October, 2023

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Motivate Your Sales Team with Five Non-Monetary Rewards

Sales and Marketing Management

Although competitive pay and financial bonuses are important, non-monetary benefits can boost motivation and address sales budget issues. The post Motivate Your Sales Team with Five Non-Monetary Rewards appeared first on Sales & Marketing Management.

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Two Keys for Successful Sales Presentations

Understanding the Sales Force

Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. I’m not referring to the presentation step of the sales process, as much as I am using “sales presentations” as a replacement term for “sales calls.” While watching game 2 of the 2023 World Series, it occurred to me that while I still remember and can name every

Sales 344
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Effective Coaching with Sales Performance Metrics

Anthony Cole Training

Sales organizations typically have plenty of sales data due to the growth and usage of CRM systems, critical to capturing the activities that are occurring with the sales team. But effective coaching with sales performance data often becomes the greater challenge with sales managers and leaders. In our coaching platform, we offer several tools to help in this area and one of the most effective, easy to understand and utilize is sales data insight that comes from regular Sales Huddles.

Coaching 290
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Sales Objections? Move from Concerns to Conversations

SalesProInsider

“ You get what you’re looking for.” It’s just one of dozens of “Jeanette-isms” I heard from my mom when growing up. And now as an adult, I can see how true this statement is. We do get what we’re looking for in many life circumstances, and in sales efforts. Here’s how I see it coming into play in sales situations, especially when faced with concerns or objections during our sales conversations.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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What Is Value in Complex Sales?

Membrain

Sales professionals like to talk about the concept of “value.” “Selling on value,” “Value based sales,” “Sell value not price.” These are important in complex sales , but I’ve noticed that we don’t always agree on what the word “value” actually means.

Sales 147

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Don’t Be Afraid to Call Back Sooner!

Mr. Inside Sales

Happy Halloween, everyone! If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime? The smart thing to do is to get a specific idea of when your prospects buy and even ask them when their buying schedule is.

Call-back 240
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Why Roleplay Is A Winning Sales Training Strategy

Sales Gravy

Why Roleplay Should Be A Key Part of Your Sales Culture In this podcast, Jeb Blount, Jeremy Olson, and Kristin Isaacson discuss the importance of role-playing in sales. They emphasize the need for leaders to create a culture of role-playing and accountability within their teams. They also highlight the benefits of role-playing in helping salespeople improve their skills, gain empathy for the customer's perspective, and build confidence.

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Sales Talk for CEOs: From Grassroots to Greatness with Lloyed Lobo (S5Ep4)

Alice Heiman

In the age where traditional sales tactics seem obsolete, CEOs and founders are shifting to innovative strategies. Lloyed Lobo, co-founder of Boast, accentuates the importance of community-led growth. His journey, from an engineer to a salesperson, and ultimately, to the co-founder of a company aiding businesses in accessing R&D funding, underlines the value of community.

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The Ultimate Guide to Creating Linkable Assets for Successful Link Building

Sales and Marketing Management

In the modern online space, a link is a marketing currency that helps to buy profitable positions. instead of non-stop content generation, it is better to work on its attractiveness for link building. The post The Ultimate Guide to Creating Linkable Assets for Successful Link Building appeared first on Sales & Marketing Management.

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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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Our Global Data Coverage is Better Than Ever. Here’s How We Did It

Zoominfo

The rapid adoption of modern go-to-market (GTM) is creating immense opportunity for businesses in every sector and vertical. As companies in highly competitive industries look for new vectors to drive efficient and sustained growth, they’re increasingly turning to global markets. However, while the opportunities available in overseas expansion are remarkable, so too are the challenges of working with B2B data across international borders.

Data 261
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How to Define Differentiation that Matters in a Changing Economy

Force Management

Competitive differentiation is at the core of every organization’s sales strategy. It’s why customers choose your solution and why sellers get excited about bringing your product to market. As markets change, though, customer needs change too. It’s possible that your differentiation may need to adapt to fit these changing customer behaviors.

How To 148
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8 Inspirational Quotes to Enjoy

Mr. Inside Sales

Greetings to you on an early fall morning! I hope the changing of the seasons inspires you as much as it does me. Speaking of inspiration, here are some of my favorite quotes for you to enjoy today: “If one asks for success and prepares for failure, he will get the situation he has prepared for.” –Florence Shinn “Forget past mistakes.

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4 Tips to Coach Your Coaches to Higher Team Performance

Membrain

“As goes the manager, so goes the team.” This common sales industry expression is actually more true than we realize, according to Carole Mahoney, author of Buyer First and founder of Unbound Growth.

Coaching 147
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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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Trick Or Treat……

Partners in Excellence

This morning, as a drank my morning coffee, I went through my email and social feeds. You can guess what I encountered. At first I chuckled, I thought, “These people have a great sense of humor and irony! Who could imagine such really awful prospecting. They must be playing with Halloween and “Trick or Treat.” In the spirit of the Holiday, I responded to a few.

