Sat.Feb 22, 2020 - Fri.Feb 28, 2020

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Retain and Grow Top Performers with a Development Plan

The Center for Sales Strategy

The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built. They place an even higher value on managers who can develop top performers. Yet, all too often, business leaders hire people they believe in and sit back to see what they can do.

Hiring 84
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Incentives and Rewards: A Closer Look

Sales and Marketing Management

Author: Tim Houlihan In my conversation with Jana Gallus from UCLA’s Anderson School of Management, we examined the ways that precision impacts the effectiveness of rewards. Her research points to important aspects of how rewards, the signals they send and their efficacy are affected by precision. In short, more precision is better for rewards used with incentives, while less precision is better for rewards used with recognition.

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5 Questions to Ask Before Automating Processes

SBI Growth

Now that you’ve defined and kicked off your strategy for the year, it’s time to take a look at your team’s operational efficiency. Where are you getting bogged down? What are the biggest pain points in your processes? Through our.

Strategy 214
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Why You Might Need to Quit Your Job

No More Cold Calling

You don’t have to work 60-hour weeks to be successful. My niece quit her job because she couldn’t handle the 60-hour workweeks while raising a family. She was stressed, had a short fuse, and didn’t smile much. I was getting increasingly worried about her health and was relieved when she quit. Sure, it was scary for her family for a while. One income was suddenly gone.

Referrals 356
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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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How NOT to Market on Facebook

The Sales Heretic

I regularly receive friend requests on Facebook. Most of them I ignore. (And many I report for being spam.) But if the person sending the request has a lot of friends in common with me—say a hundred or so—I’ll usually accept the request, because that person is typically also a professional speaker or trainer. (Many [.].

Facebook 275

More Trending

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Sales Scrum #Podcast – Episode 2

The Pipeline

Sales Scrum: Guest Warren Shapiro. In this episode, I have the pleasure to interview Warren Shapiro , a seasoned recruiter who helps both employers and employees break through the barriers to success. In the conversation, Shapiro highlights how advancements in technology and changing attitudes and client expectations, can help employers hire people more likely to succeed and stay longer.

Hiring 250
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10 Things to Start & 3 Things to Stop When Hiring Better Salespeople

Anthony Cole Training

Recruiting new sales talent and hiring better salespeople are complicated and time-consuming processes. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates, or have an idea of what "better" means for your business.

Hiring 220
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Pull the trigger

Sales 2.0

In this post, I want to tell you about something that boosts prospecting results: trigger events. A “trigger event” is when something changes in your prospect’s world. Change is good for you when you’re selling as when something changes in your prospect’s world, it often creates a need. Sometimes that need is something your product can address and hence a sales opportunity is created.

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Negotiating a Deal In Crunch Time

Sales and Marketing Management

Author: Andres Lares When Joe Mauer’s contract neared its expiration in 2010, the all-star’s agent sat with him and shared how his research revealed he could secure a contract of approximately $300 million over 10 years in the free agent market. However, Joe was more interested in remaining in Minnesota, his hometown, than he was about getting the absolute maximum amount of money.

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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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How Your Privacy Officers Can (and Should) Be Helping Drive Revenue

Zoominfo

We’ve seen a multitude of new data privacy laws begin to flood the privacy landscape around the world, most of which borrowing standards of transparency and individual rights created by the GDPR in 2018. As a result, it’s become increasingly important for organizations to monitor, analyze, and act upon upcoming regulations to protect their business. […].

Revenue 226
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Is Writing Still on the Communication Skills List for Sales Success?

Connect2Sell

Direct from buyers, a list of grievances about sellers’ communication: Spelling errors. Casual or overly familiar. Run-on sentences with poor punctuation. Rambling thoughts that don’t seem connected. Too much to wade through instead of getting to the point. Emojis and exclamation points are disingenuous. Someone should proofread before sending. Obviously a cut-and-paste.

Buyer 201
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How CMOs Can Increase Revenue by 40% by Leveraging Customer Experience

SBI Growth

Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” But more recently, CX has joined product, marketing, and sales as another.

Revenue 285
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5 Email Secrets to Get a Response

Mr. Inside Sales

Is email dead? Of course not! But if you want to get a response, you need to remember that people get hundreds of emails each week—some per day! —so you better make sure your email stands out and is easy to read. Use the check list below to make sure you’re doing everything you can to not only get your email read, but to get a response as well: Email Secret #1: Use the prospect’s first name in the subject line.

Lead Gen 181
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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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The Beginner’s Guide to B2B Marketing Attribution Modeling

Zoominfo

The modern B2B customer journey is more complex and multilayered than ever before. In a prospect’s path to become a customer, they often engage in a number of digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few. In fact, studies show it takes an average of 6 […].

