Sat.Apr 21, 2018 - Fri.Apr 27, 2018

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5 Reasons Why Buyers Don't Give A Damn

Sales Gravy

?Frankly My Dear, I Don?t Give a Damn.? Surely you?re not a self-absorbed sales person?but could you be coming across as one to a prospective buyer? If you?ve been selling for more than a week, you?

Buyer 40
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Objections: 5 Things You Need to Do Now

Mr. Inside Sales

I was on the “ Sell or Die ” podcast with Jeffrey Gitomer a couple of weeks ago, and he asked me a good question. He said this question would cause me to think a bit and then he asked, “Mike, how many objections are there?”. That did cause me to think. After a moment, I told him that while there are a lot of variations of objections, in truth there are really only a few.

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We Get Sales Math Wrong! The Magic Is In The Numerator!

Partners in Excellence

My apologies, I’m doing a series of rants that are something akin to David Letterman’s Stupid Pet Tricks. Instead these posts are about Stupid Sales Management/Marketing/Sales Tricks. Sales and marketing are among the most measured functions around. But having these metrics, knowing what they mean, developing and executing plans to improve performance and knowing what to do about them are not well understood.

Scale 59
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Are You Ready for GDPR? Here's What You Need to Know

Membrain

Would a financial penalty equal to 4% of your annual turnover hurt your business? Do you ever collect information about any individuals who live in or are citizens of the EU? If you answer “yes” to both questions, then you need to understand the new GDPR regulation.

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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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5 Audition Secrets for a Great First Impression in Sales

Julie Hanson

I try not to make snap judgments. But I do. And apparently so do a lot of other people. Research studies have found that we make several major decisions about another person in those first few seconds. Decisions like: Is this person trustworthy? Successful? Competent? In sales, this can affect everything from how a customer listens to you to whether they decide to work with you or not.

More Trending

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How To Answer The Only Question That Counts

The Pipeline

By Tibor Shanto. Last week in this blog I made the argument that sellers have to answer one question above all, the one all buyers other than owners and Board Chairmans or Persons to be somewhat PC, the question: “ If I go ahead with this, will I get fired? ” Which leads to “How do we do that?” Take Them Back. While things around us are changing by the minute, change unfolds in many ways not just for different people, but for all people collectively.

How To 267
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Are You Caving on Price in Your Sales Negotiations?

No More Cold Calling

Price isn’t an issue with referral business. More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. Sadly, that behavior continues in sales negotiations today. We’ve trained our buyers to expect discounts and that everything is negotiable. They know sales reps will make the best offers at the end of the quarter or at the end of our fiscal year, so they wait.

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What to do When Prospects Won’t Admit They Need Help

Zoominfo

If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution. You also know many deals fall through—not because the prospect doesn’t need your product or decides to go with a competitor—but simply because they can’t, or won’t, make a decision.

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What Are You Doing Today to Make Your Number Tomorrow?

SBI Growth

Many of you are living your sales lives 90 days at a time. The tyranny of the urgent plagues all sales leaders. But as a sales leader in today’s environment, you must be thinking beyond this quarter and next. As.

Segment 187
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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 a Salesperson Wants to be Treated, Honestly.

Jeffrey Gitomer

Salespeople have feelings too. If you're a buyer, company owner or CEO, I ask you – how do you treat salespeople? Would you like to know how they want to be treated?

Buyer 189
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The Big CRM Question: Why Aren’t Your Sales Reps Using the Software?

Sales and Marketing Management

Author: Sunny Paris If I had a dollar for every time I heard CEOs and sales managers complain about their CRM not being up to date, or that salespeople aren’t using it properly, I could probably retire. If I had another dollar for when I hear salespeople complain about the additional administrative work their CRM imposes on them – my retirement could take place on an exotic island.

Software 180
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51 Career-Changing Sales Productivity Statistics

Zoominfo

In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. But, sadly, this isn’t often the case. There’s a lot more to sales than meets the eye. Other selling tasks include prospecting, administrative work, data entry, market research, etc. The best sales reps have developed an arsenal of productivity hacks to balance the administrative work with the actual sales process.

Hiring 197
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How to survive a new sales gig

Sales 2.0

Maybe it’s just me, but I suspect not. Have you experienced this in your sales career? You get to “take charge” of a new “greenfield” territory for your company? Or maybe you just started a new sales job. Your bosses sense bountiful opportunity. There’s a whole new part of the country (or new industry) that no other rep is covering. Those suspects sure must be waiting to hear about your glorious products and services.

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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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People Analytics: Growth-Factors CEOs Are Missing

SBI Growth

CEOs must inspire and lead while setting strategic direction. A critical factor for achieving growth and profit objectives lives in the weeds. Talent assessment, powered by the marriage of culture, retention, and the future of HR (aka people analytics), is.

