Wed.Sep 23, 2020

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How to Create & Build Relationships Virtually

Anthony Cole Training

Virtual relationships aren’t new and neither are virtual business relationships. What is new are the expectations and the tools. Instead of in-person meetings, we are now expected to meet via Zoom, GoToMeeting, Facebook Live. Technology is consistently providing us with more and better ways to connect.

How To 283
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How Europe’s Most Customer-Centric Companies Accelerate Revenue Growth

SBI Growth

Being customer-centric can no longer be a company’s competitive advantage. This is especially true in Europe, where we have seen a considerable shift across organizations and their focus on the Customer Experience. In order to truly drive top-line revenue, increase.

Revenue 198
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Building a Sales Pipeline to Survive the New Normal

Sales and Marketing Management

Author: Scott Marshall As organizations grapple with financial hardships and uncertainty brought on by the pandemic, business leaders are left wondering how to move forward and find success. Is there an ability to grow? Building a sales pipeline in this context can seem daunting. In the COVID-19 economy, it’s important for technology solution providers (TSPs) to evaluate the landscape and alter their formulas accordingly.

Pipeline 177
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Here’s Where Your GTM Strategy Is Failing

Zoominfo

It’s more than a product launch, but slightly less than an entire business model. It’s a unique, product specific, customer focused go-to-market strategy. And it’s a crucial feature of any successful B2B business. . Yet if it’s so important, why are so many rendered unsuccessful? GTM motions can fail for a variety of reasons. From poorly thought out plans to unidentified buyer personas, a small crack in the foundation can lead to the crumbling of the entire structure.

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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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How to turn account planning outside-in to grow faster

Membrain

Account planning is a critical element of complex b2b sales. Traditionally, this process begins with an assessment of where the sales team might win “more wallet share” or how many additional products they might be able to sell into each account.

Account 167

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How to Coach Your Buyers

Connect2Sell

Buyer 235
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“Let’s Partner!”

Partners in Excellence

“Let’s partner,” or many variations on the theme appear in a large number of the LinkedIn and email communications I receive. We all know that’s just another term for “I’d like to sell you something.” Perhaps it’s my sadistic nature, but every once in a while, toying with someone who sends a particularly strongly worded “partnering” message, I often respond, “It would be great to partner.

LinkedIn 123
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The Power of Sales Hub Enterprise and an Ecosystem of App Partners

Hubspot Sales

The big-bang that created the Software as a Service (SaaS) model gave birth to a constellation of what seems like millions of software solutions. Among those are around 1,000 sales software solutions aimed at helping companies sell more, in less time, at the right price. As a result, companies have never been in a better position to enable their sellers with tools to grow revenue.

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Here’s Where Your GTM Strategy Is Failing

Zoominfo

It’s more than a product launch, but slightly less than an entire business model. It’s a unique, product-specific, customer-focused go-to-market strategy. And it’s a crucial feature of any successful B2B business. Yet if it’s so important, why are so many rendered unsuccessful? GTM motions can fail for a variety of reasons. From poorly thought out plans to unidentified buyer personas , a small crack in the foundation can lead to the crumbling of the entire structure.

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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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Go From Onboarding to Your First Sale in 24-Days

Chorus.ai

One of Chorus’ newest reps, Amanda Jones , ramped 80% faster by leveraging Conversation Intelligence. She was able to go from her first day to a closed-won deal all within 24-days. I sat down with her to understand how she did it. The Sales Onboarding Experience In today’s new normal, sales reps who join a new company are not only working against the clock to ramp up quickly but also dealing with the unforeseen burden of onboarding remotely.

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How to Make a MAP that Customers are Desperate to Use

Selling Power

Imagine a deal where every step has been confirmed by the customer. A deal where the close date is the same date forecast in Salesforce, and where there are no surprises from a new stakeholder at the last minute. That’s the promise of a Mutual Action Plan (MAP), a document shared between the seller and the buyers detailing everything that each side must do to make the deal happen.

Customer 113
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Notorious RBG: Make What You Say Pay!

Anne Miller

As Ruth Bader Ginsburg lies in state at the Supreme Court, she is remembered for inspiring many hundreds of people who worked for her over her long and illustrious career. Interesting, known for the clarity and strength of her written opinions and dissents, when asked in a 2016 interview , which teachers inspired her, she named Vladimir Nabokov at Cornell, who “…changed the way I read and the way I write.

Proposal 108
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What is a Sales Lead? | Funnel Clarity

Funnel Clarity

Sales Lead Definition: A sales lead is someone who is committed to making a change that your product or service can help accomplish. A sales lead is not someone that is merely interested in your product. A real sales lead goes beyond interest and is committed to action and making a change.

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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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2 Questions Top Prospectors Ask (and You Should Too)

RAIN Group

How many times have you received a prospecting email or phone call and said, "Sure, let's meet right away?". If you're like most of us, it probably doesn't happen very often. If you're on the other side and the one sending emails or making calls, what's your success rate? Probably pretty dismal. Congratulations! You're like most of the people we surveyed.

