Wed.Aug 05, 2020

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5 Negotiation Mistakes to Avoid

Sales and Marketing Management

Author: Mike Schultz, President, RAIN Group Negotiation is everywhere: in selling, setting salaries, getting the labor union back to the table, figuring out where to go out to dinner.even getting your kids to go to bed. Since negotiation is everywhere, so is negotiation advice. Harvard professor Steven Pinker once said, “Much of the advice from parenting experts is flapdoodle.”.

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16 Things Successful People Don’t Say

The Sales Heretic

A while back, I wrote a post listing words and phrases that successful people say on a regular basis. Just as important as what successful people say, however, is what they don’t say. High achievers understand that just as the right words can solve problems, heal wounds, create connection, and move people to action, the [.].

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A B2B Sales Rep’s Guide to Selling to the C-Suite

Zoominfo

Have you ever tried to set up a meeting with a senior-level contact? If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.

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How to make complex sales as simple as possible but no simpler

Membrain

In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.”. This same principle applies to the sales profession. An overly complex sales system wastes time and money. But an overly simple sales system, ironically, does the same.

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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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Best Discovery/Probing Question Ever

Anne Miller

Not actually a question, here’s a very simple, yet powerful, way to get prospects to open up about the real issues, goals, hopes and concerns they have that will affect their decision to work with you. “Tell Me more about that…”. That’s it. Like an iceberg, that simple phrase leads people to go beyond their surface statements and reveal the deeper issues, concerns, perceptions, politics, etc. underlying those statements.

More Trending

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Networking for Sales Effectiveness

Connect2Sell

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7 best practices for making more virtual sales

Salesmate

The great effect of the coronavirus pandemic on several industries is no longer breaking news, but businesses may have yet to experience the full force of change brought about by local lockdowns, halted operations, and an emphasis on social distancing and quarantine as the new normal. The pandemic has only sped up the transition of businesses to remote work and fully digital workflows for all teams – including, and especially, sales.

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Realign Your Priorities With an Account List Management Strategy

The Center for Sales Strategy

The Pareto Principle suggests that 80% of sales come from 20% of clients. Alternatively, 20% of what you do represents 80% of that activity’s outcome. Most of us know this rule, and we’re familiar with the labels – Key Accounts, Target Accounts, and Secondary Accounts – what we often fail to realize is the impact of what it’s like to lose a Key Account.

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A B2B Sales Rep’s Guide to Selling to the C-Level

Zoominfo

Have you ever tried to set up a meeting with a senior-level contact? If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.

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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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Why Now Is the Time to Double-Down on Sales Training

BrainShark

Due to the pandemic, sales organizations – and sales enablement teams specifically – have been navigating a world where requirements and expectations have shifted quite a bit. (And in many cases, more than once.

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3 Easy Steps To Integrate Your CRM Platform With A Company Information Provider

Vainu

Love them or hate them, customer relationship management (CRM) platforms have matured into incredibly complex systems. Countless features and options help companies and salespeople track and optimize their entire sales process, making CRM systems today the backbone of any sales organization. However, while CRM software is powerful on its own, integrating your CRM with other tools across your sales stack will unlock its full potential.

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Why You Need to Protect Your Prospecting Block from Client Calls

Anthony Iannarino

You are just starting to make your prospecting calls when one of your existing clients calls you. They’re a great client, and you have an excellent relationship with them. You want to help them with whatever they need, so you answer their call only to find out they have a problem and ask you to help. You sold the client, and you are responsible for the outcomes you promised them, so you immediately get to work resolving their problem.

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How We Can Build a More Inclusive Future in Tech

Highspot

Building a diverse team is core to how we grow as a business. As part of that commitment, we are honored to not only be sponsoring this year’s virtual WiT Regatta — but to have many of our incredible employees speaking at the event. In advance of the WiT Regatta, we asked several of these speakers to share their vision for the future of tech, what it means to build a diverse workforce, and advice for anyone looking to make the jump into the industry.

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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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The Business Definition of a Founder

Hubspot Sales

In many young organizations, the company founder or a co-founder serves as the CEO. However, just because the roles are commonly held by the same individual does not mean they are interchangeable. It also doesn’t mean this setup is ideal for all businesses. During the early stages, many companies operate in an “all hands on deck” manner, meaning the team members on board handle all aspects of the business, including leadership.

