Sat.Apr 29, 2023 - Fri.May 05, 2023

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How to Motivate the Quiet Quitters on Your Sales Team

The Sales Readiness Blog

The current phenomenon of “quiet quitting” has been gaining attention recently. It refers to the growing trend of employees who leave their jobs without making a formal announcement or creating a scene. Unlike traditional resignations, where an employee might submit a letter of resignation and have an exit interview, a quiet quitting involves simply leaving without any fanfare or explanation.

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8 sales qualifying questions you need to know

Nutshell

Tactful qualifying questions can save you the hassle of potentially going through the entire pipeline with a non-starter. It doesn’t matter how good a salesperson you are, you can’t convert every single lead that comes your way—mostly because a handful of your leads won’t be a good fit for the products or services you sell. This is why sales qualifying questions are so important.

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How Sales Reps Can Adapt to the Hybrid Selling Environment

RAIN Group

Have you met Morgan? A terrific sales rep. Except recently, Morgan has slipped out of the top tier of the leaderboard and I think I know why: she struggles to adapt to the new selling environment.

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Leading Your Sales Team In Uncertain Times – Feat. Graham Hooper

Sales Gravy

Leading In A Changing Sales Landscape On this episode of the Sales Gravy Podcast, Jeb Blount (Sales Gravy CEO and author of Sales EQ) and Graham Hooper (CEO of Ellison Technologies) discuss the keys to leading your sales team in uncertain times. You'll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process.

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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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AI In Sales: Disrupting traditional sales models

Sales 2.0

This is the fifth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. This interview is with Scott Ingram. Scott is the Founder of Sales Success Media and hosts the Sales Success Stories and Daily Sales Tips podcasts.

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Inside Look: How a Talent Assessment Helped Improve Sales Productivity

SBI Growth

ACME sought to improve its sales productivity and create value in its ever-growing organization. To accomplish this goal, they implemented a talent assessment to understand their teams' performance better. Through the process, they uncovered how to improve sales productivity and the potential of a sales restructuring that could exponentially increase revenue growth in the next three years.

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6 Ways To Increase Your LinkedIn Post Engagement for Sales

Sales and Marketing Management

Great opportunities beget great competition. Here are six ways for salespeople to boost their LinkedIn post engagement and drive more sales. The post 6 Ways To Increase Your LinkedIn Post Engagement for Sales appeared first on Sales & Marketing Management.

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The Importance of Asking Quality Questions in B2B Sales

The Center for Sales Strategy

Have you ever experienced having to answer the same questions twice during a doctor's appointment? It’s frustrating, but it can also make us reflect on the questions we ask our prospects. Are we asking the right questions to make us think deeper if it were our own business? Even the most experienced salesperson can overlook the importance of being highly prepared for the initial needs analysis.

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The Power of You: Why One Word Makes All the Difference in Sales

Sales and Marketing Management

Using “you” puts the focus right where it needs to be: on the prospect’s own needs. It’s an incredibly effective example of tapping into how we think – and how our brains function – to optimize prospect engagement. The post The Power of You: Why One Word Makes All the Difference in Sales 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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The Meaning behind Courage Endurance and Mateship

Bernadette McClelland

The Meaning behind Courage, Endurance and Mateship As I donned my Akubra and draped my Aussie flag around my neck crafting a makeshift scarf, we headed off to the ANZAC Day Service at the oval of the Stanley Marketplace hosted by the AUSDenver community. Seeing these three flags flying together was a really pivotal and personal moment because the vision took me back in time as I remembered that young 18 year old who had the courage to leave her childhood home in the suburbs of Auckland, experien

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The Simplest Way to Qualify

Mr. Inside Sales

Problem: Salespeople talk too much when they finally get a prospect on the phone. They pitch features and benefits instead of asking questions and qualifying. They talk over their prospects and generally learn very little about what it takes to close a sale. Result? They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full pr

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B2B Advertising KPIs: Tighter Alignment, Better Results

Zoominfo

Every marketing team looks to leverage advertising channels to their fullest. In order to drive awareness, MQLs, pipeline — and ultimately revenue — from B2B advertising, you need to track the best success factors and strike a balance between top, middle, and bottom of funnel metrics. When launching a B2B advertising strategy, you’ll monitor traditional metrics, like clicks and conversions.

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The Benefits and Pitfalls of Using a Blog as a Marketing Tool

Sales and Marketing Management

Whether blogging is an appropriate marketing tool for your business requires you to consider the pros and cons and decide if the former outweigh the latter. The post The Benefits and Pitfalls of Using a Blog as a Marketing Tool appeared first on Sales & Marketing Management.

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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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Do You Want and Know How to Get Free Advertising?

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Want and Know How to Get Free Advertising? Advertising is a crucial component of any successful marketing strategy, but it can also be expensive, especially for small businesses and startups. Fortunately, there are several ways to secure free advertising and promote your business without breaking the bank.

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Why building a custom CRM is almost always a bad idea

Nutshell

If your company has a unique sales process or sells a variety of products and services, it can be tempting to build a CRM from scratch. Theoretically, a custom CRM would include all the features your organization needs, none that you don’t, and would be tailored to your specific business in everything from the in-product terminology to workflows reflecting how your team sells.

