Sat.Aug 12, 2023 - Fri.Aug 18, 2023

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5 Winning Uses of AI for Sales Readiness

Allego

This article originally appeared in Training magazine. B2B sales has changed. Today’s B2B buyers prefer to navigate the purchasing process themselves instead of being guided by a salesperson, choosing “rep-less” interactions whenever possible. They demand convenience and ease of purchase and want the freedom to research vendors, read reviews, and compare products online on their own time.

Scale 118
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12 Common Ways You Undermine Your Chances of Closing (& How to Avoid Them), According to The Virtual CRO's President

Hubspot Sales

Welcome to "The Pipeline" — a new weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes.

Closing 125
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What is Sales Analytics? A Complete Guide

Highspot

Sales analytics ultimately outlines where your strengths and weaknesses are in terms of your sales process and each individual rep, and does so in three key areas: productivity, proficiency, and performance. In this blog post, we will delve into sales analytics and how it relates to sales enablement. What Is Sales Analytics? Benefits of Sales Analytics Challenges With Sales Analytics How Sales Analytics Empowers Businesses Top 10 Sales Analytics Metrics To Track What To Look For In A Sales Analy

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How Building a Stone Walkway Makes the Case for Sales Process

Understanding the Sales Force

I was watching a crew install a walkway made up of very large stepping stones. The finished walkway would consist of around 30 such stones that measure an average of 3′ x 2′ x 4″ thick and will have grass around and between each step. It’s quite a process for the crew to complete this project. For example, they must: Pull up the old walkway which, in this case was pavers Install, level and compress new stone dust because the pavers were thicker than the stones Operate

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Secrets of a Successful Sale: Optimizing Your Checkout Process

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

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Coaching 101: get over a seasoned seller’s burnout

SalesLoft

A well-oiled sales team is a direct product of a great sales leader. But what makes a great sales leader? Coaching. As a manager, you will truly become a hero in this field when they’re able to evaluate all the sellers on their team, recognize how those sellers thrive (and struggle), and then create unique plans of action for each of them individually.

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Navigating Virtual Recruitment

The Center for Sales Strategy

A few years ago, the idea of hiring a candidate without an in-person meeting seemed ridiculous. Since hiring the right person is vital to a team's success, the idea of not being in the same room, shaking hands, and making an in-person connection was, at best, a last resort and, at worst, unthinkable. But whether you embraced video conferencing or were dragged into it kicking and screaming, over the last three years we have developed the technology, know-how, and experience to conduct most intera

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Focused on Talent: 360 Executive Strength Coaching

The Center for Sales Strategy

In this episode, we’re wrapping up our season-long coverage of The Center for Sales Strategy’s latest Talent Magazine. Today, we’re taking some time to discuss a group of people who too often get the short end of the “development stick.” That’s right; we’re talking about leaders. Joining Matt to uncover the ways in which leaders can most effectively tap into their innate strengths is Beth Sunshine.

Coaching 107
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Forecasting Fundamentals: Common Use Cases for Sales Reps, Sales Managers, and Executives

SugarCRM

Mid-market companies are keen to know all the details around their sales pipeline, which means Sales and marketing teams must act based on any movement or changes to reach their goals. These companies also need intelligent solutions at their fingertips in order to understand and track the necessary KPIs to measure the progress of their businesses. There are several challenges customers commonly experience in their efforts to maintain accurate sales forecasts.

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Best TED Talks for Sales Professionals | Funnel Clarity

Funnel Clarity

One of the easiest ways sales professionals can advance their careers is to always be learning – whether that's sales training, personal development or reinforcing existing sales knowledge.

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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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Why Your Sales Team Should Be Part of Your Marketing Strategy

Sales and Marketing Management

It may seem like marketing and sales teams operate in silos, but the truth is they need to lean on each other to do their best work. The post Why Your Sales Team Should Be Part of Your Marketing Strategy appeared first on Sales & Marketing Management.

Strategy 296
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How to Establish Rapport In 15 Seconds

Mr. Inside Sales

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Get it wrong, and that could mean the end of your call—and your chance to make a sale. Given how important this step is, it’s sad to hear so many sales people get it wrong: They either rush into their pitch; talk over prospects; or use other ineffective techniques.

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Data and Analytics for Sales

Anthony Cole Training

If you look beyond the surface and dissect the performance of your team, it is often an eye- opening experience. but uncovering the data and analytics for your sales team is an essential practice in building a high performing sales team. Most sales leaders report on year over year results, sales YTD against plan, how their team is doing against other sales divisions or peers in the industry, and new business.

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How to drive GTM growth in a slow market

SBI Growth

Over the past year, CEOs have been hunkering down, preparing their organizations for a recession that never came. Even though this air of uncertainty remains in the market, business leaders know that they can no longer afford to wait and see what happens next.

Marketing 156
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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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How Is AI Changing Procurement Contract Negotiations?

Sales and Marketing Management

Companies can get a valuable competitive edge by leveraging artificial intelligence's versatile capabilities. Here are the top ways AI is changing procurement contract negotiations. The post How Is AI Changing Procurement Contract Negotiations? appeared first on Sales & Marketing Management.

