Wed.May 24, 2023

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7 Things You Should Never Say in a Negotiation

Hubspot Sales

Negotiation is a delicate balancing act. As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. It’s a joint effort, and you should be working — not fighting — with your buyer to reach an ideal solution.

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Want more sales? Start with your existing customers.

SBI Growth

Your best customers are right in front of you. Can you see them? Companies seeking new revenue often fall for the mistake of pouring their marketing and sales resources and efforts into new customer acquisition. But according to surveys recently conducted by SBI, the better option – very often – is to focus on existing customers.

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The Biggest Lever in Sales


What is the biggest lever in sales? The one thing you can upgrade to have the greatest impact on your win rates, deal size, sales cycles, and overall performance?

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How to Build Rapport in Sales With 3 Simple Techniques

The Sales Readiness Blog

Capturing the attention and trust of your potential customers is a crucial aspect of successful sales. When you establish a strong relationship, you gain their respect, the willingness to value your insights, and the potential for long-term business. But the question is, how can you build rapport effectively?

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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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The Complete Guide to Closing Calls

Hubspot Sales

A closing call is like the finish line of a marathon. It’s nerve-wracking for you and your prospect. It’s a call steeped in emotion for everybody involved. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process.

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More Trending

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10 Tips for Managing Remote Employees

Grant Cardone

Today, there is a challenge that every business owner must face — how to oversee out-of-office staff. Whether you are a new or veteran entrepreneur, this looks difficult to navigate. But it doesn’t have to be. Just implement these 10 tips for managing remote employees… My Top 10 Tips for Managing Remote Employees Between outsourcing […] The post 10 Tips for Managing Remote Employees appeared first on GCTV.

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The Importance of Personalizing Your Office Space

Smooth Sale

Photo by Attract the Right Job Or Clientele: The Importance of Personalizing Your Office Space Is your workplace lacking some personal touches? If you personalize your space, would it increase motivation for completing the work ahead? Our guest blog explores the importance of personalizing your office space and the benefits of being yourself at work.

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Master the Art of Knowing Who to Call and How to Ask with Tito Bohrt

Sales Hacker

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. But, we can’t help but notice the increased interest in referrals as more and more companies realize that word of mouth is the path to growth. In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development.

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7 Tips for Successful Virtual Presentations

Selling Energy

As sales professionals intent on prevailing as more and more prospects pivot toward Teams and Zoom calls, we’re called upon to give online presentations and webinars or have video conversations.

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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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Everboarding: 4 Best Practices for Successful New Hire Training


This article originally appeared on Training Industry. Effective new hire training is critical to business success. Research by Brandon Hall Group found that organizations with strong onboarding processes can increase productivity by 70% and experience an 82% improvement in new hire retention. It costs businesses one-half to two times an employee’s salary to replace them.

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Partners in Excellence

I have to confess my lack of patience with an attitude I see permeating much of our world today. Recently, I find myself having more conversations with colleagues similarly impatient. We are disappointed, we struggle to understand what we see going on–particularly in much of business and selling. We wonder, “Do we have unrealistic expectations?

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Qualifying Your Account Executives Before a Demo

Product Management University

If you’re a solution consultant (SC), sales engineer (SE), or any other role that does sales demos, there’s nothing more uncomfortable than going into a demo and not knowing what you’re aiming for. Qualifying your account executives prior to the demo is a practice that’s beneficial to everyone, including the buyer. The cold hard reality is there are always going to be situations where you have to tap dance through a demo with little or no discovery beforehand.

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Unlocking Account Growth with Strategic Account Management


What is Strategic Account Management and Why It Matters Strategic Account Management (SAM) manages and grows relationships with an organization’s most critical and high-value customers. It involves deploying specialized resources, processes, and technologies to identify, develop, and execute account-specific growth strategies. SAM is vital for organizations looking to drive sustainable revenue growth and maximize customer […] The post Unlocking Account Growth with Strategic Account M

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3 Sizzling Ways to Warm up Cold Calls

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.

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Too Good To Be True? Pros and Cons of Rapid Deployment in Software Implementation


Sales Performance Management (SPM) software implementation is a complex process that plays a vital role in modern businesses' success. Rapid deployment of software solutions has gained popularity due to the competitive advantage it offers.

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Hitting Your Sales Goals: ‘Goal intentions’ aren’t enough

Selling Essentials RapidLearning Center

Let’s suppose you’re an ace at maintaining existing accounts, but you know you could do better at drumming up new business. So you set yourself a goal: Within six months, you’ll bring three new customers on board, worth $200,000 in annual revenue. You follow the S.M.A.R.T. goal-setting model: Your goal is S pecific and M easurable – three accounts, $200,000.

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Sales Collaboration Guide: How to Foster Collaboration in Sales Teams


Sales teams with collaborative cultures are better positioned to succeed in today's economy. Learn how to foster collaboration and create a supportive sales culture.

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Mighty Pro: All About Its Features, Benefits, and Cost (2023)

Sell Courses Online

Mighty Networks is one of the top choices among creators who want to build an online community.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Mastering Sustain: Elevate Your Post-Presentation Engagement Strategies

Eyeful Presentations

Recently, a customer approached me with a familiar predicament. They’d read about our ‘Sustain’ concept and liked it. They were pretty sure they’d been doing this for a while, but the results were not great. In fact, they were pretty poor, and they couldn’t understand why. Upon further investigation, it became evident that they were sharing complete recordings of their online presentations, recorded via Teams.

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Four personality traits to look for in a sales enablement manager


Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? What is a sales enablement manager? The sales enablement manager is an essential element in the sales process and is responsible for equipping sales teams with the necessary information and tools to excel in

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Think You’re Ready for Your Next Prospect Meeting? Watch This First


Have you noticed that converting referred prospects is easier than converting colder prospects? Well, of course! And why is that? Because they’re more ready to trust you and they know that other people trust you. And so, they move along faster to decision. Fortunately, you can help colder prospects, who come in from other sources, be more ready to make the first and subsequent decisions to work with you.

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The Everyday Guide to Leading and Lagging Indicators

Janek Performance Group

Today, analytics are everywhere. We count our calories, sets, sleep, and our steps. Sports fans obsess over shots made, batting average, and greens in regulation. For sales organizations, these numbers are expressed in raw data we call leading and lagging indicators. Our white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , examines six pillars of successful organizations.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

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.

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Five Essential Sales KPIs that Enterprise Leaders Need to Track


For every enterprise sales leader who wants to rethink their team’s key performance indicators (KPIs), there’s a seemingly endless supply of best practices to choose from. The problem with best practices, however, is that they’re usually past practices. What may have worked well even five years ago is far from a guarantee of success today. For enterprise sales leaders, that means the conventional wisdom around KPIs should be continually questioned — just as companies recalibrate their go-to-mark