Selling Essentials RapidLearning Center

DECEMBER 1, 2020

Some employees are excited by the prospect of change. But most aren’t, and when you have to introduce necessary change in your team or department, you want to give yourself the best chance of bringing the laggards along with you. A critical part of any potentially disruptive change is the timetable. You could: Make the change effective immediately and follow up to make sure it sticks, or.

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Journal Sports Study Research 52

Sales and Marketing Management

DECEMBER 1, 2020

Author: C. Lee Smith A recent State of Sales report published by LinkedIn revealed that U.S. businesses spend $15 billion a year training their sales employees. Despite this spending level, 68% of sales professionals are rated as moderate performers in the State of Sales, fourth edition, report from Salesforce. It’s tempting to call out sales professionals as slackers after considering these numbers.

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Training Hiring How To Coaching 326

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Caliper's is a personality test adapted for sales.

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Comparison Lead Rank Lead Scoring Hiring 306

The Pipeline

DECEMBER 1, 2020

By Tibor Shanto. A lot of people in sales ask questions for entirely the wrong reason. Not to be flippant but gathering information for yourself is not the primary purpose. No, the goal is to help the prospect think things through as they respond to your questions. Questions get people to think, but what you want them to think about are their objectives, not your product.

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Objections Buyer Leads Marketing Qualified Lead 262

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

RAIN Group

DECEMBER 1, 2020

As we near the end of the year, we’re left wondering what the world will look like in the next stages of pandemic recovery. One thing that’s for certain? Virtual selling is here to stay. In fact, 89% of B2B decision makers say they’re likely to sustain the new sales model beyond the next year, according to McKinsey & Company. If you want to succeed in 2021, you must master this new medium of sales.

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Lead Rank Decision Maker Marketing Qualified Lead Leads 135

Hubspot Sales

DECEMBER 1, 2020

I've always loved hypnosis — like I'm a huge fan of those local "hypnotist" performers who do those shows where they bring up volunteers at kid's birthdays or on cruise ships and make them do jumping jacks or pretend they're turtles or something else along those lines. They always fascinate me. I always wonder how they do it, and more so, I wonder why they don't apply those powers in other contexts.

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Guarantee Positioning Prospecting Intent 115

Salesmate

DECEMBER 1, 2020

The other day I was speaking to one of my friends who’s a startup owner. She was infuriated speaking to people who sounded too salesy. As a startup owner, she was looking for a solution to streamline her business operations. Sadly not even one sales rep showed interest in understanding the problems she was facing. All she could hear was self-centric sales pitches.

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Face-to-face Guarantee Case Study Buyer 112

Pipeliner

DECEMBER 1, 2020

It’s no secret that the covid19 pandemic has pushed the digital world many years ahead—I would say at least 5 years, perhaps even more. We now see (whether you believe it or not) that with the “3rd wave” of covid19 we need to prepare ourselves for this to be an ongoing situation. The pressure to have a digital strategy is now crucial, and I would say it’s impossible to function as a business if you don’t have one.

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CRM Wireless Transportation Microsoft 98

Cience

DECEMBER 1, 2020

Your customers are one of your company’s most important assets. That’s clear from the amount of time and money businesses spend to acquire new clients. Although new sales are important, smart companies also focus on retention. What Is Customer Retention? Customer retention means keeping the clients you already have. Pretty simple, right? You know how hard it is to get new customers.

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Retention Webinar Metrics CRM Ideal Customer Profile 96

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.

Sales

Partners in Excellence

DECEMBER 1, 2020

I just had an outstanding discussion with a very bright sales enablement team. They had been developing and delivering some of the best programs I’ve ever seen. Some of the sales people were eating up the programs–but they were the consistent top performers. The team was trying to figure out, “How do we have a bigger impact on the rest of the organization?

Sales Enablement 88

Sales Enablement Territories Face-to-face Maximizer 88

Pipeliner

DECEMBER 1, 2020

Virtual phone systems are an integral part of most businesses in 2020. From enhancing customer communication processes to streamlining internal communication, virtual phone systems do it all. But, to make the most out of a virtual phone system, it’s important to choose a suitable service. And if you have doubts regarding that, in this post, you will get to read about the five most important factors that you must consider before choosing a virtual phone service.

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Vendor System Customer Service Small Business 90

The Center for Sales Strategy

DECEMBER 1, 2020

2020 has been a strange year for everyone. Successful teams who are used to winning find themselves struggling. And managers, who are used to leading successful teams, are trying to coach and help reps who aren’t used to struggling. If this sounds like a situation you’re experiencing, how can you identify where your team needs help and get them back on track?

