Sat.Jun 26, 2021 - Fri.Jul 02, 2021

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How To Improve Your Inbound Lead Qualification

Zoominfo

“The perfect qualified lead is someone who fills out a form with a great decision-making title, who understands the pain points that their company is experiencing, and is doing some kind of outreach that we could help them with.” – Morgan Schuler, inbound sales development manager at ZoomInfo. Just because a lead is inbound doesn’t mean it’s qualified.

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What a Thought Leader Does

The Center for Sales Strategy

We’re all guilty of throwing around the terms “thought leader” and “thought leadership.” These days the terms are so often used that we forget what they actually mean. In fact , Inc Magazine states that the term "thought leader" is one of the most misunderstood titles in business. Tied for first is the term "influencer.". Is sharing content on social media considered thought leadership?

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Improving Sales Performance - IMPACT Your Sales Process: Sales Structure

The Center for Sales Strategy

To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization. Is your current sales structure designed for the results you want? In Episode 26, Mike Paterson, President / General Manager at Mid-West Family Illinois, discusses how sales leaders can make an IMPACT on their sales process through sales structure.

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Time To Demo Your Change

The Pipeline

By Tibor Shanto. I have always said that ‘demo’ is a four-letter word, as bad as any. Not the act of doing ‘a demo’, but more about timing and the purpose for one. All the people that came before you have taught buyers some bad habits. As always, you have a choice. You can cop out, and do the demo you think they want, or deliver a demo that moves deals?

Harvest 352
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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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Cut through the Clutter with Text Message Marketing

Sales and Marketing Management

Text messages invoke strong customer engagement, don't compete with spam, and reach prospects where they're at. The post Cut through the Clutter with Text Message Marketing appeared first on Sales & Marketing Management.

Marketing 334

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Sales Success: Declaring Independence from Your Personal Obstacles

Anthony Cole Training

As we approach the upcoming Fourth of July holiday, our own Walt Gerano shares his thoughts regarding the obstacles holding us back from experiencing the sales success we desire.

Sales 179
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The Monday Morning Breakfast Podcast

The Pipeline

By Tibor Shanto. Does the world need yet another podcast? Normally I would side with the NO group, but in this case I’ll make an exception. As you know (or should know), I host a live broadcast every Friday morning called the “Breakfast For Champions.” It airs live on LinkedIn Live , YouTube live , and the usual outlets. And while it is available to view forever on YouTube or LinkedIn, you can’t take it on the go.

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How to Influence Without Being Pushy

Sales and Marketing Management

When it comes to influencing people, a few key strategies will lead you to more effective interactions and more positive results. The post How to Influence Without Being Pushy appeared first on Sales & Marketing Management.

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Podcast 205: Brian Burkhart on Brian Burkhart on Elevating Others through Core Values, Growth Mindset & Flexibility

John Barrows

Our guest this week is Brian Burkhart, Founder and Chief Word Guy at SquarePlanet which focuses on presentations, strategy, and messaging, joins John this week to talk about core values, growth mindset, and elevating others. Brian explains how one sets the tone as the leader yet emphasizes staying flexible throughout your entire career. You don’t want to miss this conversation as it solidifies the connection between elevating others to be the most well-rounded version of themselves in life

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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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A Conversation With Arjun Pillai: What You Need to Know about ZoomInfo Chat

Zoominfo

Imagine a chatbot that identifies your website visitors and their company, qualifies them based on your criteria, engages them based on data-driven insights, sets up meetings, and even notifies your sales team when they are ready for a conversation. That’s what you get with ZoomInfo Chat thanks to our recent acquisition of Insent.ai. Our new chat product empowers sales and marketing teams to engage and convert prospects that visit their website in real-time through chatbot and live chat.

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Why CEOs Must Lead Sales

Alice Heiman

As the #CEO , what role do you play in sales right now? If you aren’t leading, let me help you understand why CEOs must lead sales. The biggest role of the CEO needs to be shifting the culture so everyone is focused on the success of the customer. A mindset shift is needed from what you sell to what your customers buy, which is not your products and services but the results they provide. .

Lead Rank 156
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Why B2B Marketers Should Embrace E-Commerce

Sales and Marketing Management

B2B e-commerce does more than create a path for your customers to buy your products online. The post Why B2B Marketers Should Embrace E-Commerce appeared first on Sales & Marketing Management.

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3 Things Your Prospects Aren’t Telling You

Shari Levitin

Since the Covid-19 pandemic, people everywhere have learned to swap the physical world for the virtual world in a matter of months. I’ll bet you have, too. No doubt you’ve changed the way you shop, exercise, eat, travel, watch movies, and more. As retailers learned to operate without stores, business travelers without airplanes, and sellers without offices, much of what started out as a temporary situation is now becoming permanent.

