Anthony Cole Training

AUGUST 19, 2021

Some major shifts have occurred in the way that you should be prospecting for sales opportunities. But has your prospecting plan changed with it?

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SBI Growth

AUGUST 19, 2021

Dallas, TX – SBI, a go-to-market growth advisory, today announced the official launch of its Commercial Technology Practice. The use of technology continues to drive commercial effectiveness and productivity across B2B organizations, and as a result, is becoming more prominent.

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Marketing B2B Revenue Strategy 267

Sales and Marketing Management

AUGUST 19, 2021

In this SMM webinar-turned-podcast, Shawn Finder, founder of sales automation software company Autoklose, reviews the top technology tools for growing business long term, from the top-of-the-funnel stage to closing deals. The post The Must Have’s for Your Tech Stack appeared first on Sales & Marketing Management.

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Top of Funnel Webinar Metrics Funnel Sales Automation 177

Zoominfo

AUGUST 19, 2021

We all know about SaaS. Software as a service, commonly called SaaS, refers to subscription-based, centrally hosted platforms and services that allow you to do all of those annoying manual tasks that, if left to your own devices, could take all day to complete. But what about DaaS? That’s shorthand for data as a service. DaaS is used to deliver dynamic data to one or multiple systems.

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Outsourcing Services Data Consumer Enterprise 130

Advertiser: ZoomInfo

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.

Sales Cycle

Force Management

AUGUST 19, 2021

If you want to align your organization behind company goals, growth benchmarks and evolving customer needs, you’ll need to successfully move your organization through rapid change and enable your sales team to execute. Here are three critical areas where leadership alignment supports sales resilience and growth. If you’re interested in how sales leaders successfully capture alignment in these three areas, register for our upcoming LIVE webinar on August 24th.

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Revenue Webinar Metrics Company Customer 143

Predictable Revenue

AUGUST 19, 2021

Learn about the 3 fatal mistakes salespeople make in their messaging, and the steps you need to take to correct them. The post The 3 Ways Salespeople Are Getting Messaging Wrong appeared first on Predictable Revenue.

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Gong.io

AUGUST 19, 2021

“ See results, attached. It’s pretty straightforward: The client’s team reports a large gap given the time they spent selling, but nothing out of the ordinary. I think there’s a lot of overlap from the last study we ran, but let me know if you have any questions. ” . At my previous organization, I sent that type of email to colleagues time and time again. .

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Revenue Forecasting Maximizer Case Study 127

Zoominfo

AUGUST 19, 2021

Data is the foundation of business in the 21st century. But as the velocity, volume, and variety of data increases, even the most advanced enterprises are struggling with inaccurate data that doesn’t provide actionable insights. In fact, a Gartner survey found that organizations attribute an average of $15 million in losses each year to bad data. Data as a service, or DaaS, helps businesses solve this costly problem by hiring specialized providers whose sole focus is delivering accurate, insight

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Outsourcing Services Lead Rank Data Ideal Customer Profile 100

Sales Readiness Group

AUGUST 19, 2021

Blended learning approaches are certainly not new, but given the challenges over the past 18 months, we are seeing many opportunities to apply these approaches in creative new ways. The pandemic heightened interest in hybrid models (a combination of virtual instructor led, digital, collaborative learning, etc.) that already existed – and provided a testing ground for their effectiveness.

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Training Benefit Opportunity Sales Management 118

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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.

Sales

Cincom Smart Selling

AUGUST 19, 2021

For many insurers, the approach toward IT budget construction and the measurement of IT value remains rooted in a traditional approach of centrally planned budgets and top-down portfolio metrics that can mask where IT value is really being delivered. Those who are looking to better understand how value is being delivered for IT should not only look toward the building blocks that make up their IT cost base; they should also consider ways to translate them into an outcome-based measure of IT valu

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System Customer Insurance Insurance 118

The Center for Sales Strategy

AUGUST 19, 2021

Customers aren't going to want to do business with a company that doesn't offer a great buying experience. No matter the type of business you run, you need to treat your clients right if you want them to remain in business with you and spread the word about your good reputation. Below are a few ways that you can improve the way your company interacts with prospects and clients.

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Prospecting Customer Company Sales 116

Mindtickle

AUGUST 19, 2021

You’ve gotten the green light to hire more sales reps to support your organization’s growth goals. Now, the pressure’s on to get those reps ready to sell. . And for many businesses, it’s easier said than done. According to a report from Sales Enablement PRO , nearly a quarter of organizations say onboarding new hires is one of their top three sales challenges. .

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Hiring Exercises Sales Enablement Course 105

Highspot

AUGUST 19, 2021

Our world is changing. But that doesn’t mean you can’t adapt. As we look towards the future of sales, the trends defining what, how, and where we will sell are taking shape. Armed with the latest analyst research, you can identify opportunities ripe for transformation – and adjust your strategy accordingly. Here are five areas on which to focus your efforts. 1.

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Trends Survey Research Pivotal 105

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

LeadFuze

AUGUST 19, 2021

How to Do a Good Sales Presentation. Let’s face it, we all need to know how to do a good sales presentation. Even if we’ve been “in the game” for a long time, selling the same products — our presentations can get stale after a while. Like loaf-of-bread-left-on-the-counter-2-weeks kind of stale… blue science project mold included… Sure, you may be so comfortable with your go-to presentation that you don’t feel much incentive to change it, but that’s

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Case Study How To Study Comparison 98

criteria for success

AUGUST 19, 2021

Hey sales leaders! We published this blog post a few years ago with the goal of motivating our readers. We're sharing it again now with the hopes that it will give people the boost they need to finish off this week strong. Tell us in the comments which quote resonates best with you! The Ultimate Guide to Creating & Managing a Sales PlayBook. Download Now.

