Understanding the Sales Force

MARCH 3, 2022

This weekend, a deer ran across the highway and hit our car. The deer was injured but she did manage to run away so we were relieved that she wasn't killed. After we returned home, I couldn't find our dog, Dinger. Regular readers may remember Dinger from these posts: My Dog Has Better Listening Skills Than Most Salespeople. Top Salespeople are 631% More Effective at This Than Weak Salespeopl e.

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Anthony Cole Training

MARCH 3, 2022

We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are focusing on the critical trait of Charisma and how being able to attract, charm, and influence those you engage with will help you be more successful.

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Selling Skills Influencer Leads Marketing Qualified Lead 257

Sales and Marketing Management

MARCH 3, 2022

An effective SEO strategy for thought leadership takes time to develop and execute. Whether you’re building yours from scratch or modifying an existing strategy, be sure that it includes these five tactics. The post 5 Tactics for Driving SEO Results With Thought Leadership Content Marketing appeared first on Sales & Marketing Management.

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Marketing Strategy Sales 244

Predictable Revenue

MARCH 3, 2022

Shawn Rhodes joins the Predictable Revenue podcast to discuss how systematizing the outbound sales process can help improve your conversion rates. The post Removing Hope From Outbound Sales To Increase Conversion appeared first on Predictable Revenue.

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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

Zoominfo

MARCH 3, 2022

Scenario Customers rarely buy everything your company has to offer upfront. However, as they see results from their initial investment, they may research additional products on your website. Use visitor tracking software to monitor when customers are looking for information about add-on products and new features. Some technologies allow you to set up a workflow that alerts sales when a customer is on a high-value product page.

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Julie Hanson

MARCH 3, 2022

Do you know the secret to being great on video? It all starts with your relationship…the one with your camera. Make friends with your camera! The main relationship in the whole series was the one between the camera and Fleabag. I had to convince myself that whoever was watching on the other side of the camera was instantly complicit with Fleabag and instantly a friend of hers. — Phoebe Waller-Bridge, Actor.

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Anaplan

MARCH 3, 2022

When it comes to planning and budgeting methodologies, integrated business planning (IBP) is the nirvana to which many organizations aspire. At a time when corporate agility and a deep insight into business performance are paramount, its attraction is that it weaves together all the disparate strands of strategic, operational, and financial planning typically managed in […].

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Smooth Sale

MARCH 3, 2022

Attract The Right Job Or Clientele: Do You Believe History Repeats Itself? Whether or not you believe history repeats itself, we can apply the lessons to leadership and business. Due to the pandemic, we are privy to the Great Resignation, and many wonder what is to come next. Traditional approaches to employees and work are up for debate. Sometimes it is good to think back to older times to determine the progress that we may have made, where we are today, and what may lie ahead.

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Lead Rank Hiring Face-to-face Social Media 78

Hubspot Sales

MARCH 3, 2022

Sales and marketing automation tools obviously suit sales and marketing teams, respectively — but that doesn't mean that the utility of those kinds of resources is siloed by department. There's a fair amount of crossover between the two — meaning marketing can benefit from sales automation and sales can benefit from marketing automation. Here, we'll take a closer look at that interplay and see what it might look like in practice.

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Benefit Lead Rank Lead Scoring Top of Funnel 88

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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.

Sales

Partners in Excellence

MARCH 3, 2022

There’s a huge amount of discussion about the digital buying journey and the shifts our customers are making to “Rep-Free” buying. We have plenty of data and anecdotal experience citing customers allocating less time to working with sales people, choosing digital (remember digital is different than automated) channels over working with sales people.

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Channels Survey Face-to-face Lead Rank 68

Selling Energy

MARCH 3, 2022

Whenever I do a keynote or coaching session for a sales team, I always ask to speak with a half-dozen or more “ rock stars ” in their organization. folks who are really knocking the ball out of the park. The highest performers always have specific lessons that the rest of the team could learn that would help them drive more sales.

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Partners in Excellence

MARCH 3, 2022

We know effective questioning is critical for sellers and leaders. Virtually every training program provides some instruction on questioning. But too often, we may be asking the wrong questions–both of our customers, people, and of ourselves. I’ve written, frequently, how we tend to ask the wrong questions of our customers. Usually, our questions focus on getting us the answers and information we need to serve our purpose, booking a deal!

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Face-to-face Report Pipeline Coaching 70

Allego

MARCH 3, 2022

If you’re involved in onboarding sales reps, you know how challenging it is today. Employee turnover is higher than ever, companies are continually hiring new sales reps. You must ensure reps not only do their jobs well but that they want to stay with the company. It isn’t enough to just design an onboarding program to help sales reps hit their number.

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Webinar Metrics Hiring Strategy Exercises 62

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

Revegy

MARCH 3, 2022

Recently, we introduced a tiered approach to our platform offering. Based on the changes in a post-pandemic market, we realized the maturity of individual organizations’ sales processes and execution varies widely. Therefore, the sales technology needs differ. As sales organizations change and update their strategies, the need for a right-sized account-based sales technology at each stage […].

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Appbuddy

MARCH 3, 2022

Let the countdown begin! Adobe Summit 2022 is less than two weeks away—and we hope to see you there. Validity is thrilled to be a sponsor of this exciting virtual event. From March 15–17, we’re joining other experience-makers around the world (including some celebrity faces and well-known brand leaders) at the Summit to learn, be inspired, and build lasting connections.

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Highspot

MARCH 3, 2022

Sellers today can meet with buyers in several different ways: in-person, virtual, telephone conference calls, or any combination of the three. Before the pandemic, most sellers and buyers met in person, which gave them the opportunity to build rapport face to face. Because everyone in the buying committee was in the same location, sellers believed buyers were less distracted, and sellers could “read the room” to ensure everyone stayed engaged.

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Pipeliner

MARCH 3, 2022

What does it take to be an elite life and business coach? In this Expert Insight Interview, we welcome Lee Chaix McDonagh, host of Coach with Clarity Podcast and author of the #1 best-selling book Act on Your Business. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Creating A Sustainable Coaching Business appeared first on SalesPOP!

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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

Data

Vendor Neutral

MARCH 3, 2022

Discover the key components for successfully driving digital transformation in your organization through a strategic sales technology adoption program.

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Strategy Sales Technology Sales 52

Accent Technologies

MARCH 3, 2022

The post 6 Easy Steps to Drive Reliable Revenue Forecasts appeared first on Accent Technologies.

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Forecasting Revenue 52

SugarCRM

MARCH 3, 2022

With a black swan event changing the face of business, and indeed our daily lives, almost overnight, there’s a lot that’s been out of business leaders’ hands over the last years. During uncertainty, it’s important to double down on the areas you can control and ensure your customer service and experience are as refined as possible. Many industries have seen their growth curtailed, and with that, customer retention becomes critical to survival.

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SugarCRM

MARCH 3, 2022

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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

Mereo

MARCH 3, 2022

In late 2021, 330 sales and marketing leaders were surveyed to uncover the current state of sales enablement for B2B selling organizations. The report that followed revealed that, on average, salespeople lack an answer to 40% of questions buyers ask about the company’s solution. Additionally, 70% of those interviewed indicated that their salespeople tended to stray off message during buyer conversations.

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