Anthony Cole Training

JANUARY 6, 2022

One of the top challenges we discuss with sales managers and leaders is how to get their salespeople to start selling value and stop caving on price.

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Sales Management How To Sales Sales Process 227

Force Management

JANUARY 6, 2022

If your New Year's resolution is to find small ways, every day, to provide value to your salespeople then you've come to the right place. Our December episodes focused on key sales skills and topics that lead to better numbers and faster close rates. Your front-line managers and reps can implement these actions into their daily activities to ensure consistent application of desired sales skills or methodologies.

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Lead Rank Lead Scoring Closing Sales 134

SalesProInsider

JANUARY 6, 2022

“Staging” is a term used in many endeavors, from getting a house ready to sell to producing a play. It’s typically the last step before something goes live. So, what does that have to do with your selling efforts? A lot! Staging in your selling efforts is a critical step in ensuring success in that sales opportunity. As I shared in the first article in this series for creating your roadmap to sales success, a sales process is a roadmap that guides you through the journey from the introduct

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Sales Process Top of Funnel Sales Qualified Lead Referrals 126

The Center for Sales Strategy

JANUARY 6, 2022

All sales managers know that it’s important to have a full staff of salespeople in order to hit your goals. But you know how risky and ineffective it is simply to hire anyone who can fog a mirror. It’s essential to hire only the right people. When searching for the right talents, skills, and experience , strong sales managers recognize that talent is primary.

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Hiring Sales Management Sales Training 125

Advertiser: ZoomInfo

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.

Sales Cycle

Zoominfo

JANUARY 6, 2022

The ZoomInfo product team is excited to announce our latest update to our conversation intelligence platform, Chorus. Watch the following video for a quick summary of the newest features and read on for a more in-depth view. Throughout 2021, we dedicated a great deal of time to transition our transcription engine to the next generation of AI (an end-to-end transformer model called wav2vec ) to improve our transcription capabilities.

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Engineering Follow-up Report Video 100

Predictable Revenue

JANUARY 6, 2022

Sales Development Leader Julian Muniz discusses how building a more collaborative relationship between SDRs and AEs can help your company close more deals. The post How SDRs and AEs Should Build Successful Working Relationships appeared first on Predictable Revenue.

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Revenue Closing Company Sales 71

Selling Energy

JANUARY 6, 2022

Cultivating customer loyalty is a vital facet of being a sales professional. If you exercise that loyalty, it will get you much further than just the usual, cursory check-ins while you prospect for new contacts.

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Loyalty Customer Exercises Prospecting 67

Allego

JANUARY 6, 2022

Given its powerful impact on the bottom line, sales enablement is no longer optional. Onboarding, training, coaching, and providing the right sales content is now a crucial function for survival and growth in today’s ultra-competitive economy. And to do all that well, you’ll need the right sales enablement platform —a technology solution that will resolve your most pressing pains, and have the key capabilities your team will require in the future.

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Sales Enablement Vendor Scale Comparison 62

Repsly

JANUARY 6, 2022

2021 was full of numerous headwinds in the CPG landscape – from changing consumer demand, supply chain disruptions along almost every touchpoint, and a lack of workers willing to take on jobs – that put many brands into challenging situations where they were forced to innovate in order to survive.

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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.

Sales

Partners in Excellence

JANUARY 6, 2022

I’m a big fan of Marshall Goldsmith. One of the methods he uses to help people continuously improve is his set of questions, usually phrased, “Did I do my best to… ” I’ve been using this approach, daily, for about 4 years. Each day, I rate myself on about 22 questions. some as simple as “Did I do my best to eat healthy foods… or exercise.” Some are more challenging like, “Did I do my best to make a difference in someone’s life.” T

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Ideal Customer Profile Face-to-face Exercises Promotion 56

Customer Centric Selling

JANUARY 6, 2022

Welcome to the CustomerCentric Selling podcast. In previous episodes, Tim and Frank talk about the sales process and methodology, the difference between the two, why sales processes often fail, and what you should be looking for in an effective sales process. This episode will discuss what you should look for in a successful sales process and methodology. .

