Sat.Jan 06, 2018 - Fri.Jan 12, 2018

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Sales Strategy #5: Develop a Coaching Culture

Steven Rosen

Develop a Coaching Culture. Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you have a multiplier effect when their skills get better. Sales Strategy #2 Execute with Excellence because most companies do not execute with excellence.

Coaching 307
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3 Most Effective Ways to Further Engage Your B2B Leads

Sales and Marketing Management

Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. In fast-paced marketing, the right time usually means right away. According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process.

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Sales Empathy and Emotional Intelligence in Selling

Score More Sales

It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare.

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Is it Time to Promote or Demote Business Partners?

SBI Growth

As a successful sales leader, you spend your life chasing airplanes and living in hotels to Make Your Number. Throughout 2018, you will once again prove yourself worthy by flying 100,000+ miles and sleeping in dozens if not hundreds of.

Promotion 230
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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8 Tips For Preparing For A Sales Call

MTD Sales Training

When we ask salespeople how they prepare for making sales calls, most say they might check the company’s website and possibly check the contact’s Linked-In profile, but that’s about it, really. This surprises us, as the quality of the preparation can make or break your opportunities with a new prospect. Here are some tips that you might consider to make your preparation that much better and more successful.

More Trending

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#MeToo, now #TimesUp.

Understanding the Sales Force

But, much to my delight and surprise, the #MeToo movement didn’t quite fall into obscurity. Instead, it took on a sort of life of its own; over and over, we started to.

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Do You Have Enough Selling Heads to Make Your Number in 2018?

SBI Growth

Many of you are looking at the revenue plan and worried that you are already behind. Why? You are wondering if you have enough headcount to make your revenue number. So, what do you do about it? There are two.

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Message to Account Based Sales Teams: Your Humanity Is a Competitive Advantage

No More Cold Calling

Is sales an art or a science? The Sales Hunter answers that question. I’m not a robot. You’re not a robot. Neither are account based sales teams. When they’re asking for referrals, they should never ask on social media or in any other digital format. If you want referrals, you need to bring your good old human self to the table. Most of my clients tell me they’re pissed (their words, not mine) when an account based sales rep sends a digital referral request and just assumes they’ll provide one.

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2 Enemies of Improved Sales Management: Inertia and Gravity

Sales and Marketing Management

Author: Michelle Vazzana, CEO, Vantage Point Performance Frontline sales managers have a difficult job. In fact, we think they have the hardest job in any sales organization. Unfortunately, they're also a neglected role in most of the companies we know. Despite the varied and intense demands put on sales managers, they are given relatively little guidance or training on how to actually do their job.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Are You Taking Enough Time Off?

The Sales Heretic

You’ve set your business and sales goals for the year: a prospecting goal, a closing rate goal, a revenue goal. But have you set a vacation goal? If you haven’t, you absolutely should. Too many people don’t take enough vacations. One recent study found that 75% of Americans don’t take all of their paid vacation [.].

Study 203
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Why Your B2B Brand Matters

SBI Growth

Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generation.

B2B 220
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What’s the Toughest Question to Ask a Potential Buyer? (The Inbound Sales Approach)

Connect2Sell

A few months ago, someone asked me a fascinating question via LinkedIn. The question, based on a post about my DISCOVER Questions® Get You Connected book , was "In your experience, what are the toughest questions to ask a prospective customer ?".

Inbound 194
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Leads are Hard 

Pointclear

A Story From Yesteryear About Reader Service (aka Bingo) Cards. According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. Many advertisers were listed on the reply card. Readers circled the advertisers they were interested in and mailed back (or faxed back) the card to the publisher which then provided their advertisers with the appropriate leads.

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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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5 Ways to Get Better at Handling Objections

Mr. Inside Sales

Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? (And, by the way, that you’re going to get all year long.). I guarantee you that if you just take the time to follow the step by step advice you’ll read below, you will – within 30 days – be a more confident, competition, and successful sales professional.

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7 Skills Sales Directors Will Need In 2025

MTD Sales Training

It’s no secret that everything in the working environment is evolving. The biggest shifts that are happening in work are being driven by Artificial Intelligence, Globalisation and robotics. The generational gaps that we really didn’t have to concern ourselves about are now one of the most important aspects of every office’s working situations. The changes we see today are happening at the quickest rate we have ever seen.

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Do You Have “Prospecting Paralysis?”

