Sat.Feb 10, 2018 - Fri.Feb 16, 2018

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Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because the process has gotten incredibly complicated, even though it can almost be a no-brainer. At most companies, the sales process is a balancing act that doesn’t always work so well. It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees.

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22 Ways To Critique Your Sales Meetings

MTD Sales Training

One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. That question struck me because, basically, I hadn’t considered it much before. I used to simply write up my notes, put them on the CRM system and carry on from there.

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20 Motivational Sales Quotes to Empower Your Team

Zoominfo

As any salesperson knows, motivation comes and goes. At certain points, we are hyper-focused and driven. And on other days, we don’t even feel like picking up the phone. So the question is – where do we find the inspiration to climb out of these sales motivation slumps? Often, it’s helpful to listen to the wise words of those who have already achieved great success.

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What We In Business, and Around the World, Can Learn from ANZAC Day

Bernadette McClelland

The alarm buzzed at 5.00am, our daughter knocked on our front door at 5.45am and by 6.00am we were standing in the drizzling rain, in the dark, beside a fire-pit, in our local town of Sunbury, Victoria as a growing crowd gathered to commemorate the 101st Anzac Day. Standing beside us was Sergeant Danielle McClelland, a ten-year veteran of the Royal Australian Air Force, having served in the Middle East, jacket emblazoned with medals she had so aptly earned.

Lead Rank 230
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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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Are They Really a Prospect or Are You Just Wasting Time?

The Sales Heretic

As a salesperson, business owner, or professional, you only have so much time. And if you want to maximize your sales, you can’t afford to waste that precious time with people who are never going to buy from you. Which means you need to figure out—as quickly as possible—whether someone is an actual prospect or [.].

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The Marketer’s Guide to Customer Engagement [Infographic]

Zoominfo

The B2B Marketer’s Guide to Customer Engagement! Customer engagement, though only a piece of the marketing puzzle, shouldn’t be ignored. Why? Engaged customers spend more money, actively support branding initiatives, and spread the reach of your company. By definition, customer engagement is the continued relationship between a brand and its customers.

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How to Commit to Your Sales Success

Score More Sales

Our colleague Dave Kurlan over at Objective Management Group, a sales candidate assessment and evaluation company made news some years ago with a survey (based on evaluations of over 1 million salespeople over the last 25 years) showing that three out of four sales reps aren’t effective in their jobs.

How To 202
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7 Secrets for Better Digital Marketing Content

Sales and Marketing Management

Author: Christina Battons Business in contemporary time has taken a digital direction. Firms are quickly loosening their grip on traditional modes of marketing such as billboards. They are rapidly embracing the opportunities in the online space. It is no wonder that some have been branded names such as “tweeting firms.”. There are various platforms for marketing on the digital front.

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Easiest Way to Assess Degree of Sales Success

Understanding the Sales Force

Recently, I published an article that introduced a way to measure sales progress by means other than conventional numbers and metrics. Today, I received an email from a property leasing salesperson who had his own question about sales effectiveness. He asked, " How do I determine if I am seeing results from me being a good salesman or if it’s from my sheer volume and what kind of selling would you say a Real Estate Salesperson uses most?".

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Question Based Selling: The First Question You Should Ask

Connect2Sell

Jim Kouzes and Barry Posner, my co-authors for Stop Selling & Start Leading , are the creators of the body of work known as The Leadership Challenge®. Jim and Barry have spent decades researching leadership and understanding exactly what it is that leaders do to make themselves more effective with their followers. As it turns out, these are the very same behaviors our buyers want us to exhibit more frequently.

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How To Execute A Sales Transformation

SBI Growth

Our guest today is JD Miller, the General Manager and Head of Sales for BravoSolution. JD has led four organizations through a successful transformation. Most recently, JD lead the sales and marketing team at BravoSolution through an incredible transformation to.

How To 171
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Why Your Own Business Should Be Your Next Client

Sales and Marketing Management

Author: Hanna Läikkö Every business has moments on its journey when it’s time to reflect on past achievements, and think about what the future holds. These are defining moments, so how can you ensure the process is truly effective, generating the most impactful ideas to future-proof the company? . Business design, a combination of creative and strategic thinking, is increasingly being deployed at these vital moments in corporate development. .

