Thu.Mar 15, 2018

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Is Technology Tanking Your Lead Generation System?

No More Cold Calling

Remember, prospecting is all about people. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Not in your personal life, and certainly not in your lead generation system. B2B selling is all about relationships. Digital technology certainly helps facilitate conversations, but when it comes to relationship-building, technology can also be a hindrance, a distraction, and a crutch.

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Don’t Push Your Luck: Guessing Email Addresses Just Ain’t Worth It

DiscoverOrg Sales

Prospecting is tough. There are a handful of components of cold email outreach, and each one is absolutely necessary to be successful. It’s hard enough to write an eye-catching message. Sending that email at a time when the prospect will read it, and respond to it – that’s really hard, too. Not to mention there’s a significant time commitment in identifying the person you want to email and mapping out their organization.

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How to Get Accurate B2B Data to Build Sales Pipeline and Grow Your Business

SBI

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Derek Slayton , Global Leader & GM of Sales & Marketing Solutions of Dun & Bradstreet. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

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B2B Blog Post Round-Up: Content, Prospect Expectations & More

Zoominfo

Welcome to our seventh installment in our series of B2B blog post round-ups. If you’re not familiar with the ZoomInfo blog, these monthly round-ups feature blog posts, articles, and guides the ZoomInfo team has contributed to outside publications. This month’s round-up features topics like content marketing, managing prospect expectations, lead generation, and more.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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A 5-Minute Summary Of "The Challenger Sale" Book Your Boss Told You To Read

Hubspot Sales

These days, almost every new hire in sales is told to read " The Challenger Sale.". It's a great book based off one of the largest studies ever done in sales. Problem is, when you're learning how to sell on the job with a giant quota hovering over your head. you don't have any time to read. Download more free summaries of top sales books here. That's why this post is a five-minute review of the Challenger Sales Approach.

More Trending

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You’re Overlooking a Surprising Way to Qualify Leads in 2018

Hubspot Sales

We’ve all been through the same sales training and coached on the same sales playbook. When it comes to qualifying high-potential sales opportunities, salespeople look for: Senior decision-maker involvement. Buying authority. Customer consensus. Approved budget. A clearly articulated need. However, in a world where customers learn far more on the their own and progress further along a purchase path before reaching out to reps, yesterday’s winning playbook is today’s losing recipe.

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How to Know if You’re in the Right Job

The Center for Sales Strategy

Recently I read an article by James Altucher, author of The Power of No in which he explained, “I’m going to be dead for about 9 or 10 trillion years. And only alive for the next 40 or so.” Pretty depressing stuff there, Mr. Altucher, but actually a little inspiring too. It puts things into perspective, right? We have a short window of time to make our mark on this world while at the same time, finding happiness.

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What Is an Account Executive (And Do You Need One)?

Hubspot Sales

What is an Account Executive? An account executive supports existing client accounts. Traditional sales representatives sell a product or service to clients and then hand those accounts off to customer service teams or account executives. It’s the AE’s job to manage, grow, and renew those accounts. “Account executive” often means different things to different people.

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An Answer to a Timeless Question; Does My Training and Learning Program Stick? And FREE eBook

Shari Levitin

Well, the truth is most training programs don’t. According to research, training effectiveness depends on how it’s done. It’s not what you know that matters, it’s what you do with what you know. A few things to consider. The post An Answer to a Timeless Question; Does My Training and Learning Program Stick? And FREE eBook appeared first on SHARI LEVITIN.

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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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5 Trends in Sales, As Heard at Rainmaker

SalesLoft

With over 44 session and 74 speakers, this year’s Rainmaker was bigger than ever. Despite the size and the diversity of sessions, we heard a few common themes. Even in our increasingly automated world, each of these trends has a decidedly human focus. 1. Pay attention to what your customer really cares about. In sales, we need to remember to focus on the “why.

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Why Companies are Transitioning from Traditional Training to Enablement and Readiness

Mindtickle

More and more companies are transitioning from traditional training methods like classroom training and webinars. They’re recognizing the need for a change and transitioning from traditional training to sales enablement and readiness instead. According to CSO Insights, 59.2% of surveyed companies currently have a sales enablement program. Another 8.5% plan to start one this year.

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ClickFunnels Review 2018: In-Depth and Brutally Honest

Sell Courses Online

The post ClickFunnels Review 2018: In-Depth and Brutally Honest appeared first on Sell Courses Online. ClickFunnels Review Summary ClickFunnels is an online platform that allows you to create more than just sales pages and landing pages, it lets you build end to end sales funnels. ClickFunnels is one of the most popular online marketing solutions and is used by entrepreneurs in various niches.

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Why Companies are Transitioning from Traditional Training to Enablement and Readiness

Mindtickle

More and more companies are transitioning from traditional training methods like classroom training and webinars. They’re recognizing the need for a change and transitioning from traditional training to sales enablement and readiness instead. According to CSO Insights, 59.2% of surveyed companies currently have a sales enablement program. Another 8.5% plan to start one this year.

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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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Don’t Plan, Learn by Doing

Engage Selling

Last year, I was at an extended leadership team meeting for one of my best clients. We introduced a quick concept to his sales managers around account management and proper account planning.

