Thu.Sep 24, 2020

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5 Tips on How to Close a Sale Faster Than Ever Before

The Center for Sales Strategy

Everyone knows that sales is a numbers game. The more you have out there, the better off you are, which is why we all typically agree that sales is a numbers game,right? What are the numbers everyone is talking about? As sales managers, are you looking at the wrong numbers? How many times have you heard or said, "Don't worry! I've got a lot out there pending!

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How to Incorporate Value-Based or ROI Selling for Business Growth

Sales and Marketing Management

Author: Tom Pisello Due to COVID-19 and the current economic downturn, sales reps are facing a new set of challenges due to uncertainty. A recent LinkedIn survey of more than 500 sales professionals indicates: 51% of customers are experiencing budget cuts. 45% of specific industries they sell into are at a standstill. 42% saw turnover or layoffs at their customers’ companies.

ROI 177
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Don’t Let Your Sales Initiative Fail: Lead from the Front

Force Management

With any strategic change initiative, there’s always the question of whether or not it will stick. Anyone who’s been involved in a sales transformation knows, going from point A to point B, the desired future state, is no simple feat. The key to ensuring your change initiative’s success is to understand what it takes from the sales reps, managers and yourself as the leader to drive lasting outcomes.

Leads 116
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Does Your Customer Understand Their “Why?”

Partners in Excellence

When we engage our customers in discussing opportunities, we know it’s critical to understand “why.” Why are they considering making a change? Why now? What are the consequences of doing nothing? What are they trying to achieve? Why is this important to you and the organization? We are much more effective when we understand what’s driving the customer and we align our strategies around helping the customer navigate the change initiative.

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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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3 Reasons You’re Losing Deals You Were Sure You’d Win

Revegy

It’s the worst feeling ever, and the bigger and more high-profile the deal, the worse it feels! The stars were aligned. Your sponsor told you it was in the bag. The official decision was just a formality. You’re all set for a celebratory dinner with your family or friends. High-fives and kudos from your colleagues await. You’ve got plans for that big commission check.

More Trending

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WEBINAR: John Barrows speaks at GlueX’s “MSP Innovators Panel: Pivoting for Success”

John Barrows

The post WEBINAR: John Barrows speaks at GlueX’s “MSP Innovators Panel: Pivoting for Success” appeared first on JB Sales.

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Important Versus Urgent

Carew International

I recently listened to a talk by Scott Belsky, author of The Messy Middle. A portion of his talk emphasized the necessity for leaders to stay focused on the “important,” even when the “urgent” is demanding their attention. He defined the “important” as the proactive decisions that are necessary for a business’ long-term sustainability and the “urgent” as reactive decisions that have a short-term impact.

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Announcing our 2020 Anaplan award winners

Anaplan

When CPX 2020 became a virtual event, we made sure our annual awards ceremony didn’t get lost in the digital shuffle. After all, recognizing our users’ achievements is a treasured part of the CPX experience that I look forward to each year. I was so pleased to be able to give awards — maintaining proper […].

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6 Best Practices for Protecting Customer Data in 2020

Nimble - Sales

How well you protect customer data can directly impact your reputation and limit your organization’s progress. If people perceive that you fall short of safeguarding their information adequately, they’ll resist giving it to you. Some may even take their business elsewhere rather than continuing to support you. Here are six data privacy and protection best […].

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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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Predictive Sales Analytics: Actionable Insight for Smarter Plans

Hubspot Sales

Wouldn't it be awesome if you could stay one step ahead of your prospects and customers at all times — to know what to expect, their individual and collective preferences, and the right strategies to employ to make the most of them? Unfortunately, no one has that kind of power — not you, not me, not my horoscope, not that psychic with a storefront at your local strip mall that you walk by and wonder, "How do enough people believe what a strip mall psychic says to keep this place afloat?".

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The Most Overlooked Step Strategy in Virtual (or Face to Face) Selling

Shari Levitin

When I first started in sales, one day I thought I had done an amazing Discovery. I told my boss about it. “It was amazing”, I said. “You would have been so proud of me. I hit every major point.” . “So”, he said, “Did you get the deal?”. Shari: “Well, no.”. Greg: “Did you schedule the next appointment?”. Shari: “No, but…”.

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This Sales Sequence Sat in Our CRM for Months. Then It Improved Our Conversion Rate by 5%.

Sales Hacker

The product you were selling six months ago is not the product you’re selling today — not if you’re improving it correctly. The team that was selling product six months ago is not the same team out there hustling leads today? —? not if you’re hiring and training right. That’s why targeting people who were interested enough to sit down with you, but never pulled the trigger is the perfect way to pull leads and big wins out of your existing database.

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Building a Sales Enablement Practice: An Interview with Allego’s Mary Charles

Allego

Selling today is harder than ever. Buyers have unlimited access to information and compare vendors and solutions without ever interacting with sellers. At the same time, more teams are working remotely. Managing a dispersed sales team is a unique challenge. Why are some companies thriving in the current environment while others are falling behind? The secret is modern sales enablement.

