Sat.Jan 02, 2021 - Fri.Jan 08, 2021

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Will You Be Able to Keep Your Superstars in 2021?

Sell Integrity

Money and incentives matter, but this year more than ever they’re only part of the sales retention story. Coming off of a tough year in 2020, more employees are feeling burned out and overwhelmed. With the stresses of the pandemic, uncertainty in the business environment, and pressures of working from home and juggling personal and professional lives, we’re all looking forward to a fresh start in 2021.

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The Future of CRM — 7 Trends to Consider for Sales and Marketing Teams

Zoominfo

Customer relationship management (CRM) systems function as the heart of customer engagement. And if CRMs aren’t already a core part of the customer lifecycle, now is the time to switch. It’s important to reconsider your tech stack when markets shift, and now CRMs are top priority for customer engagement. The future of CRM is in advanced intelligence and mobility, especially with recent pushes toward remote communications. 2020 forced B2B organizations away from tech-focused goals and toward cust

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Bold Predictions for 2021

The Center for Sales Strategy

Congratulations! You made it through 2020, and a new year is upon us. Business is not going to look the same as it did this time last year. The pandemic hasn’t just caused pivots — it’s caused permanent change. But all change is not bad! 2021 presents significant growth opportunities for organizations that can Accept, Adapt, and Accelerate from the lessons this year taught us.

Pivotal 90
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Overcome Call Reluctance Today!

Mr. Inside Sales

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. In fact, after I adopted this approach, I actually looked forward to making calls! Imagine that….

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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2021 Challenge:  Put a Little Beatles Into Your Selling!

Understanding the Sales Force

Although it's been more than 50 years since Paul McCartney announced the break up of The Beatles, I am fairly certain that regardless of your age and geographic location, you know who The Beatles were and have heard at least one of their songs, even if the one you listened to was recorded by another artist. Most of you probably know dozens of Beatles tunes!

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More Trending

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Changes As A Competitive Advantage

The Pipeline

By Tibor Shanto. Differentiation is something many companies and sellers seek as a competitive advantage. It’s easy to understand why many buyers may notice or be impressed by something that is not the same again. But many make the mistake that those who misquote Darwin do. While most will mistakenly tell you that Drawing said the strongest will survive.

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Two Great Questions for 2021

Mr. Inside Sales

Welcome back to your home office; how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021. As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also.

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Leading Global Field Sales Through the Pandemic

SBI Growth

Of all the challenges that sales leaders have faced this past year, effectively evolving field sellers into virtual teams has been one of the most difficult to navigate. On today’s show, Mike Carpenter, President of Global Sales & Field Operations at.

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Lead Generation Marketing 101: How to Find Leads Your Sales Team Wants to Close

Zoominfo

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. But how do you find leads and prime them for buying? Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers. Your content marketing — think blog posts, email sequences, and whitepapers — nurtures the target lead, getting them interested in your product or service.

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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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Introducing the Back in the Black Sales TV Show

No More Cold Calling

Join me for my first monthly broadcast. It’s a new year and time for a fresh approach to sales. That’s why I’m introducing Back in the Black , my new monthly sales TV show on the Sales Experts Channel! It’s a way to learn about short, fun, and insightful topics. Think of it like watching the news. You get what you need in 30 minutes and move on.

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Podcast 179: Looking Back On 2020 And Ahead To 2021

John Barrows

Morgan Ingram joins John this week to discuss the ups and downs of what could be called one of the strangest years in history. What changed, what did we learn, and what will be different this year? We’ve accomplished a lot in the face of adversity and we wouldn’t have been able to help as many people were in not for you our loyal audience. Thank you for sticking with us!

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Why More CMOs Are Scaling ABM Investments in 2021

SBI Growth

CMOs are shifting their investment mix to meet the needs of an increasingly digital buying environment. One of the primary ways they’re doing this is by doubling down on Account Based Marketing, targeting and delivering customized programs to the accounts.

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ZoomInfo and Salesforce: Meet Your Go-To-Market Success Machine

Zoominfo

What happens when your most important go-to-market machines sync up? You fuel your CRM with powerful deal-making data. For many companies, ZoomInfo serves as the information engine that powers how they go to market. With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales.

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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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4 steps to Hiring "No Assembly Required" Salesperson

Anthony Cole Training

Hiring sales talent is often a costly, difficult, and time-consuming task. However, it's mandatory in order to grow an organization and sales team. In this blog, we discuss how to identify top talent and minimize hiring mistakes by following a 4 step process.

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Top 5 sales habits to start in the New Year

Membrain

Research shows that most New Year resolutions are abandoned within the first three months. In fact, if you made a resolution and have stuck to it firmly after even just a few days, you’re already ahead of a large portion of resolvers.

