Wed.Sep 11, 2019

9 Shrewd Negotiation Tips Proven to Close More Deals

Sales Hacker

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked.

Critical Thinking and Problem Solving: Do This First in Sales!


Has this ever happened to you? critical thinking critical thinking in sales Critical Thinking and Problem Solving

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How CEOs Can Shape an Agile Annual Plan to Make the Number

Sales Benchmark Index

Is all of your hard work, team offsite meetings, and weeks of collaboration leaving you with a rigid annual plan that looks too much the one from last year? No CEO wants to shape a plan that is too stiff to.

Eight Things Your Customers, Employees, and Loved Ones Have in Common

The Sales Heretic

Your customers are exactly like your employees. And both of them are exactly like the people in your life you love most. In one critically important way: They have the exact same emotional needs. They all want to feel valued and valuable. That means they want to feel: 1. Understood 2. Appreciated 3.

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

When Your Buyers are Stuck, Less is More

Alice Heiman

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More Trending

For Sales Leaders Only: Top Tips for a World-Class Pipeline Review

It’s Monday morning, and that can only mean one thing – it’s time for your pipeline review. Your team shuffles in reluctantly, yawning, coffee in hand. . Within minutes, most of them are on their laptops or phones, zoned out and waiting to update you on their deals.

Advice for People Who Are Young and in Sales

Anthony Iannarino

My first job in sales was cold calling for a national charity when I was fifteen years old. When I was eighteen, I joined my family’s business and was required to sell B2B with no training, and with hair past my shoulders.

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Don’t Have the Energy to Leave a Toxic Boss? Why You’d Better

No More Cold Calling

A bad boss is bad for your health. We’ve all heard stories about toxic bosses, and many of us have had one. But I never realized the impact bad managers can have on our health—for example, that it could make us “60% more likely to suffer a heart attack, stroke, or other life-threatening cardiac condition.” Yep, that’s what one study showed. And there are other startling ramifications. For once, I’m at a loss for words, but I bet you’re not.

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4 Fascinating Sales Research Studies You Should Know By Heart

Keep reading to check out some of these sales research studies that will help you gain some insights into what makes a successful sales team.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

5 Smarter Ways to Build a Sales Pipeline


Your sales pipeline is the fuel line that powers your sales process and turns leads into revenue. A pipeline typically consists of stages that sales prospects advance through as they become a customer. Beginning with […].

Working Through Objections with Stop Drop and Roll


Working Through Objections. Let’s take a quick trip down memory lane… when you were very young you learned what to do if your clothes caught on fire… Say it with me…Stop, Drop and Roll….

Talk to Your Clients! Fostering Communication Through Service-Level Agreements

The Center for Sales Strategy

We know it’s extremely important to maintain open and regular communication with clients. Each team should be consistently tracking their efforts and goals and addressing any concerns along the way.

Why Don’t They Just Say “No?”

Anne Miller

How often does this happen? You did your due diligence, you had a series of great meetings, your presentation went well, the prospect seemed enthusiastic and then—radio silence. You call, you write, you email, you text, you call again—and still nothing.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Campaign Attribution Models


Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. Think of your attribution model as a map of sorts.

Is Your First Impression Advancing the Sale?

Selling Power

Here’s how to make a great first impression with customers and advance the sale to the next stage. Selling Skills

How to sell even when you're awkward and introverted

Sales managers often expect their reps to have the charisma of Don Draper. They want you to be suave, they want you to be proactive, and they want you to have a certain way with clients.

Is Social Sensitivity a Trait of Top Sales Professionals?

Janek Performance Group

There’s quite a few key personality and emotional intelligence traits we talk about being important to those in sales careers.

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The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Move the Deal Episode 12: Growth for Both: Balancing Direct and Channel Sales with Michael DeRosa

Miller Heiman Group

In the latest episode of Move the Deal , host Greg Moore talks with Michael DeRosa, director of professional development at Travelers Insurance. With a distinguished career in the world in learning and development, DeRosa has a passion for training sellers to be their best.

Web Design Mistakes that Can Ruin Your Ecommerce Store


Your web design can make or break your e-commerce store. Designed your store the right way , and it can help you set a good first impression to your website visitors, build trust with your potential customers, and lets you stand out from competitors.

How Stand-Out Channel Marketing Content Empowers Partners and Boosts Revenue


A new sales world needs new strategies. An always-connected, information-laden world has completely changed the sales process. Consumers now lead their own purchasing journeys.

Power of Service Creates Customer Loyalty in Sales


About SalesPOP! Sales Expert Chris Widener: Chris Widener is an American author and motivational speaker. Widener has written several books on motivation and business. He is named one of the top 50 speakers in the world and he is also a part of. Magazine’s Top 100 Leadership Speakers.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Campaign Attribution Models


Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. Think of your attribution model as a map of sorts.

5 Things Field Teams Can Learn from Online Marketing


As much of marketing moves online, businesses consistently ask themselves how they can translate their once-offline marketing techniques to an online world.

7 Keys to Successful Selling for Intermediate Salespeople

Marc Wayshak

Does successful selling seem like a mystery to you? Check out these 7 keys to successful selling for intermediate salespeople who want to break into the top ranks of their industry. The post 7 Keys to Successful Selling for Intermediate Salespeople appeared first on Sales Speaker Marc Wayshak.

The Top 5 Sources to Help You Find New Sales Leads

criteria for success

Finding new sales leads leads can be one of the most frustrating parts of a job in sales. Many salespeople feel confident closing new business, but can’t find or nurture leads well enough to develop a steady pipeline of new opportunities.

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How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Take Responsibility for the Quality of Your Communication

Selling Energy

Communication is so vital to success, whether you’re guiding your prospect through the project or communicating with them regularly to make sure they’re in the loop. communication

Buying Is About The Customer Achieving Better Outcomes

Partners in Excellence

I was reading a LinkedIn discussion thread, it started with a premise that people love to buy stuff. I’m not sure that’s true, at least in B2B. But Bob Apollo and Scott Santucci started a great sub-discussion. I wanted to expand on this.



Selling has fundamentally changed, yet few understand what this change means. Many agree that the act of selling is different today than it was in the past. They cite factors like technology, pace, and complexity when articulating how the profession has evolved.

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