B2B 207
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Increasing Sales in 2020 | Ask Your Prospects Better Questions

Anthony Cole Training

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

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How a CEO Manages the Speed of Change for Turnarounds

SBI Growth

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

Segment 194
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Money Won’t Make You Happy, But…

Grant Cardone

How many times have you heard that money won’t make you happy? Next time anybody tells you that, forward them this…. Money won’t make you happy but it will buy: A Good Steak . 5-Star Vacations. Watches. Money won’t make you happy… but it will buy: Food for your pets. A Ski Trip. …or a Boat Trip. Again, money won’t make you happy… but it will buy: Small Things that Make Life Better such as Sunglasses, Shoes, and $5 Coffee Each morning… Or Bigger Things Like a Jet, a Luxury

Insurance 172
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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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Data-Driven Content Marketing: How Good Data Drives Great Content

Zoominfo

By this point, it’s probably been drilled into your head that a content marketing campaign is essential to your company’s success. In many ways, content is the bread and butter of the modern marketer. But you can’t butter your bread without a knife. And in this metaphor (bear with us here), data quality acts as […].

Data 182
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From Sales Process to Buying Journey

Membrain

The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been heavily promoted by the mainstream sales methodology vendors and adopted with varying degrees of effectiveness by many sales organisations.

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What Switching to a Consumption-Based Business Model Means for Customer Success

SBI Growth

Over the past two and a half decades, Cloud-based software delivery has transformed the marketplace with Software as a Service (SaaS) becoming the default way that customers purchase almost any software. This has changed the dynamics between vendor and customer.

Customer 194
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How Question-Selling Can Triple the Value of Your Service

Predictable Revenue

In sales, the common misconception is that by saying the right thing you’ll win the deal. But what we started to realize after introducing Question-Based Selling (QBS) to our sales organization is that it’s impossible to know what to say without understanding the person and/or organization we were selling to. The post How Question-Selling Can Triple the Value of Your Service appeared first on Predictable Revenue.

Revenue 150
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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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Podcast 137: Making Prospecting A Math Game With Ryan Reisert

John Barrows

We’re pleased to have Ryan Reisert on the podcast this week. Ryan’s strength is turning prospecting into a math game so you can reverse engineer the activities you need to generate the outcome you need. If you think about it, why would you not want to find out how many prospecting activities you need to perform before you book a meeting, divided by your meeting to opportunity rate and finally your close rate?

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Beware of Busy Buyers: Make Your Solution Easy to Buy

SalesProInsider

“Never underestimate the laziness of buyers.”. That was the advice a mentor gave me. He was someone I trusted, respected, and would take all of his suggestions and put them into play. Yet this advice was very offending to me because I’ve never considered my buyers or my clients as lazy people. No, they’re hardworking, they’re really smart, and they care about what they’re doing.

Buyer 138
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If Cold Calling Is Dead, Why Is The Topic So Hot?

Partners in Excellence

Someone tried to suck me into a LinkedIn discussion on cold calling today. The article declaring cold calling dead was written by a colleague I deeply respect, and I have no disagreement with the points in her article. By the time another friend tried to bait me into diving into the discussion, it had been live for 18 hours, there were over 75 reactions and over 52 comments, with many very smart and dull people weighing in.

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How Businesses Can Leverage On Content Marketing

SocialSellinator

It’s no secret that revenue is the measure for a business’ success. That’s why a significant portion of the effort is dedicated solely to marketing a company’s product and success to their target market. And when talking about marketing, specifically in the aspect of digital marketing, content has emerged as one of the potent methods of maximizing a company’s marketing strategy.

Marketing 139
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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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How to stop failing at account management

Membrain

The words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect.

Account 129
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SalesTech Video Review: @Brainshark

SBI

SalesTech Video Review: Brainshark. Brainshark is a data-driven sales readiness platform. That means you can prepare your client-facing teams with the knowledge and skills to perform at the highest level and the score cards to know what’s working and how to improve. When you’re able to correlate readiness to revenue, you can optimize your readiness programs and revenue at the same time. - Nancy Nardin, Smart Selling Tools.

Video 128
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Making It Safe To Fail? Hogwash!

Partners in Excellence

I read an article from a very large consulting company entitled, “Have you made it safe to fail?” Frankly, it’s social psycho-babble. It’s the equivalent of saying, “everyone gets a trophy, regardless of whether they win or lose.” The article will draw eyeballs, but I think they miss the point, consequently much of the value around failure.

Account 126