Wed.Feb 13, 2019

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How I Made the Mental Shift with Social Selling

John Barrows

As a GenXer, when Social Selling hit the sales scene I thought it was a joke and yet another thing I was supposed to do to be successful in sales. Fantastic, add it to the list. The whole idea of tweeting and posting sounded and felt ridiculous to me. When I went off on my own with JBarrows, I had a whole bunch of consultants tell me they could get me 10,000 Twitter followers in just a few weeks.

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What’s Your Channel Partner Love Language?

Allbound

We all have different ways of expressing and receiving love. In his book The Five Love Languages , author Gary Chapman created the concept of love languages, which are the primary ways that we both give and receive love. Our love language says a lot about us as individuals: who we are, how we work, what we need, our communication preferences, and much more.

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The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Sales has others. Sales uses a CRM … but the marketing automation system might not integrate. Marketing says their leads are qualified – but Sales doesn’t trust them.

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List Segmentation: The Key to Email Marketing

Zoominfo

No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. In fact, studies show that email marketing has a 4400% return on investment ( source ). But, that’s only if you do it correctly. The days of batch and blast emails are long gone. It’s no longer good enough to send your entire customer database the same offers.

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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 Be a Memorable Salesperson Part 5: Create Value

Connect2Sell

Being memorable matters! You work far too hard and put in way too many hours to be easily forgotten. You don’t want to be part of the ho-hum background noise in other peoples’ days. You’re better than that. You have more to offer than that. And it’s time you made some simple changes to how you present yourself so the impression you make is a lasting one.

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The Marketer’s Guide to Email List Segmentation

Zoominfo

No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. It’s a guaranteed ROI booster — but, that’s only if you do it correctly. The days of batch and blast emails are long gone. It’s no longer good enough to send your entire customer database the same offers. That’s why email list segmentation is the key to successful email marketing.

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9 Ways to Show Your Clients Love

Alice Heiman

We appreciate our customers and we all know it is important to thank them. Yet, do we do it in the best way and at the best time? . Asking clients about their level of satisfaction and thanking them for their business should be part of our routine. I believe in thanking people throughout the year in different ways. This also gives me an opportunity to ask them for a referral. .

Referrals 131
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6 Sales Coaching Habits of the Top 100 Sales Managers

Chorus.ai

Sales team managers have a tough job, don’t they? They used to be great sales reps and hit quota repeatedly. Eventually there came a time when they had to take up a much bigger goal - build a team of quota crushers! Now they have 5 people to work with but are responsible for a 5x higher goals as well.

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How to improve sales education with technology

Membrain

According to the Sales Education Foundation, on average, graduates of academic sales programs ramp up 50% faster than their peers without a sales-specific educational background, and experience 30% less turnover. Yet colleges and universities have been slow to meet the need, with only a few leading universities offering dedicated sales majors.

Education 106
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Use Your Heart to Increase Your Sales

Shari Levitin

I love watching the Super Bowl, and I love a good tailgate party. But to excel in sales, or any worthwhile endeavor, you need to play the game, get dirty, fall down, and get back up again! Learn how. The post Use Your Heart to Increase Your Sales appeared first on SHARI LEVITIN.

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11 Ways You Can Influence Buyers to Connect With You

RAIN Group

This article was originally published on the Sales Enablement Society. Sellers often complain that it's impossible to get through to buyers. Gatekeepers are tough. Buyers are busy. Calls go to voicemail. Email goes to junk. The list goes on. While getting through certainly isn't easy, sellers who work at it do get through. In fact, 82% of buyers say they accept meetings at least sometimes with sellers who reach out to them.

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Develop Empathy With Your Prospects & Watch the Deals Roll in

LevelEleven

Empathy (noun) – the ability to understand and share the feelings of another. Empathy helps a seller put themselves into their prospect’s shoes, fostering a relationship of mutual understanding and respect for each other’s needs. Think about it — when do sales occur? Sales happen when a prospect is facing business challenges and they believe you can solve their problems.

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Onboarding sales reps: 6 tips for increasing new hire productivity and engagement

Nutshell

Even if your hiring process is bringing in the right talent, you can’t expect your new rock-star sales reps to succeed without an equally effective onboarding plan. Generally speaking, employee onboarding is the process of training a new team member and integrating them into your organization. Onboarding sales reps can include typical best practices like having them review your employee handbook and attend orientation meetings, but it should also incorporate training and engagement elements to b

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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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How to Modernize Your Microsoft CSP/MSP Sales and Marketing for Growth

Nimble - Sales

This is the first webinar of a three-part series designed to help CSP and MSP partners build their digital transformation practice and modernize their go-to-market strategy using Nimble CRM + Office 365. In this webinar, Diana Ishak, Microsoft Senior Manager – One Commercial Partner US, and Nimble CEO Jon Ferrara discuss how partners can transform […].

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How to be Human in Sales. Bots haven’t taken over yet!

