Fri.Apr 19, 2019

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Coaching Versus Feedback: A Guide For Sales Managers

LevelEleven

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Get the Most Value Out of Your Sales Analytics Tools

Miller Heiman Group

Sales analytics tools can provide key insights that allow sales leaders to coach their sales team on the strategies that improve their win rates. To achieve this goal, you must implement three essential processes to ensure you have accurate data and that you leverage it effectively. Sellers Need to Buy In to Sharing Accurate Data. Too many sellers neglect inputting sales data into CRM platforms because they don’t see the value.

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The 4 Sales Soft Skills You Must Master For A Prospective Meeting

Closer's Coffee

What you are about to learn will not make you a master sales rep overnight. It will not magically make you overshoot your target. These sales soft skills tips & tricks are the icing on the cake, the extra spice that will make you stand out and facilitate your sales process. Body Language. Many books have been written about body language. Here is some basic advice about how to handle yourself in a sales encounter.

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How a CEO Exceeds Integration Expectations

SBI Growth

Today Chris Downie, CEO of Flexential, joins us to discuss the best practices in merging companies together. He provides insight into the checks and balances of company mergers and shares his experience forming Flexential from two legacy companies. Click here for.

Company 177
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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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Experiences Edge Out Stuff for Relationship-Building

Sales and Marketing Management

When it comes to rewarding top performers, numerous studies show that experiences have an edge over material gifts in terms of memorability and strengthening the relationship between the giver and the recipient. Professors Cassie Mogilner and Cindy Chan recently authored a paper entitled “Experiential Gifts Are More Socially Connecting Than Material Gifts.

More Trending

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4 Trends That Will Improve Your Sales Effectiveness in 2019

Women Sales Pros

The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is more important than ever to know what levers to pull to improve effectiveness. Should you focus on AI, technology, enablement or something else? These are issues that high-performing leaders consider and act on. I hope you find value from my take on the four trends that will improve your success in 2019.

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Your Success Matrix

Grant Cardone

Dwight Eisenhower, former president of the United States, once famously said, “ What is important is seldom urgent.”. Eisenhower, in fact, taught that life can be broken down into 4 simple types of tasks: Task #1: The urgent and important— things that need to be done right away. You’re drowning, you need air. Task #2: The non-urgent but important— things that should be done right away but could wait without immediate negative consequences.

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7 Creative Sales Team Names to Promote Unity in 2019

Hubspot Sales

What's in a name? When we think of successful sport team names, like the New England Patriots or the New York Yankees, we picture the motivated individuals that make up the team. And we envision their dedication to achieving a common goal (i.e., winning a championship.). But, how does a name contribute to a team's success? A creative sales team name can help unite your team, foster collaboration, and help individuals learn, grow, and reach personal and team goals.

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Pipeline Creation – There’s No App for That

SalesforLife

Yesterday I was on a call with a client of ours, who is one of our C-level executive champions. He received a call from a sales leader from one of their divisions and asked an interesting question.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Say Yes

Anthony Iannarino

You call your dream client to ask them for a meeting. After you pitch them on the value of a meeting, they say: “Can you email me some information?” You tell them you can’t send anything, rejecting their very first request, and ensuring they feel it is more important that you get what you want than helping them get what they want. Emailing information and having a meeting are not mutually exclusive, and as much as your dream client wants the information without the meeting, you can say, “Yes.

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Personal Branding: 4 Steps to Find the “Real You”

Sales Hacker

We all recognize iconic brands. Think the golden arches of McDonalds or the unique bottle shape of Coca-Cola. But did you realize you could build an iconic personal brand strong enough to catapult your sales career ? Keep reading to get smart tips for building your personal brand and using it to help you reach your sales goals. Your Quick Guide to Personal Branding.

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How to Identify the Next Big Thing

Hubspot Sales

When I hear someone mention “the next big thing,” I generally roll my eyes. It’s usually the same recycled two or three points you find scattered across the web and every other self-titled thought leader’s blog (cue: “ 2019 will be the year or AI and Blockchain ”). But how do you identify and personalize the next big thing for your own industry , career, or even personal growth?

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Whose Grandma Are You Selling To?

Pipeliner

Unless you have been living under a rock or on a deserted island for the past decade, we can agree that change is happening everywhere we look. There’s AI, driverless cars, phones that do everything and more. Similar to products, industries are rapidly changing too. If you have been in sales for several years, you’ve experienced this first-hand. There are thousands of CRMs, social selling, longer buyer decision-making processes and more.

