Thu.Aug 06, 2020

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11 Ways to Shorten Your Sales Cycle

Score More Sales

During times when business can be happening slower, in a slowed economy, finding any way to speed things up is important. What if there was some science around helping your buyers buy in a better way, or an easier manner? One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work.

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How to Shape Your Sales Motions Using a Data-Driven Framework

SBI Growth

As you continually work on fine-tuning your sales organization, how can you best ensure that every prospect interaction contributes to a cohesive customer narrative that, ultimately, maximizes your sales? Through our work helping leading companies grow their revenue year after.

Data 311
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You Need To Stop

The Pipeline

By Tibor Shanto. Change, like anything else, takes ‘space’, you need to create room for the new. Letting go is hard, but if you don’t then you’ll have no ability to capture new things and grow. First thing’s first, you need to stop. [link]. Join Jon Kronemeyer, Chief Growth Officer at JKrony. We are exploring “Beating Your Number With Numbers” The post You Need To Stop appeared first on TiborShanto.com.

Video 289
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How ZoomInfo Can Help Your B2B Recruitment Efforts

Zoominfo

When in doubt, turn to the data — that’s our rule of thumb at ZoomInfo. That’s because no matter what department or industry, success comes down to data and the decisions you make with it. Today we’re going to take a look at how to use important data insights — from our platform — to combat the main obstacles recruiters face in their day-to-day workflows.

Hiring 221
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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How work from home changes management

Sales and Marketing Management

Author: Paul Nolan Managers who create intricate business plans and put significant effort into developing short- and long-term goals for their teams and individual employees often revert to managing by time. The shift to working from home has forced many managers to adopt new approaches. It’s a change for the better, says Laura Vanderkam , a consultant on time management and productivity, and the author of “The New Corner Office: How the Most Successful People Work From Home.”.

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Manage a large sales team virtually and build a kick-ass discovery process

Predictable Revenue

How to run a large sales team virtually - from your cadence as a leader, to the difference between coaching and training, and keeping the sea of faces on your team zoom calls engaged. The post Manage a large sales team virtually and build a kick-ass discovery process appeared first on Predictable Revenue.

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Can’t wait to meet you, Atlanta! New Gong Atlanta hiring hub offers REAL change, NOW.

Gong.io

We’re strong advocates for diversity, equity, and inclusion here at Gong. As Gong’s Chief People Officer, I’m proud of our commitment to a culture of inclusion and belonging. We’ve even named our collective efforts #belongatgong. Recently, our executive team made a significant corporate decision guided by our commitment to #belongatgong. It’s a path-defining choice to bring our corporate value, “Act Now” to life. .

Hiring 124
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What is Smarketing and how do you do it?

Salesmate

Previously, many businesses have conceptualized their sales and marketing teams and functions as two separate entities. In this context, marketers’ job is to produce content and promote the company to bring in as many leads as possible, while the sales team are left to attempt to convert these leads into customers. The two teams may have little understanding of each other’s strategy or day-to-day work, and in the worst-case scenarios, may even look somewhat disparagingly at each other.

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The Data Behind Successful Sales Coaching in the New Normal

Chorus.ai

Watch the Video. Jim Benton was joined by Shianne Sampson , VP of Sales & Customer Experience at PetDesk for this week’s Weekly Briefing to discuss the data behind sales coaching in this new normal. Diving right in, they addressed the overall productivity of sales teams. Meeting volume for all segments is down 14% since March, but the SaaS segment is up 31% since March.

Coaching 118
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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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Here’s How Successful Sellers Assure a High Show Rate on Virtual Calls

Shari Levitin

By now, we’ve all probably had our share of disastrous zoom calls… …but what’s even more frustrating than a poor Zoom call is none at all. . With the increasing rise in video conferencing, more and more customers are canceling or simply not showing up on virtual sales calls. This wreaks havoc on your schedule and causes missed sales opportunities.

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How to Identify the Rare, Untapped Market

Hubspot Sales

In 1879, Thomas Edison invented the first electric light bulb. Before this, people used kerosene lamps, candles, and fireplaces to light their houses when it was dark. You could say that Thomas Edison knew there was an untapped market in electricity. While Edison used previous research and development from other inventors, he knew that making the light bulb needed to be practical and inexpensive so he could sell it.

Marketing 107
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The 5 Demands of a Competent Sales Leader

Anthony Iannarino

The word “demand” or “demanding” can induce an adverse reaction, and not without good reason. The way we are using the word “demanding” here does not point to the autocrat or despotic leader, who doesn’t care about their people. The term “demand” as we are using it here means being uncompromising when it comes to a leader’s expectations.

eBook 106
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The Future Of Lead Generation

MarketJoy

Irrespective of the business you are in, your leads or prospective customers are essential to the growth of your organization. For decades, print media, radio and television dominated lead generation, until the eventual birth of the internet, when everything began to change. In the early 2000s, as search engine usage was beginning to take hold and overall internet usage increased significantly , lead generation was dominated by email, the rise of pop-up ads, and websites jamming keyword density

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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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How to Have More Effective Communication During Remote Work

InsideSales.com

“Communication works for those who work at it.” – John Powell. This year, millions have been forced to stay home and turn to remote work to stop the spread of COVID-19. With this distance being thrown into our everyday lives, communication methods have had to be adjusted to fit the new normal of 2020. This has led to a digital transformation as well as communication frustrations in the workplace.

