Tue.Jul 07, 2020

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Is Your Incentive Plan Driving Activity or Performance?

The Pipeline

By Tibor Shanto. Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions. I am not talking about superficial changes or updates in packaging, but real substantive change, the kind you only get when you change behaviors.

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The Psychology Behind Unexpected Rewards

Sales and Marketing Management

Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning. With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high.

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The Sales Industry Needs a Henry Ford Assembly Line

The Center for Sales Strategy

History is fascinating! You can learn so much from the past. The History channel offers some amazing documentaries that can enlightening for those of us that want to learn from the past to improve our future. One of the most popular series on History is the "The Men Who Built America". These epic documentaries tell the story of how great men and women shaped our country through their entrepreneurial spirits and built companies and brands that built America.

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Call Me the %&#$ Back

The Sales Heretic

I recently helped my 82-year-old aunt move from Maryland to Texas. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more. And at various points in the process, people from five different companies promised to call us back. And never did. When [.].

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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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3 Tips for Hiring A Coachable Salesperson

Topline Leadership

This article describes how to hire a coachable salesperson. Here are the tangible qualities that sales managers should look for during the interview process to accurately predict whether or not a sales candidate will be coachable. When hiring a salesperson, sales managers are increasingly telling me that they’re paying more attention to “coachability” — mostly [.].

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The top three sales enablement success factors and why alignment is the key to all of them

Showpad

Welcome to the second post of this blog series for executives. . In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . The COVID-19 crisis has challenged all areas of our lives; not only in business. There are almost no comfort zones any longer.

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How to Get Your Foot in the Door: The First Step to a Sale

ValueSelling

People buy from people. When you can forge a human-to-human connection and bring something of value to the table, you can create an opportunity. But how do you get that initial meeting? Of course, if you can leverage a referral to get your prospect’s attention, do so – but, in the absence of a personal introduction, here‘s how executive guests on our podcast tell us they prefer to be approached by sales professionals.

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Three Deadly Sins That Sellers Must Avoid

Miller Heiman Group

Sellers aren’t alone in suffering through the impacts of COVID-19: your customers are likely feeling the same pressures and stresses that are plaguing you and keeping you awake at night. Before you can sell to your customers, you need to understand their mindset and, more importantly, recognize how their mindset affects their decision-making. And you need to avoid the three deadly sins that trigger inaction.

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Want to Build Greater Rapport Virtually? Do This One Thing

RAIN Group

88% of sellers find developing relationships virtually challenging. It’s one of the biggest challenges sellers face today. Many sellers lament that it’s just not the same as meeting someone face-to-face. They struggle to connect and build trust. Fortunately, it’s possible to develop strong relationships even when you can't connect with buyers in person.

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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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How to Test the Value of Your Insights

Anthony Iannarino

By now, you know that you need to have real and valuable insights to share with your client as a way to create value for them. How do you know when and if the insights are on point and effective? Let the following tests guide the development of your perspective and the advice you offer your clients. Do your insights provide your prospective client something they don’t already know?

Lead Rank 105
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3 ways to effectively manage a remote sales team

Salesmate

Did you know that a sales team can be 13% more productive when they work remotely? However, there are many moving parts to a sales process, and leading a remote sales team isn’t a stroll in the park. Besides following the basic principles of sales management, you also need to set up your team and adopt a management strategy that addresses the unique challenges of remote working.

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The Importance of Learning How To Work on Your Business By Building For The Future

Pipeliner

One of the biggest challenges business leaders face is trying to find time to work on the business rather than in the business. Terry Ogburn joins #SalesChats to explain how to focus on the business and build value for the future. This includes figuring out what is important to your customer now and what is likely to be in the future. Join us for a fast-paced, interactive session.

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20 Job Interview Questions to Ask Your Sales Analyst Candidates

Hubspot Sales

As the field of sales changes to meet the needs of our evolving business landscape, data becomes even more prevalent. Having access to relevant sales data can be a true differentiator for a successful sales team. In fact, high-performing sales reps are more likely to use data to guide their sales process. According to the LinkedIn State of Sales Report 2020 , data-driven sales organizations are on the rise, with 56% of sales teams using data during prospecting and 49% of teams using data to sele

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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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9 Ground Rules to Create a High Performing Team

InsideSales.com

Establishing the right ground rules is an essential part of creating an efficient workplace. Cohesive teams with good chemistry and constructive communication do not just come together organically — it is the team leader’s job to set them up for success. In the 9 tips below, we’ve organized some ground rules that will help you do just that.