Insurance 129
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Brand Communities and Their Role in Brand Promotion

Sales and Marketing Management

Gathering users around a product can be one of the most effective promotion concepts for a business – and it work in the B2B realm. The post Brand Communities and Their Role in Brand Promotion appeared first on Sales & Marketing Management.

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Do You Communicate Your Priorities for Business?

Smooth Sale

Photo by Geralt via Pixabay Do You Communicate Your Priorities for Business? Attract the Right Job Or Clientele: Many people new to business, whether entrepreneurial or employees, are so anxious to make a sale that they sadly overlook the value they provide. Instead of gradually building up a case for doing business, they jump at an opportunity to grab something at hand that is usually not worth their time or effort.

Referrals 111
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Sales Training Tips to Help You Reinforce MEDDICC

Force Management

It’s easy to find a sales training company to help you enable your teams. Google it and you’ll find plenty of options that run the gamut of experience and cost. The challenge lies in finding the right sales transformation solution to help you solve the challenges you’re currently facing and drive the outcomes you need.

Training 146
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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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4 Must Read Books that will Change your Plan for 2024

Alice Heiman

This year, I set a goal to read at least two books a month. One for fun and one for business. Most months I get two read, and occasionally more depending on how much time I have on airplanes. I find I get more books finished these days if I listen rather than read. For the business books, I like to listen and take notes but if the book is packed full of things I want to refer to, I will purchase a physical copy after I finish listening and mark it up.

Lead Rank 121
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The Art and Science of Complex Sales Podcast

Membrain

Join us in today’s interview with David Mullins, High Performance Sales Coach. David's a father of seven, a former pastor and a successful salesperson and leader across multiple industries and businesses. His greatest professional gift and joy is coaching people to help them achieve the right mindsets, skill sets and processes to exceed their largest stretch goals.

Coaching 136
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Mirroring

Partners in Excellence

Early in my selling career, I was in a short training class. We were being taught how to “mirror” our customers. The concept of mirroring is it was a means of better connecting with the customer. We learned that if a customer leaned forward in their chair, perhaps indicating interest, we should lean forward. Likewise, if they leaned back we leaned back; if they swore, we swore; if they farted…… OK, I’m getting carried away with this explanation.

Call-back 125
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How Customer Experience (CX) Optimization Increases Sales

Sales and Marketing Management

Budgeting time and resources into CX optimization is like adding more business insurance to your portfolio – connecting, guiding and educating customers from beginning to end. The post How Customer Experience (CX) Optimization Increases Sales appeared first on Sales & Marketing Management.

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Connect, Care, Convert: Secrets to Establishing Trust with Niche Markets and Turning Them Into Clients

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

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Unleash Your Brand's Potential: Discover the Leading Content Marketing Agencies

SocialSellinator

Looking for the best content marketing companies? Discover the top content marketing agencies reviewed in this comprehensive article. Find the perfect partner to boost your brand's potential today.

Marketing 121
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Latest Podcasts: Tactical Leadership

Force Management

This month, the Revenue Builders Podcast featured some great deep dives into tactical sales strategies. Each episode covered a different element of a great sales motion, breaking it down step-by-step in conversation with seasoned leaders and experts with years in the industry. The result is a collection of hard-earned lessons, blueprints for success, and golden nuggets of advice that can only come from leaders who have been in the barrel.

Revenue 139
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Do You Seek Poetic Justice?

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Do You Seek Poetic Justice? Speaking with a friend today, she was sharing her adventures in writing poetry. With ironic humor, I relayed that while I can write blogs and books, poetry was never my style – but the one exception is I seek out poetic justice! According to a Google search, ‘Poetic justice is a literary device that rewards virtue and punishes misdeeds.

Hiring 108
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The Art and Science of Complex Sales Podcast

Membrain

Join us in this episode with Casey Jaycox, a star sales leader, executive leadership coach, and author of 'Win the Relationship, Not the Deal'. Drawing from his experiences in athletics, sales, and leadership, Casey unpacks how his self-belief paved the way for his success and helped him soar to his potential.

Coaching 136
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Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.

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We Need To Think About Retention Differently!

Partners in Excellence

We all know customer retention is important. Creating great customer experiences, making sure we deliver on our commitments, keeping them happy are critical. We are all familiar with the “bow tie” chart, showing the importance of not only retaining, but growing and upselling. And most of the strategies seem built around customer retention.

Retention 126
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3 Ways a Positive Company Culture Can Drive Sales Success

Sales and Marketing Management

Company culture and the culture of your sales organization, or your team’s perception of it, influences how much you sell, your productivity, employee retention and, ultimately, your revenue. The post 3 Ways a Positive Company Culture Can Drive Sales Success appeared first on Sales & Marketing Management.

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Crafting the “Just Right” Conversation…Like Goldilocks?

SalesProInsider

Do you remember the story of Goldilocks and the Three Bears ? Goldliocks was a little girl who entered the bears’ home while they weren’t there. Then, seeking to fit in and feel like she was at home, she tried their porridge, their chairs, and even their beds. She ended up falling asleep because she was so comfortable and felt peaceful. That’s what we want with our prospective clients!