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TSE 1326: Using Trello to Manage Business and Sales Efforts

Sales Evangelist

Using Trello to Manage Business and Sales Efforts Trello is an emerging platform that helps their customers manage and organize tasks. On one screen, Trello is an amazing “white board” that shows your to do list, doing list, and done list, especially when you have multiple projects and ideas being generated at once. How do you use Trello so you can focus more efforts driving sales?

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The 30 best marketing resources on the Internet

Nutshell

Marketing best practices are constantly changing. The only way to ensure your company’s lead generation strategies are up-to-date is to study current trends and read about the tips and tricks that the experts are using. With that in mind, we created this collection of online resources for marketing professionals so that you can get the guidance and cutting-edge strategies you need to grow your business.

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How a Virtual SKO Can Move Your Organization Forward

Force Management

When the pandemic hit, plans were already in the works for many sales organizations to launch a new sales initiative. But those plans had to wait, while companies tried to figure out what they were going to do and how they were going to move forward. Lately, we've seen a lot of companies come forward, ready to take action. Their leaders realized their company can’t wait any longer to launch initiatives that are critical to their future success.

Company 81
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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Marketing is Moving Further Down the Sales Funnel

Corporate Visions

The post Marketing is Moving Further Down the Sales Funnel by Leslie Talbot appeared first on Corporate Visions. If you’re a marketer, you’re responsible for more of the buying journey than ever before. This is a big shift from your traditional role, which was creating awareness and running campaigns at the top of the funnel. Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision.

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How to Educate Your Customers to Drive Sales

Nimble - Sales

The world has become a small place, thanks to the proliferation of the internet and smartphones. In such a well-connected world, tech-savvy customers are not dependent on businesses to educate them. They can easily look up information on the internet. In fact, they do. In 2019, 49% of shoppers used Google to discover new items […]. The post How to Educate Your Customers to Drive Sales appeared first on Nimble Blog.

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Fighting Zoom Fatigue

Showpad

What is Zoom fatigue? Zoom fatigue refers to the mental and physical exhaustion brought on by participating in multiple or back-to-back video conferences throughout the day. Those experiencing Zoom fatigue begin feeling detached, distracted and ready for a nap. With nearly 70% of employees working remotely as of May, it’s no surprise this condition has become a hot topic as of late.

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Why Training Needs to Be Mobile, Even While We Work From Home

Allego

We love our phones—and it turns out we’re using them more than ever during the pandemic. New research shows that, with millions of people working and learning from home, in-home data usage is on the rise. Here are the stats: Comparing the same weekdays year-over-year, mobile phone data usage grew by more than 50% in March, according to Comscore. 39% of survey participants say they have been relying on their phones more due to social distancing, according to Twigby.

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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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How Powerful are Your Conversations with Customers in Crisis?

Miller Heiman Group

In an economic landscape full of anxiety and hesitation, sellers must understand what their customers need now and be prepared to navigate unexpected hurdles in the selling process. B2B buyers’ expectations have never been higher, and during this time of crisis, buyers can be especially reluctant to accept new ideas or alternative solutions. That is, unless sellers bring invaluable perspective to every customer conversation, differentiating themselves in a crowded marketplace by giving buyers a

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Welcoming Thiago Sá Freire

Chorus.ai

We’re coming off of a momentous time in our company’s history - in case you missed the news, Chorus was named a Top 100 Global Software Company and Top 50 Fastest-Growing Product by G2 and announced our Series C Raise. And now we are proud to announce that Thiago Sá Freire is joining our ranks as CRO to take us to new heights. Formerly the SVP of Sales & Customer Success at Hudl, Thiago brings with him a rich experience of leadership, expertise, and a refreshing perspective that he likes to

Scale 62
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How to Use Your Time Wisely While Working from Home

Selling Energy

There were so many ways to communicate with customers at the beginning of this year: phone calls, voicemails, texts, in-person visits, video conferencing, emails and direct mail. What are we really losing because of social distancing and working from home?

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Come to Your Senses for Improved Sales Performance!

Carew International

These days at work, our senses are inundated. On a normal day, we send emails, join virtual calls, participate in project chat streams, leave voicemails, give sales presentations via our digital sales tool, enter data into our CRM, and the list goes on and on! Not a day goes by where it feels like our senses aren’t in overdrive. With all the digital stimulus that surrounds us, it’s no wonder it feels like our senses are overwhelmed on a day-to-day basis.

Remedy 56
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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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How to Supercharge Your Content Engagement: Top Tips and Best Practices

Bigtincan

Are you having difficulty coming up with fresh and engaging content? In this article, we’ll go through the common reasons why content gets low engagement, as well as several tips to fix the issue. Let’s dive in. Why Your Content is Getting Low Engagement Too many businesses think content marketing is just a matter of […].

How To 52
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COVID Confirms: Spam Still Belongs in a Can, Not an Inbox

SalesLoft

As COVID-19 surged in March and April, we saw record highs in sales email volume across the SalesLoft platform. With companies scrambling to adapt to a global pandemic, it’s not surprising that many sellers turned to email. Unfortunately, the more emails reps send, the more message quality typically declines, both in terms of personalization and data hygiene. .

eBook 52
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How to Refocus For More Positive Energy in Uncertain Times

Pipeliner

In this Expert Insight Interview hosted by John Golden, Dewitt Jones discusses how people can refocus themselves with more positive energy to emerge stronger from uncertain times both professionally and personally. This interview discusses: Positive Approach. Open Mind. Positive Approach. Life should be approached from the positive rather than from the negative side.

Energy 52