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Develop Proof Points That Make an Impact

Force Management

Proof Points are a critical component to the sales process. They provide proof that you do what you say you can do. The more they’re aligned to your buyer through industry, problem or positive business outcome, the more effective they’ll be. Sales organizations that have a process for developing and maximizing the effectiveness of their proof points are able to leverage this important tool in a way that creates and preserves value in the sales process.

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New Office Leases Surge at the End of the Year

Zoominfo

2020 was a disruptive year for everyone and everything. For those who love to travel, for instance, the year forced plans to come to a quick and indefinite hold. For businesses, the majority of their plans have also shifted or changed entirely. Interestingly, many companies who’ve caught the travel bug in the form of business expansion projects — both within the U.S. and globally — appear to have largely maintained those goals.

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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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Your Success Mindset in Uncertain Times

Engage Selling

The big mistake repeated far too often by sellers throughout the global pandemic—and in any period of abrupt change—is believing that if you wait long enough and keep on working the way you always have, things will eventually get back … Read More » The post Your Success Mindset in Uncertain Times first appeared on The Sales Leader.

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What If We Stopped Focusing On Sales, What If We Focused On Selling?

Partners in Excellence

Some readers will suggest I’m playing with words, I don’t mean to be. I’m playing with your mindset, hoping you consider a different perspective. We use a lot of words to talk about the function of sales. We focus on the organization, the various jobs and things that exist within the sales function. When we focus on sales, we focus on that function and how it works most effectively and efficiently.

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From Virtual Selling to Virtual Enablement

Showpad

Looking back on a pandemic-driven year, we learned a lot about remote selling, virtual selling and engaging via video. For some organizations this wasn’t really new, apart from the fact that it was the only way to interact with prospects and customers. For others, it was a bigger challenge as they had to get used to a practice they didn’t focus on before the crisis.

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ZoomInfo and Salesforce: Meet Your Go-To-Market Success Machine

Zoominfo

What happens when your most important go-to-market machines sync up? You fuel your CRM with powerful deal-making data. For many companies, ZoomInfo serves as the information engine that powers how they go to market. With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales And for many companies, Salesforce serves as their CRM and ‘system of record’ for interactions with prospects and customers.

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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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How To Build Sales Funnel For Small Business: Attract. Capture. Nurture

Nimble - Sales

While eCommerce is one niche that’s really strengthened its positions and proven its worth under the weirdest of circumstances of 2020, SMB has been hit hard. Many of the shops, cafes, and venues have taken a hit during the bizarre year. Nimble decided to answer the burning question of thousands of SME owners: How to […]. The post How To Build Sales Funnel For Small Business: Attract.

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Reveling In Complexity

Partners in Excellence

As we look at complex B2B enterprise level solutions, without a doubt, they are complex. When a customer talks to us about our solutions, we can always solve their problems, but as we look at proposing a solution we pummel the customer with endless questions, “How many people will need this, what are the other systems/processes we must interface with, how should we customize the solution to your specific needs, what are the average loads/utilization, what are the peak loads,… ”

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How to Measure the Effectiveness of Your Sales Process

Hubspot Sales

You've established the various stages of your sales process. You know how the typical prospect goes from an email address in your CRM to a paying customer. You've trained your salespeople on the key actions required to move prospects from stage to stage. But how do you know if it's actually working? What factors should you be taking into account? And if it's not functioning as well as you'd like it to, how can you improve it?

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What Sales Lessons Were Learned?

Engage Selling

Here we are in a new year, let’s reflect a little on what sales lessons were learned last year. One of the best ways to create success in sales is by learning from the lessons you’re provided. All of us … Read More » The post What Sales Lessons Were Learned? first appeared on The Sales Leader.

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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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Strategic Alignment: Driving Communication, Cohesion, and Adoption across Sales and Marketing

Predictable Revenue

After years of experience, Kim has learned a thing or two about working cross-functionally within a large revenue org, and how to wrangle rogue SDRs. The post Strategic Alignment: Driving Communication, Cohesion, and Adoption across Sales and Marketing appeared first on Predictable Revenue.

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Resolutions for a Successful 2021

Force Management

"We first make our habits, and then our habits make us." - John Dryden. With 2020 being the year it was, many of us have likely picked up some new habits - some great and a few we may want to leave behind. Habits are critical to being successful in sales. Being purposeful with your habits now can help you seize this year’s opportunities to achieve new goals, both personal and professional.

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4 Ways Top Sellers Break Through Resistance

Hubspot Sales

As sellers, we must immediately break down prospect resistance by creating a great first impression. Yet most salespeople fail to do so — repelling buyers and making them think, "It's a salesperson, how do I get them off the phone?”. The best reps know what they're facing each time they call and have developed repeatable strategies for dispelling resistance.

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