The Pipeline

NOVEMBER 5, 2019

By Tibor Shanto. Commodity, the word is like Kryptonite for salespeople, say it out loud, and you can see their social status and sales erode. Somehow over the years, the word has come to be something negative in sales. The implication becomes that it is low value, easy to undercut on price, delivers few loyal customers, and generally undesired. The implication being that the only way to win is by price, with the winning move being to lower it.

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Understanding the Sales Force

NOVEMBER 5, 2019

Do you like movies and TV Shows? I love them! How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it? Or, do you look at all of the new releases, or everything in a particular genre, narrow down the selections, watch several trailers, and finally choose one?

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Hiring Quota Company Sales 211

SBI Growth

NOVEMBER 5, 2019

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. Slowly but.

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Anthony Cole Training

NOVEMBER 5, 2019

In today's blog or "vlog", we bring you our newest Anthony Cole Training Group's brand video.

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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

Nimble - Sales

NOVEMBER 5, 2019

By population, they’re one of the largest generations in America — and a huge audience for brands. However, many companies have struggled with marketing to millennials. 2020 is a fresh start in a new decade — and for businesses, a chance to target millennials more effectively than ever. Millennials are no longer in college. Definitions […].

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Hubspot Sales

NOVEMBER 5, 2019

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. With customers having access to more information than ever, how can you make your offering stand out?

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Highspot

NOVEMBER 5, 2019

Are you leveraging prospect data, predictive analytics, and automation responsibly? Today, the availability of data helps us predict potential customers’ buying preferences. And automation helps us follow up on that potential with highly personalized engagement. However, these great new opportunities come with pitfalls — and responsibilities. To Provide Value, Listen to What Customers Want.

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Allego

NOVEMBER 5, 2019

Think about your last sales kickoff; the session that probably generated the most energy and attention was the “successes from the field” session, in which salespeople discussed their big wins. This content is popular with other sellers because they trust their peers. In fact, research shows that salespeople prefer to get help from their peers. Our own eBook on sales learning success stresses the importance of learning in the field.

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Consumer Follow-up Travel eBook 70

Pipeliner

NOVEMBER 5, 2019

Does Underlying Technology Matter? This begins a series on down-to-earth criteria for selecting a CRM solution. For any company, selecting a CRM solution for a company is a major undertaking. Gartner has just provided an in-depth guide for doing so entitled “ Select the Best-Suited CRM Solution with Gartner’s Evaluation Model ”. Gartner’s guide is meant as a highly technical guide for an analyst, and we’ll be using it as a reference for this series of articles.

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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

The Center for Sales Strategy

NOVEMBER 5, 2019

Highly-talented salespeople are more in-demand than ever. In fact, of the top ten emerging high-growth jobs listed by LinkedIn , five of them are some form of sales role. One significant result from our recently published 2019 State of Media Sales Report is that salespeople in these roles (and other sales positions) don’t want to be paid on 100% salary.

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Salary Report Media Hiring 58

Gong.io

NOVEMBER 5, 2019

Sales objections are inevitable. Let’s face it: If your prospect didn’t have objections (whether about price, value, or relevance), they would have already signed the deal. The most successful sales reps know how to overcome objection. And while there are lots of objection handling techniques , there’s one you probably don’t know about (but should).

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InsideSales.com

NOVEMBER 5, 2019

Originally posted on Customer Think. SILICON SLOPES, Utah — November 4, 2019 — InsideSales.com today announced its corporate rebrand to XANT. Under the new name, XANT will continue to build upon the company’s innovative foundation and customer adoption for its intelligent sales engagement solutions. A play on the word cognizant, XANT embodies how its data and platform makes sales organizations “all-knowing.

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Funnel Clarity

NOVEMBER 5, 2019

The typical sales kickoff will have information sessions that are relevant for the whole sales team and/or company. However, some things must be accomplished in smaller groups. These are known as breakout sessions. Breakout sessions during a sales kickoffs are used to help a particular group of sellers focus on one topic or skill.

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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

InsideSales.com

NOVEMBER 5, 2019

Originally posted on Destination CRM. nsideSales.com today changed its corporate identity to XANT, a play on the word cognizant, which the company says embodies how its data and platform makes sales organizations “all-knowing.” Along with the rebrand, XANT is expanding its recently introduced Revenue Acceleration Cloud beyond sales to marketing and account management teams.

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Guru

NOVEMBER 5, 2019

Sales enablement is a rapidly growing discipline. As of 2018, 61% of organizations have a dedicated sales enablement person, program, or function.

