Vengreso

DECEMBER 27, 2018

#DontDoNormal. If you’ve consumed Vengreso content before, you’ve no doubt heard Mario repeat those words time and again. He’s pretty adamant about it, and as it happens, it’s for a good reason. Throughout Mario’s 21 years in the sales industry, he’s witnessed dramatic changes to the way salespeople engage with prospects. Technology and consumer habits have shifted significantly, and companies such as Toys “R” Us, Borders and Blockbuster are no longer in business because their leadership

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Social Media Buyer Persona Video Distribution 110

Bernadette McClelland

DECEMBER 27, 2018

Hello there! With the New Year about to kick off again we may do one, or both, of two things. We may reflect on the year just gone or project on the year ahead. Some of us may reflect and cringe at embarrassing moments we’ve had, hold regrets of what was done or not done, or try to suppress those fears that caused us to self-sabotage. Others, meanwhile, will pat themselves on the back, high-five and with hearts filled with ‘yeah, I did THAT!

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Comparison Discount Conference Lead Generation 363

SBI Growth

DECEMBER 27, 2018

Why You Should be Focusing on EX Global Director of Talent Development discusses the employee experience and how it impacts top line in under 3 minutes. How to Mobilize High-Potential Employees and Activate Revenue Growth Ensuring your high-potential employees are engaged and working.

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Revenue How To Strategy Marketing 174

MTD Sales Training

DECEMBER 27, 2018

There are many forecasts of how the future will affect our businesses and each one of these reports has a slightly different perspective on the effects it will have, depending on your industry. What we need is a rule of thumb, or generic guidance, on what will affect us, regardless of our products or services we offer. Here, we discuss just four of these needs that customers will have both now and in the future.

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Customer Loyalty Vendor Competition 120

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

SBI Growth

DECEMBER 27, 2018

What Is the Connection Between Setting a Product Vision and Revenue Growth? Every new product starts with a vision. But that vision can only be fulfilled if it is shared and understood by all key stakeholders. What are the keys to.

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Revenue Strategy Marketing Sales 174

SBI Growth

DECEMBER 27, 2018

Benchmarking Marketing Performance for Your Portfolio Companies From generating awareness to brand advocacy, high-performing marketing teams drive revenue and customer acquisition throughout the customer lifecycle. But how do you measure the success of those investments? Leading Indicators of Sales Performance You.

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Revenue Marketing Leads Marketing Qualified Lead 168

Sales Hacker

DECEMBER 27, 2018

It’s that time of the year again! Time for Sales Hacker’s Annual Top 10 Sales Trends and Predictions for the Future of Sales in 2019. Due to the proliferation of modern sales technology and people’s love of it, I added a new element this time. This new element is, “Companies to watch”. You know, since it’s extremely apparent that the sales technology landscape keeps growing like wildfire.

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Trends Direct Mail Intent Data Channels 104

SBI Growth

DECEMBER 27, 2018

6 Ways to Align BDR’s Maximize the effectiveness of your pre-sales team through 6 steps. Aligning them to your sales teams with these techniques to increase conversion rates, shorten sales cycles and increase deal sizes. The CX vs.

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Maximizer Sales Cycle Conversion Revenue 149

SalesLatitude

DECEMBER 27, 2018

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities. With so many diverse yet intertwined activities to deal with throughout the day, sales managers often find themselves in a perpetual juggling act.

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Sales Management Forecasting Sales Cycle Coaching 98

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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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SBI Growth

DECEMBER 27, 2018

Forging the Path for Customer Operations VP of Customer Ops for RentPath discusses the emerging role of customer operations. Should the VP of Customer Success Report to the VP of Sales? The #1 decision most organizations continue to struggle with is, where.

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Report Customer Revenue Sales 149

Engage Selling

DECEMBER 27, 2018

You need to get familiar with this important sales alignment. Did you know that customers that receive exceptional customer service are 86% more likely to reorder than those who have a subpar experience?

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Customer Service Sales Customer Loyalty 96

Women Sales Pros

DECEMBER 27, 2018

“Tell me who your friends are and I will tell you who you are.” This popular phrase has been attributed to Confucius. No, he wasn’t in sales, but his advice is great for the sales profession. Research shows that you will capture the mood, attitude, and beliefs of the people you hang with the most. It’s called “emotional contagion” and is defined as the “phenomenon of having one person’s emotions and related behaviors directly trigger similar emotions and behaviors in other people.

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Hiring Margin Selling Skills Discount 93

Partners in Excellence

DECEMBER 27, 2018

Someone called seeking coaching on a specific deal. He had fallen into traps which blinded him in moving forward with a winning strategy. He started the conversation with, “The key decisionmaker is really a jerk! He’s power hungry, his people want to do something with us, they’ve presented compelling arguments, but he doesn’t want to go forward…… They are losing so much opportunity, if they only they would implement our system……” A few moment

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Customer Influencer Relationals CRM 80

Advertiser: ZoomInfo

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.

Cold Calling

The Center for Sales Strategy

DECEMBER 27, 2018

Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, we today we are bringing you a recap of the most popular posts we've published in 2018 on key accounts and account list management. Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success.

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Account Education Revenue Strategy 78

BrainShark

DECEMBER 27, 2018

Another big year is in the books for sales enablement leaders everywhere, as we saw the function continue to grow, mature and evolve in 2018.

