Thu.Feb 14, 2019

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Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Let’s face it; prospecting isn’t the most fun part of selling. However, it is a crucial part of finding potential buyers, developing relationships with them, and closing deals. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem.

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What Kind Of Valentine Are You?

Pipeliner

As you get ready to celebrate Valentine’s Day, here is a fun piece where you can decide what kind of a Valentine are you when it comes to sales? Gas station Charmer: . Are you the one screeching into the gas station late on Valentine’s eve grabbing some tired roses and a cheesy, dog-eared Valentine’s card. All guaranteed to make your other half feel an after-thought and an obligation to be joylessly fulfilled.

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How one company’s disciplined, targeted approach to demand generation delivered big results

Mereo

All leadership says the same thing to their salespeople: “We want you to be successful.” Because when salespeople are successful, a company realizes that success through predictable revenue streams and increased profits. Leaders want to help their salespeople achieve goals but many leaders either don’t invest enough time up front or they don’t know how to do so in a manner that will pave the way for the most success.

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Salespeople Make This Mistake - The Dumb Question I Was Asked in a Hotel Restaurant

Understanding the Sales Force

I pulled up to the entrance of the Doubletree Hotel, greeted Chris, and we walked into the hotel restaurant. As we approached the table, a well-meaning server asked, are you an Honors member? I said, "yes.".

Hotels 218
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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How to Reap the Rewards of Talent Programs and Ensure Tangible ROI

SBI Growth

HR leaders work for months creating Talent Programs that target sales and marketing employees. There is substantial pressure on making sure that the spend is worth the efforts. The programs have been meticulously created, the work has been done and.

ROI 177

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What Inclusivity on a Sales Team Feels Like

Women Sales Pros

Here is a great video made by Boston technology company, Hubspot on sales culture (and company culture) If your company has a great sales culture, and you are hiring for diversity and inclusion, why not talk about it on your website? It could make the difference between someone applying and not. Share your company values, in your employees and leaders’ own words.

Hiring 100
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Tricks of the trade: How UJET’s Alex Palomino gets the highest open rates and the most responses – while sending the fewest emails on her team

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Alexandra Palomino, Sales Development Representative at San Francisco-based customer support provider UJET. The post Tricks of the trade: How UJET’s Alex Palomino gets the highest open rates and the most responses – while sending the fewest emails on her team appeared first on Predictable Revenue.

Revenue 85
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Selling Techniques for Getting that First Appointment

The Center for Sales Strategy

You called. Left a message. "Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you. Maybe you just haven't given them a compelling enough reason to call you back. If you want people to call you back, you need to give them a reason. If the reason you are providing is something along the lines of, "I have a really great idea to share with you," then you sound just like the other 25 calls they've received.

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VIDEO: 3 Effective Ways to Shift the Conversation from You to Value

SalesLatitude

A wise executive once said that value is in the eye of the beholder. Unfortunately, very few sales people can effectively differentiate themselves as valuable to their customers during the selling process. And that’s according to their customers. We all know that 60% of the buying process happens before the seller gets involved. But if you’re not providing value once they get to you, then you’ve got a serious problem.

Video 73
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Five Things Sales and Marketing Can Agree On. Finally!

Mobile Locker

The battle between sales and marketing is legendary, playing out in organizations across the globe. Sales enablement is a proven way to bring the two together. Here are five things your sales and marketing teams will be able to align on once you implement a sales enablement program. Priorities Sales enablement provides the data needed […]. The post Five Things Sales and Marketing Can Agree On.

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How to Build a Community of Micro-Influencers to Build Your Business

Nimble - Sales

Source Everybody talks about the big influencers in building a brand these days — but what about finding micro-influencers who are more cost effective and drive engagement rates? In this webinar, Nimble CEO Jon Ferrara welcomes Heather Dopson, Community Builder at GoDaddy and a trusted advisor to thousands of small businesses the web hosting company […].

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For the Love of Sales – Be a Mentor!

SalesLoft

Guest post by Sahil Mansuri, CEO and Co-founder of Bravado. Did you know that your job is one of the best-kept secrets in the 21st century? Sure you did. Why not pay it forward? For the love of sales, be a sales mentor! Sales professionals have one of the highest paying jobs in the United States. Anybody with a good work ethic can be successful in sales.

Hiring 65
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Is Consumerism past its use-by-date?

Sue Barrett

This is a very interesting, perplexing and vexing question which is now being discussed at all levels of society. This question is not only an economic and business question but, increasingly, a moral question challenging the very nature of how we make a living, how we make money and how we function as communities, economies […]. The post Is Consumerism past its use-by-date?

Sales 61
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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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Before Sales Outsourcing, Stop and Think About These 4 Things

LeadFuze

What exactly is sales outsourcing? Sales outsourcing is when you purchase sales functions (lead generation, cold calling , etc.) outside of your own in-house sales department to help promote your company’s products or services. Sales outsourcing has been at the center of sales management debates for over a decade now. Many companies prefer to be in “full control” and are hesitant to trust third-parties to operate crucial parts of their pipeline.

