Sat.Oct 09, 2021 - Fri.Oct 15, 2021

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The 6 Books CEOs are Reading to Increase Revenue

Alice Heiman

The CEOs I work with often ask me what I’m reading. I, in turn, ask them the same. It’s always interesting to hear. I do read many sales books, and I recommend most of them, but the books that aren’t directly about sales are the ones that end up making me think about sales from a different perspective. . Sales revenue is on the mind of every CEO I know.

Revenue 111
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Building Value during the Price Objection

Mr. Inside Sales

How many times have you been told to build value when you get the price objection? Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Want a better way? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust.

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What Is Digital Consulting, and How Do You Start?

Hubspot Sales

The digital world grows larger every day, and it can be hard to keep up. Navigating the ever-changing digital landscape is a challenge — especially if you have a business of your own and are struggling to market yourself and make sales. But you don't have to tackle the trials and tribulations of digital transformation alone. Professionals known as digital consultants can help you reach your goals with their extensive knowledge — and you don't have to be a part of a massive corporation to invest

Salary 110
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The Best Time For A Prospecting Call

The Pipeline

By Tibor Shanto. The generally correct answer is any reasonable time. Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. I know many salespeople hope they can know the exact time the right prey will be at the watering hole.

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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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How to Achieve Sales and Marketing Alignment to Drive Sales Success

Sales and Marketing Management

Given that only 35% of salespeople think their marketing team knows what they need to sell, there is clearly need to get marketing and sales to work together. The post How to Achieve Sales and Marketing Alignment to Drive Sales Success appeared first on Sales & Marketing Management.

Marketing 318

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Sales Management Training: Coach Your People, They Want It!

Anthony Cole Training

Are you, as a sales leader, spending at least 50% of your time coaching your salespeople, helping them to develop their skills and become more productive? It’s time to inspect your own behaviors as a coach and mentor. How do you measure up? Set time on your calendar right now for specific, sales skills coaching with your salespeople.

Coaching 218
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The Monday Morning Breakfast For Champions Podcast – Episode 43 – Warren Coughlin

The Pipeline

Subscribe today , and take the Breakfast on the go! Warren Coughlin helps principled entrepreneurs build a Business That Matters. That is one that delivers to you, the owner, attractive profits and a fulfilling lifestyle while also creating positive impacts on customers, team and the larger community. In other words, it is one that helps make the world – or just your corner of it – a better place.

Salary 173
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Spread Your Message with Through-Channel Marketing

Sales and Marketing Management

As more B2B companies observe growing sales revenue through indirect channels, brands are realizing the need for effective, scalable execution of marketing campaigns through their channel partners. The post Spread Your Message with Through-Channel Marketing appeared first on Sales & Marketing Management.

Channels 207
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Build a pipeline of diverse candidates by using ‘Diversity and Inclusion’ filters

Zoominfo

Scenario You want to ensure diversity and inclusion are important considerations throughout the hiring process. Leverage ‘Smart Filters’ in ZoomInfo TalentOS to build a diverse talent pool that considers candidates with a range of backgrounds. Triggers Diversity and inclusion are being prioritized in the hiring process. Actions Select the ‘Smart Filter’ button and select ‘Diversity and Inclusion’ filters to discover diverse candidates.

Pipeline 130
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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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THE CAREER JOURNEY: An Experience Worth Living

Smooth Sale

Photo by Bruce Mars via Unsplash. Attract The Right Job Or Clientele: . Zach Loeb provides today’s guest Blog, The Career Journey: An Experience Worth Living. . Zach Loeb, Founder The New Agency. Zach Is the Founder of The New Agency , a corporate wellness agency that enables organizational leaders to build a custom employee wellness program for their team.

Pivotal 148
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How To Attract High-Quality Clients Without Wasting Money On Advertising And Techy Funnels

Predictable Revenue

The only reason a prospect will hire you is because they trust you can solve the problem they have. Learn how to hook them with solid proposals. The post How To Attract High-Quality Clients Without Wasting Money On Advertising And Techy Funnels appeared first on Predictable Revenue.

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How sales and marketing can engage real buyers

Membrain

Marketing and sales could be so much more effective if they could find, engage, and facilitate not-yet buyers through their Pre-Sales, change management issues - the stuff that precludes them from identifying as buyers initially but who will be once they’re ready.

Buyer 150
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Use org charts to identify hidden talent within company hierarchies

Zoominfo

Scenario Sometimes the right person for your role is hidden in the hierarchy of another company. Use the company’s organizational chart on ZoomInfo TalentOS to figure out where a likely passive candidate might be located. Org charts are useful when you’re trying to assess whether the candidate’s job title and role in their current organization align with the requirements defined in your ideal candidate job description.

Company 130
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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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Loyalty Is an Inside Job, Too

Engage Selling

Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. But what about within your organization? It matters here, too. Especially now: everyone’s scrambling to keep their best people … Read More » The post Loyalty Is an Inside Job, Too first appeared on The Sales Leader.

