Mon.Aug 19, 2019

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How Big of a Role Does Age Play in Sales Effectiveness?

Understanding the Sales Force

I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older. For example, younger adults : go to bars and night clubs but tend to choose dinners out or nights at home binge watching TV when they become more mature. go to concerts but tend to choose movies when they get older. backpack across the US or Europe but tend to choose cruises as they age. want freedom at work but are more open to stru

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Customers And Rational Behaviors

Partners in Excellence

Too often, I’m in reviews with sales people whining, “The customer is irrational!” They go through a litany of complaints, including: “They don’t understand our products and why they are superior… ” (Of course it’s not their job to do that.) “They keep changing their minds… ” “They aren’t being logical, we’ve presented all the data/analysis, it should be obvious… ” and on and on and on… The net

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How to Declutter Your Sales Process

Shari Levitin

Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. We assume if one taco sauce is good, fifty must be better. The post How to Declutter Your Sales Process appeared first on SHARI LEVITIN.

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5 Questions to Assess Sales Pipeline Health

Hubspot Sales

Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. Because they were intimately familiar with each of the deals in their forecast, they developed a sort of “sixth sense” about which would close, and when. But assessing an entire team’s sales pipeline stages -- where the manager is not apprised of the ins and outs of each and every deal -- requires more than simple intuition.

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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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7 Reasons to Use Localization in Your Digital Strategy

Nimble - Sales

More companies are reducing spending on traditional advertising in order to spend more on digital marketing efforts. There are many reasons for this. For one, customers are finding traditional advertising less compelling. They’re also engaging with brands on social media platforms, apps, websites, and messenger services: all places that are not served by traditional advertising. […].

More Trending

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10 Ways Company Data Elevates Your Sales Prospecting Process

Vainu

In today's hyper-competitive business landscape, a canned sales pitch is more likely to lead to the person on the other side of the line hanging up on you mid-sentence than an encouraging "please, tell me more.". Company data is the solution to fixing poorly targeted sales efforts. When you only connect with companies when there's a data-driven reason to do so, and tailor your messaging according to the prospect’s situation and needs, you'll significantly improve your hit rate in every step of t

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Sales Organization Structure For Optimal Performance

InsideSales.com

To achieve the optimal performance of your sales team, read this article to find out what the best sales organization structure is. RELATED: Want To Increase Sales Rep Performance By 31%? Build Your Team From The Bottom Up In this article: Optimal Sales Organization Structures – Skating Where the Puck Should Be The Seven Types […]. The post Sales Organization Structure For Optimal Performance appeared first on The Sales Insider.

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How to Strengthen Your Team With Each New Hire

The Center for Sales Strategy

Your employees are the foundation of your company and your culture. So, it stands to reason that every hire you make will either enhance your culture or detract from it - one person at a time. We know that finding top talent is difficult! And with the current talent shortage, now more than ever, the candidate is in the driver’s seat. Once you finally find the right person to bring onboard, someone with the right talents and the right fit for your team, you want to do everything you can to develo

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What Project Managers Should Know About Sales

Pipeliner

Sales is an integral component of any successful business, which is part of the reason project managers and other leaders of a company need to pay attention to it. No business can be successful without customers, which is why sales process engineering was born. This is a scientific approach to sales that could help optimize a company’s ability to sell a product or service.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Building Your Personal Brand — Again

Partners in Excellence

There’s a lot of discussion about how important it is for sales people to “build their personal brands.” I’ve written about this topic several times before, even using the same title before. But it’s a topic, as much as I wish would go away, doesn’t. But what does it mean to build our personal brands? Many advocate building a massive social media presence–doing everything one can by increasing your presence in places like LinkedIn, Twitter, Instagram, Fa

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Transitioning to a New or Merged Salesforce Instance

InsightSquared

An unchanging and permanent Salesforce configuration is almost unheard of in the start-up space. As companies grow and sales processes morph, we need to reconsider our Salesforce instance and adjust the set up in such a way that reflects our maturing business. Some changes are small (renaming Opportunity Stages, to name one example) while others require a more significant lift.

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Set Yourself Up to Crush Your Next Fiscal Year

Miller Heiman Group

For many organizations, the next month is more than the end of Q3—it’s the start of budget season. As you decide how and where to invest your resources for 2020, think about what changes you want to make to improve performance at your sales organization. That’s a daunting question, especially when you only have internal data to consider. A better option is to find external benchmarking data, which will shed light on the gaps in your organization.

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Let’s Talk Sales! Becoming a Better Leader with Libby Gill – Episode 179

criteria for success

Happy Monday, Let's Talk Sales! listeners! This episode's featured guest is Libby Gill. Libby is an accomplished executive coach, leadership expert and award winning author of You Unstuck: Mastering the New Rules of Risk-Taking at Work and in Life. She was the former head of communications at media giants Universal, Sony, and Turner Broadcasting. She [ ] The post Let’s Talk Sales!