Survey 105
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Sales best practices for successful selling

The Digital Sales Institute

Implementing sales best practices for successful selling should not only lead to higher levels of sales performance but also in more loyal customers. They are a set of guidelines baked into the DNA of the business to help the sales team run effectively and efficiently. We all accept that the digital era has demanded a shift in the way salespeople sell.

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Build Brand Awareness and Brand Engagement (video)

Pipeliner

Have you ever chosen one company over another only because you agree with its social mission? In this Expert Insight Interview, Eric Ressler discusses how to build brand awareness and brand engagement by using change awareness. Eric Ressler is a Founder and Director of Cosmic, a social impact creative agency. The interview discusses: Creating social impact.

Video 98
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3 [QUICK] Sales Questions to Ask to Determine Your Clients’ Needs

Marc Wayshak

Sales questions are key to successful sales conversations—but the best sales questions might surprise you. Check out these 3 quick sales questions that will help you build value in any sale. The post 3 [QUICK] Sales Questions to Ask to Determine Your Clients’ Needs appeared first on Sales Speaker Marc Wayshak.

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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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Why Do Salespeople Hate CRM Systems — And What Can Sales Managers Do About It?

The Center for Sales Strategy

“CRMs are just another tracking tool.”. “I’ll spend more time trying to learn how to use it than actually using it.”. You’ve heard the complaints from your sales team about using a Customer Relationship Management (CRM) system. And, chances are if you’ve considered implementing a sales enablement tool like a CRM into your strategic plan to drive revenue, you’ve read a lot of articles that discuss the various reasons why most sales CRM systems fail.

System 83
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8 Expert Tips For Cold Emailing + Templates You Can Steal

Nimble - Sales

There’s something fundamentally powerful about an email that no other medium can match. For one, you have your subscriber’s undivided attention inside their inbox. No ads, funny memes, or competing products to worry about. Email also offers a quiet cadence and consistency in messaging. Subscribers know what to expect and when. These reasons are perhaps […].

Marketing 116
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Save Money and Put In-Person Events to Shame with the Perfect Virtual Sales Kickoff

Sales Hacker

It’s probably been a while, but was the last in-person sales summit you attended a once-in-a-lifetime, career-defining experience? Probably not. Sales kickoff (SKO) events are often long, expensive get-togethers that leave attendees looking forward to the flight home. They might be flashy, but they lack engagement opportunities that would make them truly useful and memorable experiences.

Scale 75
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3 [QUICK] Sales Questions to Ask to Determine Your Clients’ Needs

Marc Wayshak

Have you ever mapped out exactly what questions you intend to ask your prospect…only to realize later that you should be asking questions that dig much deeper ? In reality, the best sales questions that truly determine your clients’ needs aren’t just those rehearsed questions you’ve lined up ahead of time. Some of the most powerful sales questions are actually little, quick questions that happen spontaneously as the sales interaction unfolds.

Exact 62
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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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13 Lessons for an Interim Sales Manager

Sales Lead Management Association

During this podcast, James Obermayer, who successfully increased sales, reshaped marketing departments, created SWOTs and Sales and Marketing Plans, for more than 50 high tech clients shares the 13 lessons he learned while at Sales Leakage Consulting. This session is for sales consultants and interim sales and marketing managers (Interim CMO's are also welcome).

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TSE 1346: Will B2B Sales Be Impacted by The Elections?

Sales Evangelist

Will B2B Sales Be Impacted by The Elections? The presidential election of 2020 is coming. The question is, will this impact B2B sales? Let’s talk about that in this episode. An article published in NewNorth stated that the political season impacts B2B sales but it depends on the industry and the type of customers you’re looking for. Studies have shown that multi-million dollar organizations tend to be less shy during the election.

B2B 59
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The Secret to Salesforce Adoption and Better Data Quality

Appbuddy

As experts in Salesforce data management we are frequently asked, “What do I focus on first, my data quality or adoption?” Since these are the top two challenges faced in every CRM implementation, the question isn’t surprising. Adoption and data quality are both equally important and daunting to accomplish without the right tools and approach. So, what do you do?

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Best Practices for Sending Cold Emails

eGrabber

According to Chief Marketer B2B Outlook surve y 2020 , email marketing continues to top the channels that produce B2B leads with highest ROI. When done right, cold emails can effectively generate sales leads and drive conversions. In this post you will learn cold email best practices such as how to craft emails and send emails, sticking to can spam regulations and how to get your email domain out of blacklist.

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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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Effectively Motivate a Prospect with Net Present Value

Selling Energy

One of the reasons I print out our financial worksheets and juxtapose them with each other is to demonstrate the outcomes of three scenarios for doing an energy efficiency improvement:

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Why LinkedIn is a must-use content distribution channel for sales pros

Close

If you want to connect with senior level decision-makers, LinkedIn is the place to be. Here's how you can quickly establish trust and credibility on the platform.

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Motivating the sales force for your next chapter

Anaplan

This is the third post in a three-part series following our recent webinar series with Slalom Consulting, entitled Restarting a stalled revenue engine. Selling in 2020 has been a lesson in managing transformative change. Individual sales reps have had to learn new sales techniques—less time meeting face to face with customers, more time in front […].