Sat.Dec 01, 2018

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Why You Should be Focusing on EX

SBI Growth

Joining us on SBI’s Fast Frame of the Week is Curt Redden, the Global Director of Talent Development for UPS Capital. If you’d prefer to listen to the podcast version, click here.

Marketing 195
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Why Aren’t You Using More Tie Downs & Trial Closes?

Mr. Inside Sales

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect. Tie downs (and trial closes) serve several important functions, including: Getting confirmation that the point you just made was understood and accepted by your prospect.

Closing 174
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Sellers Dilemma: It's Not What You Think

Engage Selling

You’ve seen—or even struggled with—this sales problem before: to close more deals today, you have to keep your head down and focus on the pipeline.

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Stop Talking About Your Thing

Smart Calling

Many sales reps create objections by talking about their “thing.” People don’t buy things, they buy results. Here I detail how to define your results, why and when your buyers want them, and how to use them to get more people buying. Listen Now. The post Stop Talking About Your Thing appeared first on Smart Calling Blog.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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37 Apps All Salespeople Should Use

Selling Energy

If I had to choose one productivity tool that is vital to success, it would be the smartphone. As a frequent traveler, my iPhone allows me to have my calendar, contacts, to-do list, email, and countless other tools at my disposal at all times. The smartphone also has the potential to be a distraction, too, so only load your phone with apps that increase productivity, not decrease it.

Travel 40