October, 2022

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Are You a Gold Medal Sales Manager?

Sales and Marketing Management

It’s been said that people will run really fast for two reasons: to win a gold medal and to get away from a German Shepherd. Only one of these reasons, however, generates sustained success. Can you guess which one? The post Are You a Gold Medal Sales Manager? appeared first on Sales & Marketing Management.

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Bold Leaders Required to Succeed

Steven Rosen

BOLD leaders not only develop new strategies and tactics, but they act on making them happen without hesitation.

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3 Ways to Improve Your Attitude

Mr. Inside Sales

One of the most important things I learned early on in my sales career is that attitudes are contagious. My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. And most of that came down to my attitude.

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New Data: Is Sales Compensation Aligned With Changing Motivational Needs?

Understanding the Sales Force

My MacBook Pro is running Monterey version 12.6 and it has been charging to only 80%. This was driving me crazy so I did some digging and found that the default battery setting is "Optimized" where it says the following: "To reduce battery aging, your Mac learns from your daily charging routine so it can wait to finish charging past 80% until you need to use it on battery.".

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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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Ten Truths That Will Increase Your Sales Effectiveness

Sales Pro Central Submitted Articles

I want to share with you the ten principles on which we developed our platform. These are also available as a download in my Sales Effectiveness Manifesto.

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5 Practical Ways to Align Sales and Marketing in B2B

Sales and Marketing Management

Considering there is 90% probability of misalignment of sales and marketing in your organization, it’s time to implement best practices that are proven to produce better results and happier practitioners on both sides of the aisle. The post 5 Practical Ways to Align Sales and Marketing in B2B appeared first on Sales & Marketing Management.

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Why Sales Coaching Matters

Anthony Cole Training

It is an important distinction in sales – understanding the salesperson who can sell versus the one who will sell. A recent post by Dave Kurlan, on the Difference Between Selling Skills and Effectiveness does a great job of illustrating that difference. Think about your own business and those who consistently produce beyond the expected. There is something more than just their skills that drive their behavior and success.

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Ideas to Better Manage Your Finances to Grow Your Business

Smooth Sale

Photo by Scott Graham on Unsplash. Attract the Right Job Or Clientele: 4 Helpful Tips For Doing Your Business Finances. The success of your business depends upon keeping your finances in check. Not managing finances well translates into the inability to continue growing your business presence, additional customer loss, and a decline in your revenue stream.

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The Similarity Between Cashless Bail and Free Passes for Salespeople

Understanding the Sales Force

If you aren't aware of the crime taking place in most of America's big cities, you have either been living in a cave or experiencing willful ignorance. Most of the criminals are repeat offenders and those who are captured and arrested are usually back on the street committing additional crimes later that day due to cashless bail. If you think about it, and you don't have to think very long or hard, cashless bail mirrors how companies deal with under-performing salespeople.

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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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Not Only Do Opposites Attract…

Sales Pro Central Submitted Articles

How many of us were raised on one side, and then taught to practically sneer at the other? I was taught as a salesperson that those in marketing didn’t have a clue as to what we were up to in sales!

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8 Guidelines for a Great 4th Quarter

Membrain

The 4th quarter is the accountability quarter. Some of you are thinking, “Hey, it’s been a great year,” because you’ve done well in Q1-3. Others are saying, “Ugh,” because you simply didn’t accomplish everything you hoped.

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Unlocking the True Potential of Digital Selling

Sales and Marketing Management

Here is the right approach to increase revenue by optimizing the experience of the digital buyer (first) while achieving more productivity with sellers. The post Unlocking the True Potential of Digital Selling appeared first on Sales & Marketing Management.

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How to Become a Must-Have Solution for Customers in Any Economy

Force Management

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Check our blog next week for the newest installment, or subscribe for updates straight to your inbox.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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How to Move Your Small Startup from Home To An Office Space

Smooth Sale

Photo by Geralt via Pixabay. Attract the Right Job Or Clientele: How to Move Your Small Startup from Home To An Office Space. When your small startup begins to grow, you may find that you need to move out of your home office and into an actual office space. It can be intimidating, but it is essential to do it correctly to avoid future problems. Our collaborative blog post, How to Move Your Small Startup from Home To An Office Space, outlines the steps you need to take to make a move as smooth as

Hiring 146
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The Bob Chronicles - The Difference Between Selling Skills and Effectiveness

Understanding the Sales Force

Back in the 90's, after years of Chiropractic, I learned to crack my own back and neck. You never know when you will need to relieve stiffness and/or pain. Actually you do know. If you drove more than two hours today or slept in a hotel bed last night I'm certain you'll need to crack your back and neck. In the spring of 2020, I sprained my ankle and it never improved.

