Sat.Sep 10, 2016 - Fri.Sep 16, 2016

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Top Tips for the Modern Day Cold Call

Sales and Marketing Management

Issue Date: 2016-09-13. Author: Mike Scher. Teaser: It takes an average of nine calls to reach a cold prospect for the first time. Many salespeople don't have that type of persistence. Here are four tips to secure an initial conversation and stop leaving new business on the table. It takes an average of nine calls to reach a cold prospect for the first time.

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The Buyer Journey - Myth, Reality, Hybrid, or an Avoidable Part of Selling?

Understanding the Sales Force

The Buyer Journey is front and center again. Dan McDade posted the second in his 3-part series on Lies and Myths and part 2 is about the Buyer Journey. 8 Sales Experts weighed in with their thoughts about the Buyer Journey and you can read those here. Don't miss Mike Weinberg's comment - I love it! It's pretty clear where the sales experts stand, so where is all of the Buyer Journey data coming from if not the sales experts?

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Beware This Really Big Gap in Your B2B Sales Strategies!

No More Cold Calling

Neglect referral plans at your own risk. “ Mind the gap ” is a famous phrase in London. It alerts travelers to the potentially dangerous space between the platform and train on the London underground system. This gap occurs on curved platforms. There’s a gap at the end car on inside curves, and a gap in the middle car on outside curves. When crafting your B2B sales strategies, think of the sales process as a curve.

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There Is No App For That

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . There is no doubt that we have more tools to choose from in sales than ever. Making things more interesting are the number of tools and apps available to buyers, and the direct impact that has had on sellers and their craft. One can argue that the gains available to buyers have more than negated any advantages sellers gained with their adoption of technologies, leaving sellers no further ahead.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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How NOT to Prospect on LinkedIn

The Sales Heretic

I recently received this message in my LinkedIn mailbox (the names have been changed to protect the guilty): Eric Miller Junior Sales at Tuttle and Hobart Integrated Supply Howdy! I was checking out your linkedin profile and was impressed. I would love to network with you. Do you think your company could use a promotional [.].

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The 6 Most Common Mistakes Salespeople Make In Their Opening Discussions

MTD Sales Training

You’ll have heard of the ‘elevator speech’, that first few seconds’ introduction that can make or break a conversation you have with a prospective client. It’s called the elevator speech because it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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10 Ways to Prospect with Integrity

The Sales Hunter

When you prospect with integrity, you will get customers who have integrity. Think about what the previous sentence means. Integrity is an asset that is undervalued and underappreciated in today’s business world, yet it means more than ever. Today there are too many people using stupid tactics to prospect that lack integrity. I certainly realize integrity […].

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Three Ways to Build Your Brand as a Leader

Score More Sales

Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader. Dorie’s most recent book is called Stand Out – How to Find Your Breakthrough Idea and Build a Following Around It.

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How Good is Your Marketing Strategy?

SBI Growth

The pressure on B2B CMOs is heating up. Research shows CEOs are beginning to turn their attention on marketing strategy. Is this good news for you? For world-class CMOs with stellar marketing strategies, this is fantastic news. These executives salivate at the prospect.

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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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How This Small Change Of Mindset Will Smash Your Sales Targets

MTD Sales Training

I was talking to a sales manager recently, who was concerned about one of his salespeople. This person was suffering from a negative mind-set, where if he didn’t sell or at least get the appointments. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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4 Client Behaviors That Mean Your Proposal Needs Work

Sales and Marketing Management

Issue Date: 2016-09-16. Author: Mikita Mikado. Teaser: When a deal that seems on track goes off the rails, it may leave you wondering what happened. Here are a few of the most common indicators that it was your proposal that failed to seal the deal. When a deal that seems on track goes off the rails, it may leave you wondering what happened. Here are a few of the most common indicators that it was your proposal that failed to seal the deal.

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Executive Sales Leader Briefing: Team Goals vs. Individual Goals

The Sales Hunter

Are the people on your team focused on the goals of the team or are they focused on their own individual priorities? It’s easy for us to think the team is marching in the right direction, but when challenged, far too many people are doing anything but that. In my new book High-Profit Prospecting, I […].

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How New Sales Operations Leaders Can Create Instant Results

SBI Growth

On this week’s SBI Video Podcast, we spoke with Todd Doolittle, the head of sales operations at Concentra, a national leader in occupational health. Todd was recently appointed to this role after many successful years in other sales roles. Watch.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

Pointclear

Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist.

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Teambuilding Takes a Right Turn

Sales and Marketing Management

Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: Effective team building has a definitive purpose and delivers a takeaway. It steers clear of anything that could be categorized as “forced fun.” Too many companies are still figuring this out. Effective team building has a definitive purpose and delivers a takeaway. It steers clear of anything that could be categorized as “forced fun.