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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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How COVID-19 Has Affected the Sales World

Mereo

With the business world still experiencing great disruption from COVID-19, we are taking an in-depth look at exactly how sales teams are being altered by this situation — and the best ways to adapt for success in the uncertain future. This article, written by Mereo’s 2020 summer intern and future revenue performance leader, dives into how COVID-19 has affected specifically inside sales teams, field sales teams and sales enablement teams.

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A Sneak Peek at Highspot Spark 2020

Highspot

At Highspot, we strive to deliver beautifully designed software with a spark of magic. And now we’re bringing that same spark to our inaugural global customer conference. Welcome to Spark 2020 — a two-day virtual conference during which you’ll learn the best ways to enable your teams on Highspot, how to configure the product to suit your organization’s needs, and gain the know-how to strengthen your sales enablement function as a whole.

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Two Hacks For Building a Healthy Pipeline

InsideSales.com

It’s amazing how many people sell products they don’t actually use but should, for the same reasons they’re telling prospects they should. If you believe it’ll work for them, it will work for you. Drinking your own kool-aid, as it turns out, adds credibility to your story. . So I wanted to share a couple of simple but gnarly use cases for leveraging Playbooks to build a strong pipeline by engaging opportunities, and to plug revenue leaks, developed by one of our very own AE’s: the enigmatic, but

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Evolving Your Revenue Strategies for 2021 Growth

Sales Hacker

The post Evolving Your Revenue Strategies for 2021 Growth appeared first on Sales Hacker.

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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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How fear of uncertainty is holding us back (and why it shouldn’t)

Predictable Revenue

A deep dive into the essence of fear, whether or not we should be fearful of the uncertainty we’re experiencing right now, how salespeople can fight the fear of missing quota, how sales leaders can erase the fear in their teams, and much more. The post How fear of uncertainty is holding us back (and why it shouldn’t) appeared first on Predictable Revenue.

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LinkedIn for Real Estate Agents: How to Generate Leads and Referrals?

LinkedFusion

Can LinkedIn be used to generate real estate leads? The answer is definitely Yes! But actually how effective is LinkedIn for Real estate lead generation? Some stats are proof of this: LinkedIn has the highest visitor-to-lead conversion rate, almost three times as that of Twitter and Facebook! 80% of LinkedIn members drive business decisions at their companies.

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6 Tips for Dealing with Difficult Customers

Selling Energy

It has happened to all of us: we’ve encountered a prospect who is demanding and difficult throughout the sales process. What are the best ways to deal with them? Here are some tips from my own experience, as well as some contributions from other sales professionals.

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Method Matters: VP of Research Raphael Cohen Reflects on Chorus.ai’s 13-Patent Milestone

Chorus.ai

We’re at it again! Chorus has been granted our 13th patent , backing our AI-powered solution for conversation intelligence — the fastest-growing category in sales technology. We are dedicated to helping our customers solve real problems with real data and machine learning. Our continuous innovation and investment into AI underscores why Chorus.ai is the No. 1 conversational intelligence platform for high-growth sales teams.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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How to Build A Global Sales Team and Boost Your Growth

Sales Hacker

The post How to Build A Global Sales Team and Boost Your Growth appeared first on Sales Hacker.

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Eddie Murphy Shows How to Make Coaching Fun

Braveheart Sales

Of all the things that a sales manager needs to do, the most important is clearly coaching. Honestly, it has the biggest impact on sales success. This isn’t just my opinion, we have data that supports it (see below). Lots of Coaching, Not Necessarily Effective Coaching. What’s most important is the amount of coaching, not how good it is. This is surprising but the data backs me up.

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How to Build a Sales Enablement Team Rooted in Support

G2Crowd - Sales Blog

There are plenty of business functions that support sales.

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Groove Wins the 2020 SalesTech Innovation Award from MarTech Breakthrough

Groove.co

On Wednesday, MarTech Breakthrough announced Groove as the winner of its 2020 SalesTech Innovation Award. The third-annual Martech Breakthrough Awards program recognized Groove for driving innovation in the sales engagement category with a Salesforce-native platform that was built to meet needs of full-cycle sellers vs. the SDR use cases focused on by traditional providers.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Revisiting: “If we’re going to turn down the likes of Fitzgerald. ”

Lessonly

In 1919, the editorial board of Charles Scribner’s Sons unanimously denied F. Scott Fitzgerald’s first novel, This Side of Paradise , for publication. Maxwell Perkins, a young Scribner editor, threatened to resign in protest, telling the board, “My feeling is that. a publisher’s first allegiance is to talent. And if we aren’t going to publish a talent like this, it is a very serious thing.

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Does Cold Email Still Work During COVID–19?

MarketJoy

It is a highly competitive world we live in, with millions of products and service providers catering to the ever-growing needs of people. COVID- 19 has crippled the economy and sent us all in reeling in a downward spiral in isolation. Many employees have been laid off to compensate for the losses faced by enterprises and leaders are searching for innovative ways to find new clients.

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What Pressure Cookers and Phoenixes Have To Do With New Employee Onboarding Software

Lessonly

Whenever we talk about creating the best onboarding experience around trainers, it seems to hold a little bit of daunting weight. New employee onboarding training is going to be each employee’s first impression of your company and it’s your responsibility to ensure that not only are they excited to be there, but that they understand how to do their job and do it well.