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Unmotivated Sales Team? 3 Sales Meeting Ideas to Inspire & Motivate

criteria for success

Are you a sales leader with an unmotivated sales team? Are you struggling to find sales meeting ideas that will inspire and motivate your team to get moving and just sell already? Sales “ headtrash ” has a way of getting to the best of us—everyone needs a little pick-me-up every now and then. As a sales manager, you have a lot more power than you might think.

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Insults and Humiliations: Different Schools of Thoughts

Pipeliner

“We should practice by showing one another love and helping one another. It is a mistake to pursue happiness and to seek to avoid suffering by deceiving and humiliating other people. We must try to achieve happiness and eliminate suffering by being good-hearted and well-behaved.” —Dalai Lama. When you fail in life, people often ignore you. Some people show their true colors by ridiculing, insulting, and humiliating you.

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The Top E-commerce Automation Tools Your Team Should be Using Right Now

Nimble - Sales

E-commerce today is what the internet was at the end of the 20th century. Ever wished you purchased those Google and Microsoft shares? It’s time to consider buying everything e-commerce related. For example, shares of the companies offering e-commerce automation tools. With over 26 trillion in the retail market in 2020, e-commerce has been growing […].

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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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How to Reach Your Sales Quota in a Year of Uncertainty

Selling Power

Mid-year is an ideal time to reflect, recalibrate, and re-energize. As a sales professional, your livelihood anchors on achieving quota, so now is the time to refocus. With the right approach and mindset, you can put yourself on track to meet – and even exceed – quota by the year’s end. Selling Power and ValueSelling Associates partnered to survey more than 300 B2B sales professionals about their quotas.

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How Can Sales Enablement Bounce Back from a Tough Q2?

BrainShark

For a lot of companies, last quarter was a tough one. We’re all feeling it. . While there are no easy answers, sales organizations still need to find ways to stay productive and right the ship. And that’s where sales enablement is more important than ever.

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How To Improve Employee Efficiency At Work

Guru

As industries across the board are navigating the transition to remote and asynchronous work, we turn again to the perpetual question: are employees less efficient working from home ? And if the answer is yes, how can employee efficiency be improved in 2020?

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Remote Sales Coaching: Quick Tips, Tools and Best Practices

BrainShark

Many organizations have had no choice but to reimagine their sales coaching programs for a remote-work reality. These tips will help.

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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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Making the Right Changes for Remote Selling

Selling Energy

In spite of our current situation, industries are still producing, customers are still consuming, and many companies are sitting on piles of cash. Governments are providing more liquidity to the economy as well. In short: plenty of sales are still happening.

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Virtual Training Won't Work Here

RAIN Group

In a meeting with a top sales officer at a large company just before Coronavirus, we were discussing virtual training. He said, “I’m just not into virtual training.”. I asked, “Why’s that?”. He responded, “It can be really challenging, from a seller’s perspective, to make it relevant in their world. Having them sit in front of a computer screen with content fed at them isn't a dynamic learning experience.

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Getting Paid for your Emissary Engagement

Emissary

You’ve just wrapped up a successful Emissary engagement – congratulations! Now it’s time to get paid for your work. Our team processes payments twice each month, on the 1st and 16th (or closest following business day) for all calls completed at least 5 days prior to the processing date. Payments are generally received by Emissary Advisors within 2-3 business days of the processing date.

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We Took Our Own Advice…And It Worked!

Braveheart Sales

I’ve frequently pointed out, both verbally and in my writing, the need to pivot sales during this crazy time. For example, up until when the pandemic hit it was extremely difficult to attract sales talent. There were more sales positions than qualified people to fill them. Well, in the blink of an eye, that all changed. Companies have had to put hiring plans on hold and in some instances have had to furlough or lay-off teams of salespeople, either because the market evaporated, or other parts of

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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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What Managers Can Do to Improve Employee Engagement

Selling Essentials RapidLearning Center

Why do so many employees fail to give, or refuse to give, any effort above what’s required by their job description? According to a series of studies by the Gallup organization and others, fully 85% of employees will not willingly go beyond the call. That’s a sobering statistic for employers. If you’re concerned that the employees who report to you might fit this bill, you might want to know why, and what — if anything — you can do about it.

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How a Digital Marketing Agency Can Use a CRM for More Sales

Nimble - Sales

Growing a digital marketing agency requires discipline and organization. The transition from a one-person operation to one with dozens of employees means you need to standardize your marketing strategy, and that includes your lead generation. Every new lead your agency gets must go through a process. Google Sheets and hand-written notes won’t cut it anymore: […].

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How to Design Your E-Commerce Checkout for Sales

G2Crowd - Sales Blog

Think about the last time you purchased something online.

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