that are qualified prospects.

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Apptivo Product Updates as of July 20, 2021

Apptivo

Apptivo is ready with the new product updates for the month of July. This update is mostly based on performance tracking, data recovery, time-saving and overall portability of data. In addition, each update from Apptivo will significantly improve the performance of the applications. Let’s go through the short notes. Updates and Enhancements. Enhanced Employee Email Wise Report.

Report 98
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How to Handle an Angry Customer: 12 Free Cool Tips

LeadFuze

We’re going to discuss how to handle an angry customer because no one wants to deal with disgruntled ones! Whenever we roll out a massive update to our software, it’s inevitable that people get very upset. Things change on them, maybe things don’t work as expected (lord knows that’s happened to us several times)… there’s a number of reasons it can happen.

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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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Getting Inside Your Prospect’s Head

Selling Energy

Suppose you get an unexpected call from a prospect who says he’s interested in replacing his building’s HVAC system with your energy-efficient technology. Many salespeople would say, “Great! Let’s set up an appointment and we can go over the details.” A sales professional, on the other hand, would say, “Would be happy to oblige. Just out of curiosity, what made you call us today about replacing your HVAC system?”.

Energy 87
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Formal Sales Coaching: So Irresistible, Why So Hard?

Selling Power

People knowledgeable about sales excellence know that coaching is worthwhile—it can make a difference; it needs to be a priority.

Coaching 105
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Nimble CRM Introduces New Lead Pipelines [Video]

Adaptive Business Services

This is big! Nimble CRM has just introduced Lead Pipelines! Nimble has long had a separate widget box in the contact record for lead details (source, status, etc.). We also have deal records (valid opportunities that we hope to close) and deal pipelines. However, my deal pipelines currently include stages that should actually be a part of a lead qualification process (before it becomes a deal).

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How the Chorus App for Zoom Meetings is Taking Productivity to the Next Level

Chorus.ai

Today, we are incredibly excited and honored to launch the Chorus app for Zoom. Our new app seamlessly integrates into your Zoom experience to help boost your productivity and allow you to stay focused by keeping your workflow going—before, during, and after a meeting. Chorus has enjoyed a longstanding relationship with Zoom and we are excited to continue our journey with the Chorus app for Zoom.

Meeting 62
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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Reflections on the 10 year anniversary of Trinity

Trinity Perspectives

I can’t quite believe it … Today marks the 10 year anniversary of my company Trinity. Where has the time gone? I vividly remember that first morning, waking up suddenly self-employed, having spent my entire career in the corporate world. My wife Shelley wished me luck, kissed me goodbye and headed off to work. And there I sat, at my little Ikea desk in our spare bedroom wondering what the hell I should do now!

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Salesforce Completes Acquisition of Slack: The Future of System to Human Connectivity

Troops

Today, Salesforce announced that their deal to acquire Slack has been finalized and the two teams will get to work making their combined vision of making Salesforce “Slack-first” a reality. This is an exciting vision and one Troops has been working on since 2015, making this a reality now for companies like Intercom , Twilio , Shopify , Stripe , Andela , Cameo , Dynamic Yield and Slack.

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Give your onboarding some serious muscle

Gong.io

Growing your sales team is incredibly exciting. But moving from, “ You’re hired! ” to “ You hit quota! ” never comes fast enough. On average, it takes three months to prepare a new hire to interact with buyers, nine months until they perform competently, and 15 months for them to become a top performer ( RAIN Group ). There are typically three speed bumps along the way: Moving through training and development always takes longer than you want.

Hiring 62
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?? How to Live a Fearless and Fulfilled Life

Pipeliner

True personal change and development begin with a change in your mindset. In this Expert Insight Interview, we welcome Rhonda Mincey, author of Unbridled Dreams: Change Your Mindset, Achieve Your Goals and Live the Best Story of Your Life. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How to Live a Fearless and Fulfilled Life appeared first on SalesPOP!

How To 52
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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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Why Deals Stall

SalesStar

I remember in my sales management days I inherited a BDM when I started a new job whom I’ll call “Peter”. He had over $4 million worth of opportunities he was waiting to close, and plenty of new opportunities he had generated too. His pipeline was more than impressive, it was exciting. However, as the weeks turned into months most of the deals weren’t closing.

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Embracing a Nomadic Mindset to Expand Personal and Professional (video)

Pipeliner

Are you a nomad by heart? In this, Expert Insight Interview, Kevin Cottam discusses embracing a nomadic mindset to expand and evolve personal and professional life. Kevin Cottam is a Global Nomad, CEO of Go Nomading Pte Ltd, leadership coach, professional speaker, and the author of the book, The Nomadic Mindset: Never Settle for Too Long. The interview discusses: Identifying a nomadic mindset.

Video 52
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Closing the Customer Engagement Gap | Showing A Clear Case of ROI

Vendor Neutral

ROI 52
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Lessonly Announces Total Economic Impact™ Study from Independent Research Firm

Lessonly

The new research study reveals Lessonly’s Total Economic Impact for Sales Enablement.

Study 26
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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Top 5 Solutions Used In SaaS Business Model

Apptivo

Apptivo offers a cloud platform that allows SaaS(Software as a service) companies to provide an integrated and engaging customer experience to their software users. As a software that grows with the business, the Apptivo suite of business applications offers all the capabilities required by SaaS business model of any size to scale as they expand. What is a SaaS model, and how does it work?

Lead Rank 111
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This company is making summer vacation mandatory

Lessonly

Company 26
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What is Rev Ops? How does Revenue Operations drive growth?

Gong.io

Customer lifecycle. Someone’s got to own that motion. Someone’s got to understand what the outcomes of the strategy are, orchestrate all these different groups, and break the silos between all these different operational efficiencies that are being optimized within the silos. That someone? Revenue Operations (RevOps for short). But how is that different from what we’re already doing?

Revenue 62