Wed.Sep 18, 2019

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Building Client Relationship: 3 Smart Ways to Avoid Losing Your Largest Accounts

Sales Hacker

“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs. I’m massively concerned! . What’s happening with tenured sales reps? . I’m not here to show disrespect nor point fingers. This comes from conversations, messages, and even observations from the teams I work with. .

Account 84
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New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

Understanding the Sales Force

Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.

Data 220
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How to Develop Critical Thinking Skills & Avoid Mistakes in Selling

Connect2Sell

As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls. And, as a sales trainer, I conduct 1-to-1 role plays with sellers and sometimes set traps to see how they’ll handle common situations.

How To 206
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How to Calculate Sales Headcount to Secure Reps and Make the Number

SBI Growth

Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.

How To 198
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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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10 Tweetable Marketing Productivity Quotes

Zoominfo

Everyone in this line of work strives to increase marketing productivity – but, as with any profession, there are productivity roadblocks around every corner. Sometimes it’s poor planning. Sometimes it’s unanticipated distractions. And sometimes you just need a quick dose of motivation. If you fall into that last category, we have just the thing for you.

Marketing 171

More Trending

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You’re Buying People’s Knowledge, Not Just a Training System

SalesforLife

I was recently on a call with a prospective customer working on a global project scope, and they asked me a question that made me stop and think. They asked me what makes us at Sales For Life bold and different? It was a unique question that quite frankly, I wasn’t used to answering. Here at Sales For Life, we rarely encounter alternatives to modern, digital selling because our competition has always been the status quo, or alternative training programs.

System 106
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How Do You Build Rapport with Customers?

RAIN Group

Everybody's brain has two different processing centers: emotional and rational. The emotional brain is old. It developed millions of years ago, first with raw instincts—like fight or flight—that all animals have, and then into more complex emotions for us humans like anger, aggression, desire, fear, hatred, passion, love, disgust, sympathy, and so on.

Customer 108
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Best Small Business Accounting Software for 2019

Nimble - Sales

In any dynamic industry, it is especially important that accounting software for small businesses is as efficient as possible – easy to use, intuitive, and powerful. Startups and small companies have to take rapid action to pick up on the latest lines of the market and grow, so technology has to be on point. However, […]. The post Best Small Business Accounting Software for 2019 appeared first on Nimble Blog.

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10 Things You Are Forbidden from Negotiating Away

Anthony Iannarino

You will be asked to negotiate things you must never trade away. Whatever is offered in trade will never equal what you are being asked to give up. The following list includes the things forbidden from being negotiated away. Integrity or Character : If there is one thing you should never, ever negotiate away, it is your integrity. Your character is worth more to you than anything you possess.

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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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Marketing Attribution: Keep It Simple

InsightSquared

Marketing attribution is no buzzword. It’s a fundamental building block of achieving ROI. Sometimes seen as more art than science, it’s often given too little attention – or too much. When sales cycles are short, marketing attribution can be fairly straightforward. The higher the value of the contract, the longer the sales cycle and the more complex the marketing machine, the harder it becomes to know where marketing spend is achieving ROI.

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Recession-Proof Your Sales

Alice Heiman

Have you been hearing rumblings about an impending recession? Wondering if it will happen? It’s likely. As an economist, I can tell you with confidence that the economy is cyclical, and this period of expansion has been unusually long. While employment numbers are still strong in the U.S., they are not as strong internationally. Since our economy is dependent on the global market to continue expanding, a contraction is likely. .

Hiring 83
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The Ultimate 2019 Social Media Cheat Sheet for Realtors

SocialSellinator

Social media is an ever-changing environment. Every day, there's something new. Many industries use various social channels to expand their audiences, find prospects, build their online presence, brand identity, and eventually take their sales sky high.

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Fuel Better Experiences by Focusing on the Entire Consumer Journey

The Center for Sales Strategy

When was the last time you purchased anything without researching online? We bet it's been a while! According to studies, 81% of shoppers conduct online research before buying. They search content on products and services that best suits their needs, read reviews , browse pictures, look at the best deals, and more. People go online to research at every stage of the consumer journey.

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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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Becoming a Master Networker – Real-Life vs. Social

Adaptive Business Services

Dependent on a variety of factors, the dynamics of effective networking can substantially change. At the very least, certain behaviors will become more critical based upon these variables including whether we are operating within a small or large group setting, engaging one-on-one, or we are actively networking online. Let’s start with the finish. Regardless of the setting, your one goal is to always develop one-on-one relationships, in real-life, with the right people.

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Marketing Attribution: Keep It Simple

InsightSquared

Marketing attribution is no buzzword. It’s a fundamental building block of achieving ROI. Sometimes seen as more art than science, it’s often given too little attention – or too much. When sales cycles are short, marketing attribution can be fairly straightforward. The higher the value of the contract, the longer the sales cycle and the more complex the marketing machine, the harder it becomes to know where marketing spend is achieving ROI.

