Sat.Sep 09, 2023 - Fri.Sep 15, 2023

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5 Ways to Build (and Lose) Credibility in Your Sales Emails

Sales and Marketing Management

Email doesn’t seem to get any respect these days. The post 5 Ways to Build (and Lose) Credibility in Your Sales Emails appeared first on Sales & Marketing Management.

Sales 177
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Why is it Important to Align Your GTM Team?


Aligning your Go-to-Market (GTM) team so that everyone is rowing in the same direction is crucial for the success of your business for several reasons: Consistency: When all team members are aligned, you can ensure a consistent message, brand image, and customer experience. Inconsistent messaging or conflicting strategies can confuse customers and erode trust in your brand.

Strategy 123

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Top 5 Keys to Hire Ideal Sales Candidates at Your Company

Understanding the Sales Force

If you’re a gardener, and you’ve had as much rain as we have received in Central Massachusetts in the summer of 2023, then your plants that prefer dry soil are rotting – just like some of ours. Farmers have it worse as rain can lead to disease and lower yields. Rotting and lower yields can be used to describe the strange pool of sales candidates from which you are trying to recruit as well.

Hiring 218
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Boosting Sales Motivation: Strategies for the Fall Season

The Center for Sales Strategy

Four months are remaining in 2023. Yes, you read that correctly. And with only a few months left in the year, boosting sales motivation is crucial for achieving your annual targets and ending the year on a high note.

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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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The Role of Customer Experience in Driving B2B Sales Growth in Manufacturing

Sales and Marketing Management

If B2B companies can embrace the same efficiency and convenience that B2C companies do, they can remove common pain points for a better customer experience. That optimized CX will foster sales growth in the future. The post The Role of Customer Experience in Driving B2B Sales Growth in Manufacturing appeared first on Sales & Marketing Management.

B2B 156

More Trending

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A 4-Step Roadmap for Implementing a Transparent Closing Strategy, According to protocol 80's CRO

Hubspot Sales

When you’re working deals, mastering the art of closing is essential. However, the pressure associated with a traditional closing approach can be daunting, especially for new sales representatives. Unfortunately, many reps don't actually have a closing strategy to help support their process … and if they do, they’re uncomfortable bringing it up. You want to get to a yes or no quickly and not have deals stall, drag on, lose excitement, or change scope.

Closing 102
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Improving Sales Effectiveness with Account Segmentation

SBI Growth

If you’ve been following recent SBI content on annual planning, you may have already seen some key takeaways from SBI research on how CEOs are shifting their focus to selling to the existing customer base to accelerate revenue growth. Market trends are showing signs of accelerating demand, and for companies to take advantage of this, there needs to be robust account segmentation in place.

Segment 177
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6 Steps to Self Reflection in Sales


Self reflection is the gateway to learning from sales experience, for both sales professionals and the people responsible for coaching them. The tricky part is finding the time to invest in self reflection, but also—and this could be the real reason it happens less in sales—having a reliable way to do it. Sales self reflection takes learning from experience to a whole new level, extracting the real gems from a sales interaction and developing valuable skills that can be refined and applied in ot

Sales 71
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Does Cold Calling Work?

One of a Kind Sales

Businesses that consider using call calling often ask questions about its effectiveness. At One of a Kind Sales, having made thousands of cold calls, we can attest to its effectiveness in generating leads.

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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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What Buyers Want From Sellers

Sales and Marketing Management

Are your prospects ignoring your calls and email messages? That’s not unusual. To attract their attention, consider the situation from their perspective. In a buying situation, most prospects want the answer to a key question: What’s in it for them? It’s up to you to show how your solution will solve their current problem. And […] The post What Buyers Want From Sellers appeared first on Sales & Marketing Management.

Buyer 296
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The Importance of Understanding Your Customer’s Decision-Making Process

Anthony Cole Training

The buyer’s journey has been a critical topic of discussion for salespeople and marketers for a decade now. We have come to recognize how essential it is to understand how a prospect recognizes that they have a problem, how they go about searching for a solution and how they evaluate those solutions to make a resource choice and a decision.

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[New Book Alert] Carole Mahoney’s Must-Read Strategies for How to Put Your Buyer First

No More Cold Calling

What do buyers really want? Business book testimonials are all the same. They tell you how a book is a must-read, packed with powerful strategies. They use the same keywords: reliable, an essential resource, practical, revolutionary, actionable, blah, blah, blah, etc. etc. I often wonder if the testimonial writer actually read the book. I’m not going to tell you any of that about Buyer First: Grow Your Business with Collaborative Selling , a new book by Carole Mahoney.

Buyer 177
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Building GenAI for Business? Data Infrastructure Comes First


Demand for generative AI has reached a fever pitch in business — and like a lot of tech trends, the early waves of excitement are starting to collide with bottom-line reality. As leaders across all sectors push to adopt generative AI tools like ChatGPT, it’s also becoming clear that most generative AI (GenAI) initiatives for business will quickly fall apart without a foundation of accurate, timely, and comprehensive data.

Data 147
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Enablement Woes: Put an End to Content-Related Frustrations

Content frustrations are all too real and it’s time to tackle them head on. Let’s start with marketing. How many times do you use limited resources to create content sellers ignore, while outdated, off-brand materials and messaging continue to be shared? And sellers - how many selling hours do you spend hunting for just the right content, and if you find it, tailoring to specific buyer’s needs becomes your next challenge.

