Highspot

SEPTEMBER 15, 2020

September 15, 2020 – London, UK – Highspot, the revenue enablement platform that makes every customer conversation count, today announced that Shift Technology, a provider of AI-native fraud detection and claims automation solutions for the global insurance industry, has selected Highspot to help launch its sales enablement efforts, and increase overall sales productivity in a heavily competitive and specialized market.

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Insurance Insurance Analytics Microsoft 52

The Pipeline

SEPTEMBER 15, 2020

By Tibor Shanto. I always say that time is fixed and the only nonrenewable resource, but with skill and will you can bend it a little. In the video below I share how to help patterns in activities to help the prospect ignore their own objection. Unless you are selling a pure commodity, this will help you get more prospects now, and buyers later. [link].

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Objections Video Resources Buyer 383

Sales Pro Central Submitted Articles

SEPTEMBER 15, 2020

Most sellers will tell you that creating conversations with prospects is critical to greater success in sales, but the dynamics of how to do it can be baffling. Unfortunately, when sellers seek to understand it better, they often find conflicting advice.

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Prospecting Conversion How To Sales 363

SBI Growth

SEPTEMBER 15, 2020

Most CEOs state that Customer Experience is a differentiator for competitive advantage. If perfected, it becomes difficult for the competition to fast follow. In addition, most leaders see a direct correlation with driving growth, profit, and valuation. Product and operational.

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Customer Leads Marketing Qualified Lead Marketing 272

Advertiser: ZoomInfo

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.

Sales Cycle

Jill Konrath

SEPTEMBER 15, 2020

If you're struggling in these challenging times, check out this video interview I did last week with Steve Richard, Founder of ExecVision.

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Video Sales 262

Partners in Excellence

SEPTEMBER 15, 2020

I found myself talking about a “Value Proposition.” It caused me to pause, thinking about the concept of a “Value Proposition” and whether it has meaning any more. Too often, the Value Proposition, is a sentence or two that we are trained to deliver at some point a conversation. To make sure our customers don’t miss it, we tend to say, “Our value proposition is…… ” When we remember the “script” and articulate our Value Proposition

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Face-to-face Retention B2B Customer 100

Zoominfo

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. (This could be you!) By monitoring key search terms using cookies, you can pinpoint specific online behaviors that signal an intent to make these purchases. For instance, if a company hires a new Chief Information Security Officer, an intent tool recognizes that one of their next moves might be to search for an integrative cybersecurity solutio

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Intent Data Buyer Intent Intent Buyer 100

Hubspot Sales

SEPTEMBER 15, 2020

As a sales rep, one of your main responsibilities is building credibility with your prospects so they trust you. Unfortunately, this is also one of the biggest hurdles reps face. In fact, 82% of B2B decision-makers think sales reps are unprepared. Being knowledgeable in your business/industry is an important factor in prospects purchasing decisions.

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Prospecting Decision Maker Hubspot Ideal Customer Profile 101

Pipeliner

SEPTEMBER 15, 2020

Software-as-a-Service (SaaS) companies have become one of the fastest-growing firms in the tech industry. These are the companies that provide some of the building blocks of internet connectivity and technology applications today. Like every industry, more people are starting to show an interest in running SaaS businesses. The business model is quite attractive, and there are several opportunities to scale — as long as people find your software useful.

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Churn Scale Government Sales Qualified Lead 96

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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

Hubspot Sales

SEPTEMBER 15, 2020

The sales QBR — or Quarterly Business Review — is one of the most straightforward, open forums for a salesperson to demonstrate their critical thinking and strategic planning skills to stand out from their fellow reps. Though it's generally considered a relatively routine process, it still warrants a lot of thought, effort, and planning. But what does that look like?

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How To Report Forecasting Hubspot 101

SBI

SEPTEMBER 15, 2020

New Allego 6 Platform Delivers All-in-One Solution to Make Virtual Teams More Successful. Needham, MA – Sept 15, 2020 –. Allego today unveiled Allego 6, the newest version of its market-leading learning and enablement platform, which features a modern user interface refresh that makes it easier than ever for distributed teams to quickly learn critical skills, find the right content at the moment it’s needed, and collaborate more effectively with their peers from anywhere in the world.

Distribution 87

Distribution Face-to-face Sales Enablement Coaching 87

KO Advantage Group

SEPTEMBER 15, 2020

The influencer vs. the decision maker. Do those two ever get confusing to you? Buyers can be liars. So how do you know which is which? Once you figure out who is who, then you have to decide who is the better person to pursue for a lead. B2B sales can be more complex than B2C in some aspects. Answering these questions can help you in your sales cycle.

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Decision Maker Influencer B2C Sales Cycle 87

Anthony Iannarino

SEPTEMBER 15, 2020

This post is sponsored by INBOUND2020. On September 22nd and 23rd, pick the brains of leaders like Bob Iger (CEO of Disney), Alicia Garza (Principal at Black Futures Lab), Sandy Carter (VP of Amazon Web Services), and Sasan Goodarzi (CEO of Intuit) and learn about how the Sales and Marketing landscapes are changing. INBOUND2020 is an immersive digital event hosted with love by HubSpot.

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Meeting Lead Rank Lead Scoring eBook 92

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

The Center for Sales Strategy

SEPTEMBER 15, 2020

“More than ever, future hires will come from within the company. In an increasingly tight talent market, organizations will rediscover the benefits of internal hiring and work to better understand how their employees want to learn and grow.” — 2020 Talent Magazine. Recruitment is all about finding and attracting the right employee to your company. But sometimes, the individual you need to fill a vacant position already works within your existing business structure.

