Sat.Dec 15, 2018 - Fri.Dec 21, 2018

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What 290 Cold Emails Teach Us About Sales & Marketing in 2019

Drift

1 year ago I did a weird thing… I spent two months going from CEO to SDR. I was CEO of Siftrock at the time and wanted to learn about outbound sales development. So I made myself “interim SDR” for two months and immersed myself into the world of prospecting. My favorite channel: Cold email. As a wannabe SDR, I learned that cold email was 1) Poorly understood by most non-SDRs and 2) very valuable.

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Prospecting in a Post-GDPR World

Sales Hacker

The past few years have been rather tumultuous in the digital realm. First came Mobilegeddon in 2015, heralding the end of (desktop) days. And now, we’re dealing with the fallout of the General Data Protection Regulation (GDPR), which officially became the law of the (European) land on May 25, 2018. Are you familiar with it? Are you adhering to it? If the answer is ‘no,’ you’re likely not alone.

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Sales Performance Happens When Everyone is Maximizing Their Strengths - Including the Manager

The Center for Sales Strategy

Coaching is a hot topic! Makes sense. people who use their strengths every day are 12.5% more productive in their work. Any strong manager knows they need to coach their people to maximize their strengths, so they can benefit from that natural lift in performance.

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You Don’t Know Isaac, but I Won’t Forget Him

No More Cold Calling

We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely. So, it’s always refreshing to be reminded that the world is also full of kind, compassionate people who go out of their way to help others, even strangers.

Hotels 282
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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Elf on the Shelf Alleged to Be Government Spying Program

The Sales Heretic

The Christmas toy, “Elf on the Shelf” has been accused of being part of a nefarious scheme to illegally gather intelligence on millions of unsuspecting families. The controversy erupted when Santa Claus let slip recently that the popular elves don’t actually work for him. “I’ve been keeping an eye on kids for centuries, long before [.].

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6 Marketing Strategies for B2B Customer Retention

Sales and Marketing Management

Author: Serena Dorf Business-to-business marketing is one of the most challenging facets of the marketing industry. Businesses aren't like retail customers. The requirements in B2B model are different. You deal at a level and the businesses are your core customers. Without taking care of your core customers, your business plans will soon falter, and your brand will suffer.

Retention 213
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45 Top YouTube Channels for Marketing Professionals

Zoominfo

As we regularly remind readers on the ZoomInfo blog—the inception of the Internet brought about the sharing of information at a never before seen rate. Not only does this impact our personal lives on a regular basis—i.e. searching for recipes, directions, or new bars to try out. But, it also impacts our professional lives as well—i.e. searching for a question or resource, looking up design templates, or even hunting for the best tips and tricks to complete a task you’ve been handed.

Channels 220
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6 Ways to Align BDRs

SBI Growth

I often meet with clients who tell me that the relationship between their Business Development Representatives and their quota-carrying sales reps (inside and out) is discouraging. I recently sat in on a meeting where the mistrust, finger-pointing and lack of.

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Go for the "No" Early in the Sales Process

Anthony Cole Training

One of the keys for more effective selling is going for the ‘no’ early in the sales process. I learned this concept years ago especially when I was vulnerable to ‘think it overs’ (TIO).

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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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The race to bigness

Sales and Marketing Management

Author: Paul Nolan In their new book “Blitzscaling,” Angel investor Chris Yeh and LinkedIn co-founder Reid Hoffman say the first-mover advantage is a myth. It’s all about being first to scale. SMM: Define blitscaling. Yeh: We define it as the pursuit of rapid growth by sacrificing efficiency for the sake of speed in an environment of uncertainty. The reason it’s important is that it goes against the entire history of business, which is really focused on efficiency.

Scale 154
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Give the Gift of Automated Data Maintenance [Infographic]

Zoominfo

“Organizations must shift their focus from one-time data cleansing to ongoing data maintenance to turn the tide.” –SiriusDecsions. B2B data isn’t glamorous. Yet, it’s a critical resource for both sales and marketing teams. Unfortunately, even if you invest in high quality data—it decays rapidly as people change jobs, companies go out of business, and mergers occur. .

Data 182
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How Top CMOs Determine Where to Spend

SBI Growth

As a leading CMO, you’ve integrated digital channels into your marketing channel spend to align with how your personas or buyers want to get information. You’ve started measuring the effectiveness of these now institutionalized channels through ROI (Return on Investment).

ROI 204
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Sell Better, Sell Faster, Sell Smarter

Anthony Cole Training

When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two advisors target prospects, introduce them to the company, and close deals according to their own preferred methods. Of course, as the business grows, sales leaders must implement a repeatable, scalable process to turn a trickle of income to a steady, predictable stream.

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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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It's that time of year: “Call me back after the holidays.”