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Managing Behavioural Issues 

Steven Rosen

Turning Obstacles into Opportunities: Managing Behavioural Issues I have had the privilege of working with numerous sales managers, guiding them through the challenges they face in leading high-performing teams. One recurring issue that has surfaced frequently is managing behavioural issues among their salespeople effectively. Sales managers play a pivotal role in shaping the dynamics and success of their teams, and addressing behavioural challenges is an integral part of their responsibilitie

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Six Questions to Test Your Prospect's Decision Process

Force Management

The buying committee is changing. The average buying committee is now between 8 and 10 decision-makers. This means the sales process is more complex than ever, and ongoing budget concerns add another layer of challenges for your sales team. When you're putting time and resources into sales cycles that last an entire quarter or much longer, the last thing you want is for an unexpected requirement, budget allocation or a last-minute stakeholder interjection to throw a wrench in your plan and stall

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Why Generative AI Should Be Part of Your Sales Toolkit

SBI Growth

It seems you can’t open your news feed these days without seeing an article about how AI will transform the workforce. But while getting overwhelmed by the sheer volume of information is easy, it shouldn’t be an excuse to sit on the sidelines. Let’s see what sales managers can do amidst this revolution to merge the gap between humans and technology.

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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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Designing Your Business for Lifecycle Longevity

Sales and Marketing Management

Together, relevancy and resiliency are the key capabilities to produce a predictable and justifiable, year-over-year durable business. The post Designing Your Business for Lifecycle Longevity appeared first on Sales & Marketing Management.

Marketing 120
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Coaching for Performance

Steven Rosen

Coaching for Performance: A Guide to Unlocking Full Potential Review season is upon us. As a sales manager, you’re prepped to provide constructive feedback to your sales reps. But there’s a challenging scenario: a top-performing rep with an attitude issue. How do you address this in the performance review? Coaching for performance is about more than praising achievements.

Coaching 156
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The Art and Science of Complex Sales Podcast

Membrain

Are you ready to challenge your beliefs about sales and uncover the transformative power it holds? As an entrepreneur, sales expert, and author, Carol Mahoney's groundbreaking perspective on sales has turned the conventional wisdom on its head. She paints a new picture, asserting that sales isn't a necessary evil, but an enriching exchange of value.

Sales 118
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Stop Killing Your Sales Opportunity by Saying These 2 Words – Part 2

SalesProInsider

“ But why?” The two words you should never say or ask when a prospective client shares a concern, an objection, or an unfavorable decision. Why? That’s what I covered in the last tip. This tip is about what we should do instead, which I call the Stop, Drop, and Roll. Stop, Drop, and Roll through Sales Concerns and Objections When someone shares information that is a concern, objection, or unfavorable decision, the strategy that keeps the conversation moving and increases your probability o

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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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Twitter Might ACTUALLY Be Dying…

Grant Cardone

Social media experts and users alike speculate we are coming to the end of an era… Twitter may be dying. But, the platform isn’t going down quietly. We will discuss the factors that contributed to its downfall and how the owner, Elon Musk, is trying to keep it alive… New Platform Turns Twitter into a […] The post Twitter Might ACTUALLY Be Dying… appeared first on GCTV.

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Just One Thing…

Partners in Excellence

To say we live in a world of overwhelm, overload, volatility, constant change is an understatement. Burnout, exhaustion impacts everyone at all levels. There seem to be two dominant ways of handling this overwhelm. The first is hunkering down. Focusing on what has worked in the past, hoping that, “this too will pass.” In some sense, it’s true, it does pass, something else comes up, and the confusion continues.

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Why Do Sales Professionals “See Red” When You Say “Sales Process”?

Membrain

One of the challenges sales leaders face when trying to help a team improve their sales performance, is resistance to the phrase “sales process.” In fact, sometimes when you wave the words “sales process” in front of a sales professional, they become like a bull with a red cape waved in front of its face.

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Retention is the New Recruitment

The Center for Sales Strategy

Few things in business these days are more important than finding , and retaining , the right talent. Without talent , companies can quickly lose their competitive edge. But while most companies are focusing heavily on the recruitment side of the equation, many are ignoring the equally important job of retention. All the while t he job market continues to become more competitive, and employe es have increasing ly specific preferences and expectations around how they want to work.

Retention 104
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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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12 Commandments of Business

Grant Cardone

In this day and age, it is easy to focus on the negative. So, you see tons of media on all the ways you can fail as an entrepreneur. But, what successful actions CAN you take? Here are the business commandments I live by to make all my companies profitable… Don’t get me wrong, you […] The post 12 Commandments of Business appeared first on GCTV. The post 12 Commandments of Business appeared first on Grant Cardone - 10X Your Business and Life.

Media 109
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“You Can’t Handle The Truth….!!!”

Partners in Excellence

One of my favorite movie scenes is Jack Nicholson’s soliloquy in A Few Good Men and the famous line, “You can’t handle the truth…!” I worry whether “we” can’t handle the truth. I and others have become broken records. Post after post, we cite examples and data that indicate something is broken. As sellers, we would hope that customers would want to engage us, but the reality is they do everything the can to minimize their need to engage selling.

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How Can Mental Fortitude and Coachability Lead to Success in Business?

Pipeliner

From the Field to the Boardroom: A Conversation with Alex Fisher Hello everyone, I’m your host, and today I’m excited to share with you a fascinating conversation I had with Alex Fisher, a former professional football player turned executive coach, leadership consultant, and speaker. We had an insightful discussion about his new book, “The Business Athlete,” and the lessons he’s learned from his unique journey.

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