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Benefit Hiring Trends Positioning 83

Crunchbase

SEPTEMBER 15, 2020

One day the sales team was collaborating in the office and meeting buyers out in the field, the next they were working from home and trying to connect effectively with other team members and prospects over Zoom. As the global pandemic changed the way everyone works, it’s also put new pressure on sales enablement leaders to be creative and nimble in leading their teams and achieving their enablement goals.

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Sales Enablement Sales Cycle Face-to-face Pivotal 81

Pipeliner

SEPTEMBER 15, 2020

When most people are shopping for a product of any kind, their first stop is to check online. They will not only look at the offerings from a couple of different companies, but they will also look at online reviews. Not only do they read them, but they trust them. In fact, many people trust these reviews as much as recommendations from their friends.

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Customer Incentives Incentive Engineering 80

Sell Courses Online

SEPTEMBER 15, 2020

The post Wix Membership Site: Why You Shouldn’t Use it? (Plus Alternatives) appeared first on Sell Courses Online. … Wix Membership Site: Why You Shouldn’t Use it? (Plus Alternatives) Read the Post. The post Wix Membership Site: Why You Shouldn’t Use it? (Plus Alternatives) appeared first on Sell Courses Online.

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Course Software Software 78

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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

Data

Pipeliner

SEPTEMBER 15, 2020

In this article, I would like to discuss a very fundamental quality for someone’s successful conduct in life—that of virtues. Perhaps more than other more average fields, you really need virtues in sales management. The bottom line: if you don’t clearly understand how a sales manager needs to be poised for the future, you reduce the chances of creating value and growth.

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Sales Management Hiring Biotechnology Call-back 75

Anthony Iannarino

SEPTEMBER 15, 2020

This week, we’re talking about all the ways you can prepare for a Q4 — yes, even in 2020. And one thing you can do for a more fulfilling fall this year: find actually-worthwhile professional development opportunities, even from the comfort of your couch. INBOUND2020 is an immersive, interactive digital experience uniting forward-focused professionals (like you!

Hiring 70

Hiring Face-to-face Discount Education 70

Sandler Training

SEPTEMBER 15, 2020

Mike Montague interviews Mark Hayward on How to Succeed at Having a Side Hustle. The post How to Succeed at a Side Hustle [PODCAST] appeared first on Sandler Training.

How To 70

How To Training Sales 70

KO Advantage Group

SEPTEMBER 15, 2020

The influencer vs. the decision maker. Do those two ever get confusing to you? Buyers can be liars. So how do you know which is which? Once you figure out who is who, then you have to decide who is the better person to pursue for a lead. B2B sales can be more complex than B2C in some aspects. Answering these questions can help you in your sales cycle.

Decision Maker 62

Decision Maker Influencer B2C Sales Cycle 62

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Allego

SEPTEMBER 15, 2020

Today we’re proud to introduce Allego 6, the newest version of our market-leading learning and enablement platform. The redesigned platform is an all-in-one solution that makes Allego’s powerful features for learning, content, collaboration, and coaching easier to harness so users can succeed rapidly and grow continuously throughout their professional journey.

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Collateral Analytics Distribution Face-to-face 62

Cincom Smart Selling

SEPTEMBER 15, 2020

Companies are beginning to pick up the pieces and reassemble themselves in anticipation of the post-pandemic recovery. We all know the world is now a different place than it was a year ago. While those differences will impact how we make, buy and sell things, the full nature of those differences are not yet fully understood. In an April 2020 IndustryWeek article titled, “ What Will Manufacturing’s New Normal Be after COVID-19?

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Trends System CRM Lead Rank 62

eGrabber

SEPTEMBER 15, 2020

Business insurance, also called as commercial insurance, covers a whole lot of industries including small businesses, retail, manufacturing, healthcare, wholesale, service industry and so on. This blog post will help business insurance companies & agents learn how they can use a lead extractor software to generate business insurance leads 20x faster.

Insurance 64

Insurance Insurance Leads Marketing Qualified Lead 64

Sandler Training

SEPTEMBER 15, 2020

As a young man obsessed with driving rapid sports cars (often far too rapidly,) I considered myself extremely fortunate to have my very own mechanic who would regularly tune my latest "beasts" to perfection. He was a genius, and to watch him go about his work - which was his obsession - was an honor and a privilege. He rarely lifted the hood (bonnet) until he was ready to perform his magic, but rather he just listened - not unlike the way a master piano-tuner listens.

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Sports Training Sales Management Strategy 68

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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Selling Power

SEPTEMBER 15, 2020

The sales professional’s virtual discovery call is more challenging than ever because customers’ needs are constantly changing as they respond to the pandemic. Moreover, uncovering these needs from a screen only adds to the difficulty. As a result, the virtual discovery call must become a precise instrument that sales professionals use to identify and uncover these challenges and determine if their product or service is a fit and can deliver value for customers.

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Opportunity Customer Sales Prospecting 63

Selling Energy

SEPTEMBER 15, 2020

When you find yourself in a new company or a new sales territory, the first thing you have to do is build rapport. Make sure people know who you are and what you specialize in.

Territories 52

Territories Company Sales Sales Process 52

Appbuddy

SEPTEMBER 15, 2020

Have you ever listened to your email campaign, like really, truly listened? If you haven’t, try to do that right now. It needs to tell you things. Surely your email service provider (ESP) tells you basic information like how many emails you sent, how many were delivered, how many bounced (maybe even whether the bound was hard or soft), and how many people opened them when they arrived.

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Campaigns Everest Remedy Email Marketing 52