Wed.Jun 01, 2016

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The Challenger Customer: A Q&A With Matt Dixon

Sales and Marketing Management

Issue Date: 2016-06-02. Author: Tim Sanders. Teaser: In a two-part Q&A, Tim Sanders, author of “Dealstorming,” interviews Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.” In a two-part Q&A, Tim Sanders, author of “Dealstorming,” interviews Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.

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Today Is the Day

The Pipeline

Join us today at 2:00 PM ET – 11:00 AM PT. Learn firsthand how Arctic Wolf Networks Increased Revenue with Sales Acceleration Technology and a Proactive Approach to Converting More Conversations to Opportunities. A step by step look at the tools, strategies and methodologies used to achieve a 200% increase in appointments. In this webinar you will learn how to: Align strategy and technology.

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Sales, the Unproductive Workforce and Summer - Part 1

Increase Sales

Summer is unofficially here. For many SMBs this time of year is when lackluster sales and an unproductive workforce are potentially even more noticeable. Employees are thinking “What a great day, I’d rather be any place but here selling” or “Boy, the fairways are calling me” or “Vacation is just 4 weeks away!” Credit www.picjumbo.com.

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Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

Sales Training Investment. It is also not about the elapsed time since you last did it. The strategic “it” in this case is the decision about whether you should make an investment in sales training. If you traveled back in time and drop in on some of the conversations about sales training, you might hear: “We are not knocking the ball out of the park but things are okay plus we have a lot of other things going on so let’s think about that sales training thing next year” or “We just did some t

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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There Is Only One Answer

Partners in Excellence

I get emails everyday from people seeking answers. Likewise, I read dozens of articles from people purporting to have the answers. The questions cover hundreds of areas: How do I get a person to answer the phone? How do I get a meeting? How do I differentiate my solutions from the competition? What’s my/our value proposition? How do I make sure I’m dealing with the right decisionmaker?

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The Sales Coaching Best Practices Series in Review

The Brooks Group

Over the past month we’ve highlighted each of the 5 high-gain coaching activities that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels. While coaching is widely considered to have the greatest impact on sales effectiveness, formal strategies tend to be poorly executed or non-existent, according to the Sales Managemen

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TSE 324: Sales From The Street-“Coaching”

Sales Evangelist

Today, I’m going to talk to you about sales coaching, specifically how sales managers.And here are the common questions I have come across. Should a sales manager sell? Or should he/she be a manager/coach? Should you hire your top rep to become your sales manager? Many companies hire a coach but what I noticed to […] The post TSE 324: Sales From The Street-“Coaching” appeared first on The Sales Evangelist.

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Top 10 Best Sales Books

Klozers

One of the most common questions we receive in our Sales Workshops is “What are the Best Sales Books I should be reading?” We probably buy and read around one book a month, so we have lots and lots of books here. We do this because we are big advocates of Personal and Professional Development and reading is one of the easiest and best forms of personal development, and books are within the budget of everyone.

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TSE 325: How To Improve Your Social Media Sales Skills

Sales Evangelist

How are you using social media to grow your sales? Are you even using social media to sell? But is it appropriate to sell on social media in the first place? I’m bringing in Marty McDonald as he shares great, meaty insights into using social media as part of your sales process and how it’s […] The post TSE 325: How To Improve Your Social Media Sales Skills appeared first on The Sales Evangelist.

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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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Getting Customers Interested in What You Sell

Sales Excellence

Many years ago I learned the hard way that customers don’t really want to buy anything. They don’t have any interest in the products and services that we sell, so trying to find customers that want our products or services is a losing battle. Instead, we need to find a customer who has an interest in attaining the business outcomes that can be achieved using our products and services.

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TSE 326: Improving Your Personal Sales Hustle One Vending Machine at a Time

Sales Evangelist

Wouldn’t you want to create a lifestyle where you get to earn passive income so you still have the ability to do other things? Today’s guest, Matt Miller, has done exactly just that and you too can learn how to make this happen in your life. Matt Miller is the owner and president of School […] The post TSE 326: Improving Your Personal Sales Hustle One Vending Machine at a Time appeared first on The Sales Evangelist.

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