Sat.Oct 22, 2016 - Fri.Oct 28, 2016

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5 Questions to Guarantee Qualified Lead Generation

No More Cold Calling

Are your sales reps having trouble closing? The problem might be a lack of qualified leads. “ We chose someone else.” “We’re staying with our current vendor.” “We’re not adding any new solutions this year.” We’ve all heard those words. Devastating. What happened? It could be that sales reps neglected important activities during the early parts of the prospecting process.

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No Pain – No Game?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Despite all the tools available, both for sales people to execute their craft, and for companies to “enable” them, the narrative for many in sales has remained woefully unchanged over the last thirty years. Sure the delivery methods have changed, the means of engagement have evolved beyond where we could have imagined 10 years ago, yet what most sales people say once they engaged has one can argue, devolved.

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The #1 Key to Making Sales Forecasts Accurate Again

Understanding the Sales Force

What is they key to accurate sales forecasts? Sure, it's all of the things I've written about before, like sales process, uncovering compelling reasons to buy, selling value, thoroughly qualifying, etc. But haven't you witnessed more than enough opportunities where all of that was completed at an acceptable level and the business still failed to close?

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Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?

DiscoverOrg Sales

As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. It wasn’t until after my own special brand of analysis, that I would begin full-on selling. I was always taught to plan my attack and then attack my plan. The plan comes first, and then the attack.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Top Predictors of Damaged B2B Accounts

Sales and Marketing Management

Issue Date: 2016-10-24. Author: Rick Reynolds, CEO of AskForensics. Teaser: If you want to win more deals and retain existing accounts, be on the lookout for the early warning signs of customer dissatisfaction and create a plan of action to address issues before they cause irreversible damage to a customer relationship. If you want to win more deals and retain existing accounts, be on the lookout for the early warning signs of customer dissatisfaction and create a plan of action to address issue

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How Prospects NEED to Feel

The Sales Heretic

© Andylim | Dreamstime All buying is emotional. Always. Whether you’re selling to businesses or consumers, the buying process is emotional from beginning to end. And that can be a challenge for us as salespeople, because when we first encounter a prospect, their emotional state is frequently a negative one. At the beginning of—and often [.].

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Use This Small Change In Mindset To Drive Your Sales Forward

MTD Sales Training

I came across some interesting research about ‘emotional drivers’ the other day. Dr Dan Short of Arizona, USA, conducted a series of research studies that were intriguing as much as they were. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Is ABM Worth the Time, Money, and Effort?

SBI Growth

SBI recently spoke with Gahan Richardson, the Vice President of Corporate Marketing at Cypress Semiconductor. Gahan and I discussed his approach to Account Based Marketing (ABM) and how he uses it to set his sales team up for success. Cypress Semiconductor is.

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10 Strategies to Close More Business at Year End

The Sales Hunter

We’re fast approaching the end of the year and that makes planning even more important. Plan today so tomorrow you don’t panic! Below are 10 strategies you can set up now to allow you to close more business at year end: 1. First off, review your calendar and find out now what days your company […].

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Fast Track Your Sales with New Tools

DiscoverOrg Sales

The idea of supercharging your sales is nothing new. We are all racing toward our quotas, wanting to find a better way to get a rolling start at the beginning of the quarter. Our payout depends on it. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close.

Lead Rank 190
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Embrace These 2 Sales Concepts…Or You’ll Get Left Behind

MTD Sales Training

There are two concepts that are going to have a radical influence over the next 10 years of business, and unless we embrace them, we are going to be left behind by those individuals and companies who. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Is Your Strategy Suffering from Mismatched Talent?

SBI Growth

Today’s topic is how to attract, train and retain talent. Joining us is Michael Jones, the founder and CEO of Pepperjam Performance Marketing. Pepperjam is a digital marketing and performance technology firm with offices around the globe. In the second segment of.

Strategy 195
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7 Ways to Prospect Better

The Sales Hunter

Recently, I was interviewed by Mark Di Somma about my new book, High-Profit Prospecting, and what it takes to be effective in sales today. Here are some highlights from our conversation: 1. Salespeople are increasingly frightened of being rejected. That’s why you see them opting for social media, email and other forms of communication that […].

