Sat.Sep 22, 2018 - Fri.Sep 28, 2018

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Communicating Your Value

Membrain

It's truly amazing how seller's emphasize 'unique' features or benefits that, in the eyes of the buyer , look pretty much the same as their competition. Yet the way we say what we say makes a huge difference in what people perceive.

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Sales Tips: 6 Ways to Keep Your Team Sane in Q4

BrainShark

Sales enablement leaders and sales managers might not be the ones closing new business, but they’re obliged to support their sellers however possible.

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Sales Engagement: The Intersection of Sales and Science

Sales Hacker

Sometimes, simple ideas can spark revolutions. What if I can bring and use a phone anywhere I go? (Hello cellphones; goodbye phone booths !). What if my friend can receive my letter as soon as I send it? (Goodbye snail mail; hello email!). What if sales reps can really harness the full potential of the pricy software tools we thought would turn us into sales superstars?

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Would You Encourage Your Children to Pursue Sales?

No More Cold Calling

If not, what does that say about the state of sales ethics? The facilitator asked a provocative question: How many of you would tell your children to pursue a sales career? Everyone laughed, but no hands went up. A surprising response, since the participants were all tenured and successful sales leaders. (My hand went halfway up, but that didn’t count.).

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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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5 Ways To Sell To The Modern Day Buyer

MTD Sales Training

One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do you need to do to keep up with these changes?

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The Top 35 Sales Podcasts for Sales Professionals

Zoominfo

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. Recently, we published The Ultimate List of Marketing Podcasts. So if you’re already familiar with the sales podcasts on this list, we recommend you check out that post as well.

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Being more remarkable in virtual sales meetings

Sales and Marketing Management

Author: TIM RIESTERER, CHIEF STRATEGY AND RESEARCH OFFICER, CORPORATE VISIONS In our last column in this space, we recalled the Bell phone system’s catchy commercial slogan, “Long distance. It’s the next best thing to being there.” It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face.

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Sell More by Giving Things Away

The Sales Heretic

The most powerful four-letter word in sales and marketing is “free.” Everybody loves getting something for nothing. And giving things away can be an extremely powerful sales tactic. Two stories that were recently shared by participants at a couple of my training seminars illustrate how to capitalize on this principle. The first example was related [.].

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The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases. Invariably, each drive back home has taken twice the time it should have because of road construction. On Sunday, Waze, my favorite navigation app, said that the drive would take just 2 hours and 32 minutes. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours.

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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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Turn Your Voice Mails Upside Down

The Pipeline

By Tibor Shanto. Sometimes it takes someone else to say something different about a familiar process, or thing, for us realize we are not as smart or executing as we thought. In this case, it was it was someone who was willing to take a technique even further in a way that leads to more significant results. In this case, how to improve voicemail success; specifically, in ways which lead to more returned calls when leaving messages.

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Defining the Real Buyer

Sales and Marketing Management

Author: Alicia McCarty As we are all very well aware, today’s buyers expect us to speak to them personally, not in their general direction; increasingly, customers want businesses to know what they want before they do and to serve them hyper-targeted, relevant content and offerings. For example, one study by Marketo found that 79% of buyers “are only likely to engage with a brand… if those promotions are directly tied to how they have interacted with the brand previously.

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5 Ways to Build a Better Employer Brand

Zoominfo

Recruiting and marketing may be two separate fields—but in today’s digital world, the lines between the two have become increasingly blurred. In fact, 86% of HR professionals agree that recruitment is becoming more like marketing ( source ). The recruiting landscape is now a candidate-driven and highly competitive environment. As a result, the strategies recruiters use for candidate sourcing now mirror the tactics marketers use to attract customers—the main overlap being branding.

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A Hopscotch Client Retention Strategy will not boost Client Success

Babette Ten Haken

If you practice a hopscotch client retention strategy, do not get your hopes up. Making clients successful is hardly child’s play. Co-partnering in your client’s success involves more than adhering to a mostly-linear protocol. Rather, start by being better prepared to weigh risks against opportunities. As a result, serve your clients better and better over the duration of your relationship with them.

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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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10 Ways To Prepare For Your First Cold Call

MTD Sales Training

Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can be so daunting to a sales professional that they spend hours doing other things so that the inevitable rejection doesn’t have to be faced.

