Fri.Jun 11, 2021

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Less is More in Sales

Mr. Inside Sales

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). This is a problem. And that’s because when your mouth is open, your ears are closed. And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch.

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8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success

Understanding the Sales Force

Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the fan noise that has been missing for so long but there was one fan in particular that I heard louder than all of the others. Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn't stop chatting with me for the remainder of the game.

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B2B Media Sales Opportunity With One Of The Most Prestigious Brands In The Sales And Marketing Space

Sales and Marketing Management

Sales and Marketing Management has a premier opportunity for a sharp, experienced b2b media sales professional with a healthy work ethic on a contract basis. The post B2B Media Sales Opportunity With One Of The Most Prestigious Brands In The Sales And Marketing Space appeared first on Sales & Marketing Management.

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Five Ways to Change Your Sales Strategy After COVID

Zoominfo

If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Exploring post-COVID-19 sales strategies will be necessary as we bounce back from economic hardships. Sales leaders who are thinking ahead will focus their reps on the advantages of technology and how hybrid work schedules will influence prospecting.

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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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Stand Out in the Crowded Virtual World Through Relationship Building

Sales and Marketing Management

Authentic connection is sorely needed in the volatile virtual business world. Here are three ways sales leaders can strengthen relationships with prospects virtually. The post Stand Out in the Crowded Virtual World Through Relationship Building appeared first on Sales & Marketing Management.

More Trending

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Podcast 202: Beth Waterfall on Advancing the Cannabis Industry and The Future of the “Green Rush”

John Barrows

Our guest this week is Beth Waterfall, Executive Director @ Elevate Northeast & Founder of Beth Waterfall Creative. Beth is a thought leader on the legalization and advocacy of marijuana and provides education in this episode around the history of cannabis and how it affects our economy, psyche, wellbeing and lifestyle. John and Beth also discuss where the industry is headed and the opportunities the “Green Rush” presents.

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Sales Coaching: 6 Key Skills Reps Need to Master

BrainShark

Knowing coaching is important and doing it effectively are two different things. Here are 6 of the most important skills to coach sales reps on.

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They Want to Renegotiate…Now What? (Part 3 of 3)

Engage Selling

“What do I do when my long-time customer calls me and says they want to renegotiate a deal we’ve reached previously?” I get asked that a lot by sellers and business leaders…especially these days. But don’t blame the current environment! … Read More » The post They Want to Renegotiate…Now What? (Part 3 of 3) first appeared on The Sales Leader.

Customer 101
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Mastering the basics of annual budgeting

Anaplan

Effective annual budgets aren’t just top-down initiatives to allot spending and set production targets. Done right, they can embody corporate priorities and spur growth.

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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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Sales Professionals and Tax Deductions: What You Should Know

Pipeliner

Sales professionals who have the status of a statutory employee or are self-employed (independent from an employer) have the right to deduct business expenses from their overall tax amount. Additionally, the same applies even if you have a steady job (are employed) and work as an independent salesperson on the side. But you have to be careful with the type of expenses you extract from the overall taxes since only those that are strictly related to your business are accepted.

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WEBINAR: John Barrows hosts “The Great Debate Around Hot Sales Leads: Speed vs Accuracy” Sponsored by LEANDATA & ZOOMINFO

John Barrows

The post WEBINAR: John Barrows hosts “The Great Debate Around Hot Sales Leads: Speed vs Accuracy” Sponsored by LEANDATA & ZOOMINFO appeared first on JB Sales.

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Termination Clauses are not an Exit Management Plan

Nyden on Negotiation

Termination clauses. Either for convenience or for cause, include a notice to the supplier but do not set forth the structure to unwind the business relationship. In fact, these clauses may provide incentives for the supplier to “dump and run”, stripping resources from the project long before their work is transitioned to the customer. In such cases, services may be seriously disrupted, end users or customers negatively impacted, and costs significantly increased.

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How COVID-19 Reshaped Revenue Operations with Mark Lerner

Sales Hacker

Sales Hacker’s new podcast — Revenue Innovators — is coming to your eyes and ears this summer! Your hosts are none other than Outreach’s Mary Shea (VP, Global Innovation Evangelist) and Harish Mohan (SVP, Revenue Excellence & Operations). Why call it Revenue Innovators? Mary Shea defines this term in her recent article Unleash: A New Cohort of Revenue Innovators Comes of Age : noun — a new cohort of revenue leaders who put buyers at the center of their strategies, who arm their sellers with

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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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?? How the Pandemic Accelerated Digital Transformation

Pipeliner

Despite constant talk about the significance of digital transformation within companies, very little has been done about it before the pandemic. Thus, today’s guest in the Expert Insight Interview is Kris Nicolaou, and he discusses how the pandemic has made many companies proactive regarding digital transformation. Visit us on Apple Podcast You can also find SalesPOP!

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A complete guide on Email Automation

Salesmate

You have probably heard of Email Automation if you work in sales or marketing. As a marketer or a business owner, you would like to stay connected to your customers. Email automation is a powerful tool that helps you send the right message to the right people using automated workflows. These workflows are immensely effective for lead nurturing and driving sales from potential customers along with the existing ones.