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6 Building Blocks of a Modern Learning Culture

Allego

Workforce readiness—the state of being fully prepared—is now a mandate for all organizations in this swiftly evolving economy. According to PwC’s “ Talent Trends 2019 ” report, “79 percent of CEOs worldwide are concerned that a lack of essential skills in their workforce is threatening the future growth of their organization.”. Today’s CLOs have a strategic responsibility to reshape the role and nature of learning to impact business success directly.

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Sales Maximization: A Picture of Its Principles and Practice

Hubspot Sales

Claiming and retaining an optimal market share for your company is every bit as challenging as it is essential. It's important to consistently generate new business, but doing so isn't always self-explanatory. The quality of your product or service might be sufficient to keep current customers happy, but you might run into trouble with getting those customers on board in the first place.

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WEBINAR: John Barrows hosts “Back to School: Rediscovering the Art of Prospecting” with Jeff Hoffman

John Barrows

The post WEBINAR: John Barrows hosts “Back to School: Rediscovering the Art of Prospecting” with Jeff Hoffman appeared first on JB Sales.

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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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Tips From A Sales Leader Who Was Remote Pre-Covid

Crunchbase

When I started working at Hive in January, I was splitting my time between San Diego and New York City. I was the vice president of sales leading a team of 13 people–most of which had to be done remotely. Starting at a new job, and one in which you lead a team, is especially challenging when you’re doing it all via a screen. . I’m big on structure and processes, so I quickly developed a set of best-practices that I honed as Hive’s new sales leader.

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10 Emails You Should Send to All Your Current Customers Right Now

Nimble - Sales

Customer retention in 2020 isn’t easy. Between the scores of other options floating around the market and the infamously short attention span of the average shopper, locking down loyal customers takes a strategically-focused approach – and there’s one strategy that works better than others. While a lot has changed in the business world over the […].

Customer 101
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Guru App for Microsoft Teams: Keeping You Connected, Engaged, and Aligned

Guru

If you squint hard enough at the original whiteboard, you can still see it: “ Not another destination. ” These words were written in 2014 by Guru’s founding team in a modest two-story loft in Old City, Philadelphia. Fast forward 6 years and this concept remains so ingrained into the principles of our product strategy at Guru that — much like those words on that whiteboard — you couldn’t erase it if you tried.

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Join Us Thursday, July 16th – Your Sales Questions Answered: The Top 3 Sales Questions of 2020

SalesProInsider

From social distancing to volatility in all aspects of our world…our lives are different in big and subtle ways! And that’s led to a lot of questions about how to navigate business! Yet there are 3 key questions that keep surfacing when it comes to business development and sales efforts. In this month’s free training workshop, I’m going to not only share strategies for those questions…so are you!

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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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The Maturation of B2B Product Management & Marketing: Are We Keeping Pace?

Product Management University

Is the maturation of B2B product management and marketing keeping up with the demands of the market? B2B technology companies today bear little if any resemblance to those of the mid to late 90’s, yet a big chunk of the industry is still practicing product management and product marketing the exact same way it did 20-25 years ago. Throw in the COVID-19 pandemic and everything has changed for most of our markets (and us)?

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The Problem with Leading with Your Value Proposition

Anthony Iannarino

The question in my inbox was in response to a post titled, “ Relationship Selling and the Value of Intimacy.” I wrote that people who deny the value of relationships often “believe they need only share their value proposition with a prospective client, and that should be enough to win the business.”. Because what this person sells literally costs the client nothing in the way of payment upfront, his company makes money by sharing what they recapture in errors and overcharges.

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How to Successfully Lead IT Teams

Pipeliner

In the world of information technology where everything is about codes and programs, there has to be some space for human interaction and more importantly, collaboration. In this Expert Insight interview hosted by John Golden, Don Crawley talks about how to successfully lead IT, teams. This interview will discuss: Communication, Compassion, and Empathy.

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Going the Extra Mile

Selling Energy

There are times in this industry when you find yourself having to think outside the box when it comes to getting the attention of a decision maker. You have the prospect in your sights, and you know they could use an upgrade, but how can you get the right person to listen to you?

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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TSE 1313: How to Overcome Your Fear of Prospecting

Sales Evangelist

Most sellers have an intense fear of prospecting, and they'll have to overcome it in order to survive in sales.

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GrowFlare 3×3 -> Tenbound Market Map double click!

Tenbound

3 facts in 3 minutes with GrowFlare: Value Proposition Competitive differentiator Case study. Source.

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Leadership is Important, but Let’s Not Forget the Followers!

Jonathan Farrington

Some researchers prefer to move the focus away from the leader altogether and to examine instead what makes others prepared to follow these individuals. In 1988, an important article published […].