Fri.Aug 07, 2020

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3 Keys to Dealing with Difficult Prospects

Mr. Inside Sales

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Then: “And also, I’m not the decision maker on this, I’m just an influencer.

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Our Customers Don’t Know What They Don’t Know

Partners in Excellence

Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process. One of the sales people asked, “How do we learn their buying process?” Some readers may think, “Isn’t this obvious?” After all, classically, we know we have to do discovery, what are their needs and requirements, who’s involved, what is their decision-making process, what alternatives are the con

Customer 155
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Adapter’s Advantage Podcast: Episode 6 Featuring Tim Murray

Allego

Welcome to Adapter’s Advantage: Breakthrough Moments that Lead to Success. In this episode, CEO Tim Murray describes how his search for a new challenge led him from the automotive industry in Tennessee to the Kingdom of Bahrain. Tim had an impressive career with ARC Automotive, where in his last role he was VP and CFO. After ten years in the industry, he was looking to jumpstart his career.

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Weekly Roundup: Boost Income From Existing Clients, Win Big Deals + More

The Center for Sales Strategy

- MOTIVATION -. "The questions you ask are more important than the things you could ever say.". -Thomas Freese. - AROUND THE WEB -. > 15 Creative Ways To Boost Income From Existing Clients– Forbes. Numerous stats show that customer retention is a key component of a business's growth strategy. Companies spend a lot on keeping customers coming back for more.

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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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Need an Expert for Your Next Panel, Presentation, or Podcast? Here Are Over 530 of the Top Female Sales Practitioners

Sales Hacker

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Every detail is important, but here’s something you can’t afford to overlook — diversity. There’s no way to sugarcoat it… female speakers are underrepresented at professional gatherings. A recent study analyzed data from thousands of events over a five year period and found that approximately 70% of professional event speakers are male.

More Trending

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Use Operational Value To Your Advantage

Engage Selling

The best sellers and organizations know how to effectively use operational value to their advantage. What is operational value?

Channels 129
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What Are the Essential Types of Sales Enablement Content?

SalesHood

Sales enablement content is critical to your organizations sales enablement efforts. If the Apollo 11 astronauts were sales people, their Sales Enablement team would have been the guys back in Houston. One of the sales team’s crucial tasks is to tell a story. In order to enable the sales team to believe [ ] The post What Are the Essential Types of Sales Enablement Content?

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How To Make These Hard Times Into A Positive Experience

Pipeliner

Do you have the right approach to solving problems? In this Expert Insight interview hosted by John Golden, Kevin Popovic discusses how to make these hard times into a positive experience in the long run. This interview discusses: Problem Solving. Changes Enforcement. Problem Solving. The pandemic that is happening now brings problems that we did not have before, thus we must approach the problems differently.

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Coffee, Commissions, & CPQ: What is SPM, CPQ, SaaS, ICM

Canidium

Candium 's podcast Coffee, Commissions, and CPQ is a podcast that will cover topics about all things sales, sales operations, sales enablement, and SPM! In the sixth episode of our series, Renae Carlson helps explain all the sales acronyms in simple terms that people in the industry throw around. Tune into our podcast by clicking the link below, or read the transcripts on this blog!

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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How To Get Sales To Really Not Sell Anything

Pipeliner

How do you get sales viewed more as a strategic asset than a flogger of wares? My experience is that most organizations underutilize sales because they treat it as a traditional tactical tool rather than as a strategic asset. Today the focus tends to be on how traditional sales can be more efficient — providing the appropriate sales tools for enabling the sales process to work more in accordance with accepted (best) sales practices.

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Five Ways Collaborative Leaders Can Help Their Teams Succeed

Sandler Training

In today’s current market conditions, leaders need to accept that the success of their teams and their companies will rely heavily on striking a collaborative, coordinated balance between creative strategic thinking and effective implementation. The post Five Ways Collaborative Leaders Can Help Their Teams Succeed appeared first on Sandler Training.

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How to Conduct Highly Productive One-On-One Sales Meetings

Sales Readiness Group

How sales managers communicate and interact with their teams is crucial to building a winning culture, and keeping the sales team motivated. This is especially important as we work through the Covid-19 pandemic since teams are facing numerous personal and professional challenges. These challenges include working remotely, stalled opportunities, and learning to sell virtually.

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MindTickle and MEDDIC Academy Partner to Raise Your Sales Team’s Qualified-Leads Game

Mindtickle

Every quarter, sales teams work tirelessly in pursuit of leads that might not ever turn into a sale anyway because they were unwinnable to begin with –the epitome of wasted time. Why not just eliminate unqualified leads and focus on pursuing only the qualified leads? (Sales is likely collectively chuckling at that question right now. If only it were that easy, they might ruefully say.).

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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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Start-Ups VS Enterprise: Which Sales Team Should You Work for? (Infographic)

Sales Hacker

Should you take the risk of applying to a fast-growing startup, or slowly work your way up at a more established enterprise company? This is a question most salespeople have had to ask themselves at some point in their career. And it’s not an easy decision. There are pros and cons to both. I have been an early employee at a very successful start-up (and several not-so-successful ones), and I’ve also been in Sales and Management at large, enterprise corporations.