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Prospecting Myths: What Keeps Salespeople from Prospecting

The Sales Hunter

Recently I sat down via the Internet to discuss with Anthony Iannarino the issue of prospecting and, more specifically, some of the myths that keep people from doing it. I reached out to Anthony, because not only do I value his opinion, but I also wanted to talk about his new book (which I strongly believe you […].

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Unique Insights into Talent and Employee Development

SBI Growth

On this week’s SBI Insider Video Podcast we spoke with Alan Foster, the co-author of “Power Score: Your Formula for Leadership Success.” Alan is a principal at GH Smart and serves private equity investors, Fortune 500 companies, and non-profits in.

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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 One Question Salespeople Fail to Ask

Increase Sales

Being in sales can be either extremely enjoyable or just the opposite. With so many SMBs to larger organizations needing salespeople if not preferably top sales performers, then maybe it is time to ask this question: Do you really WANT to sell? Last night I talked with James Muir, the author of a soon to e released book, The Perfect Close. In listening to James, one could hear he truly WANTS to sell.

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Earning the Right to Close

Sales and Marketing Management

Issue Date: 2016-09-12. Author: Frank Visgatis, President/COO, CustomerCentric Selling®. Teaser: A seller earns the right to ask for the business if and when a buyer has all they need to make a buying decision. The better job B2B salespeople do in uncovering buyer needs and associated value, the more likely they’ll win the business. A seller earns the right to ask for the business if and when a buyer has all they need to make a buying decision.

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13 Must Read Sales Books to Become a Badass Sales Person [Updated]

A Sales Guy

A few years ago I created a list of the best books sales people should read to become a badass. You can see the list here. The list included some amazing books. What made that list so special was the surprising number of books that WEREN’T sales books. The original list of must read sales books for sales badasses included some books that address traits and skills that are critical to sales, but aren’t solely sales related.

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Time is on Your Side, as Long as you Understand it.

Jeffrey Gitomer

We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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How Sales Coaching Improves Novice Salespeople

Increase Sales

Maybe it is just me, but there appears to be an onslaught of novice salespeople. And this also means a lot of unnecessary sales mistakes. Sales coaching is the simplest solution to insuring the success of those new to sales. Credit www.funnysalescartoons.com. Yesterday I spoke to someone who was new to sales within the real estate industry. As I listened to her, she made several rookie mistakes that with some coaching could have been avoided.

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Natural born travel guide

Sales and Marketing Management

Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: His father Rick taught a generation of public television viewers how to take in Europe. Now, Andy Steves, 29, has a successful tour guide business targeted to millennials and a new guidebook of his own. We talked about the incomparable value of travel and how his generation likes to go about it. His father Rick taught a generation of public television viewers how to take in Europe.

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How to Determine if Your Corporate Strategy is Working

SBI Growth

In order for your sales team to be able to win, you must have a solid corporate strategy that sets the direction. Is this the case in your organization? Listen here as Christina Dieckmeyer, director of marketing at SBI, moderates.

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Sales Motivation Video: Call Senior Level People at the Top of the Hour

The Sales Hunter

Make it a priority this week to call senior level people at the top of the hour. I am confident that when you discipline yourself to do this, you will see tremendous momentum in your prospecting efforts. This simply has to be part of your game plan for prospecting this week. This is just one […].

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Three Sales Behaviors That Kill Deals

Increase Sales

When meeting with a new sales lead, we as salespeople must be extremely careful about our sales behaviors. How we interact with the potential ideal customer is the first step in building trust and demonstrating our knowledge. Credit www.funnysalescartoons.com. Cliche Rapport Building. Your sales leads are busy people just like you. Wasting their time with cliche rapport building questions or comments does not strengthen the trust and knowledge factors.

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Initiating and mastering the art of social selling

Sales and Marketing Management

Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: Social selling is using social networks to learn more about customers’ buying preferences and behavior, connecting with them and starting a conversation. It may feel awkward at first because social media has become such a personal space for a lot of people, says Patrick Hogan, chief technology officer at sales software and services provider Tenfold.

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#heykeenan 27 How Do You Motivate the Unmotivated?

A Sales Guy

I spent Labor Day on Cape Cod, this year. I spent it on Great Island. It’s one of my favorite places to relax and enjoy myself (and not shave ). It’s absolutely gorgeous, peaceful and serene. We were supposed to shoot #heykeenan 27 before I left for vacation, but we just didn’t get it done, so I figured, what the heck. I’ll do it myself from the beach.