No More Cold Calling

APRIL 29, 2019

Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m not. We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B customers are just louder about it. Everyone complains about their cell phone providers, their utilities companies, and their myriad of unpleasant shopping experiences.

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Referrals B2B Sales Qualified Lead Cold Calling 261

SBI Growth

APRIL 29, 2019

According to SBI research, HR leaders and their teams spend 8x more time creating, implementing, and administering onboarding programs compared to offboarding programs. Onboarding programs are no doubt essential to an employee’s ramp time and continued success at the company.

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Research Company Construction Survey 196

Julie Hanson

APRIL 29, 2019

You can prepare for a customer meeting until you’re blue in the face, but eventually you will be confronted with something you did not anticipate. Whether it’s a change in the customer’s priorities, personnel, or timing, unanticipated questions or objections, the unexpected can bring the conversation – and the sale — to a screeching halt. Fortunately, the wonderful art of Improv offers many techniques for dealing with the unknown that are as effective on stage as they are in real life.

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Face-to-face Sports Pivotal Objections 119

InsideSales.com

APRIL 29, 2019

Tired of your usual morning routine before going to work? Start your day right and be more productive and motivated at work by following these tips. Read on to find out more. RELATED: Efficient Time Management For Maximizing Sales Productivity In this article: Extremely Productive People Start Their Day with an Activity That Contributes to Their […].

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Motivation How To Maximizer Relationals 104

Advertiser: ZoomInfo

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.

Intent Data

Partners in Excellence

APRIL 29, 2019

For the sales enablement professionals reading this, this is not about you, though you might think it is! When you strip away everything else, the job of sales managers is really about enablement—that is doing everything they can to enable their people to perform at the highest levels possible, to achieve their goals, and to develop to achieve their full potential.

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Sales Management Hiring Sales Enablement Customer Service 91

The Center for Sales Strategy

APRIL 29, 2019

This is the fourth post in a series, "How to Get the Most Out of Your Sales Team." Check out other posts in this series - linked at the bottom of this blog post. I'm back again with the "How to Get the Most Out of Your Sales Team" series, and this week, I'm talking about investing in your people. I realize that's not an "Exciting! Rah-Rah! Go Team!" sales contest-type of way, but it's important.

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How To Motivation Video Examples 84

CloserIQ

APRIL 29, 2019

Lead generation has changed a lot in recent years. It’s typical for B2B buyers to go through 70% of the decision-making process without ever speaking to a sales representative. For sales representatives, that means it’s critical to use a diverse array of techniques to generate sales. Much has changed in lead generation in recent years, but one thing remains constant: Generating leads is critical for success as a sales professional.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 86

Anthony Iannarino

APRIL 29, 2019

Here is a list of 10 questions you can use to setup an effective sales week. Which of your dream clients are you going to pursue for a meeting this week, and what value are you going to trade for their time that increases the likelihood of a getting a “yes” to your request? With which of your prospective clients do you need to follow up on a past meeting or conversation where there was no real next step established ?

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Lead Rank Lead Scoring Call-back Follow-up 82

SBI

APRIL 29, 2019

Revegy Enhances User Interface to Improve Navigation and Productivity. Software’s new look better allows users to map the people, priorities and progress of key accounts. With large enterprise clients top of mind, Revegy used the UI design to streamline workflows, eliminate clicks and strategically leverage color to simplify work for distributed teams that manage complex client relationships and goals.

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Hiring SAP Enterprise Enterprise 77

Advertisement

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.

Sales

Go for No!

APRIL 29, 2019

Do you hate looking salesy but can’t figure out how to ask for the appointment, the order, or close the sale, the “right way?” Let’s call this, the “big ask.” Everything else in the sale from the very beginning, are all the easy qualifying questions and information gathering. Different from the big ask. But before we get to that, let’s start with a mindset shift before we talk about changing how you ask.

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Sales Qualified Lead Course Up-Sell Coaching 76

Nimble - Sales

APRIL 29, 2019

In this webinar, Nimble CEO Jon Ferrara discusses how to increase sales with Keenan, CEO and President of A Sales Guy Inc. and author of the book, Gap Selling. Keenan uses his extensive sales experience to inspire and educate sales leadership around the globe on how to achieve their goals. What is Gap Selling? When people […]. The post How to Get Your Customers to Say Yes with Gap Selling appeared first on Nimble Blog.

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Customer How To Webinar Metrics Education 79

Xactly

APRIL 29, 2019

It's not always easy to praise employees in ways that will leave lasting impressions. To help, here are some positive feedback examples to improve your employee management.

Positioning 79

Positioning Examples Sales Sales Coaching 79

SalesforLife

APRIL 29, 2019

We were recently working with a customer who had assigned global, strategic accounts to their sales team. This customer doesn’t need to re-select accounts, or use high social proximity and relationship strengthening to find new accounts. They already knew who they wanted to target. Their challenge was that they wanted to reprioritize those accounts to look for competitive advantages that would help them increase results.

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Competition Account Decision Maker How To 74

Advertiser: ZoomInfo

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

Lead Qualification

KO Advantage Group

APRIL 29, 2019

People ask me what’s the best way to build a service-based company to generate more dough. Well, let me tell you something about the business building pyramid--the foolproof way of starting your business from the ground up, fast. The problem with many budding entrepreneurs is they focus all of their time, resources, and energy at the lowest point, such as the free webinars or downloads of your content.