How To 79

How To Coaching Leads Marketing Qualified Lead 79

Chorus.ai

DECEMBER 1, 2020

We get it. Objection handling is tough. Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. We’re here to help you understand how to handle objections like a pro.

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Objections Case Study ROI Lead Rank 73

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SalesForce

Allego

DECEMBER 1, 2020

Like so many things, the National Sales Meeting (NSM) is undergoing an unprecedented change this year. Typically, a NSM is not just a time to share goals, align on new initiatives, and learn new strategies for the upcoming year. It’s also a time for peers to network and interact, and for companies to solidify their culture. A NSM is that call to action before entering a new year- and it’s vital for it to be just as inspiring and engaging as it is informative.

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Sales Meeting Meeting Hiring Face-to-face 71

Keith Rosen

DECEMBER 1, 2020

Asking these questions keep your costly assumptions about each prospect at bay so you are making decisions based on the facts rather than fiction. Most importantly, these questions help get in your prospect’s head to determine if they understand your value proposition, key differentiators, and the likelihood of hiring you. 13 Questions to Uncover What The Prospect Really Thinks and Determine if They’re Worth Pursuing.

Opportunity 71

Opportunity Prospecting Hiring Vendor 71

LevelJump

DECEMBER 1, 2020

If you are in sales enablement, you know that marrying your measures directly to revenue outcomes is a never-ending challenge. It is the number one question we get asked on our client calls at LevelJump. Here we break it down for you in four steps that any enabler can follow to tie the two together.

Revenue 70

Revenue Sales Enablement How To Analysis 70

Keith Rosen

DECEMBER 1, 2020

When I ask senior leaders if they have a companywide adopted, universal definition of coaching, the answer is typically, “NO.” That’s why, when managers say they don’t have time to coach, it’s because most companies don’t define what coaching really is. Here’s what this conversation sounds like, and my universal definition of coaching you can adopt to start building a coaching culture.

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Coaching Company Conversion Sales Coaching 62

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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.

Follow-up

Sales Hacker

DECEMBER 1, 2020

If you missed episode 137, check it out here: Team Selling: A Comeback Story for 2021 with Trish Bertuzzi. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:01]. Who is Jake Sorofman and what is MetaCX?[2:00]. A career marketer’s advantage in growing holistic revenue [17:54].

Marketing 63

Marketing Scale Demand Generation Agencies Marketo 63

Close

DECEMBER 1, 2020

Sometimes it's hard to figure out if a sales candidate is actually qualified and not just skilled at interviewing. Here are questions and tactics you can use to discover if the candidate actually has what it takes to excel in sales.

How To 52

How To Hiring Sales 52

Appbuddy

DECEMBER 1, 2020

For many, 2020 has been one of the most challenging years ever, and that includes for email marketing. One upside is that innovation thrives during periods of disruption, and we’ve seen many examples this year. In this blog, we’ll review how this has reshaped email marketing—for the better! Authentication: The COVID-19 pandemic provided many new opportunities for fraudsters.

Scale 52

Scale Face-to-face Travel Channels 52

Selling Energy

DECEMBER 1, 2020

T he quality of your life is directly related to the quality of the questions you ask. So, I ask you, are you asking the right questions?

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Prospecting Relationals Sales 52

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

Retail

Selling Fearlessly

DECEMBER 1, 2020

A technology solutions enterprise is a company which provides IT system solutions associated with Information Technology (IT). The scope of the industry has got widened over time and now involves almost all types of industries. They offer different varieties of services like: Mostly, they will deal with educational organizations. These companies provide asking services to […].

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Nonprofit Company Enterprise Enterprise 44

Salesmate

DECEMBER 1, 2020

The post Integromat appeared first on Salesmate.

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Groove.co

DECEMBER 1, 2020

News of Salesforce’s record $5.42 billion Q3 Fiscal 2021 earnings on Tuesday was completely eclipsed by the announcement of its definitive agreement to acquire Slack for $27.7B. Not only was this Salesforce’s largest acquisition to date, the size of the deal also surprised many investors, which caused Salesforce’s shares to dip slightly in after-hours trading.

SalesForce 26

SalesForce Microsoft Face-to-face Enterprise 26

Hubspot Sales

DECEMBER 1, 2020

Of all the differences between selling in a remote organization and being a part of an office space, the challenges of complete and transparent communication are some of the few similarities that persist. The constant bouncing between video calls with prospects, customers, and teammates hour after hour means something is bound to fall through the cracks.

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Sales Meeting Meeting Case Study Scale 129

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