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Four Important Rules That Will Help You Stay Organized

Anthony Iannarino

One of the most important disciplines for success is being organized. It is increasingly difficult now that we now have tangible things to organize and all of the digital items that are now part of our lives and our business. You also need to arrange your time, which is the most important thing that requires order, which is why we will end on that note.

eBook 76
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It’s Not You – It’s Me | Sales Strategies

Engage Selling

Many of you are getting ready to go back to work or are already in the field making sales calls.

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The Sandler Negotiation Matrix

Sandler Training

Sandler’s Negotiation Matrix is a simple, powerful tool you can use to prepare for and respond effectively to requests for concessions from the other side. The post The Sandler Negotiation Matrix appeared first on Sandler Training.

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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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Sales Professional as a Symphony Conductor

Selling Energy

When planning your strategy for closing a complex sale, one of the first questions you need to ask is, “How many stakeholders will be involved in the buying process – either as an initiator, a gatekeeper, an influencer, a decision-maker, a procurement specialist, or an end user?” (Those six classifications are the subject of an insightful Harvard Business Review article called, “ Major Sales: Who Really Does the Buying ?

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Coffee, Comissions, & CPQ: Why Xactly Connect?

Canidium

Coffee, Commissions, and CPQ is a podcast by Canidium that will cover topics about all things sales, sales operations, sales enablement, and SPM! In the tenth episode of our series, Chris Pickens explains the importance of Xactly Connect in relation to your other sales tools. Tune into our podcast by clicking the link below, or read the transcripts on this blog!

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Minimizing Disruption on Your Sales Team When New Skills and Capabilities Are Required to Succeed

Sandler Training

Most business leaders have grown accustomed to the comforting concept of “normal” market conditions. The post Minimizing Disruption on Your Sales Team When New Skills and Capabilities Are Required to Succeed appeared first on Sandler Training.

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Mindtickle and MEDDIC Academy Partner to Raise Your Sales Team’s Qualified-Leads Game

Mindtickle

Every quarter, sales teams work tirelessly in pursuit of leads that might not ever turn into a sale anyway because they were unwinnable to begin with –the epitome of wasted time. Why not just eliminate unqualified leads and focus on pursuing only the qualified leads? (Sales is likely collectively chuckling at that question right now. If only it were that easy, they might ruefully say.).

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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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3 Step Sales Job Finding Hack

eGrabber

Do this to improve your chances of getting a sales job and making money. Remember, all VP of Sales & CEOs are looking for new customers now, to keep their jobs. You can leverage that to make money. Step-1 : Make a list of sales & marketing tools that helped you to be competitive. Step-2 : Pitch those tool benefits to people in your network, as though you were a salesman for the tools company.

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Inspirational Quote by Jen Sincero

criteria for success

Today's quote from Jen Sincero is about getting out of your comfort zone. Read on to learn more about this week's Let's Talk Sales inspiration! Jen Sincero Quote. Jen Sincero is an author, speaker and success coach. She said: “You need to go from wanting to change your life to deciding to change your life. If you want to live a life you’ve never lived, you’ve to do things you’ve never done.”. – Jen Sincero.

eBook 52
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Easy Hack to Find Remote Consulting Job

eGrabber

If you are looking for a job and have the skills to deliver great results from home, try this. Job boards are now showing companies that are open to remote workers.Go to LinkedIn job search & select the ‘Remote” filter. You will notice 73,000+ WFH jobs. The hack is, regardless of the nature of the job posting, to assume these hiring companies are open to any type of Remote job, including yours.

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I’m Brad Friedman, Digital Marketing Strategist, and This Is How I Use Nimble CRM

Nimble - Sales

We got inspired by Lifehacker’s How I Work series and decided to ask some of our customers why and how they use Nimble. Please meet Brad Friedman, an inbound marketing/social media strategy consultant and a licensed attorney. Brad has been using Nimble for more than six years for contact management and enjoys using the Nimble […]. The post I’m Brad Friedman, Digital Marketing Strategist, and This Is How I Use Nimble CRM appeared first on Nimble Blog.

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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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Is COVID Layoffs Destroying Your B2B Lists?

eGrabber

Read to know how we can extricate the accuracy of B2B lists and sales forecasts. 25%+ of most B2B lists have been obsoleted in the past few months. This will impact your renewals or new sales & pipeline projections. Do you know which of your customers, users, influencers, and prospects changed jobs? Job Change Finder from eGrabber can help you scan and update your B2B and CRM lists faster.

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Dealing With The Challenge Of Online Dispute Resolution Using AI

The Accidental Negotiator

When we negotiate online, we need to find ways to deal with disputes Image Credit: Let’s face it, negotiating has never been easy to do and with the arrival of the Covid-19 virus, it just suddenly became a lot harder. These days nobody really wants to sit in a closed room for a long time with a group of people who may or may not have been practicing safe social distancing.

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Companies that are Actively Hiring Despite the Pandemic

eGrabber

We all are aware of the fact that pandemic has affected a large number of industries. But can you imagine? There are sectors, which on the contrary, need the workforce to handle the current crisis. Amid all the layoffs and pay cuts happening, there are still a good number of companies that are actively hiring. Yes. According to news reports, eCommerce and online delivery services may hire despite the pandemic, however, these are not the only sectors that are looking for new hires.

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