Analytics 154
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Top 3 Tips on How to Validate, Calibrate Marketing Automation

Pointclear

How can you dramatically improve ROI on marketing automation investments? Read these top three tips for when and how to use marketing automation—and when not to. Save the bulk of your marketing automation efforts for lower-level executives: Senior executives are not as responsive to marketing automation as their junior counterparts: Senior execs don’t want to be treated like the human equivalent of a pinball—capturing your attention only after hitting the right bumpers and scoring enough points.

Lead Rank 140
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Top Selling Challenges of 2018 and How to Overcome Them

Zoominfo

Sales professionals are under constant pressure to achieve higher quotas and deliver value to their clients in an increasingly competitive landscape. To gain a better understanding of the specific challenges facing sales professionals in 2018, Richardson Sales Training surveyed more than 350 sales professionals. The resulting 2018 Selling Challenges Study provides a panoramic view of these challenges and solutions to overcome them.

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Networking is getting known by those who count.

Jeffrey Gitomer

Anne Boe is one of America's foremost networkers. In the last twelve years she has worked 100's of rooms as a speaker and author. (Book title: Is your "NET" Working? ).

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Grow Enterprise Value with Customer Success

SBI Growth

Our guest on SBI TV is Gaye Gilbert, Executive Vice President of Customer Success at First Advantage. Gaye has already implemented customer success initiative while most companies are just now starting to think about getting started. Anyone in customer success in.

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Habits Of Ineffective Salespeople, Don’t Talk About Your Products & A Quote From Jim Rohn

MTD Sales Training

Episode 13 – Habits Of Ineffective Salespeople, Don’t Talk About Your Products & A Quote From Jim Rohn. This podcast includes: The habits of highly ineffective salespeople. Why you shouldn’t talk about your products. A quote from Jim Rohn. The post Habits Of Ineffective Salespeople, Don’t Talk About Your Products & A Quote From Jim Rohn appeared first on MTD Sales Training.

Training 120
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Active Listening in Sales: The Ultimate Guide

Hubspot Sales

Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. And if they can’t demonstrate expertise, it becomes all the more difficult to establish credibility and eventually build trust.

Call-back 144
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Group Sales Dramatically Different from One-on-One.

Jeffrey Gitomer

Group sales separate the men from the boys. You must be skilled at sales, more skilled at people reading, and even more skilled at group dynamics.

Groups 120
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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Confidence Overcomes Most Shortcomings Except For…

John Barrows

… An Ego. If you have an ego you’re not going to get very far in sales or in life in my opinion. However, if you have confidence you can achieve almost anything. People gravitate towards confidence and want to be a part of it. This is true in all aspects of life and especially in sales. You could know every aspect of your product or solution but if you’re not confident in how it’s delivered or in the true value it provides then you’re going to have a hard time convincing anyone to buy it.

ACT 116
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Cold email teardown session from Enterprise Rising

Close.io

Want to write better cold emails? Watch this cold email teardown session I conducted at Enterprise Rising in April 2018. Enterprise rising is a conference for enterprise tech startups in the Midwest. In addition to speaking at the event, I also offered to review the outreach emails of a couple of startups that attended. Here's the full recording of this session.

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6 Sales Promotion Ideas to Leverage or Leave

Hubspot Sales

Sales Promotion Ideas. Leverage Inexpensive Swag at Conferences. Avoid Discounts of More Than 50%. Leverage Time Savings and Additional Services. Avoid Discounting Outside Traditional Guidelines. Leverage Customers Who Are a Good Fit for Your Product/Service. Leverage Sales Promotions to Get Deals Moving Again. Sales promotions aren’t always necessary to close business.

Promotion 116
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The Drift Lead Response Report: Why Every Minute Matters For Sales Teams In 2018

Drift

This year, B2B digital ad buyers–mostly marketers–will spend $4.6 billion to tell the world about their products. They’ll use all the typical marketing channels and tactics to spread the word — display, content syndication, SEM, social, re-marketing, email, and more. The ad copy will be different, of course. The calls to action? Optimized for maximum clicks and conversions.

Report 117
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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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3 Questions to Ask When You Have a Bad Sales Week

Jeff Shore

By Amy O’Connor. Having a bad sales day? Eh. Shrug it off. Chalk it up to being “just one of those days,” go home, relax, read something inspirational, and get a good night’s sleep. Having a bad sales week? A bad sales month? Okay. Pause. Time to evaluate. A bad sales week can turn into a bad sales month which can quickly snowball into a bad quarter and potentially lead to a disappointing (a.k.a.

Trends 116
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The 12 Best Objection Handling Techniques for Sales You’ll Ever Read

Gong.io

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? Simple: it’s the only one based on hard data. Our team at Gong.io studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. We only included demos and sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom.

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The Advanced Selling Skill That Skyrockets Your Success

Hubspot Sales

Advanced Selling Skills. Core performers seek to gather information in preparation for a sales call, but star performers focus on testing information in preparation for a sales call. Question every piece of information you receive from a prospect, and benefit from unexpected insights that set you apart and make you a top salesperson. We often talk about “sales fundamentals” or “sales 101” -- the basic skills and knowledge a professional seller must master to execute an effective sales call.