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Sales Enablement Sales 70

Babette Ten Haken

DECEMBER 27, 2018

My top 2018 Customer Experience blog post started off being a reflection of a topic near and dear to my heart. The subject of my keynotes and workshops on professional purpose and profitable workforce collaboration. And why all of us – yours truly included – need to remain vigilant and aware when we fall into the trap of extolling our professional virtues and professional labels.

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Ideal Customer Profile Customer SME Positioning 61

Sales Hacker

DECEMBER 27, 2018

Finding Balance and Happiness in a High-Pressure Sales Role. Coping with Stress in a High-Pressure Sales Role. Almost all salespeople struggle to find and maintain work-life balance. Sales is stressful. That’s a given. You live under constant pressure to meet sales goals. But when you’re overwhelmed by stress, your work performance and your enjoyment of life outside work both suffer.

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How To SalesForce Sports Exercises 62

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Allego

DECEMBER 27, 2018

As the old saying goes, “If it ain’t broke, don’t fix it.” There’s no denying that this makes sense at times, but some things don’t look broken until after they’re fixed. This is a story with which Travis Hecker, Senior Manager of Global Sales Training at Abbott Laboratories, Chronic Pain Therapy Division, is very familiar. Fighting the ‘Sunk Cost Fallacy’.

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Hiring Lead Rank Coaching Video 54

Bigtincan

DECEMBER 27, 2018

What’s an LMS without employee engagement? An expensive piece of software serving as a digital file cabinet crammed full of information about your organization. Sure, things may be organized and easy to find, but are people actually using the resources they have at hand? Do they find value in the training you offer? Do they […].

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How To Software Software Resources 52

Pipeliner

DECEMBER 27, 2018

Why Salespeople Should Focus on the Steps, not the Close. The importance of the sales process is largely undisputed. However, salespeople don’t often focus the step that is in front of them, they focus on getting the close. The ABC’s of sales, always be closing, is good advice, but it’s a little outdated in today’s sales process steps focused world.

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Sales Process Sales Qualified Lead Buyer Up-Sell 56

Allego

DECEMBER 27, 2018

As the old saying goes, “If it ain’t broke, don’t fix it.” There’s no denying that this makes sense at times, but some things don’t look broken until after they’re fixed. This is a story with which Travis Hecker, Senior Manager of Global Sales Training at Abbott Laboratories, Chronic Pain Therapy Division, is very familiar. Fighting the ‘Sunk Cost Fallacy’.

Hiring 48

Hiring Lead Rank Coaching Video 48

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Leading Results Rambings

DECEMBER 27, 2018

The rise of ad blockers, data breaches, and clickbait make it easy to think online advertising is coming close to running its course. With all the ways there are to consume online content, there are an equal number of ways to ignore ads. Adapting and innovating your advertising is important to avoid getting tuned out, because I’m here to tell you – advertising isn’t dead yet.

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Advertising Advertising Consumer Course 49

criteria for success

DECEMBER 27, 2018

If you've been following the CFS Blog, you've likely been reading quite a bit lately about advisors, mentors, and coaches. In my last article, Business Mentors: What They Do, Why It Matters, & How They Can Help You, I shared some details on the benefits of working with a business mentor. And today, I'm here [ ] The post How to Find a Business Mentor to Start Growing Today appeared first on Criteria for Success.

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How To Coaching Benefit Sales 45

The SalesPro Leader

DECEMBER 27, 2018

2018 is quickly coming to an end and the holidays are a time for reflection and preparation. Are you feeling excited about 2019 plans? I hope so. If not, you’re not alone. Why? Because making changes, getting motivated, and building up momentum is hard. That’s why business plans often change February 1st (just like personal goals). The article, 10 Most Popular B2B Lead Generation Blog Posts of 2018 originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

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Lead Generation B2B Leads Marketing Qualified Lead 40

Selling Energy

DECEMBER 27, 2018

Assemble a Story Archive so that every sales resource has top-of-mind access to successes they can use to close more deals.

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Resources Closing Sales 40

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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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SBI

DECEMBER 27, 2018

Top 10 SalesTech Blog Posts of 2018 . the SalesTech space is moving and expanding faster than at any time before. - Nancy Nardin, Smart Selling Tools. A star is born when atoms of light elements are squeezed under enough pressure for their nuclei to undergo fusion. All stars are the result of a balance of forces: the force of gravity compresses atoms in interstellar gas until the fusion reactions begin. 2018 was the year where the SalesTech market forces created reactions of substantial impact.

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SAP Trade Show ROI Margin 94

Sales Evangelist

DECEMBER 27, 2018

Eric Graf, CEO of Flockgen, explains how mid-market businesses can trade relationships with one another to expand service offerings and lower customer acquisition. As sales reps, we need to make appointments and we need to make sales but often times, we don’t know how to find the best people. Typically, we develop a prospect list and a sales pitch and bring on a marketing team.

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Customer Referrals Networking Energy 40

Troops

DECEMBER 27, 2018

Troops friends, family, partners, customers, Happy holidays and happy new year from our team to yours! As this wild year of 2018 comes to a close, we wanted to take a moment to celebrate and thank everyone for whatever part you may play in our story. With your help, here are a just a few things we’ve accomplished over the past year: Hit meaningful revenue and customer milestones.

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Film SalesForce Conference Face-to-face 83