Loyalty 134
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5 Key Ways to Get More Leads from Your Trigger Offers

SalesProInsider

Trigger events. Those events that trigger something that is changing, has changed unexpectedly, or may need to change soon also trigger some sort of emotional reaction for people! And those emotions create an opportunity for you to connect to people you already know and leverage those existing relationships into opportunities to meet new people. How?

Lead Rank 132
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Here’s what everyone gets wrong about sales, according to a buying facilitator

Membrain

If you’ve ever had a conversation with Sharon-Drew Morgen, you know she doesn’t mince words when it comes to what sales leaders get wrong about sales. For more than 40 years, she’s been a thought leader and a provocateur, challenging the way we think about what we do and how we do it.

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How Small Gifts Can Create Big Marketing Wins

Zoominfo

Customer delight is the ultimate goal for any business. And nothing surprises or delights quite like a gift. A 2018 study by the University of Zurich found that even a small gift from a sales representative makes customers much more likely to make a purchase. In the study, reps gave customers six tubes of toothpaste — a trivial offering. The results?

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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B2B Lead Generation: The What, Why, and How

G2Crowd - Sales Blog

Generating leads isn’t just a priority for small businesses and startups anymore. Corporations and larger businesses need to keep up with growth and profitability targets by bringing in new customers with the increasing competition from smaller rivals. A good lead generation engine can deliver outsized results and set the business to grow for several years.

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6 Strategies for Sales Prospecting Success

RAIN Group

I recently conducted a webinar for a client on sales prospecting. Leading up to the webinar, I asked what questions the client had about prospecting so I could tailor the content to their particular challenges. I guess I shouldn't have been surprised when I only got one response. And that’s not because they are masters of prospecting—quite the contrary.

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The Pathological Mindset for Crushing Cold Email

Predictable Revenue

The best path to improving cold email outreach is to become obsessed with it. Logging it. Tracking it. Analyzing it. Course correcting it. Learn how Jed Mahrle used this mindset to become the youngest & top-performing SDR at PandaDoc. The post The Pathological Mindset for Crushing Cold Email appeared first on Predictable Revenue.

Course 121
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Find passive candidates using the ‘Likely to Listen’ filter

Zoominfo

Scenario You’ve defined your ideal candidate profile, written the perfect job description, advertised on job boards and other platforms, but still haven’t found anyone with the right qualifications. It’s time to start seeking passive candidates who are likely to listen to outreach from recruiters. Triggers In your candidate search, you’ve exhausted the results from sites where candidates say they are open to work, or you want to add more passive candidates to your talent pool.

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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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Leadership Insights to Share With Your Front-line Managers

Force Management

Your front-line managers can be one of the most valuable assets for any sales organization. Top sales leaders should always be looking for ways to support and enable these critical team players. Our own Paddy Mac (In official terms, Force Management’s Senior Director of Consulting and Facilitation Patrick McLoughlin) is loud and proud when it comes to enabling managers.

LinkedIn 110
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Who to Promote to Sales Management

Janek Performance Group

Your company is growing. Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. He was promoted to sales development and currently, he is the senior SDR on the team. Logic is telling you that Peter is the right candidate for the role. .

Promotion 118
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The Adapter’s Advantage: Daniel Perry on Private Equity Growth

Allego

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 31, sales strategist Daniel Perry shares an insider’s look at the fast-paced world of private equity. Learn how he helps companies “sell quicker, sell for more, or sell for higher valuation” by enabling their sales organizations to increase productivity and accelerate revenue growth.

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Build automated candidate communications using ZoomInfo Engage

Zoominfo

Scenario Manual outreach to candidates takes a long time — up to 30% of a recruiter’s week! You want to optimize your outreach efforts and save time by building an automated flow that reaches out to candidates. Triggers You want to save time and leverage automation in your outreach process. Actions Start a candidate search in ZoomInfo TalentOS , click on the ZoomInfo Engage tab at the top right corner and select “Access Engage.

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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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Podcast 220: Building A Winning Sales Mentality & Growing With Sean Sheppard (Replay)

John Barrows

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episodes of all time! Episode #3: This replay of Episode 109 welcomes Sean Sheppard, who’s friendship spans years with John. Sean is a 5-time Founder and has 3 successful exits on his resume already, he’s now running GrowthX.

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Building Virtual Customer Relationships

BrainShark

Cutomer relationships have not been easy over the past 18 months, but we have developed best practices that have helped us build strong relationships without being in the same room with our customers.

Customer 112
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Strategies to Enhance Your Recruitment Strategy

The Center for Sales Strategy

Your recruitment strategy pivots on how you effectively use and deploy different tactics (and mindsets) to reach ideal candidates. There's no question we're in a talent shortage, and if you're curious about some of the ways to reach candidates using social media, make sure you take a look at these insights on best practices.

Strategy 107