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6 Reasons You Need a Podcast

Leading Results Rambings

Podcasts aren’t easy – you need more than a $15 microphone and the audio recording app on your phone. Creating good podcasts and utilizing them to benefit your business requires planning, learning some new technology, social media and content creation skills, and a strong knowledge of your buyer personas. Podcasting is hard work, but it’s worth it. Here are 6 reasons to start a business podcast.

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How to Handle “I want to think about it.”

Smart Calling

Hearing “I want to think about it” from prospects is often frustrating, and too many times results in nothing ever happening. Sometimes people DO need to think about it. Other times they are just procrastinating and can move forward more quickly. And yet other times they are just getting rid of you. In this episode you’ll hear how to identify the prospect’s intention, and how to respond to get movement quicker.

How To 51
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What is Pay at Risk?

Xactly

Learn everything you need to know about building strategic, competitive pay mixes as part of your sales compensation plan.

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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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4 Ideas for Creating a Collaborative Culture

criteria for success

We’ve been talking about the importance of collaborating with others on the CFS blog this month, and today I’d like to share some ideas for creating a collaborative culture within your organization. 4 Ideas for Creating a Collaborative Culture Start with a Culture Check I recommend starting with a culture check. This can be done [ ] The post 4 Ideas for Creating a Collaborative Culture appeared first on Criteria for Success.

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Shortcomings of Brochures

Selling Energy

There's no glory in sending out brochures. In fact, things change so often in this industry that dedicating time to designing, printing and distributing them can be counterproductive. Even if you are successful getting them into your prospect’s hands, it’s only a matter of time before your information is out of date and ultimately forgettable.

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Sales Enablement Defined: Your Guide to Sales Prospecting

Showpad

Let’s face it; prospecting isn’t the most fun part of selling. However, it is a crucial part of finding potential buyers, developing relationships with them, and closing deals. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem.

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How to Create a B2B Sales Plan (a GTM Guide)

Anaplan

For sales managers, planning for the future can feel quite different from stomping out fires in the present.

B2B 45
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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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Why Sales Leaders Should Adopt a Sales Enablement Platform, According to Gartner

Accent Technologies

From the technology trigger to plateau of producivity, Gartner's Hype Cycle report reviews the emerging and maturing sales technologies in the market. Gartner, the world’s leading research and advisory firm, recently recognized Accent Technologies as a sample vendor for several categories: Sales-Enablement Platforms, Algorithmic Guided Selling, Sales Analytics and Digital Content Management for Sales.

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Why Sales Enablement Needs To Be Measured in Salesforce

SBI

Why Sales Enablement Needs To Be Measured in Salesforce. We have an enablement problem… People think we suck at enabling our reps because we can’t prove its impact. Many SaaS companies struggle with ramp time, and it’s getting worse over time. The Bridge Group reports that on average, it takes 5 or more months for new sales reps to ramp at SaaS companies today.

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TSE 1029: Sales From The Street: "Be Bold, Take Action"

Sales Evangelist

As entrepreneurs, many of us run into difficulty, especially when we are just starting out. The key is tobe bold and take action. Dr. Tye Caldwell is the CEO, co-founder, and visionary behind the success of ShearShare. Realizing what the future could hold for both the beauty and barber industries, he created a platform for licensed professionals to move from working in their homes to working in salons, barber shops, and spas.

Hiring 40
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Law of Delegation Magnified By Social

Tony Hughes

We are delegated down to people we sound like. This is an immutable law of selling and if we are to engage at the highest levels we must talk the language of leaders and business owners: Financial outcomes and managing risk; then underpinned by numbers, percentages and metrics for key result areas (KRAs). But B2B sellers in today’s are often delegated or blocked before they can even utter a single word to their prospect.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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TSE 1030: TSE Certified Sales Training Program - "Emotional Connections"

Sales Evangelist

Emotional connections are an important part of life but sometimes sales professionals forget that those emotional experiences can help us make genuine connections with our prospects. In some cases, those emotional connections can help us close more deals. On Valentine’s Day, we’re sharing some ideas for ways that you can build emotional connections with your prospects.

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Profitable Collaboration Outcomes need Positive Stakeholder Experiences

Babette Ten Haken

Profitable collaboration outcomes continue to be elusive to organizations and associations. Often, there is an either-or choice to be made. You create a profitable outcome, which is not quite as robust and nimble as intended. Or, you achieve positive internal customer experiences which leave everyone feeling good, but not quite as profitably collaborative as intended.

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Without Call-Backs, Your Lead Gen Is Dead in the Water

No More Cold Calling

Here’s how to generate leads and get call-backs. Has selling really changed in the last decade? Well, sure. Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting. That’s a problem because the best lead gen strategies aren’t digital.

Lead Gen 307