Igniting Sales Transformation

In this interview, I talked with Amy Volas , Founder and CEO of Avenue Talent Partners about why relationships STILL MATTER in selling, and frankly, in life. I’m known for saying – okay, harping about – that technology only ENABLES process. It doesn’t build people relationships for you. It doesn’t sell for you. Never has.

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The Top Mistakes to Avoid in Strategic Account Management in Consolidated Markets

Miller Heiman Group

When managing top-tier accounts in consolidated markets, it’s critical to work strategically to close more deals. Unfortunately, in large markets controlled by a small number of companies, such as automobile manufacturing or medical devices, this can be riddled with challenges. Losing a strategic account represents a monumental loss and you may find yourself banging your head against a wall, asking where you went wrong or if you missed early warning signs.

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Better Business Acumen in Just a Few Minutes Per Day (VIDEO)

The Center for Sales Strategy

We always talk to our salespeople about having better business acumen, and we teach them to speak like a business owner. This gives sellers leverage and credibility when talking with prospects and customers. Growing up, my dad always told me that if you just read the front page of The Wall Street Journal, you'd be more informed than 95% of the business people out there that you'd be talking to.

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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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5 Keys to a Sales Proposal that Closes Deals (You need to know NOW!)

Marc Wayshak

Bring your sales proposal to the next level: Watch this video of the 5 keys to a sales proposal that closes deals. You’ll walk away with the know-how to write rockstar sales proposals for any prospect. The post 5 Keys to a Sales Proposal that Closes Deals (You need to know NOW!) appeared first on Sales Speaker Marc Wayshak.

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Reviving the Value of Association Chapter Member Experience

Babette Ten Haken

A valuable association chapter member experience is the lifeblood of an association chapter. Yet, like their business counterparts, state chapters of national associations can struggle to retain an actively engaged and growing membership. How can chapters continuously attract the right pro-bono leadership committed to developing a relevant mix of programming and benefits to keep members excited about and committed to attending monthly chapter meetings?

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How Agile Selling Leads to Better Results

Selling Power

Despite all the technology tools and advances in selling, sales results still stink at most companies. Here’s why, and how the right approach to sales training can reverse this trend at your company.

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6 Sales Coaching Habits of the Top 100 Sales Managers

Chorus.ai

Sales team managers have a tough job, don’t they? They used to be great sales reps and hit quota repeatedly. Eventually there came a time when they had to take up a much bigger goal — build a team of quota crushers! Now they have 5 people to work with but are responsible for a 5x higher goals as well. As any manager knows, it is a completely different ball game when you have to motivate, guide, coach, and assist others into hitting their quota - so that you end up hitting yours!

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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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How to Differentiate Your Solution from the Competition

Sales Readiness Group

In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differentiating your solution from the competition’s solution. What may be an obvious distinction to you may not be so apparent to the buyer. So you need to explain why the buyer should select your solution instead of the alternatives. Skilled sales reps differentiate their solutions by highlight features that are important to the buyer where they're strong, and their competitors are

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Digital Tools for Effective Call and Meeting Preparation

Bigtincan

Part 4 of Driving Success from Sales Enablement Investments Blog Series PowerPoint is dead – long live PowerPoint! It has become quite trendy in sales circles to say, “Oh I don’t believe in PowerPoint any more. I believe in having conversations with customers, not pitching to them.” Now the ‘conversation’ part is good, but if […].

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Building A Richer, More Interactive Guru App With Slack's Block Kit

Guru

At Guru, Slack has been a core part of delivering on our mission to bring you the knowledge you need to do your job. As companies continue to rely on Slack for real-time collaboration and communication, it’s critical that Guru continue to live in Slack as well. Today marks another step forward in Guru delivering a best-in-class knowledge experience within Slack.

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Unifying a Sales Team with a Sales PlayBook

criteria for success

Unsurprisingly, unifying a sales team that is disjointed can be a difficult task. We are talking completely dismantling a negative, corrosive culture and replacing it with something fresh and new. Things will have to change, including how you manage your team. So where do you start? It’s all about understanding where your team is and [ ] The post Unifying a Sales Team with a Sales PlayBook appeared first on Criteria for Success.

Sales 53
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3 Sizzling Ways to Warm up Cold Calls

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.

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Smart Apps Transform Data into Useful Intelligence

Cincom Smart Selling

Today, Sales will engage with a prospect by utilizing a script-driven interview. The response data the prospect supplies will guide … Continue reading "Smart Apps Transform Data into Useful Intelligence". The post Smart Apps Transform Data into Useful Intelligence appeared first on Cincom Blog.

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What Is CPQ: A Configure, Price, Quote Guide

G2Crowd - Sales Blog

If you work in sales or marketing, you've probably wondered about CPQs.

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Setting Sales Up for Success to Meet Quota

Xactly

See how you can improve quota attainment with these tips to set up sales for success.

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