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Sales Jobs Are Changing: How to Keep Up and Keep Talent

Sales Pro Central Submitted Articles

Are you struggling to retain sales talent? That's because sales jobs are changing! Click here to learn about how to keep up with sales talent.

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Why Segmentation is Key for SaaS Email Marketing

Predictable Revenue

Jane Portman joins the Predictable Revenue podcast to discuss why segmentation is key for email marketing and how to properly segment outbound sales campaigns. The post Why Segmentation is Key for SaaS Email Marketing appeared first on Predictable Revenue.

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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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Negotiators Don’t Fail to Prepare, They Fail to Cover All Bases

Sales and Marketing Management

Too often, negotiation preparations tend to be one-sided. Here are three considerations that should be made before any negotiation begins. The post Negotiators Don’t Fail to Prepare, They Fail to Cover All Bases appeared first on Sales & Marketing Management.

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The changing face of value in B2B sales

Membrain

This article, first published in the International Journal of Sales Transformation , leads to the conclusion - which I suspect will come as no surprise to regular readers - that we need to stop talking about the "value" of our so-called "solutions" and start focusing on the value of our customer's outcomes.

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5 Secrets to Selection

The Center for Sales Strategy

Candidates are in and out of the job market quickly, particularly those with superstar talent. If you’ve adopted a “we’re always hiring” mentality to help you build and fill your talent bank, you’re likely conducting interviews more frequently. According to LinkedIn, 83% of talent say a negative interview experience can change their mind about a role or company they once liked.

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How to Hire the Right Salespeople Using This Jeep vs. Infinity Analogy

Understanding the Sales Force

Before I purchased my first Jaguar, my dream car was the Infinity Q45. In the early 90's, I couldn't wait to get that car and when winter came, I couldn't wait to get rid of it. It didn't matter what kind of tires I put on that expensive-but-useless-piece-of-crap-for-all-of-winter car, it wouldn't go in the snow and ice. Since I had to drive up a steep, mile-long hill to get home at the end of the day, and the hill wasn't well salted or sanded because it ran alongside a lake.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Creating a Sales Process That Meets Modern Buyer Needs

Sales Pro Central Submitted Articles

Are you struggling to figure out what it takes to become a digital-first sales organization? Here are some tips for streamlining your sales infrastructure.

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Mine Is Bigger Than Yours!

Partners in Excellence

Get your minds out of the locker room! I’m talking about your Sales Stack! Is it big enough, is it bigger than others in your industry? I suppose it’s not surprising, but there’s a lot of talk about the importance of sales stacks. As you would expect, much of it is driven by the vendors of sales technology tools. Apparently, at least according to them, the secret to sales success is the number of sales technology tools an organization deploys–less the strategies the organ

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Halloween Scares: Conquering the Five Biggest Fears of Salespeople

Sales and Marketing Management

Losing the big deal; being buried in administrative tasks; falling short of quota. Here are five common fears of salespeople and how to conquer them. The post Halloween Scares: Conquering the Five Biggest Fears of Salespeople appeared first on Sales & Marketing Management.

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How to Co-Sell with Channel Partners

Membrain

Channel partners provide a way for companies to not only bring their products to market, but to develop long-term profitable relationships that are beneficial to the maker, the seller, and the buyer. But we still have a long way to go to truly unwrap the potential of co-selling relationships with channel partners.

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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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3 Best Cold Calling Scripts and Tips

RAIN Group

Many people want to believe that cold calling doesn't work because they don't want to have to get on the phone. Indeed, there are many ways to do it wrong and fail. Many cold callers use deceptive tactics to get through and leave a bad taste in buyers' mouths.

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5 Virtual Selling Myths…True or False?

Julie Hanson

5 Virtual Selling Myths…True or False? There’s a lot of advice floating around about virtual selling and how to best connect with prospective buyers on camera. Some of it is helpful. Most of it is well meaning. But there’s a whole category of advice that clearly comes from people who have never had to make a living in front of a camera. Taking bad advice is costly as some of these “best practices” can damage your credibility and send buyers to their phones, or worse, to your competition.

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How to Build a Strong Culture While Managing a Remote Sales Team

Sales Pro Central Submitted Articles

Company culture used to be confined to the Ping-Pong tables and happy hours of a pre-pandemic society. Now, your sales culture must evolve alongside growing preferences for remote work.

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