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Winning Your Day With SalesAccountability

Sandler Training

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That's fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?”. Read Time: 6 Minutes.

Exact 66
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Hyper-Personalized Customer Engagement: Why Account-Based Selling?

Seismic - Sales Effectiveness

According to The State of Enterprise Sales Enablement 2019 , 85 percent of sales and marketing leaders agree that buyers will dismiss a seller in the first interaction if they don’t receive tailored information. Companies are moving towards account-based selling to fill this gap by enhancing the buyer experience in a more effective and efficient manner.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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What should I be looking for in a good sales recruit?

Sue Barrett

What should I be looking for in a good sales recruit? This is a vexing question for many sales and business leaders. And some of the answers we still hear aren’t very helpful either. ‘They must be hunters.’ ‘They need to be hungry.’ ‘They’ve got to be able to close deals.’ ‘They must have a […]. The post What should I be looking for in a good sales recruit?

Closing 63
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Move the Deal Episode 13: Plan to do Something Spontaneous with Roche’s Joan Ridgeway

Miller Heiman Group

In the latest episode of Move the Deal, host Greg Moore talks with Joan Ridgeway, sales training performance consultant at Roche Diagnostics. Ridgeway operates out of Roche’s commercial education group, helping sales and marketing in North America. She recently expanded her role as a lead on the training for the Diagnostics Information Solutions framework.

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9 Habits of (The Most) Successful Salespeople

Marc Wayshak

Habits of successful salespeople are easy to copy if you just pay attention. Check out these 9 habits of the most successful salespeople and start incorporating them into your selling routine now. The post 9 Habits of (The Most) Successful Salespeople appeared first on Sales Speaker Marc Wayshak.

Sales 57
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Selling to the C-Suite: Improving Executive Presence in New Sales Reps

SalesLoft

Imagine a large boardroom meeting. High powered executives; high stress, high reward. The winner takes the corner office. It’s the classic Hollywood depiction. For most of us, this scenario is foreign. For a new sales rep, it can be a glimpse into the future. A young rep should ask themselves how to best prepare for selling to the C-Suite. Selling to the C-Suite: Improving Executive Presence in New Sales Reps.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Tuning the Wheels, Tuning the Deals

Xvoyant

by Bryan Jeppsen. 4 min read. I was a cub scout when I was eight years old, and I always enjoyed the Pinewood Derby. Each child aged eight to ten years old would get a basic kit made up of a block of wood, four plastic wheels, four nails, and a set of numbers on a sticker sheet. A rules document was also included, stating that you could make the car any shape or color as long is it wasn’t longer or wider than the original block of wood, and the completed car could not weigh more than five ounc

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Why You Should Attend Dreamforce 2019

LevelEleven

Professionals who use and love Salesforce to help build their businesses know that as we dive into Q4 and the final push of the year, it’s also planning and preparation time for Salesforce.com’s premier event: Dreamforce 2019. Dreamforce isn’t just any run-of-the-mill conference. It’s the highlight of the year for many who utilize the CRM. Plus, it’s the largest software conference in the world!

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Weekly Roundup – September 18, 2019

CloserIQ

The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. What Sales Professionals Should Look For in a Tech Startup. Working at a startup can offer many opportunities to learn new skills and assume significant responsibilities.

Hiring 49
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An Introduction to Data-driven Sales Planning

Xactly

Your sales plan is the foundation of success, and manual planning processes do more harm than good. Learn data-driven sales planning can improve performance.

Data 51
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Salesforce’s 8th State of Marketing Report

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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?? Creating Mindfulness in the Workplace

Pipeliner

Mindfulness is not just one thing, just like having good health isn’t just about one thing. Being healthful involves eating right, getting enough sleep, proper hygiene, and a variety of other things. Mindfulness is the same way. There are many different aspects and components that go into utilizing a mindful way of thinking and operating. Pandit Dasa, interviewed by John Golden, discusses the components that bring mindful leadership and wellbeing into the workplace. iTunes Podcast .

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Winning Your Day With SalesAccountability

Sandler Training

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That’s fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?” All too often, the answer we hear back is “closing sales.”… The post Winning Your Day With SalesAccountability appeared first on Sandler Training.

Exact 45
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Win Over Your Audience

Selling Energy

How do you prepare a presentation that will win over your audience? The first step is to carefully contemplate the ways in which your audience might resist. I believe that repetition is the mother of learning, so if you anticipate the objections and you inoculate your presentation with the answers to those objections, you’ll have a much more seamless approach to persuading somebody to do what you want them to do.