Tue.Mar 30, 2021

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Setting Expectations In A Low Barrier World

The Pipeline

By Tibor Shanto. I used to work with a fellow who insisted that I could reduce my frustration levels by reducing expectation. If I could accept to expect much less from people like him, I could avoid the disappointment of missed expectations. Probably true but there must be a more practical way to avoid disappointment. Here is a radical thought, people setting expectation should live up to them or learn to set more realistic or honest expectations.

Vendor 210
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Why I Believe We Should Blow up the Business Development Role in Sales

Understanding the Sales Force

Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason! Did you ever notice that companies that utilize the Business Development Rep (BDR) role put their youngest, most inexperienced new hires in that role?

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The Best Sales Book, That Isn’t a Sales Book

A Sales Guy

In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach. So with this in mind, the first book I recommend reading to continue your Gap Selling journey is my personal favorite sales book… Now, my favorite all-time sales book

Intent 166
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Expert Interview: How to Coach Sales Reps for Maximum Impact

Allego

How are successful teams adapting their coaching to ensure sales reps can find and close deals despite the challenges of virtual selling ? With reps working remotely, sales leaders are often no longer physically in the same building for observation and mentoring of their team. Practice, role playing, call coaching, reinforcement—all the traditional tools in a sales coach’s arsenal—have typically been done in person.

Coaching 160
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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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Discounting And Defending Value

Partners in Excellence

We try to create value with our customers. Our value has various elements. The value we bring to our customers in helping them navigate their buying journey. After all, we are experts, while our customers struggle to buy. The value our solutions create in solving the customer problem, or enabling them to address new opportunities. Hopefully, this is quantified in terms of ROI or some other financial metrics.

Discount 144

More Trending

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Remote Selling Viewpoints with Erik Mintz of DealCoachPro

SBI

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

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PODCAST 154: Guided Selling with Neil Ringers

Sales Hacker

This week on the Sales Hacker podcast, we speak with Neil Ringers , EVP of Revenue Grid. Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Revenue Grid is mainly focused on automation and integration, bringing your calendar and email into your CRM. They’ve built a new process of guided selling, which Neil discusses during the show.

Scale 103
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Why Prioritizing Buyer Intent Data Is A Must For 2021

Hubspot Sales

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. The top three reasons for this shift in preference? Ease of scheduling, savings on travel expenses, and safety (obviously). Not only do buyers now prefer remote sales interactions, but they're also more than happy to make large purchases online — a trend that has sellers embracing and investing heavily in digital sales and prospecting to kee

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Nimble Honored as CRM Industry Leader & Top 5 Sales Intelligence Tool for Small Business Teams on G2 – Again!

Nimble - Sales

The people have spoken — again! For nine years in a row, G2 reviewers have chosen Nimble as their fan-favorite simple smart CRM for Microsoft 365 and Google Workspace. Is someone cutting onions? We think we have something in our eyes! Nimble has also been named one of the Top Five Sales Intelligence Software Tools […]. The post Nimble Honored as CRM Industry Leader & Top 5 Sales Intelligence Tool for Small Business Teams on G2 – Again!

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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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A Guide to Choosing the Best Self-Storage Facility Insurance Plan

Pipeliner

A company providing self-storage facility insurance becomes your ultimate choice when you need to protect important accessories and items against any possible mishap. Primarily, the storage facilities are backed up by insurance companies that provide several important benefits to their clients. The storage facility vendors provide complete security and maximum surveillance of your goods.

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Want to Grow Sales? Preparation is the Key to Winning in Sales

Selling Power

In the sales profession, our performance time occurs when we interact directly with a customer. Too often, we rely on our ability to “wing it” in the moment. Instead of improvising, we should focus on preparing in detail, so we can execute with precision during our critical performance time. Sales is an easier job when we slow down and do the hard work of preparation before each customer encounter.

Sales 99
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What Holds You Back From Success – 4 Steps to Remove Them (video)

Pipeliner

B.U.G.S — Beliefs Under the Ground Surfacing. In this Expert Insight Interview, Hilary DeCesare discusses B.U.G.S — Beliefs Under the Ground Surfacing and the steps you can take to remove them. Hilary DeCesare is an executive coach, a podcast host, and an award-winning entrepreneur. She has launched the Relaunch Collective, which helps people relaunch their lives, their careers, or whatever else they want to transform about themselves.

Video 97
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The Vainu Method For Lead Qualification

Vainu

No matter how fantastic your product or service is, it’s not going to be the right fit for every company at every time. That's why lead qualification is a critical step of the sales process. Sell strategically by determining which companies you can create value for, and focus your efforts there. Simple enough, right? Here's the thing: Determining which potential customers are a good fit and likely to make a purchase takes time, and time is a scare resource.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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15 Proven Strategies to Improve Sales Performance 

Highspot

But what happens when your sales performance has stagnated? A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. We’ll be covering: What factors affect sales performance. What makes a successful sales team. 15 ways to increase sales performance?.