The Sales Hunter

Medical research shows 4 out of 5 salespeople suffer from the acute disease “prospecting paralysis.” The disease is known to spread quickly through verbal communication and self-inflicted thinking. Breakthrough research now shows the disease is curable, even in those who feel they suffer from “terminal prospecting paralysis.” Yes, the preceding paragraphs are a spoof, but at […].

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Have You Evaluated Your Key Account Selection Strategy Lately?

SBI Growth

How do you determine the Key Accounts for a program? How often should you re-evaluate current Key Accounts? The answer for most is by simply taking your top few customers by annual revenue, and calling them “Key Accounts”. If your analysis.

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Bad News for the Average LinkedIn Recruiter

Zoominfo

Now boasting 740 million users worldwide, LinkedIn has become the go-to platform for recruiters. This makes sense, since LinkedIn publicly displays virtually every piece of information a recruiter would need to make an informed hiring decision. It should be every recruiter’s dream, right? However, research shows this might not be the case. 52% of hiring managers claim that passive candidate recruitment has been less effective because recruiters on LinkedIn are all competing for the same candidat

LinkedIn 130
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How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? Entrepreneurs, sales executives, and sales managers all benefit from writing sales plans -- whether for their business, department, or team.

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Sales Motivation Video: January is Prospecting Month

The Sales Hunter

Don’t spend the entire month of January organizing! Instead, spend it prospecting! The sooner you start prospecting, the sooner you’ll be building momentum and sales motivation that will roll right into February. You want to be the salesperson who is one step ahead. Check out the video to see what I mean: A coach […].

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The Quicksand of Customer Loyalty Those Nasty Complaints

Increase Sales

Building customer loyalty must address unsolved problems aka customer complaints. Take a moment to think about a problem that you had with a product or service provider such as a hospital, a retail store or a new car dealership. Was your customer complaint or problem resolved to YOUR expectations or was it resolved to the provider’s satisfaction? How did you feel when the complaint was resolved within your expectations?

Loyalty 132
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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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How B2B Sales Benefits from Prescriptive Analytics

SBI

In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling. This is especially true for sales people who manage a large book of business and large product portfolios: the larger their account or product list, the larger the data sets to review and report on, and the less time they have to focus on growing and retaining every customer account.

Analytics 139
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The Ultimate Guide to Direct Mail

Hubspot Sales

What is direct mail? Direct mail is a marketing strategy that involves sending a physical letter, package, mailer, brochure, postcard, etc. to your prospects and/or current customers. It’s used in both B2C and B2B selling, although more commonly with consumers. Everything old is new again. Although direct mail’s response rate has dropped over time, it’s still a valuable tool for marketers and salespeople.

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7 Reasons Why Your 2018 Sales Coaching Initiative Will Fail

Xvoyant

2018 is shaping up to be the Year of Coaching. More and more sales thought leaders are coming to the conclusion that robust coaching programs can make a huge difference in win rate, quota attainment, and overall revenue. Coaching your sales team has become non-negotiable.

Coaching 121
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Procrastination the "I'll Do It Tomorrow" Mentality

Increase Sales

Almost two weeks into the New Year and is procrastination starting to rear its ugly head? You know what I mean those “I’ll do it tomorrow” thoughts. Years ago during a workshop, one of my clients shared that her greatest obstacle to business success was her inability to: Honor her commitments, Do what she know she needed to do. Put things off until tomorrow.

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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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Is Your Sales Team Over-Managed and Under-led?

Mindtickle

It’s a common misconception that management and leadership are the same things but they’re not. Managing involves dealing with or controlling things – for a sales manager this could be anything from fighting fires to telling reps what they should be doing. Whereas leadership is about leading people and guiding them to achieve. Both require different skill sets and have vastly different results when it comes to teams.

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How to Use BANT to Qualify Prospects in 2018

Hubspot Sales

What does BANT stand for? The acronym BANT stands for: Budget: How much is the prospect able and willing to spend? Authority: Who is the ultimate decision maker? Need: Does the prospect have a problem your product can solve? Timing: Is there urgency? What is BANT? BANT is a sales qualification methodology that lets salespeople determine whether a prospect is a good fit based on their budget, internal influence/ability to buy, need for the product, and purchase timeline.

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Why The Best Salespeople Are Phenomenal Project Managers

Sales Hacker

At first glance, project managers and sales professionals don’t seem to have much in common. They inhabit different worlds and generally aim for different goals. Budget-conscious, time-crazed and snoopier-than-normal, the stereotypical project manager seems, at most, a very distant cousin of the freewheeling, outgoing and glib sales practitioner.