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How to Apply Design Thinking to Selling & Buying

Membrain

If you read a lot of business and leadership content or spent much time in product development circles, you’ve likely heard the term “design thinking.” Design thinking is a customer-centric way to approach problems and innovation, and according to McKinsey & Company , it’s one of the most effective ways to differentiate your company and products from competition.

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The Scouting Lesson That Can Provide an EDGE in Business

Sales and Marketing Management

I owe much of my success to the many lessons and good habits Scouting has instilled in me over the years. The Teaching EDGE method is one of the most effective ways to learn a skill. The post The Scouting Lesson That Can Provide an EDGE in Business appeared first on Sales & Marketing Management.

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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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Nimble CRM is Designed to Build Relationships, Not Spreadsheets

Adaptive Business Services

Full disclosure. I’ve never been much of a big data guy. Nor have I ever required extensive reporting from my salespeople. I never spent my time building, crunching, and analyzing spreadsheets. The only numbers that I was ever interested in were … How much is in my/our pipeline? What are my/our sales for the month? What was my/our closing ratio? How much money do I have in my bank accounts?

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How CRM Software Impacts Customer Engagement

Nutshell

It’s easy to assume that once you’ve turned someone into a customer, your work is done. But that’s simply not the case. To keep them a customer, you must continue to engage them. If you don’t, there’s a good chance they’ll eventually leave. For that reason, you’ll want to measure customer engagement continuously. You’ll want to monitor the impact on customer engagement that your customer relationship management (CRM) platform has by: Tracking customer interactions Analyzing customer data Measuri

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Capture Institutional Knowledge on Video to Strengthen Your Sales Force

Allego

This article originally appeared on Forbes. Between layoffs, the “Great Resignation,” and a generation of workers reaching retirement age, businesses risk losing a wealth of institutional knowledge. In the sales world, the customer insight and product knowledge that representatives possess offer valuable information sources to enhance sales enablement programs and prepare new reps for the job at hand.

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Latest Podcasts: The Power of Influence

Force Management

Last month, the Revenue Builders Podcast explored the concept of influence: how to identify it, access it, and wield it in the sales process. Our esteemed guests shared expert insights on core sales fundamentals as well as emerging strategies in the market. From nailing negotiations and upselling to converting champions and CFOs, this month's episodes are a masterclass on how to maximize your impact in a challenging sales environment.

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3 Sizzling Ways to Warm up Cold Calls

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.

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Activities, Outputs, Outcomes—What’s The Difference?

Partners in Excellence

The “new” sales mantra seems to be all about activity. Our managers measure us on activities, and it seems our performance is based on how many activities we complete. As a result, we measure all sorts of things to demonstrate our “busyness,” dials, emails, meetings, InMails, contacts, proposals, and on and on. The more activities we do, the better.

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LinkedIn Ads VS Facebook Ads: Which is of Greater Worth for B2B?

SocialSellinator

Welcome, fellow digital marketing enthusiast! If you're like me, you're always on the lookout for the most effective ways to reach your target audience and achieve your B2B marketing goals. In this article, we will explore two popular social media platforms that have been the talk of the town regarding B2B advertising - LinkedIn Ads and Facebook Ads.

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Selling Skills vs. Sales Methodology: Understanding the Difference

The Sales Readiness Blog

Sales success requires salespeople to have both selling skills and a sales methodology. Selling skills are crucial for effective sales conversations, while a sales methodology provides a structured approach to the sales process. Sales leaders must balance these two approaches to help their team close deals and increase revenue. Dive in to learn more about the differences between these approaches and how to balance them for revenue growth.

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How Consumer Spending Trends Impact Your Recession Sales Strategy [Data + Insights]

Hubspot Sales

Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated. As whispers (or shouts) of an economic downturn persist, salespeople need to shift from defense to offense. This means retiring the old playbook and getting creative with your sales strategies. Here, we cover the top consumer spending trends in 2023, along with five key strategies for selling during an economic downturn.

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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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Why I Love Selling

Partners in Excellence

Having anything to do with sales was the furthest thing from my mind when I was thinking about a job following college. I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. Sometimes a neighbor would buy them (but I think my Mom had called saying she would pay for them).

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Mastering TikTok SEO for Unstoppable Brand Success

SocialSellinator

Welcome to the exciting world of TikTok, where your brand has the potential to soar to new heights! With more than 1 billion monthly active users, TikTok has become an essential tool in digital marketing. But to truly unlock the platform's potential, it's crucial to have a strong TikTok SEO strategy in place. In this blog post, we'll explore the ins and outs of TikTok SEO so that you can create a winning formula for your brand's success.

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Balancing Priorities During Q2: Tips for Leaders

The Center for Sales Strategy

As the second quarter continues to move in quickly, sales managers and business leaders may feel pressured to balance their short-term goals with long-term initiatives. The complex demands often result in burnout as leaders attempt to juggle competing priorities while meeting deadlines and preparing for upcoming tasks. To help navigate this challenge, we have compiled a list of effective tips to assist sales managers and business leaders struggling to prioritize during Q2.