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How to Prevent Prospects from Getting Hung up on Price

Selling Energy

As energy sales professionals, we’re often faced with situations in which prospects get hung up on the cost of the project. In some cases, they even try to low-ball us by mentioning bids from lower-cost vendors.

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Three Reasons Salespeople Can’t Reach Decision Makers

Braveheart Sales

Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. Here’s the data: According to Objective Management Group they are 337% more effective. That’s the good news. The bad news is that only 28% of salespeople are strong at doing it. This is a massive problem. If we know that more business will be closed, tons more business, but only slightly more than a quarter of salespeople are skilled at reaching decision-makers, it seems to m

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15 Best email finder Google Chrome extensions to generate leads

Close

Email finder extensions let you easily find email addresses from your browser, without ever having to stop browsing the web. Finding the right email finder tool can be challenging, so here we compare the top tools, the features, and availability.

Google 52
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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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Three Reasons Salespeople Can’t Reach Decision Makers

Braveheart Sales

Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. Here’s the data: According to Objective Management Group they are 337% more effective. That’s the good news. The bad news is that only 28% of salespeople are strong at doing it. This is a massive problem. If we know that more business will be closed, tons more business, but only slightly more than a quarter of salespeople are skilled at reaching decision-makers, it seems to m

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Matching the Level of Contract Management and Risk Management to Sole/Single Source Contracts

Nyden on Negotiation

Customer/Supplier Relationships. Each customer/supplier relationship will require its own level of contract management correlating to the level of interdependence and complexity. The contract professional’s goal will be to easily identify the appropriate level of administration, monitoring and relationship management for each of the contracts being managed.

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MEDDIC Score Calculator

MEDDIC

The MEDDIC Score Calculator is a tool which helps sellers and sales managers measure how ready an opportunity is to get closed. Why The MEDDIC Score Calculator? In the past few years many of our learners and managers have asked us to provide them with “tools” such as checklists, Scorecards, “blue sheets”, CRM plugins , ready made stages for Salesforce or for other CRMS, playbooks, etc… I have been resisting so far, because of the danger of putting out tools in the h

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Inbox Expo: How Philips Went from Inbox Zero to Email Hero

Appbuddy

Validity proudly sponsored this year’s fully virtual Inbox Expo event. The four-day conference was packed with quality content from industry experts, including a fantastic session with Charlie Wijen, Digital and CRM Specialist at Philips, and Guy Hanson, VP of Customer Engagement at Validity. If you missed out, here are some highlights from the session.

B2C 52
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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?? Revelation Project, Problems Women Face in Modern Society

Pipeliner

Everybody has their own Revelation Project. In this Expert Insight Interview, we welcome Monica Rodgers, president of Revelation Media and serial entrepreneur with over 30 years of business experience. She discusses the Revelation Project and the importance of using both masculine and feminine energy to navigate our lives. Visit us on Apple Podcast You can also find SalesPOP!

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What Is High-Definition Customer Experience (HD-CX)?

SugarCRM

Gartner, the global research and advisory firm, reported in June 2019 that the market for customer relationship management (CRM) software grew 15.6% in 2018. That’s tremendous growth in just one year, and according to the firm’s research, CRM software is the largest and fastest-growing enterprise software application category. With statistics like these, it’s easy to understand why the growth of CRM has exploded among businesses in all types of industries —in particular, manufacturing, finance,

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Helping Your Sales Team Before the Next Big Recession Hits

Pipeliner

Economists have been warning that the risk of a recession continues to grow. As far as historical standards go, the current period of economic expansion has lasted quite longer than most. Companies that prepare in advance for a time of negative growth are often those that survive them the best. In some cases, companies can actually grow even if the economy as a whole is retracting.

Margin 98
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The best alternatives to HelloWorks that will double your completion rates

PandaDoc

Lead generation is the single-most-important tool your company can harness, to target the right customers, learn about their needs and preferences, and tailor your products to meet their expectations. To do this, you need to make it easy for them to give you that information up front, and PDF forms just won’t cut it. We’ve put together a list of the top HelloWorks alternatives if you’re looking for a mobile form builder to harvest inbound leads in the most effective way possible.

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Salesforce’s 8th State of Marketing Report

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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10 Ways You Can Make LinkedIn a More Powerful Sales Prospecting Tool

Sell Integrity

Just having a LinkedIn profile doesn’t mean you’re “on LinkedIn.” For it to be an effective sales prospecting and customer engagement tool you have to actively and regularly be visible, add value , and engage with people. by Will Milano. It’s pretty much a given that if you’re in a sales role, particularly in B2B sales or a complex selling environment, then you need to be on LinkedIn.

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The Best Alternatives to HelloWorks That Will Double Your Completion Rates

PandaDoc

Lead generation is the single-most-important tool your company can harness, to target the right customers, learn about their needs and preferences, and tailor your products to meet their expectations. To do this, you need to make it easy for them to give you that information up front, and PDF forms just won’t cut it. We’ve put together a list of the top HelloWorks alternatives if you’re looking for a mobile form builder to harvest inbound leads in the most effective way possible.