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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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5 Ways to Save Time Recruiting Passive Candidates

Zoominfo

You’re five months into your recruiting cycle. The position you’ve been assigned — Director of IT for a highly specialized but unknown software company located in rural Minnesota — is proving impossible to fill. You sit at your desk on a warm summer day, browsing LinkedIn for the umpteenth time. Then you see it: Sarah’s profile. Sarah lives in southern Minnesota.

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Podcast 204: Scott Gillum on Personality-Based Marketing as The Next Level of ABM

John Barrows

Our guest this week is Scott Gillum, CEO and founder of Carbon Design, who talks about what makes a good salesperson and what makes a good buyer, how personality-based marketing can be utilized, how to conduct solid research on brands and people, and also share their differing thoughts on the role of the SDR. Scott and John also discuss different selling methods and models in this enlightening conversation.

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The Reverse Sales Coaching Model Builds Ability & Confidence

Sales and Marketing Management

From prospecting to closing, getting results from training requires a comprehensive understanding of the actions necessary to facilitate the behaviors you're after. The post The Reverse Sales Coaching Model Builds Ability & Confidence appeared first on Sales & Marketing Management.

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Our Latest Podcasts: Provide Value to Your Team

Force Management

How have you created value for your sales team this year? In our most recent podcasts, we discuss ways you can support your people and coach your entire team to success. As a sales leader, finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge. These episodes give you easy ways to enable your sales reps, support your managers and evaluate your own leadership skill set.

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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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5 Ways to Save Time Recruiting Passive Candidates

Zoominfo

You’re five months into your recruiting cycle. The position you’ve been assigned — Director of IT for a highly specialized but unknown software company located in rural Minnesota — is proving impossible to fill. . You sit at your desk on a warm summer day, browsing LinkedIn for the umpteenth time. Then you see it: Sarah’s profile. Sarah lives in southern Minnesota.

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Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies

Engage Selling

I was working with a group of high performing salespeople years ago—well before the pandemic. And one of them was whining and complaining to me about how he was losing all of his business to the competition. The competition was … Read More » The post Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies first appeared on The Sales Leader.

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The New World of Hybrid Sales Requires Brushing Up On Some Old Skills

Sales and Marketing Management

Shawn Channell of Just Launch Training and Consulting says the pandemic revealed to sales managers and their reps that they need to fine tune their skills in communicating with prospects other than face-to-face. The post The New World of Hybrid Sales Requires Brushing Up On Some Old Skills appeared first on Sales & Marketing Management.

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What is the LinkedIn Social Selling Index - and Why Should You Care?

SocialSellinator

LinkedIn is more than just a social networking site that you use to get in touch with old college buddies. LinkedIn has a lot of features, and one of the most important for business owners is its Social Selling Index (SSI). The SSI is LinkedIn's way of ranking how well individuals are using LinkedIn to generate leads and close deals. Not only does it give you an idea about what your competitors are doing on LinkedIn, but it also helps you see where you falls short and it gives you ideas for how

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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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Recruitment Productivity: Where Are You Wasting The Most Time

Zoominfo

Recruitment is an art and a science. It’s also complex and time consuming. One badly sourced candidate can set recruiting back months. But the reward for finding the right candidate? It’s a feeling of triumph. What’s Eating Up Your Time? The hiring process can take weeks to months—even at its most efficient. The truth is, when it comes to recruitment, a lot of it is out of your control.

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Salespeople Need To STOP Selling “Value” – With David Priemer

Predictable Revenue

If your company’s conversion rates need a boost, David Priemer’s insight, stemming from a long, successful sales career will certainly be of value. David is an award-winning research scientist with exceptional analytical skills that have helped him lead winning sales teams. The post Salespeople Need To STOP Selling “Value” – With David Priemer appeared first on Predictable Revenue.

Lead Rank 133
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How to stop dropping the ball and start engaging more effectively

Membrain

Keeping track of, and nurturing, key relationships is critical to growing business within key accounts and selling to new customers in a complex b2b environment.

How To 136
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Don’t Buy In to These 5 Virtual Selling Myths

Allego

What separates great sellers from average performers? Their mindset. In the final analysis, it’s what people think that ultimately matters more than anything else, in my experience. So, why am I diving into the myths of virtual selling ? The thing is these myths can impact your thinking. They can affect your mindset. And if you buy into some of these myths, it reduces the power of what’s available to you. > Watch on-demand: Mastering Virtual Selling: How to Orchestrate Sales Succ

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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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Recruitment Productivity: Where Are You Wasting The Most Time

Zoominfo

Recruitment is an art and a science. It’s also complex and time consuming. One badly sourced candidate can set recruiting back months. But the reward for finding the right candidate? It’s a feeling of triumph. What’s Eating Up Your Time? The hiring process can take weeks to months—even at its most efficient. The truth is, when it comes to recruitment, a lot of it is out of your control.

Pipeline 130
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Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021

Sandler Training

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. The post Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021 appeared first on Sandler Training.

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The Dreaded RFP: Where Value Selling Goes to Die?

Membrain

I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: “How can we sell value when we can’t even talk to decision-makers?”.

Lead Rank 114