Jeffrey Gitomer

"Call me after the holidays" is the second most-heard objection in sales. (First being, "Your price is too high." Third being "I have to think about it."). It comes up year after year and salespeople get frustrated year after year, unnecessarily. Here's how to think about it and here's what to do about it…. Humbug. Salespeople hate holidays. It's an excuse for decision makers to put buying decisions on hold.

Call-back 156
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5 Must-Know Best Practices for Employee Development

Zoominfo

When it comes to maintaining a company’s success, it’s not only essential to hire great employees—but it’s also essential to help your current employees grow and develop over time. And, in today’s hyper-competitive business landscape, the need for an ongoing commitment to employee development is even more pressing. But, maintaining high performance isn’t the only reason to invest in employee development—it will also keep employees satisfied and fulfilled with their careers.

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Ways to Use Bundling to Drive up Your Average Sales Price (ASP) and Customer Lifetime Value (CLTV)

SBI Growth

“But wait…there’s more!” We’ve all heard the infomercials with the two for the price of one special. Or the five accessories we theoretically should never need since the first one is supposedly indestructible. All of this for only $19.99 plus shipping.

Customer 170
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100 Years – Huzzah!

Sales and Marketing Management

Author: Paul Nolan Happy 2019! If you’re a reader of mastheads, I’m tempted to say you need to get a hobby. But if you read this issue’s small print, you may notice that this is issue No. 1 of volume No. 100 of Sales & Marketing Management magazine. That means this publication has been published in one form or another by one company or another for a century!

Journal 149
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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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100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. These companies had major events – new planned projects and partnerships, rounds of hiring, mergers and acquisitions, funding events … all “triggers” that predict ideal buying conditions.

Company 156
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Most Popular Article of the Last Two Years!

Mr. Inside Sales

As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy. Responses that work. And that’s why my blog has thousands of subscribers and why more and more sales teams are added daily. I thought you’d benefit from my most popular article I’ve published over the last two years.

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The 2 Words That Can Eliminate Indecision In Your Prospect

MTD Sales Training

What’s the most frustrating barrier that you come up against when you are trying to get the buyer to commit to your solution? If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’. Yes, the prospect being indecisive can be frustrating to you as a sales consultant. You’ve gone through all the reasons that your solution is right for them or their business.

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Team incentives: 7 do’s and 2 don’ts

Sales and Marketing Management

Author: TIM HOULIHAN Do you avoid team incentives because you are worried about being fair? Are you concerned about rewarding free riders when only a few strong dogs pull the sled? Worry no more. Teams perform better than individuals [ Kuhn, “Experiments on Motivation, Incentives and Rationality” 2007 ], and you and your bottom line can benefit from rewarding teams.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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Sales Management Tips for Making Better Use of Your Time

Connect2Sell

Like all managers, Sales Managers encounter 10 Time Thieves that steal precious moments out of every day and impair the managers’ effectiveness.

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A Guide to Recruiting Financial Advisors

Zoominfo

Did you know that the average financial advisor in the United States is older than 50 years old? Or that only 5 percent of advisors are younger than 30 ( source )? In fact, research group Cerulli Associates has found that the number of financial advisors in the U.S. has fallen every year since 2010 ( source ). Advising firms have been plagued by a decreasing workforce, which will only get worse, as Cerulli claims that approximately 100,000 more advisors will retire over the next decade.

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MTD Sales Training’s Top 10 Blogs of 2018!

MTD Sales Training

How much have you achieved in 2018? Did you reach, or even better, exceed your monthly targets? Maybe you finally closed the deal that you’ve been working on for months?! With only a few days until 2019, take some time to reflect on all your greatest achievements this year has bought you. I’d like to think that some of our posts have helped you reach your goals.

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11 Impressive Realtor Bios That Win Clients [Examples & Templates Included]

Hubspot Sales

First impressions matter, and when potential clients find your real estate website , they'll be looking for information about you and your expertise. The best way to share these details is with a bio that provides background on your real estate experience. Why is a bio so important? A study by the National Association of Realtors (NAR) found that 51% of home buyers found their home on the internet.

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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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Top Sales Tools of the Year Awards

SBI

Our last blog post of the year is a gift to all of you who are looking for sales tools for 2019. It’s our annual Top Sales Tools of the Year Guide – Final Cut, nicely packaged into a shiny guide for you to unwrap. We’ve got tools to get contracts signed faster, to get prospects’ attention, to up-level your sales team, and to add margin to your deal sizes.

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5 Must-Know Best Practices for Employee Development

Zoominfo

When it comes to maintaining a company’s success, it’s not only essential to hire great employees—but it’s also essential to help your current employees grow and develop over time. And, in today’s hyper-competitive business landscape, the need for an ongoing commitment to employee development is even more pressing. But, maintaining high performance isn’t the only reason to invest in employee development—it will also keep employees satisfied and fulfilled with their careers.

Training 100
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The 9 Best Sales Conferences to Attend in 2019

BrainShark

There are a lot of great sales conferences and trade shows coming up in the new year, but it can be a little daunting to figure out which will offer the most value.