Tue.Oct 13, 2020

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Why Typical Customer Discovery does not deliver on Client Needs

Babette Ten Haken

Typical customer discovery involves speaking with current and potential customers. Often to determine whether their stated and unstated needs marry up with your current products, services and capabilities. And then decide whether opportunities exist for new product development and innovation. However, often the customer discovery process falls short of delivering on client needs and expectations.

Customer 106
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The Calm In The Storm

The Pipeline

By Tibor Shanto. Leading from the front is not always easy, especially in times of turmoil. One way to get your people to follow is to present a state they want to emulate. In turmoil, that state would be calm. Being the calm in the storm allows you to get people’s attention and mind share. The same is true for sellers and prospects. If we are calm, we seem safer, we can deliver different ideas.

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Digging Into Customer Churn Data: A Guide to Better Retention

Zoominfo

The stress of onboarding new customers and keeping current ones is constantly exacerbated by the looming threat of high customer churn rates. Lost customers, or customer attrition, aren’t completely avoidable — but how many is too much? When does churn become a problem? The answer varies based on the unique attributes of your company. That’s why it’s crucial to compile, analyze, and build customer retention strategies with churn data.

Churn 173
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SDRs Catching Lightning In A Bottle

Sales Pro Central Submitted Articles

Lee Baker, one of the Sr SDRs at demandDrive, put together this email recently. With the current state of the world I don’t think it could have come at a more appropriate time.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Does Social Media Really Generate Revenue?

Zoominfo

Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. As these social networks have risen, a graveyard of failed businesses trailed behind them, Friendster, MySpace, Vine, and so many more. The most important question for businesses that incorporate social media — albeit the natural rise and fall of a particular platform’s dominance is: Does social media really improve the bottom line?

More Trending

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Real vs. Virtual Backgrounds. Which is Best for your Zoom Call?

Julie Hanson

In more ways than one, business professionals are now faced with considerable change – offices are closed, meetings are remote, and the professional handshake has been replaced with a virtual wave from the other side of the screen – often in front of a virtual background! In the words of Bob Dylan, “the times they are a-changing,” and sales professionals must learn to swim, or face the possibility of sinking like a stone.

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4 Steps to Implement a Winning Sales Engagement

Sales Pro Central Submitted Articles

With a large portion of your buyers’ journeys online (especially in industries with longer sales cycles), continuously engaging prospects with your brand is more important than ever.

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Does Social Media Really Generate Revenue?

Zoominfo

Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. As these social networks have risen, a graveyard of failed businesses trailed behind them, Friendster, MySpace, Vine, and so many more. The most important question for businesses that incorporate social media — albeit the natural rise and fall of a particular platform’s dominance is: Does social media really improve the bottom line?

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The “Silver Lining” Behind What We Are Experiencing

Partners in Excellence

In the past 6+ months, the world has turned upside down. We have never faced simultaneous health, economic, social crises at the global scale that we are currently experiencing. We long for things to get back to normal. I dream of sitting in an airport–going to visit a client. Or sitting in a restaurant, enjoying a meal with friends, or going to a concert or the theater, or getting back into the gym.

Scale 143
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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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Digging Into Customer Churn Data: A Guide to Better Retention

Zoominfo

The stress of onboarding new customers and keeping current ones is constantly exacerbated by the looming threat of high customer churn rates. Lost customers, or customer attrition, aren’t completely avoidable — but how many is too much? When does churn become a problem? The answer varies based on the unique attributes of your company. That’s why it’s crucial to compile, analyze, and build customer retention strategies with churn data.

Churn 130
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Be the Best Informed Voter You Can Be

Guru

In the words of the late, great weird Twitter account @Horse_ebooks , “Everything happens so much.” If the crush of news is making it tough for you to figure out how to vote on everything from the next US president to the next school board president, we’re here to help. Assuming you’re registered to vote (and if you’re not, there might still be time to register !

Twitter 125
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How to Choose Your B2B Lead Generation Target Market

KLA Group

By Kendra Lee The foundation of all B2B lead generation strategies, regardless of the activities you choose to use, is your target market. If you get it wrong, no matter how big your budget, great your content, or how much you pummel it, the results will not fill your sales funnel and will leave you […]. The post How to Choose Your B2B Lead Generation Target Market first appeared on KLA Group - Denver.

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Why is More Important than How

Sales Pro Central Submitted Articles

Sales reps and sales managers would benefit from more sales education and less sales training.

