Tue.Apr 06, 2021

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Stop Selling Like You’re In Stockholm

The Pipeline

By Tibor Shanto. Salespeople seem to be collectively suffering from a variant of the Stockholm syndrome. Most of us have an idea of what Stockholm syndrome is, or at least have some sense of who Patty Hearst was. So, how does this apply to sales? Why is it that salespeople continue to cling to their products despite every indication that it is minimizing their success?

SME 299
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Introducing Workflows: The Data-Driven Automation Solution

Zoominfo

Automation is at the core of all business innovation today, and data is the commodity that fuels it. Marketers and sales reps can automate email campaigns, sales plays, meetings, and much more. Workflow automation allows them to interact directly with customers rather than waste time on these repetitive tasks. And research shows that companies who automate at scale are closing more deals than those who don’t.

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Sales Training: Why You May be Struggling to Deliver

SBI

Sales Training: Why You May be Struggling to Deliver. By John Moore, The Collaborator. Are you struggling to deliver training that leads to positive, measurable outcomes? You are not alone. Most training fails to deliver long-term impact. The reasons vary, but when you boil them down to the core issues, the problems are often due to a lack of understanding around how people learn.

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March Round Up: In Case You Missed It…

Shari Levitin

Spring has sprung…and so has the time of year when people turn to “spring cleaning” to remove clutter from their homes while re-emerging from the glum of winter. But what if I told you that spring cleaning isn’t just for your personal space? What if I told you you could declutter your sales process, too? April is the perfect month to not only re-energize your home…it’s also an excellent time to re-evaluate what is working and what needs to be “spring c

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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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How to Capture Leads Like One of the Pros

Nimble - Sales

Lead capturing is as much a creative process as it is technical and mundane. You need to be able to write a copy that both raises eyebrows and makes one feel inspired simply by reading it. Pick a visual that entices the viewer and reveals the value of the offer. Choose a channel that’s the best […]. The post How to Capture Leads Like One of the Pros appeared first on Nimble Blog.

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Why Your Revenue Pipeline Has Run Dry

ValueSelling

It’s time to get back to basics. That means developing the sales prospecting techniques to reliably fill the pipeline with qualified opportunities. Here’s a real-world example of what I’m talking about.

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Pros and Cons of Sales Prospecting Using Insights from Firmographics

Vainu

Think of any company in the world. What type of company is Tesla? And Apple? What about Spotify? Most likely, you can use basic firmographics to describe those companies. You know their industry, their location, and probably, have a rough idea of their number of employees and revenue. That's good enough. or is it? In today's world, basic firmographic data doesn’t often reflect clear differences in needs or current situation.

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10 Ways InsightSquared’s Activity by Day Improves Sales Execution

InsightSquared

When it comes to sales execution strategy and overall forecast accuracy, understanding exactly what steps have already occurred on an account is key. . Did the prospect respond to the last email quickly? . What was the time period between demo and meeting 3? Is the champion engaged? What has happened since the deal moved stages? . What if in your next pipeline review , or sales execution strategy meeting, you had real-time access to the data that actually shows you visually both deal health an

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The Science to a Winning B2B Sales Message

The Digital Sales Institute

A B2B sales message is about grabbing attention. So, what do all successful businesses have in common? They have a distinguished brand. Branding your businesses puts your name out there. Build brand recognition in your industry, and you will be able to attract new clients with less effort. A relevant part of that branding journey is writing an impactful B2B message.

B2B 66
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Don’t Let History Predict the Future

Braveheart Sales

While driving in a downpour recently, I decided to take the backroads home instead of the freeway. I thought to myself, “Wow. I feel really old, avoiding the freeway.”. I wondered why I felt that way. I can see pretty well. My reaction time is fine. I haven’t ever been in any serious car accident. But I just decided not to take a chance on the freeway.

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GetAccept vs DocuSign: 2021 comparison

PandaDoc

Electronic signatures are the cornerstone of any strong document workflow, but finding an excellent service provider can be difficult. There are a ton of options on the market today, and each one of them offers a slightly different set of features for potential customers. Today, we’re going to check out two e-signature software solutions that you might have heard about.

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Are You Training the Way People Want to Learn?

Highspot

Mountain climbers make sure they have everything they need to attempt a summit. Why? Because mastering their craft could mean the difference between life and death. Salespeople on the other hand, may not be so inclined to pay close attention to their training. Sales training has a bad reputation – too often it is outdated, irrelevant and a waste of sellers’ valuable time.

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The Next Big Thing is…

Appbuddy

It may be considered clichĂ©, but 2020 taught us there’s truth behind the expression “necessity is the mother of invention.”. Businesses had to be inventive this past year because they couldn’t serve their customer bases in the “usual” way – even online businesses had to adapt and refresh their business models! We decided to gather a cross section of APAC industry experts to discuss the key developments that affected their businesses and industries last year, as well as how thes

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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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GetAccept vs DocuSign: 2021 comparison

PandaDoc

Electronic signatures are the cornerstone of any strong document workflow, but finding an excellent service provider can be difficult. There are a ton of options on the market today, and each one of them offers a slightly different set of features for potential customers. Today, we’re going to check out two e-signature software solutions that you might have heard about.

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Simple Payback Is Thinking Too Simply

Selling Energy

Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to fund an expense-reducing capital project. As many of you already know, I am not a big fan of SPP. In most cases, it’s far too simple a tool to evaluate proposed projects accurately.

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The Scoop: Breaking Down Silos and Mobile Optimization

SugarCRM

Our quarterly release is a satisfying moment at SugarCRM; not only are we are thrilled to show you the hard work our team accomplished over the quarter but it’s a step further to continue delivering both innovation and our promise of a lifetime commitment to customers. Let’s unpack what this release holds for Sugar customers and the platform.

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Introducing Workflows: The Data-Driven Automation Solution

Zoominfo

Automation is at the core of all business innovation today, and data is the commodity that fuels it. Marketers and sales reps can automate email campaigns, sales plays, meetings, and much more. Workflow automation allows them to interact directly with customers rather than waste time on these repetitive tasks. And research shows that companies who automate at scale are closing more deals than those who don’t.

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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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Overcoming the Top 4 Challenges of Sales Content Strategy

Allego

When Janelle Fortelny started as director of global sales enablement at Logz.io , she had a clear-cut goal: provide her sales team with accessible, relevant, and timely content that would empower them to meet their goals. “Being a seller is an art form and being able to share that experience and have others learn from it is really valuable.” — Janelle Fortelny, Logz.io.

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10 Marketing Skills You Need to Climb the Corporate Ladder

Zoominfo

Marketing lives in a state of constant evolution. Trends and technologies regularly emerge and change the way we interact with customers, prospects, and each other. Still, there are essential skills that stand the test of time. Whether you’re an individual contributor with aspirations of becoming a manager, or a director forging your path to become a VP, you need to master these marketing skills to prove yourself worthy of climbing the corporate ladder.

Marketing 130
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PODCAST 155: How to Improve Your Sales Process with Pouyan Salehi

Sales Hacker

If you missed episode 154, check it out here: Guided Selling with Neil Ringers. powered by Sounder. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:49]. Lessons learned from owning a Domino’s franchise [6:33]. What problem are you solving? [13:57]. When you’re not that hotshot kid anymore [16:16].