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Understanding Digital Sales Transformation – and Common Pitfalls to Avoid

Sales and Marketing Management

Doug Bushée, a VP analyst in the Gartner Sales Practice, clarifies what we’re talking about when we talk about digital sales transformation and explores three pitfalls to avoid. The post Understanding Digital Sales Transformation – and Common Pitfalls to Avoid appeared first on Sales & Marketing Management.

Sales 207
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How Qualification is a Priority for Leaders Today

Force Management

It’s no secret selling in the B2B SaaS market got a little harder over the past several quarters. Now more than ever, organizations are looking for ways to gain an edge, keep pipelines healthy, and identify which prospects are most likely to land.

Pipeline 155
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Time Available For Selling

Partners in Excellence

Time Available For Selling is a critical issue for everyone in sales. But there are many things, both necessary and unnecessary, that distract from that time. Thinking of sellers chained to their desks, constantly on Zoom, telephone, or other meetings. Constantly doing email and social outreach, is unrealistic and unreasonable. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling.

CRM 137
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Unlocking Business Success: The Key Role of Digital Marketing


Discover the importance of digital marketing for business success. Learn how digital strategies boost visibility, increase ROI, and enhance customer relationships. Master the art of effective marketing today.

Marketing 122
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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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The New ABC: Always Be Credible

Sales and Marketing Management

A report from CSO states that 77% of buyers don’t see salespeople as a helpful resource to solve their business problems. Gartner research shows that when B2B buyers are considering a purchase, they spend less than 20% of their time meeting with potential suppliers. Harvard Business Review reports that a survey of nearly 1,000 B2B […] The post The New ABC: Always Be Credible appeared first on Sales & Marketing Management.

B2B 194
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The Art and Science of Complex Sales Podcast


Join us as we speak with Founder & CEO of MotionFirst, Meridith Elliott Powell. Meridith shares her unique perspective, viewing sales as a process of using information to help customers realize their dreams. It's not about aggressive pitches and closing deals; it's about curiosity, active listening, and understanding. A transformative approach that puts the customer's dreams and goals at the forefront.

Sales 123
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The Paradox Of Success

Partners in Excellence

Sometimes success, too much success over a period of time is dangerous. We see so much of this now, with the former “darlings” of the VC/PE world. We see similar things with many of the largest, “most successful” organizations, the high performers of Wall Street, NASDAQ, and other global markets Suddenly, these “successful” organizations start to falter.

Scale 121
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Are your actions helping to resolve issues?

Smooth Sale

Photo by Revzack via Pixabay Attract the Right Job or Clientele: Are your actions helping to resolve issues? The life cycle includes good and bad days, and the outcomes rely heavily on actions helping to resolve issues. But it isn’t always easy and often fits into categories of nerve-wracking or desiring to quit. To ultimately achieve what matters most, it’s best to realize that the effort we put in to discover where we may have strayed alongside the lessons, we learn to combine to empower ourse

Hiring 103
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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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The Secret to Getting All the Referrals You Could Ever Hope For

Sales and Marketing Management

Everyone in management will tell every salesperson to “ask for referrals” or “don’t forget to ask for referrals” or worse,“as soon as you make the sale, ask for a referral.” These strategies are not only wrong, they also jeopardize the future of the relationship. First of all, why are you “asking” (begging) for a referral? […] The post The Secret to Getting All the Referrals You Could Ever Hope For appeared first on Sales & Marketing Management.

Referrals 156
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Why We Integrated Ticketing Into Membrain (A Bit of a Rant)


Ticket management isn’t a standard feature in sales software. After all, your sales team doesn’t handle tickets. That’s a customer service function.

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Do You Really Understand Your Customers’ Problems?

Partners in Excellence

We are trained on what our products do. We know their capabilities, features and functions. We may know the “problem” they solve. They might improve productivity or efficiency. They might help our customers reduce costs. They might give them capabilities they currently don’t have. But does this mean we really understand our customers’ problems?

Customer 105
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What Can History Teach Us?

Smooth Sale

Photo by ArtsyBee via Pixabay Attract the Right Job or Clientele: What Can History Teach Us? Growing up, I couldn’t grasp the forever motto, ‘History Repeats Itself.’ As a child, it didn’t make sense to me, as I would wonder why anyone would want to repeat what doesn’t correctly end well, personally, professionally, and within society. When we realize what isn’t working from any stance, we must figure out the ‘why’ to take the correct action to fix it.

Hiring 95
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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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Delight Your Customer with Exceptional Service Levels

Sales and Marketing Management

It’s 3:30 a.m. and my public relations client, an aerobatic air show pilot, is heading out in the black of night onto the air show tarmac to get his plane out for a morning show live shot, the first of 10 media interviews I’ve booked for him today in Portland, Oregon. My phone rings. “Hi […] The post Delight Your Customer with Exceptional Service Levels appeared first on Sales & Marketing Management.

Customer 156
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Permissionless Pilots – the fastest way to Wow!

For Entrepreneurs

A decade ago my partner (and SaaS legend) David Skok wrote about “Time to Wow!” – which helped you highlight how powerful it can be when the buyer experiences a Wow! moment, when they fully see the value of your … The post Permissionless Pilots – the fastest way to Wow! appeared first on For Entrepreneurs.

Buyer 106
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Increasing Brand Awareness

Leading Results Rambings

In the vast landscape of the digital age, where countless brands are vying for attention, establishing a strong presence and reaching a wider audience is no longer an option; it's a necessity. This chapter delves into the significance of brand awareness and why choosing Luna Creative Marketing as your partner in this endeavor can make all the difference.

Marketing 105