Sat.Mar 20, 2021 - Fri.Mar 26, 2021

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Why Artificial Intelligence is the Best Way to Score Leads for Sales

Sales and Marketing Management

The customer acquisition funnel is the beating heart of any business, which is why all marketers know they have two primary objectives: getting as many potential customers into the top of the funnel as possible, and efficiently converting them into purchasers. To do this well, marketers prioritize their efforts by scoring each lead and analyzing […].

Lead Rank 120
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Why You Should Be Delivering Value-based Stories

Hubspot Sales

Have you ever come up against a decision maker who is glaring at you with arms crossed (in person or via a video call), daring you to take up their time? The best way to engage them in a meaningful conversation — while building credibility, trust, and rapport — is by telling a value-based story. Successful sales professionals are great storytellers.

Lead Rank 124
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Tackling Bad Data: How Poor Data Quality Impacts Your B2B Bottom Line

Zoominfo

You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. Wait, are they working with bad data? Businesses depend on data to fuel business growth. However, if that data isn’t clean, your marketing and sales efforts take a hit. 30-50% of CRM and ERP data is inaccurate,” says Henry Schuck, Founder, and CEO of ZoomInfo.

Data 251
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Women Sales Leaders: From Pioneers to Modern-Day Trailblazers

No More Cold Calling

Who paved the way for women in sales? Picture yourself in 1900. You didn’t have the right to vote or run for office. Your job was to take care of your household, your children, and your husband. If you had to work, you only had a few options: nurse, housekeeper, cook, or factory worker. Much depended on your social status as a woman, and whatever you did, you would be paid far less than men for doing the same job (a problem we still haven’t solved).

Hiring 379
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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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Sales Is About Changing Habits, Start With Yours

The Pipeline

By Tibor Shanto. Salespeople’s primary goal is to deliver positive change, for their clients and employers, perhaps even in the other order. More often than not that includes changing the habits of buyers and users. Changing habits involves changing beliefs and or viewpoints. Something that is hard to do if you have not gone through it before. One way to stand out is to demonstrate to prospects that you not only bring different habits but are willing to change.

Lead Rank 367

More Trending

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How the Pandemic Has Changed Email Engagement

Sales and Marketing Management

There was a massive upswing in email volume at the start of the pandemic, and send volume continued to rise throughout 2020, according to Validity’s latest research report, “Disruption: How the 2020 Pandemic Changed Email.” At the same time, fears about the coronavirus and major changes in people’s life circumstances affected both when and how […].

Report 296
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Make your SELF Indispensable!

Steven Rosen

Sales Executive Leadership Forum. Build a Bigger Network and Increase Your Market Value. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. When I talk about market value, I am referring to the two critical areas that will help you increase your value to your organization and up your personal value.

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Why All Digital Marketers Should Learn to Code

Zoominfo

Technology has become a ubiquitous aspect of human existence. And a deep understanding of how technology works have become crucial for competing in the professional world. People seeking to add value through innovation depend on applications or data to achieve their objectives. Therefore, coding skills are now essential to competing in any growing industry, such as digital marketing.

Marketing 246
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A New Rep Profile: How Sales Leaders Are Evolving A-Players in 2021

SBI Growth

Current State. The number of A-Players an org has can make or break a sales leader’s ability to make their number. This, of course, has remained constant through the pandemic (80/20 rule). Leaders grapple with not having enough A-players in their.

Course 207
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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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Embrace a Proven Framework for Sales Coaching Success

Sales and Marketing Management

Sales coaching can significantly improve the performance of a sales force. Sales coaching success can turn your managers into force multipliers that boost the results of your sales force. The post Embrace a Proven Framework for Sales Coaching Success appeared first on Sales & Marketing Management.

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5 Questions for Influencers

Mr. Inside Sales

More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Big mistake. As I’m sure you’ve no doubt noticed, influencers have, well, a big influence on the final decision sometimes, and they almost certainly have a big influence on the decision maker.

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What is Executive Coaching?

Steven Rosen

So What is Executive Coaching? The New Trend in Executive Development is Coaching. Why? “Executive Coaching is the fastest-growing phenomenon today” Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Executive coaches lead their clients towards the fulfillment of specific professional goals.

Coaching 156
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Finding, Growing, and Keeping Effective BDRs

SBI Growth

If you are not using BDRs, you probably have at least considered them. I have worked with many clients who have deployed them to marketing to qualify leads and to sales to prospect ideal target accounts. But what separates BDRs.

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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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Paul Nolan Interview With Michael Patrick Smith

Sales and Marketing Management

Author Michael Patrick Smith shares lessons learned from the oil fields of North Dakota on motivation, managing others and making work matter. The post Paul Nolan Interview With Michael Patrick Smith appeared first on Sales & Marketing Management.

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Is Sales Really Just a Numbers Game?