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Have You Heard of PRM? You Will Now – Allbound is Taking Off

Allbound

Hello from Allbound! These are exciting times for us and I wanted to share our recent news with our loyal subscribers. I joined Allbound last quarter to prepare the company for rapid growth as we are scaling at an extremely rapid pace. Allbound tripled Annual Recurring Revenue (ARR) in 2017, with well over 100 customers now, and we are on pace to have a record Q1 in 2018.

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Why Upselling and Cross-selling is vital to B2B Sales Success in 2018

Artesian Solutions

Upselling and cross-selling is about to get a whole lot more important for your business. Why? Because something called the GDPR is coming into force very soon, and it’s going to change the face of B2B sales as we know it. Selling to existing customers has always been one of the most effective, and easiest, ways to increase your revenue and profitability.

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Have You Heard of PRM? You Will Now – Allbound is Taking Off

Allbound

Hello from Allbound! These are exciting times for us and I wanted to share our recent news with our loyal subscribers. I joined Allbound last quarter to prepare the company for rapid growth as we are scaling at an extremely rapid pace. Allbound tripled Annual Recurring Revenue (ARR) in 2017, with well over 100 customers now, and we are on pace to have a record Q1 in 2018.

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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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SalesPOP! Top Contributor Spotlight: Janice Mars

Pipeliner

On what she loves about SalesPOP! and sales, the importance of asking the right questions, on reaching executives early in the sales cycle, seeing through the customer’s eyes, and the most important sales challenge of 2018. Janice Mars is a top contributor on SalesPOP! and truly enjoys it. “Your audience is very similar to mine – sales executives, sales managers and salespeople who strive to improve their craft to be the best they can be,” she says.

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Hyper-Connected Selling Idea #41

Hyper-Connected Selling

The post Hyper-Connected Selling Idea #41 appeared first on David J.P. Fisher.

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TSE 792: How To Deal With That Annoying Co-Worker On Your Team

Sales Evangelist

Your job is hard enough without an annoying coworker distracting you from your work. In today’s episode of The Sales Evangelist, we discuss how to handle an annoying coworker when you’re simply trying to find new prospects, close more deals, and build more value. Every sales team, no matter what you sell, has dealt with […] The post TSE 792: How To Deal With That Annoying Co-Worker On Your Team appeared first on The Sales Evangelist.

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“Why Evolve?”: Researching the Best Upselling Techniques

Corporate Visions

If our recent research reveals one big truth about marketing or sales, it’s that your messaging and skills training can’t be monolithic, a one-size-fits-all thing. Different situations across the B2B decision-making process demand different messages and different selling skills. Because the upselling techniques and concepts that might work beautifully in a given situation could fail spectacularly in another.

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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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TSE 793: The Power of Selling With Charisma

Sales Evangelist

Sales professionals rely on communication but many don’t realize how powerful nonverbal communication truly is. On today’s episode of The Sales Evangelist, we talk to Tom Payne about the power of charisma and how we can use it to prospect and sell more effectively. Charisma consists of both verbal and nonverbal communication. Power of charisma […] The post TSE 793: The Power of Selling With Charisma appeared first on The Sales Evangelist.

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Panel Discussion: Prospecting Strategies for Sales

Pipeliner

How important is sales prospecting? Well, without it you’re not going to have any sales in the pipeline. In today’s digital world, a lot of prospecting is conducted through social media and inbound methods. Many of the old rules are still in force, though, even if applied in new ways. Three sales experts provide practical advice and insights on how to focus your prospecting efforts in this panel discussion featuring Barbara Giamanco, Kurt Shaver & Donald Kelly – hosted by John Golden.

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TSE 794: Sales From The Street-“Don’t Be So Jealous, Bro”

Sales Evangelist

Sales professionals don’t like to admit it, but we’ve all felt jealous. When one member of the team is killing it while we struggle to close, resentment creeps in; the kind of resentment that sabotages the team. We have a tendency to compare ourselves against other people, and our managers do it to us as […] The post TSE 794: Sales From The Street-“Don’t Be So Jealous, Bro” appeared first on The Sales Evangelist.

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Sales Training for the 21st Century

Pipeliner

Sales. It’s right at the center of a company’s revenue strategy. Without sales, revenue doesn’t happen at all. With the right sales team and the right strategy–and of course the right product or service–it’s a rocket ride right out through the top. But what comes before all that? You guessed it: sales training. Join us in this ebook as some of the world’s top sales experts weigh in on this incredibly important topic.

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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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Disqualify Leads To Increase Your Closing Percentage

Sales Gravy

I used to be one of those discouraged sales reps until I learned about disqualifying prospects rather than qualifying them. Let me ask you a question: Do all of your leads end up buying? Of course not.

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Follow-Up versus Follow-Through – by Scott Zimmerman & Dr. Tony Alessandra

Selling Fearlessly

What is your “follow-up reputation” in your business? Is it ‘always and promptly’? Or, is it ‘usually fairly timely’? Or, could it be ‘doubtful it will get done’? The highest performers keep their promises and exceed the expectations of their prospects and clients. Be a bear about this one. It isn’t a task to be […].

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After Inbound, What Comes Next?

Sales Gravy

After inbound produces the lead, then what? Let?s assume inbound drives enough leads to you that you should be able to generate the revenue, then what?

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