Education 130
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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How to Train your SDR Team, According to HubSpot Managers

Hubspot Sales

Do you have a new class of sales development reps starting soon? If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. Did you know that most SDRs require 4.1 months to fully ramp ? That's why training is so important for your sales team.

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Is There Such a Thing as a Born Salesperson?

Sales Pro Central Submitted Articles

'Ive always held the stance that talent and skill are two distinct, separate things.

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Sales Professionals: What is on the Horizon for 2021?

Sandler Training

Given the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021? After meeting with tens of thousands of sales professionals this year, we would… The post Sales Professionals: What is on the Horizon for 2021?

Meeting 114
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Cold Email Grader: Send Better Emails With AI

Sales Hacker

With a cold email, you can either drive hundreds of thousands in pipeline or send your prospects running for the hills. . We have plenty of resources on writing effective cold emails at Sales Hacker. But sometimes the difference between an okay cold email and a great one is specific feedback on what you have. . The teams at Outreach and REGIE created the Cold Email Grader to help you — you guessed it — write better cold emails. .

ROI 106
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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How to Succeed at Better Selling through Storytelling [PODCAST]

Sandler Training

Mike Montague interviews John Livesay on How to Succeed at Better Selling Through Storytelling. Find John Livesay at: [link] In this episode: Best attitude, behavior, and technique to succeed at better selling through storytelling Turn a case study into a case story and people will listen and remember you The key to dealing with rejection is,… The post How to Succeed at Better Selling through Storytelling [PODCAST] appeared first on Sandler Training.

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Skillfully Combining Leading and Lagging Indicators

Pipeliner

The use of KPIs (Key Performance Indicators) to measure a sales team’s growth or contraction have been used for many years. Some examples include gross sales, net revenue, products sold, and others that demonstrate how a company has succeeded (or not) through a particular period (quarter or year). But these particular KPIs are actually lagging indicators— so called because they only reflect what has been done.

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Sales Enablement vs. Content Marketing: Why You Need Both

Highspot

Dedicated to creating high-value content for every stage of the customer journey, a content marketer’s role is well-defined. But in organizations with sales enablement teams, confusion can sometimes arise from questions about which team owns content creation, delivers guidance to reps, and coaches teams to work together effectively. With this guide, we’ll break down the key distinctions between the two functions and show you how to get the most out of both by addressing the following

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Mistakes Will Be Made….

Partners in Excellence

Too often, we live in fear of failure. We live in fear of making mistakes. In spite of this, mistakes will be made. Too often, bad leaders punish those that have made mistakes, never tolerating failure. In spite of this, mistakes will be made. If we fear making mistakes, we do nothing, because if we did something, we might make a mistake. We revert to what we have always done, ironically, even if it isn’t working as well in the past.

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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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Sales Lesson: Are You Worth Your Prospect’s Time?

Sales Pro Central Submitted Articles

A Simple Lesson

Sales 130
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8 Smart Tips to Promote Your Small Business on Instagram

Nimble - Sales

Having millions of daily users, Instagram has turned out to be one of the most popular social media networks all over the globe. Right now, most of the big brands and eCommerce monsters have an account on Instagram, advertising their products, and promoting their business. But what if you are running a small business? How […]. The post 8 Smart Tips to Promote Your Small Business on Instagram appeared first on Nimble Blog.

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How to Succeed at Rule #40 – Fake It ‘Til You Make It [PODCAST]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Rule #40 – Fake It ‘Til You Make It [PODCAST] appeared first on Sandler Training.

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What Is an Auto Dialer? A Time Saver, That’s What.

G2Crowd - Sales Blog

If you work in any customer-facing department, you’re likely used to picking up the phone, dialing a random string of numbers, and hopefully having your desired conversation. It has to be second nature at this point, right?

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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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The Difference Between Adversarial, Collaborative & Consultative Sales Negotiations

Richardson

Many believe that negotiations succeed or fail as a result of the numbers discussed. That is, people believe that the outcome is a function of what one is willing to pay and what the other person is willing to accept. This purely economical perspective is too narrow. In truth, the dollars and cents have less influence than many realize. Instead, much of the outcome stems from the negotiation style used.

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Build Your Competitive Advantage

Selling Energy

Knowing your particular niche is essential. In our trainings we often refer to Michael Porter’s arsenal of competitive advantage , which provides a template that helps you determine in what ways you might excel in your field. Where do you excel? What is your specialty? What do you have to offer that your competitors don’t?

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Success Never Permeates Upwards!

Jonathan Farrington

During one of my senior management coaching sessions last week, I posed the question: “So just what is it that makes a company successful?” I had the group whiteboard the […].

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