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Motivation Exercises Engineering ACT 98

Salesmate

AUGUST 19, 2021

The end goal of every sales call is to get an appointment. That’s when you know that you’ve scored a prospect and there’s hope for closing the deal. . Before you schedule a meeting with your prospect and dazzle them with a strong value proposition, you need to persuade the prospect with an appointment call. . No one likes cold calling hundreds of prospects just to end up with one or two appointments.

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Decision Maker How To Social Media Webinar Metrics 98

Pipeliner

AUGUST 19, 2021

Can content marketing be of any use to a brand’s sales? Benefits are there when you do it the right way. Creating content is one thing and targeting the audience is the other. If you fail to merge the two, you may end up not enjoying the results. Therefore, when wanting to increase sales through content marketing, sit down with your team and analyze your target market.

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Top of Funnel Marketing Funnel How To 98

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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

Data

Selling Energy

AUGUST 19, 2021

A casual observer would assume that “vendors” and “contractors” sell energy efficiency projects to multifamily building owners. In reality, the energy managers and other internal champions connected to those buildings wind up doing most of the “selling.” They’re the ones who lobby to gain consensus among their peers in property management, facilities and engineering; persuade senior management to prioritize the initiative; and, ultimately convince capital budgeting to approve the needed funds.

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Energy Proposal Vendor Engineering 94

Partners in Excellence

AUGUST 19, 2021

I am probably sounding like a broken record. I apologize, but I think we are missing a huge shift in “what work is, how work gets done.” Too many conversations focus on “where we work from,” but ignore the profound changes in the work itself. Where we work from is meaningless until we understand what work is and means. I’m sorry, I’m bored and uninspired by conversations about WFH, work from the office, virtual work, hybrid, work from anywhere.

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Outsourcing Services Knowledge Base Industry Conversion 88

Sales Hacker

AUGUST 19, 2021

From the ubiquitous Zoom calls to the billions of hours of Netflix streamed, 2020 was truly the year of video. Video usage for sales teams was no exception. Vidyard’s latest research shows a 93% year-over-year increase in the number of businesses using video for sales prospecting and customer engagement. With the world stuck at home, video became a highly effective tool for connecting with prospects on a personal level and driving more deals.

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Video How To Face-to-face Sales Cycle 82

Allego

AUGUST 19, 2021

Allego customers have been on the leading edge of sales learning and enablement since the start of the pandemic, as they shifted in-person training, onboarding, coaching, and content to virtual programs, almost overnight. New strategies and tactics have been needed this year more than ever. In June, Allego held its Sales Success Summit (S3) to offer best practices for maximizing Allego.

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Hiring Lead Rank Lead Scoring Customer 71

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Alice Heiman

AUGUST 19, 2021

On this episode of the Sales Talk for CEOs Podcast, Mario Martinez, Jr., CEO of Vengreso , joins us to share his story of building a remote sales team to grow and scale his organization. You’ll also learn the story of how he coined the phrase, “Sales is the Art of Helping” . Mario shares his story of how we went from accidental salesperson to accidental entrepreneur and CEO.

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Scale Film Social Media SalesForce 69

Gong.io

AUGUST 19, 2021

Why half the ‘Forbes Cloud 100’ list uses Gong for growth. How does Forbes find upcoming leaders for its annual Cloud 100 list, which ranks the world’s top private cloud companies? It evaluates numbers in market leadership, operating metrics, valuation, and company culture. Gong is honored to be on the 2021 Forbes Cloud 100 list , and we’re even more excited to be featured alongside 49 of our amazing customers.

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Lead Rank Lead Scoring Hiring Enterprise 62

Mindtickle

AUGUST 19, 2021

You’ve gotten the green light to hire more sales reps to support your organization’s growth goals. Now, the pressure’s on to get those reps ready to sell. . And for many businesses, it’s easier said than done. According to a report from Sales Enablement PRO , nearly a quarter of organizations say onboarding new hires is one of their top three sales challenges. .

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Hiring Exercises Sales Enablement Course 52

Customer Centric Selling

AUGUST 19, 2021

Customer Centric Selling Podcast – Show Notes – Episode 6. “Understand that people don’t buy product features ; they buy how they use them.” – Frank Visgatis. Welcome to the Customer Centric Selling podcast! In this episode, Frank and Tim explain how to increase B2B sales by understanding a prospect’s needs rather than convincing or overselling a product’s features.

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Training Course B2B Resources 52

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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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Crunchbase

AUGUST 19, 2021

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. .

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Lead Gen Sales Qualified Lead Scale Advertising 52

Pipeliner

AUGUST 19, 2021

In this Expert Insight Interview, Shelley Brown discusses individuality in the context of work. The Original Weird Girl — Shelley Brown recently released a book called Weird Girl Adventures From A to Z. This Expert Insight Interview discusses: The value of individuality in a business setting. Why conformity leads to many missed opportunities. How companies can help people express themselves in the work environment.

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Video Lead Rank Lead Scoring Channels 52

SugarCRM

AUGUST 19, 2021

People are more attentive when they find their name in the subject line of an email. After reading the subject line, their attention immediately jumps to the sender field. Who is the sender? How does the sender know them? Better yet, how does the recipient know the sender? When it’s a company they trust and recall past interactions with, the sight of one’s name in the subject line is reassuring.

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Customer Lead Rank Lead Scoring How To 49