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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The critical role of sales development in your conference and event strategy with Tenbound’s David Dulany

Predictable Revenue

Effective event outreach takes alignment with marketing, an age-old hurdle for sales teams, and a keen focus on your buyer personas. We'll teach you how to craft a solid event strategy – including sales development tactics to either invite people or book meetings. The post The critical role of sales development in your conference and event strategy with Tenbound’s David Dulany appeared first on Predictable Revenue.

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Why more sales teams should embrace a leaderboard

Close

The best part about competition is that we discover what we're capable of achieving—and how much more we can actually do than we might have believed. It’s an internal passion for competition that inspired many executives to start their careers in sales.

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Transitioning to a New or Merged Salesforce Instance

InsightSquared

An unchanging and permanent Salesforce configuration is almost unheard of in the start-up space. As companies grow and sales processes morph, we need to reconsider our Salesforce instance and adjust the set up in such a way that reflects our maturing business. Some changes are small (renaming Opportunity Stages, to name one example) while others require a more significant lift.

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#60: Samantha McKenna – How Knowing Your Customers Drives Success

Xvoyant

This episode features Samantha McKenna, Head of Sales, Enterprise NYC for LinkedIn. Samantha is an expert at selling to large enterprise customers, and she shows us how multithreading is essential to win those massive accounts. Her tactics on how to build engagement through personal relationships and why you need to get comfortable at being uncomfortable will help you win deals both large and small.

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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 Declutter Your Sales Presentations

Shari Levitin

Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. We assume if one taco sauce is good, fifty must be better. The post How to Declutter Your Sales Presentations appeared first on SHARI LEVITIN.

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How to Use the ABM Data You Paid to Gather

Sales Lead Management Association

In a world where insight about prospects and customers is key to optimizing revenue, putting your data to work as part of your ABM strategy is critical to success. We’re welcoming back a return guest Nipul Chokski to discuss how to utilize data as part of your marketing strategy, and how to build a plan for success. The host is Pat Morrissey.

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How to Succeed at Mental Preparation [Podcast]

Sandler Training

Mike Montague interviews Olympic Gold Medalist Garret Weber-Gale on How to Succeed at Mental Preparation. Listen Time: 26 Minutes.

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Taking the Leap

Selling Energy

What if I told you that only 9% of Americans stick with one career for 20 years or more? The time has passed where we choose a life path and feel obligated to stick with it. In some cases, the change is due to circumstances beyond our control or sheer coincidence; however, Sara Bliss’s book, Take the Leap, is an in-depth look at people who consciously make major career changes in order to follow their passion.

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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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TSE 1163: How Leaders Sabotage The Sales Process

Sales Evangelist

How Leaders Sabotage the Sale Process Sales leaders sometimes make mistakes that compromise deals, so understanding how leaders sabotage the sale process can help us avoid the same mistake. Erin Pheil is the founder of Mind Fix Group , a company that specializes in helping entrepreneurs, high-achievers, and high-performers eliminate their biggest mental roadblocks that hold them back and keep them from achieving what they're capable of.

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Artesian Solutions Announces Record Breaking Growth with its Strongest Quarter to Date

Artesian Solutions

LONDON, England, August 19, 2019 – Artesian, a provider of software which transforms commercial effectiveness of B2B client-facing teams, today announced its first-quarter trading results for its financial year 2019/20. The SaaS provider exceeded its Q1 revenue expectations, posting a 290% increase in new business bookings compared to the same quarter a year ago.

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A Conversational and Effective Objection Response

Smart Calling

When a prospect or customer raises a concern, and then they hear a tired, old objection “rebuttal,” they typically become even more defensive and adversarial. However, when the next response is unexpected, more like a real conversation, that is when they open up. Here is a very simple technique you can adapt to your own situations and use with the very next objection you hear.

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How to Overcome the “I’m not interested” objection

Mr. Inside Sales

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again. [Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click He re and use the couple code: Gitomer ].

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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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Four Manufacturing Trends Driving Sales

SugarCRM

The global manufacturing industry is changing rapidly. Driven by the phenomenal pace of technology and ever-increasing customer expectations, modern manufacturing businesses – from producers through to wholesalers and distributors – have had to adapt to a entirely new set of rules. To say it’s been a game-changer is an understatement. Change is important – more than that, it’s necessary.

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Transitioning to a New or Merged Salesforce Instance

InsightSquared

An unchanging and permanent Salesforce configuration is almost unheard of in the start-up space. As companies grow and sales processes morph, we need to reconsider our Salesforce instance and adjust the set up in such a way that reflects our maturing business. Some changes are small (renaming Opportunity Stages, to name one example) while others require a more significant lift.

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How to Get Better at Sales (Essential Guide and 4-Step Checklist)

Sales Hacker

If you’ve struggled to succeed at sales, you have 3 options for responding. You can quit and move on… give it your all and try to get better at sales… or transition out of sales and accept a different role with your employer. There’s no shame in leaving a sales job or changing roles. . But I want to assure you that most people CAN get better at sales — if they’re willing to do the work. .

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