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We’re Overthinking Seed Round Signaling Effects

For Entrepreneurs

There is much hand wringing in the startup ecosystem about various forms of signaling between the seed and A rounds. Conventional wisdom, and advice, abounds: entrepreneurs should never include a venture firm in their seed round because it’ll scare other VCs off from pursuing the A. After all, the “insider” VC has more information and.

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10 Discovery Questions to Uncover Buyer Needs

Zoominfo

Most sales professionals recommend using a sales methodology that involves uncovering a buyer’s biggest problem or pain point. While this is essential for sales success, it’s also only half of the story. This type of approach often drives sellers to employ a “find-out-what’s-wrong-and-fix-it” mindset. Sellers hear a buyer’s complaint and often jump to problem-solving far too quickly.

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Driving Blindly Isn’t an Option, Leverage Dashboards for Unprecedented Clarity

SBI Growth

210 Miles per Hour. That’s how fast NASCAR stock cars pummel into Turn One at Daytona International Speedway during the prestigious annual 500-miler; bumper-to-bumper, three-wide with the pack.

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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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Sales Differentiation Is Easy When You Ask Purposeful Questions

Connect2Sell

It’s been said that in sales differentiation, asking questions is an art, an appealing expression requiring craftsmanship and finesse. It’s also been said that asking questions is a science, a systematic process requiring knowledge gained through observation and experimentation. In selling, there are two schools of thought when it comes to using questions as a way to connect with buyers and advance sales to a close.

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Whiteboard Wednesday: 5 Steps to Overcome Sales Objections (Steve Bryerton)

DiscoverOrg Sales

Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we run into an objection. So that’s what we’re going to focus on in today’s Whiteboard Wednesday. Objections are something we hate hearing in sales – but if we’re honest with ourselves, we realize that in order to sell effectively, we have to hear objections during a sale cycle.

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4 Ways to Improve Your Candidate Response Rate

Zoominfo

Good news: You just found the perfect candidate to fill a job vacancy. You send them a quick email and hope for a response. A few days pass— and still no word. Sound familiar? In today’s competitive hiring landscape, this scenario happens again and again. A low candidate response rate can frustrate even the most experienced recruiter. This begs the question: How do you improve your candidate response rate?

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How You Can Align Marketing and Sales in an ABM World

SBI Growth

Joining us on the is Mike Volpe, the Chief Marketing Officer for Cybereason, the world’s most powerful cybersecurity analytics platforms. Often called the “godfather of inbound marketing” for his work in taking inbound marketing from an idea to a movement.

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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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Sales Prospecting & Cold Calling Tips Techniques Tools Ideas & Methods

Mr. Inside Sales

Why You’re Turning Off Your Prospects. By Mike Brooks, [link]. Learn the best cold calling and sales prospecting tips, ideas, techniques, strategies, tools and methods on how to make effective successful business calls for sales. It happened just now. Phone rang at our office and I picked it up. It was a guy who read my latest book, Power Phone Scripts , and wanted to know how to handle a situation/objection he was getting.

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Successful Podcasts' Share Seven Qualities

Pointclear

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Plus, podcasts create a personal brand for the host. Podcasts introduce you and your products to thousands of potential customers and those that refer customers, but there are seven things you must have in mind to be a success.

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5 Ways To Sell To The Modern Day Buyer

MTD Sales Training

One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do you need to do to keep up with these changes?

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What Role Does Field Marketing and Field Sales Talent Play in Enterprise Valuation?

SBI Growth

How well an organization executes on both strategies should play a critical role in a private equity firm’s valuation of that enterprise. Read on for key inputs to your models and best practices to add to the consideration set in.

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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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Prospecting is Not About Selling

John Barrows

At least it’s not about selling your products or services. Can you sell your product or service in a 30-second pitch? Can you sell it in a one-page e-mail? I hope not. If you could your company wouldn’t need you. Prospecting is about selling the next step. It’s about selling time. I’ll go old school here for a minute and talk about AIDA – the fundamental process of sales that was developed by St Elmo Lewis in 1898.

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9 Strengths of Consultative Sellers

Anthony Cole Training

“It’s not you, it’s me!” I love that scene from Seinfeld.

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The 5 most common mistakes you’re making in your sales email CTAs

Close.io

Sending a cold email is like stepping into the ring with your prospect. You might throw a few good punches and win their attention in the first round. But if you don’t keep fighting to the very end, you’re ultimately going to lose. Your Call To Action (CTA) is the KO punch. It’s what determines whether the person responds to your email and moves through your funnel or sends it to the trash.

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