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B2C Webinar Metrics Energy Promotion 72

Sales Hacker

APRIL 29, 2019

It took me several years in sales and operations to learn that revenue operations (ops) is broken everywhere. My first two sales jobs were with companies that struggled to deal with seemingly simple operational issues. Things like clean account data, lead routing, and smooth CPQ processes seemed like table-stakes, but they were total messes. As I spent more time in sales and my network grew, friends from other companies complained about the same issues.

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Outsourcing Services SalesForce Face-to-face Sales Operations 70

Keith Rosen

APRIL 29, 2019

This was a fun interview I did for the radio show, the Albuquerque Business Podcast. Every interview is never the same! I looking forward to your feedback! Here’s what we covered in this interview: How do you get comfortable about out of your comfort zone. Why most managers can’t coach. The importance of being present and managing your emotional state.

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Coaching Sales Leadership Sales Customer 59

Bigtincan

APRIL 29, 2019

Today, implementing sales enablement is indispensable because buyers expect their commercial interactions to mirror their day-to-day, personal experiences in today’s digital and mobile universe. The proliferation of digital — and in particular, mobile devices — has turned the buyer/seller relationship inside out. Cisco estimates that the number of connected devices worldwide will reach 50 billion […].

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Buyer Sales Enablement Sales 52

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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.

Intent Data

Sandler Training

APRIL 29, 2019

Prajwal Gadtaula, Founder of Business Brainz, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at doing enterprise-level account research and pre-call planning. Get the best practices collected from around the world. Listen Time: 22 Minutes.

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Enterprise Enterprise Research Account 52

Funnel Clarity

APRIL 29, 2019

A recent survey reveals that remote workers in the US has grown by 140% since 2005. This should come as no surprise, as advancements in technology have enabled sellers to essentially perform every work duty from the palm of their hands. With companies touting results like an increase in worker productivity, efficiency, morale and a reduction in overhead costs, it’s no wonder more and more organizations are adopting a remote work policy.

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Sales Coaching Policies Account Coaching 51

Smart Calling

APRIL 29, 2019

Sales situations are around us every day, and we can learn lessons from them when we look for them. Here’s Art’s story of how he was on a jury, and helped one dissenting juror finally come to the conclusion that was very obvious to everyone else. Listen Here. The post How Art Sold the Jury and Found the Guy Guilty appeared first on Smart Calling Blog.

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Sales 51

Close

APRIL 29, 2019

Just a few weeks ago, we announced our rebrand as Close and shared the news that we purchased the close.com domain name.

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Follow-up Closing Sales 52

Advertiser: ZoomInfo

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.

Vendor

Sales Hacker

APRIL 29, 2019

This week on the Sales Hacker podcast, we speak with Travis Huff, Director of B2B Sales at Wayfair. He discusses how Wayfair transforms spaces to mimic company culture. He dives into how he effectively trains sales coaches and how his sales team is able to take a piece of advice (sometimes 500 pieces of advice) and execute it. Tune in for this week’s episode.

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Top of Funnel How To Coaching Lead Rank 45

MJ Hoffman

APRIL 29, 2019

Customer Success Managers are responsible for managing many different accounts and customer relationships with varying levels of detail. With so many moving parts it can be hard to recognize when one of your customers is not aligned with your product or guidance. Ideally, none of your customers want to leave, and the work you do provides them with value and success.

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Customer Churn Vendor ACT 45

Selling Energy

APRIL 29, 2019

In the 21 st century the average workday has shifted considerably. People are spending less time outdoors and more time interacting with screens rather than human beings. At the same time, constant upgrades to our technology are altering work demands. There’s more to do because it’s easier to do, and as a result our tendency toward distraction is intensifying.

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CommercialTribe

APRIL 29, 2019

Q2 is an important time to take stock on your plan for the year. With Q1 in the books, there’s a data set you can look at objectively to understand whether or not the adjustments you made going into the new year are working. If not, you need to pivot now, because tweaking in the second half of the year is too late. We just completed a series of 2019 QBRs with customers who have been using our product, Coach, for about 90 days.

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Top of Funnel Customer ROI Coaching 40

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

Selling Essentials RapidLearning Center

APRIL 29, 2019

In the old days, performance management was mostly about ensuring that everyone did the job that was assigned to them. Goodbye to all that. In the modern workplace, roles and tasks change on a dime. And a McKinsey study found that the ability to shift gears – agility – is perhaps the most critical factor in high performance. Managing agility is a challenge, however.

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Face-to-face Lead Rank Lead Scoring Vendor 40

criteria for success

APRIL 29, 2019

Hope you had a great weekend, Let's Talk Sales listeners! We have a very special episode in store for you today. Throughout the month of April, we’ve been writing and talking about hiring and sharing best practices to help you make better hires. Be sure to check out the CFS blog for more information! And [ ] The post Let’s Talk Sales! Enabling Buying in a World of Selling – Episode 147 appeared first on Criteria for Success.

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Hiring Sales Enablement eBook Twitter 40

G2Crowd - Sales Blog

APRIL 29, 2019

Every closed-won deal starts somewhere.

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How To Closing Sales 51