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InsideSales.com

NOVEMBER 5, 2019

Originally posted on Deseret News. LEHI — Utah tech unicorn InsideSales announced a rebranding Monday, with the sales optimization platform moving forward under the Xant — short for cognizant — moniker. Xant CEO Chris Harrington, who replaced InsideSales founder and longtime CEO Dave Elkington earlier this year, said the rebranding decision reflects an evolution of the company’s bigger focus on enterprise clients.

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SalesLoft

NOVEMBER 5, 2019

Tyler Bench is king of the wide funnel. With over 700,000 new Lucidchart registrations a month, Tyler has a big task as Director of Demand Generation. However, with great user numbers, comes great responsibility. Lucidchart’s PQL approach strategically aligns marketing and sales, essentially changing the customer experience within SaaS while taking competitive advantage of the landscape.

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Data

InsideSales.com

NOVEMBER 5, 2019

Originally posted on Silicon Slopes. Up and to the right- always. This is a quote that takes Chris Harrington to the next level. As CEO of XANT, formerly known as InsideSales, Harrington announced the rebrand and new direction of the company, with a new leadership team at the helm. A play on the word “cognizant”, XANT’s Revenue Acceleration Cloud uses AI powered by Real Data to let the sales organization know as much as possible.

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Sales Evangelist

NOVEMBER 5, 2019

The Accidental Seller- "Ashlee Reusch" This is the third episode for the Accidental Seller series brought to you by The Sales Evangelist. Ashlee Reusch is a business development representative at Cognos HR. Ashlee was always on the lookout for change growing up and thus wasn’t chasing a specific career. She graduated high school a year early and proceeded to go to college.

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InsideSales.com

NOVEMBER 5, 2019

Originally posted on Daily Herald. InsideSales announced a corporate rebrand to XANT Monday morning, as well as a new CEO and CMO, following months where several new executives have been hired. Chris Harrington, who first joined InsideSales in October 2018, is now the CEO of the Provo-based software company, and Matt Langie is the new CMO. Langie and Harrington first met in 2008 when they both worked at Omniture.

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InsideSales Omniture Company Hiring 49

Funnel Clarity

NOVEMBER 5, 2019

The typical sales kickoff will have information sessions that are relevant for the whole sales team and/or company. However, some things must be accomplished in smaller groups. These are known as breakout sessions. Breakout sessions during a sales kickoffs are used to help a particular group of sellers focus on one topic or skill.

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Groups Sales Company Sales Process 40

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

KLA Group

NOVEMBER 5, 2019

Help the sales team ramp up Q4 efforts with a friendly game of Connections. Track all prospecting calls for a week to see who made the most calls, connected with the most people or set the most appointments. The loser buys coffee or doughnuts for the team. If the team achieves a specific number, the. Read more.

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Prospecting Sales 40

Pipeliner

NOVEMBER 5, 2019

Host John Golden sits down with Andy Paul to discuss how to cuts through the noise of excessive mediocre sales tips in order to get to the effective sales advice that will make a difference for your sales in 2018. The first piece of advice that Andy provides is this: if it seems “hypey” just turn around and walk away. There are people, however, that will give you good, solid sales self-development advice, that is well-thought-out, based on experience, and on which you can rely.

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Richardson

NOVEMBER 5, 2019

Customer organizations are making strategic shifts into digital transformation, customer experience, and data-driven insights. As a result, sales professionals are increasingly positioning solutions that are dynamic, abstract, and broad. These are the characteristics of the products and services underpinning what has been called the Fourth Industrial Revolution.

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criteria for success

NOVEMBER 5, 2019

What is head trash? Let’s get technical, here. Everything exists in language and conversations make language meaningful. There are two types of conversations: public and private. Public conversations are self-explanatory, they occur with people! Private conversations occur in your head. Only you can hear them. Studies have shown that those private, internal conversations are usually [.].

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Pipeliner

NOVEMBER 5, 2019

An important aspect of selling to a group with a sales presentation is selling within the presentation. It’s one thing to sell one-on-one, where the person you’re selling to is going to be talking as much as you. But what does it look like when you as the salesperson are doing most of the talking? Host Golden Golden sits down with Rob Jolles to discuss How to tailor a sales pitch to a presentation, help the audience understand “WIIFM”, and explain what you expect from the audience.

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Selling Energy

NOVEMBER 5, 2019

“If you're not networking, you're not working.” – Denis Waitley.

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Lessonly

NOVEMBER 5, 2019

This blog post is by our friend, Alexa Drake. She’s a full-time writer on the G2 content marketing team and a customer service enthusiast. In her free time, she likes taking her dog on walks, going to concerts, and finding the best vegetarian food in her city—Chicago. If you work in customer service, you already know that customer feedback is more than a star rating. .

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