Thu.Sep 19, 2019

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21 Powerful Questions to Develop More Sales Opportunities

Sales Readiness Group

Asking great questions is an essential skill every successful sales professional must master. That’s because when you ask open-ended questions, you transform the sales call. Your focus moves away from your solution to the buyer’s problems, goals, and concerns. As a result, your customer feels listened to, while you learn key insights about what’s important to the buyer.

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So, Where’s The Revenue?

The Pipeline

By Tibor Shanto. When you look at a football team, you would figure that if a team is in possession more time, running more yards than before, you would see more touchdowns and wins. People would not only wonder why results weren’t materializing, but they would also take action, and heads would surely roll. Yet when it comes to sales, we seem to hold things to a different standard.

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Exclusive Sales Management Group

Steven Rosen

Are you a sales manager? Congratulations! You are the key to unlocking the potential of your team. You are the #1 factor that drives your team’s performance. One of my favorite quotes is from Peter Drucker which nicely sums up your role. “ Effective leadership is not about making speeches or being liked; leadership is defined by results, not attributes.”.

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How ABM Can Help You Drive Revenue in 2020

SBI Growth

It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.

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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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5 Simple Ways To Improve Your SEO With CRM

Nimble - Sales

Customers are the center of every business’s growth; their strategies, plans, blogs, services, etc. are all dependant upon their user-base. And one of the best ways to fuel the master plan of retaining and establishing a powerful bond between the brand and its customers is through CRM. However, retention and conversions are not the only […]. The post 5 Simple Ways To Improve Your SEO With CRM appeared first on Nimble Blog.

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Handling 5 mistakes to get sales back on track

Sales Training Connection

Salespeople dread dealing with mistakes. At best they get you off track … at worst they lose you the sale. Mistakes run the gamut from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, like sharing faulty information or missing a key player involved in making the buying decision. Some mistakes are just annoying, some are financially costly, and some have even more dire consequences.

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The Truth About Price Objections

Engage Selling

There’s a truth about price objections that you need to be familiar with. We’ve all been there as sellers. We walk into a buyer’s office, shake hands and are immediately asked what our pricing looks like.

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How to Write a Performance Review

Hubspot Sales

You know they're important. HR is on your case about getting them done. But, they're time-consuming, uncomfortable, and difficult. And as a manager, you have more important things to focus on right now. We're talking about the dreaded performance review. While not exactly fun – and oftentimes stressful – performance reviews are among the most underused levers for affecting behavior in your organization.

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12 tips for storytelling during sales calls

Sales Training Connection

Salespeople who are able to share engaging stories that resonate with the listener make a connection. It’s one thing to list why a customer should do business with you; it’s another to be able to relate a past success story that brings that list to life. It’s not a little bit different – it’s a whole lot different. Here are 12 tips for effective storytelling: Focus on the prospect – Tell stories that relate to solutions that address the customer’s needs.

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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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The Answer To Building Strong Relationships In Relationship Selling With Steve Steinmeyer

InsideSales.com

JLL Senior Managing Director Steve Steinmeyer talks about the power of relationship selling and how you can start building relationships that help you sell more. Keep reading to find out more. RELATED: What Are Your Strengths and How to Sell Using Your Skills? In this article: The Importance of Relationship Selling How to Establish and […]. The post The Answer To Building Strong Relationships In Relationship Selling With Steve Steinmeyer appeared first on The Sales Insider.

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Great sales coaching starts with receptivity

Sales Training Connection

Sales coaching can make a difference, and it should be a priority. In fact, pros agree that sales coaching is a critical piece of the puzzle in developing a world-class sales team. Yet, when it comes to giving coaching feedback, most sales managers don’t do it enough. Many times it’s water off a duck’s back, and sometimes it makes matters worse. There are many reasons why giving feedback often fails to make a difference.

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The Complete Guide to Outbound Email: Get Started Now

Sales Hacker

So, you want to get started with outbound email? Great! But how do you go about it? Keep reading to find out how even a complete novice can find success with outbound email. We will go through those points: What do I mean by “outbound email”? What do you need to start sending outbound email campaigns? How do you write & schedule your first outbound email?

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Acknowledge selling mistakes … don’t panic!

Sales Training Connection

No one likes to make mistakes. What’s to like? At best, they get you off track … at worst, they lose you the sale. Mistakes run the gamut, from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, like sharing faulty information or missing a key player involved in making the buying decision.

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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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VIDEO: How to Win More Deals as a Change Agent

SalesLatitude

In sales, it’s more important than ever to become a change agent. Selling is all about change. In fact, that’s exactly what you’re selling. You’re asking people to buy your product or service, which will impact the buyer and other stakeholders in different ways. It might make one person more productive or successful, or simply change the day-to-day routine of another.