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Evaluating VoIP Business Phone Services – Top Ten Reviews

Pipeliner

A business phone is a company’s lifeline. For most companies, significant marketing efforts are made using the business phone number, which is why many business owners prefer to obtain business phone services through cloud-based providers due to their configuration flexibility and cost-effectiveness. Quality Standards for Business Phone Services. There is no point in saving money on business phone services if the call quality is horrible.

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What Types Of Skills Does A Negotiator Need To Have?

The Accidental Negotiator

Negotiators need to be able to organize an effective broad-scale approach to negotiations Image Credit: Mikhail Petrov. As negotiators we all realize that in order to be successful in our next negotiation, we need to make sure that we show up with the appropriate set of skills, negotiation styles and negotiating techniques. However, negotiators who are looking for effective negotiation strategies often confront a dizzying array of advice.

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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 Position Multiple Options in Sales Negotiations

Force Management: The Seller's Command Center

A critical way to minimize price-only sales negotiations is to provide multiple options to your buyers. In our Value Negotiation sales engagements, we often help sellers understand the concept of presenting multiple options, coaching them on how to execute in front of their prospects. This article covers some of those concepts and the steps you can take in your opportunities to present multiple options and sell more.

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How to Become The Next Level Of Yourself (video)

Pipeliner

Are you satisfied with yourself and what you have achieved so far? In this Expert Insight Interview, Tracy Litt discusses becoming the next level of yourself. Tracy Litt is a mindset teacher and spiritual advisor for women leaders, TEDx speaker, thought leader, and author of the book Worthy Human. The interview discusses: Willingness to make a change.

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Mistakes to Avoid | Jasmine Black - 1458

Sales Evangelist

Do you wish you had a list of things to avoid when looking for your next sales gig? We brought an expert to do just that - Jasmine Black. As the owner of BrainChild PSM and with over 15 years of corporate sales experience, Jasmine understands both sides of the metaphorical sales coin. In today’s episode of The Sales Evangelist, she gives you the inside scoop on mistakes B2B sellers should avoid to land their next job.

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What Motivates a Property Manager?

Selling Energy

A property manager’s main role is as a tenant concierge.

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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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Mistakes to Avoid | Jasmine Black - 1458

Sales Evangelist

Do you wish you had a list of things to avoid when looking for your next sales gig? We brought an expert to do just that - Jasmine Black. As the owner of BrainChild PSM and with over 15 years of corporate sales experience, Jasmine understands both sides of the metaphorical sales coin. In today’s episode of The Sales Evangelist, she gives you the inside scoop on mistakes B2B sellers should avoid to land their next job.

Hiring 40
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How Online Training Can Impact Your Company Culture for the Better

Lessonly

If you’ve spent more than 13 seconds on our website, you’ve probably already picked up on the fact that we are kind of obsessed with company culture. That’s because we’ve spent so much time and effort being intentional about what we want our own culture to look and feel like, and because company cultures can make or break organizations. I guess what we’re trying to say is that it’s worth it if you have a super rad one.

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Mistakes to Avoid | Jasmine Black - 1458

Sales Evangelist

Do you wish you had a list of things to avoid when looking for your next sales gig? We brought an expert to do just that - Jasmine Black. As the owner of BrainChild PSM and with over 15 years of corporate sales experience, Jasmine understands both sides of the metaphorical sales coin. In today’s episode of The Sales Evangelist, she gives you the inside scoop on mistakes B2B sellers should avoid to land their next job.

Hiring 40
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5 Must-Have Elements of A Winning Sales Enablement Strategy

Gong.io

Rapidly evolved into a strategic, go-to-market function. That’s how Gartner describes the importance of sales enablement. . They continue, “What was once the responsibility of product marketing, sales operations, or of a single sales trainer, sales enablement is now supported by dedicated teams founded within the sales organization” (bold is mine).

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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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How Will Apple’s Mail Privacy Protection in iOS 15 Affect Email Marketing?

Appbuddy

Apple’s announcement of its plans to introduce Mail Privacy Protection (MPP) has sent reverberations around the world of email marketing. Changes to the Mail app will limit the use of tracking pixels while also masking the users’ IP address, meaning the open tracking and location tracking of these users will be severely impacted. Apple’s changes to protect mail privacy are evolutionary, not revolutionary.

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4 tips on differentiating from your competition

Nutshell

Let’s all agree that differentiating yourself from your competition is one of the most important things you can do as a B2B organization. . In the information age, potential customers don’t have to browse a phone book, make a call, talk to a salesperson, read a brochure, or drive to some remote location to find an alternative to your product. Nowadays, all they have to do is sit exactly where they are and click their mouse button a few times.

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TLDR: Building the Future of Conversation Intelligence

Chorus.ai

To mark the recent launch of Momentum by Chorus , our CEO Jim Benton sat down with Head of Product, Kohki Yamaguchi. They discussed why Momentum is a game changer for Revenue teams, the customer insights that shaped development, and how Momentum can elevate the “R” back to the CRM. While we definitely recommend watching the entire conversation , there were three moments that stood out—we’ve collected them for you in this post.