Mr. Inside Sales

The answer is yes. And no. First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say. Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., are just a few of the other factors that influence sales.

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What psychology tells us about being a better sales leader

Membrain

As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.

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Imitation May Be The Sincerest Form Of Flattery, But It Sucks As A Business Strategy

Partners in Excellence

Sometimes when we lift our heads up and look outside our day to day work, our roles, and our companies, we look at others. We may look at our competitors and what they do. We may look at high performing companies, and what they do. We may look at individuals and how they work. We see others do things that are very successful and aspire to achieve the same success they do.

Strategy 141
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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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Mike Carroll: Sales Manager or Sales Coach

Sales and Marketing Management

In this episode Mike Carroll discuss is the difference between being a sales manager and a sales coach. The post Mike Carroll: Sales Manager or Sales Coach appeared first on Sales & Marketing Management.

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What is Key Account Management? [+ Checklist]

RAIN Group

Your team just won a new logo! Congratulations! This one has buzz. It’s modest to start, but there’s potential to sell into multiple buying centers, across geographies, and the new product your company is launching will help the customer simplify their processes, increase efficiencies, and reduce strain on their supply chain. But that’s all in the hands of the key account team now.

Account 140
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How to Spot and Prevent Sales Team Burnout

Predictable Revenue

There's a prevalent tendency in business circles to laud the benefits of work-life balance as effective ways to maximize company-wide performance. But the defeating fact is that most organizations still encounter a worrying amount of burnout. The post How to Spot and Prevent Sales Team Burnout appeared first on Predictable Revenue.

How To 133
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Hanging Out With People Different From Me

Partners in Excellence

It’s human nature to hang out people like us. Perhaps the people we are grow up with, perhaps those we went to school with. We tend to gravitate to people like us. Maybe it’s the shared experiences and backgrounds. Maybe it’s the comfort factor, the camaraderie. It shapes every part of our lives. Where we live, our friendships, where we work.

Margin 140
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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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Alice Heiman Appointed to New Advisory Board to Complement World-Class Women in Sales Leadership Programs

Alice Heiman

Institute for Excellence in Sales Announces New Advisory Board to Complement World-Class Women in Sales Leadership Programs. The Institute for Excellence in Sales (IES) announced its new Women in Sales (WIS) Advisory Board today to help the organization advance its growing number of programs for Women in Sales. IES started its WIS program in 2015, and now runs several initiatives specifically for the professional development of women in business-to-business (B2B) and enterprise sales.

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Integrating Gong Calls with Brainshark Training & Coaching

BrainShark

Brainshark’s newest integration lets you bring Gong sales conversations and embed them directly within a Brainshark course or attach to a coaching activity. Sales reps can listen or watch Gong recordings to learn what “good” looks like without having to leave the flow of the course. .

Coaching 127
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18 Networks All Entrepreneurs Should Consider Joining

Hubspot Sales

For over two years, I worked for a thought leadership startup that helped entrepreneurs running multi-million dollar companies build their brands. Founders came to us for guidance on a variety of issues, but one of the most pressing concerns we saw consistently was network expansion — these business owners had trouble making the right connections. As an entrepreneur, the strength and soundness of your network can make or break your business.

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Do Work That Inspires You!

Partners in Excellence

There are no easy sales or leadership jobs. The work is tough. As much as we try to find shortcuts and the “Easy Button,” we have to do the stuff that produces the results we are accountable for. We face challenges every day. Finding and engaging our customers. Developing and executing strategies that facilitate our customers’ buying journeys, culminating in shared success.

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Customized Coaching for Sales Talents: Coaching Learner & Problem Solver

The Center for Sales Strategy

You already know that turning talent into performance requires a true understanding of talent. Spotting talent, hiring talent, developing talent, and coaching talent. it’s mission critical. Talent assessments are an excellent tool for understanding the way your candidates and current salespeople are wired. The difference in approach with each group is key to productive new hires and successful coaching.

Coaching 124
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5 Ways To Find Sales Opportunities Using Insights From Companies' Websites

Vainu

Technology leaves footprints that other technologies can track and follow. While looking for new sales opportunities, these footprints can tell you a lot about a company’s current needs and help you determine whether it’s worth it for you as to spend your time cultivating that lead or not. If a company is using a technology that your software integrates seamlessly with—or if they show an obvious positive attitude to modern technology—they are more likely to welcome a sales call from you.

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Podcast 190: Leslie Douglas & Meg Holsinger On Navigating Their Sales Careers

John Barrows

We’re keeping it in house for this week’s episode! JB Sales CRO Chris Merrill takes over and talks with Leslie Douglas, Director of Sales Training, and Meg Holsinger, Director of Customer Success. They discuss their experiences navigating a successful sales career, the strong opinions that shaped them into talented sellers, and share off the wall banter making this a very fun episode.