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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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4 Ways to Reduce Seller Burden and Grow Sales

Score More Sales

At the CEB Sales and Marketing Summit many dimensions and directions of growing revenues were discussed, as was roadblocks to seller success.

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Why Can't You Increase Sales?

Increase Sales

Are you frustrated, really frustrated by the inability to consistently increase sales? Have you tried a lot of different inexpensive to expensive solutions, but still have unacceptable results. If you could quickly achieve more sales, what would that do for your business? The lack of consistent sales is one of the top complaints that I hear from SMB owners.

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3 Steps to Pave the Way for High Demand Products

SBI Growth

On this week’s SBI Insider Video Podcast we discuss three core areas of a successful product strategy. Our guest today is an expert on the topic, John Mansour, the founder of Proficientz, a firm that specializes in B2B Product Management. . Great.

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What’s Your End Game for Social Media?

The Sales Hunter

What’s your strategy when it comes to how you use social media? We’re all challenged with how we use our time and, at the same time, we’re challenged to use social media more. We’ve all reached a breaking point, and as a result we have to ask ourselves if we’re being smart. The end game […].

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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The Tug of War Over Teambuilding

Sales and Marketing Management

Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: Companies have incorporated play (aka teambuilding ) into a broad range of employee training and retention strategies. How your team receives teambuilding has a lot to do with how relevant it is to their work. Companies have incorporated play (aka teambuilding ) into a broad range of employee training and retention strategies.

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Like Leaving Flour Out of a Cake

Pointclear

Bad things happen to cake when ingredients are left out. Leave baking powder out and you end up with a flat, dense textured cake that may or may not be appetizing to your family. If you leave laws and a judicial system out of marketing and sales departments, you have a recipe for disaster. Laws include important elements such as an agreed upon lead definition, hand-off processes, metrics, and reporting.

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What Drives You Into the Sale? And Drives You Out with the Order?

Jeffrey Gitomer

We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Sales 144
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Sales Motivation Video: What Will You Learn TODAY?

The Sales Hunter

Average salespeople look at things and say there is nothing to learn. Great salespeople say there is always something to learn! What will you learn today and how will you put it into practice tomorrow? Your ability to do this is what creates opportunities. Check out the video to see what I mean: Copyright 2016, […].

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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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Salespeople Have a Higher Meaning

Increase Sales

This past week I attended a “Power Breakfast” sponsored by Pipeliner CRM where the CEO Nikolaus Kimla made the following statement: “Salespeople have a higher meaning.” Kimla was discussing how those in sales have been viewed less than positively when being compared to other professions such as doctors, lawyers, etc. He then added his rationale for this “higher meaning.” “Salespeople produce wealth and peace.” His two statements gave me pause.

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How Quickly Do You Get Uncomfortable

A Sales Guy

Seth Godin wrote a fantastic post the other day. In it, he talks about our alertness for differences. For as long as we’ve been keeping records, human beings have been on alert for the differences that divide us. Then we fixate on those differences, amplifying them, ascribing all sorts of irrelevant behaviors to them. Until, the next thing you know, we start referring to, “those people.” Seth suggests that rather than look for differences, we should search for things in common.

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5 Sales Events to Attend This November

BrainShark

October was a busy kick off to Q4 here at Brainshark. We’ve mentioned it before - fall is a notoriously big trade show season for vendors and buyers in the tech industry, who’ve just begun budgeting for their new year’s investments.

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Executive Sales Leader Briefing: Quit Selling and Start Leading

The Sales Hunter

Although you might think this only applies to salespeople, it applies just as much to leaders. We’ve all seen leaders trying to “sell” a team as to why a bad decision is a good one. It’s no different than the salesperson who is selling hard a solution the customer doesn’t want. We wonder why salespeople […].

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Sustainable Sales Success - Tip #12 Disqualification

Increase Sales

One would think disqualifying sales leads would be something most salespeople would do especially if they want sales success. However from my experience with SMB owners and sales professionals, this simple step of sales lead disqualification as well as sales leads qualification is one often overlooked. Most of the reason for not qualifying sales leads returns to the lack of a strategic plan.

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Close More Sales with AWATL

Anthony Cole Training

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group.

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Rethinking Your Enterprise Sales Strategy

SBI Growth