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Commonly Overlooked Tips for Conducting a Great Sales Call

Crunchbase

Essentially everything is virtual these days – even sales calls – 92% of all customer interactions happen over the phone or through video. We know the key is to have meaningful conversations and stand above the crowd. And with so many options and noise from competitors, the only thing you can really control is how you lead the conversation.

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Understanding Why Sales Organizations Win: Q&A With Sales Researcher

Force Management

Melissa Short is the VP of Reporting Services at Primary Intelligence. Primary Intelligence is a global leader in Win Loss and Customer Experience Analysis. Both solutions provide analytical insights that help companies win more and identify the root causes that lead to lost revenue and customer churn. In advance of her webinar with Brian Walsh , Force's content team asked Melissa to share some perspective on her research and the companies with which she works.

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What is a sales pipeline and how is it different from the sales funnel?

Zendesk Sell

Based on your observations of the world, would you say that a pipeline and funnel are shaped the same? Your answer would hopefully be “no,” but in the sales world, the terms “sales pipeline” and “sales funnel” are often — and inaccurately — used interchangeably. The difference is clear—one is designed to direct sales reps through the sales process, and the other is used to guide customers towards making a purchase.

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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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Case study: How Zuora drives 60%+ of its growth by outbound, even when accounts need nurturing for years

Close.io

Excerpt from the 2nd edition of From Impossible to Inevitable 2nd Edition. More often than not, revenue leaders are impatient for results now. Everyone feels the pressure, but how do you handle it? No joke, we’ve spoken to CEOs who want to make money on outbound prospecting in 90 days, but when asked how long their sales cycle is, they answer “four to six months.

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Cold Calling Guide: How to Handle Objections

LevelEleven

Calling all managers and sales reps alike! At this point in your career, you may know how to make a great cold call, but a refresher never hurts. It’s rare to come across a step-by-step cold calling guide on how to open up a call, keep the call alive, and handle prospecting objections as they come. Prospecting is difficult, and cold calling objections are even harder to handle.

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The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting

Predictable Revenue

We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth. The post The art of selling services: How Go Nimbly’s Troy Conquer listens, educates, and executes revenue operations consulting appeared first on Predictable Revenue.

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Funnel Radio Line Up September 19

Sales Lead Management Association

Catch our broadcast day of some of the best B2B podcast experts, hosts and guests anywhere. [link] Guests include Mark Welch, Maria Ross, Mike Fulton, Dan McDade, David Priemer, Josh Baez, Leslie Shreve, and producer Neil Berkeley as a smashing ending to the day.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Sales Leadership vs. Sales Management – Is There a Difference?

Carew International

LinkedIn is not short of inspirational and motivational messaging these days. While on the professional networking site recently, I came across a post with this quote, “ The greatest gift of leadership is a boss who wants you to be successful.” Soon after reading it, I found myself deep in a reverie contemplating what exactly leadership is. What is Leadership vs.

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Do You Need a Sales Funnel Assessment?

Funnel Clarity

Helping sales teams can sometimes feel like being a physician. Sales leaders come to us with challenges they are facing and often, those challenges are just symptoms of more deep rooted problems. One of the very first things Funnel Clarity does is seek an understanding of the company’s sales funnel health.

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?? Tough Cookies Don’t Crumble

Pipeliner

As a former emergency room doctor, Dr. Susan O’Malley lead a different team every day she came to work, but the leadership principles remained the same. At the age of 50, Dr. O’Malley hung up her lab coat and started her own business to help entrepreneurs and corporate executives become better leaders. In this interview, she talks about the most important leadership principle and who is responsible for the success of a team.

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Do You Need a Sales Funnel Assessment?

Funnel Clarity

Helping sales teams can sometimes feel like being a physician. Sales leaders come to us with challenges they are facing and often, those challenges are just symptoms of more deep rooted problems. One of the very first things Funnel Clarity does is seek an understanding of the company’s sales funnel health.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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Growing Your Sales PlayBook – Why & How to Prune

criteria for success

Let's talk about growing your sales playbook. So you built a sales playbook. Great job! That puts you a step ahead of many of your competitors, and it’s a powerful resource for driving ongoing sales improvement. Unfortunately, I have some bad news for you. If you don’t have a process for pruning your playbook, its [.]. The post Growing Your Sales PlayBook – Why & How to Prune appeared first on Criteria for Success.

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Isn’t My One-Page Proposal Just as Good?

Selling Energy

I've had a lot of conversations with people regarding what makes our one-page proposal successful. "What about my one-page proposal?" they say. "Isn't mine just as good?".

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Do You Need a Sales Funnel Assessment?

Funnel Clarity

Helping sales teams can sometimes feel like being a physician. Sales leaders come to us with challenges they are facing and often, those challenges are just symptoms of more deep rooted problems. One of the very first things Funnel Clarity does is seek an understanding of the company’s sales funnel health.