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Sales Methodology Engineering Course Exact 52

Partners in Excellence

JANUARY 6, 2022

I’m always stunned by how little win/loss analysis we do. Of course, when we win or lose a deal, there is some reason code–usually some drop down in CRM that gives us a handful of choices about why we won or why we lost. Sales people usually don’t put much thought into it, wins are generally the result of the “fantastic job they did selling,” losses are either price or product deficiencies–often both.

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Analysis Segment System Data 56

Go for No!

JANUARY 6, 2022

Let’s start by looking at your choices. One) you give up and quit. Two) you don’t stop, keep working, and keep going. The most recent Tokyo Olympics hosted 11,000 athletes from 206 countries. That’s a lot of athletes that will go home without a medal. There are 72 countries that have never earned an Olympic medal. Should they tell their athletes to stay home because they’ll never win?

Education 48

Education Course Coaching Training 48

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Mereo

JANUARY 6, 2022

By now you have been flooded by “resolution” and “2022 B2B trends” messages. Let’s cut through those parrot calls and get down to the most pressing challenges B2B executive leaders will face this new year. At Mereo, we have been talking to B2B executives on the frontline. We have watched the data and statistics shaping this year’s realities. All signs indicate a need for leadership to prepare for more waves of employee turnover — as well as for a changing buyer journey.

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B2B Meeting Salary Face-to-face 45

Lessonly

JANUARY 6, 2022

As a global leader in business payments, FLEETCOR offers innovative solutions, sophisticated automation, and secure processing that simplifies the way that businesses manage and pay expenses. . The company processes billions of transactions each year in more than 100 countries. This level of success is never a one-person job, which is why the company has put together an A-team of business partners, payment networks, and employees to help support it’s rapidly growing customer base. .

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Hiring Follow-up Comparison Training 49

SugarCRM

JANUARY 6, 2022

Marketing automation (MA) can help any business streamline the marketing process, and you must consider it if you want to stay competitive. Simply said, marketing automation means automating customer-facing processes, tracking their interactions, and providing records of customer information and status. . How do you choose the right marketing automation platform?

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Lead Rank Marketing Qualified Lead Marketing Infor 44

SBI

JANUARY 6, 2022

By Filip Witkowski, Crescendo. 5 Reasons Sales Enablement is Critical for 2022. Over the past few years, we are witnessing a rapid digitalization of all sales processes. It is best exemplified in sales departments, where until recently many activities were carried out in a traditional way using paper documents and faxes, and, in later years, Excel. Nowadays, the most significant sales departments rely on CRM or SFA systems, allowing them to scale sales.

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Sales Enablement Engineering Scale Tools 150

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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

Data

Pipeliner

JANUARY 6, 2022

To kick off 2022, Brian Sullivan interviews Jay McBain about the key trends impacting channels in the new year and beyond. Jay is one of the most visible and respected thought leaders in global channels, having been named 2021 Channel Influencer of the Year by Channel Partners Magazine. He was also included in the “Top 40 Under 40” by The Business Review and was recognized on many other channel magazines’ top influencer lists.

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Channels Trends AutoTask Lead Rank 98

Julie Hanson

JANUARY 6, 2022

Is there anything worse in a virtual meeting or call than the deafening silence that descends after you ask a question? That is why we must increase interaction in virtual meetings. It’s not just happening to you. Interaction in virtual meetings is an ongoing challenge for sellers, presenters, team leaders, and meeting facilitators alike. Why? Because people have proven to be much more passive in a virtual environment.

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Meeting Groups Video Influencer 62

Pipeliner

JANUARY 6, 2022

Holidays should be fun and full of happiness and love, but for a lot of people, the holidays period can be extremely stressful. The period that you hope to survive instead of to enjoy. You don’t know where to start first, from making your house look decent for all of the guests, trying to create memories and enjoyable experiences for every member of your family, to buying presents for all of them.

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Face-to-face System Education Benefit 52

Highspot

JANUARY 6, 2022

I’ll be the first to admit – there’s nothing glamorous about the topic of content governance. In fact, the most successful content governance programs typically go unnoticed because they operate quietly in the background, which means you’re likely not going to win any awards for your stellar policy or flawless implementation efforts.

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Government Policies Sales Enablement Analytics 52

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process