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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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Weekly Roundup: Keys to an Engaged Sales Team + More

The Center for Sales Strategy

- MOTIVATION -. "EITHER RUN THE DAY OR THE DAY RUNS YOU.". -JIM ROHN. - AROUND THE WEB -. > Keys to an Engaged Sales Team — LinkedIn. We’re doing better, but we still have work to do. This is the conclusion reached in Gartner’s latest research around employee engagement, which found last year that 34% of U.S. employees are engaged. That’s tied for the highest number Gartner has surfaced in its many years of tracking, but clearly there remains room for improvement.

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How To Build Powerful Network Using LinkedIn and Other Social Media

KO Advantage Group

Social media networks are more than just platforms for connecting with loved ones and updating your friends or followers with what’s going on with your life. Social media also plays an important role in growing your business. It can help you generate quality leads and build a relationship with potential and existing clients based on trust. LinkedIn has been the go-to business-to-business social network for entrepreneurs and professionals alike.

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Shifting SPM Perspective: Results vs. Activity Performance

Accent Technologies

Sales Performance Management has historically been centered around financial results. Find out why activity results give a better picture of rep success. Progression of Sales Performance Management Through Time. Currently, there is still a strong focus in SPM on financial results. In other words, many of these platforms have been aimed at tracking resulting financial metrics related to quota attainment, revenue generation, etc.

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3 Reasons for a Multi-channel Advertising Approach

Leading Results Rambings

Have others been preaching to you about adopting new marketing and advertising channels? Everyone says they know which is best for you and to focus all your attention on one channel. Such “advice” can be overwhelming and, frankly, just plain wrong – putting all your eggs in one basket is a big risk. So instead of putting all your efforts into one channel, hoping for a positive ROI, spread your efforts out to reap the benefit of multiple channels.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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How to Succeed at Getting Employees to Work Harder [Podcast]

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 8 Minutes.

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Scout by Miller Heiman Changes Sales Outcomes with Microsoft Dynamics 365

Sales Lead Management Association

Miller Heiman Group, the flagship 40-year-old company in the sales training and consulting space, has introduced integration of “Scout” for Microsoft Dynamics. In this program, Dana Hamerschlag, Chief Product Officer of Miller Heiman Group, discusses how Scout improves daily sales productivity and CRM compliance which frees up face to face sales time.

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15 Must-Read Sales Blogs Every BDR Should Follow

G2Crowd - Sales Blog

Professional development is something everyone strives for.

Sales 78
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3 Ways Sales Teams Can Plan for a New Product Launch

BrainShark

A new product launch is a pivotal event for companies – but it’s also a true test of the readiness of your sales team.

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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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Put Your Subconscious to Work

Selling Energy

“What underserved markets should I be focusing on?” “How can I double the number of prospects I reach with the limited time I have available for outbound marketing?” “What would it take for news of our latest offering to go viral?” Successful sales professionals ask themselves questions like these all the time.

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Shifting SPM Perspective: Results vs. Activity Performance

Accent Technologies

Progression of Sales Performance Management Through Time. Currently, there is still a strong focus in SPM on financial results. In other words, many of these platforms have been aimed at tracking resulting financial metrics related to quota attainment, revenue generation, etc. And if we reference the historical legacy of the space for a moment, it's easy to see why this is the case.

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Let’s Talk Sales! Inspirational Quote from Jim Collins – Episode 144

criteria for success

Today's quote from Jim Collins is about identifying the right candidate. Read on to learn more about this week's Let's Talk Sales inspiration! Jim Collins Quote This month's theme highlights the importance of hiring and employee retention. And today's quote is about identifying the right candidate. This quote comes from Jim Collins, an American author. [ ] The post Let’s Talk Sales!

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Weekly Sales Enablement News Roundup – April 19, 2019

Showpad

Don’t miss these latest sales and marketing tips, tricks, and news! 5 Big Strategic Content Experience Questions for CMOs. Are you using marketing content as strategically as you could be? This eBook includes questions CMOs should be asking themselves when developing their strategies, with advice from Showpad’s Theresa O’Neil and other marketing leaders.

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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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Have A Very Happy Easter!

The Accidental Negotiator

If It’s Easter, Then Spring Must Be Here! Finally! Easter has finally arrived. I hope that you are going to be able to take some time off and celebrate this special season as Spring is just around the corner and Winter is quickly becoming a distant memory! I’m going to take this week off and get some well deserved rest. However, I’ll be back next week with some great new Negotiation tips and techniques for you.

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15 Must-Read Sales Blogs Every BDR Should Follow

G2Crowd - Sales Blog

Professional development is something everyone strives for.

Sales 45
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Driving a Proactive Sales Culture with Adobe & Salesforce

SBI

Driving a Proactive Sales Culture with Adobe & Salesforce. WHEN: THURSDAY, 5/2 AT 11AM PT. Learn how Access Intelligence accelerated their sales process and cut contract completion time by 50% with an integrated solution. REGISTER NOW.