Lead Rank 189
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For the Love of Marketing – A Guide to Date Night [Infographic]

Zoominfo

Are you looking for a date this Valentine’s Day? Or maybe you’re looking to have the perfect night with your significant other? Need to find a special place for dinner with your girlfriend, boyfriend, husband, or wife? It’s simpler than you think. All you need to do is apply your marketing skills and you’ll end up having the best Valentine’s Day to date!

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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5 Ways To Create, Develop & Maintain Optimism As A Salesperson

MTD Sales Training

Optimism has been described as a mental attitude reflecting a belief or hope that the outcome of some specific endeavour, or outcomes in general, will be positive, favourable, and desirable. It comes from the Latin ‘Optimum’ meaning ‘best’ and is often used by sales managers when they refer to their sales teams having the right attitude. But when things aren’t going too well, or when situations seem to be a little out of control, it can be hard to create, never mind maintain, an attitude of opti

Sage 154
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Already Think Your 2018 Quota is Mission Impossible?

SBI Growth

When setting a yearly quota, all too often leadership defers to a top-down approach. Territory potential, industry dynamics, and the skill-set of the sales team are not taken into consideration. Reps get overwhelmed and nothing gets achieved. Here is what.

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Three Ways to Handle the Price is Too High Objection

Mr. Inside Sales

Are you still ad-libbing a response to the “your price is too high,” objection? This is perhaps the oldest objection in the world, I mean think about it: In ancient Egypt (4,000+ years ago), at the open markets with all the vendors at their stalls selling everything from food to clothing to pots and pans, when a buyer asked how much an item was and was told the price, what do you think he/she automatically said?

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Secrets to Prospecting: What the Top 1% Do to Prospect

The Sales Hunter

Let’s cut to the chase and put it on the table with regards to prospecting. You want to up your game, but you’re stuck for any number of reasons when it comes to prospecting. In my role I get to meet with thousands of salespeople every year, whether it be in my coaching program, a […].

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Sales is a Love Affair: How to Target, Engage & Score [infographic]

Zoominfo

Successful sales professionals know exactly who to target, how to engage with them, and most importantly, how to close the deal. They build deep connections with their prospects by initiative relevant conversations and sending targeted content. This in turn develops into a trusting relationship. So just in time for Valentine’s Day-a day spent celebrating relationships, we give you the following infographic: Sales is a Love Affair: How to Target, Engage, and Score.

Lead Rank 157
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Rethinking Inside Sales – Don’t Be Left Behind

SBI Growth

The business world is rapidly changing, rendering past experiences less and less valuable. Old thinking is dead and new thinking has arrived. The days of staffing Inside Sales with low tenured and low cost resources is over. Pointing these resources.

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Cold Calling: Stop Pitching the Gatekeeper

Mr. Inside Sales

Note on today’s blog post: Due to the many requests I have received for more scripts on selling techniques, I am postponing my series on motivation and awareness. I hope you enjoy today’s cold calling tip. I was talking with a client last week about some of his new employees. He told me that some of them are struggling to get through to decision makers, and he thought it was because they were “pitching the gatekeeper.

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Sales Motivation Video: Do You PLAN on Getting Lucky in Sales?

The Sales Hunter

What is your strategy for sales success? Some people just hope luck will work in their favor. A better approach is to plan to get lucky, meaning you proactively bank the odds in your direction by working smart and hard. “Luck” generally shows up for those who hustle and strategize accordingly. Check out the video […].

Video 135
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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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You Can’t Put in What God Left Out … and Other Important Things Learned in Business and Life

Pointclear

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders. Following is an edited transcript, or you can listen to the program in its entirety here.

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The Digital Transformation of a B2B World

SBI Growth

Our guest today is Mark Lister, the Chief Digital Officer for Ness Digital Engineering. Mark is a transformational leader, helping to bridge corporate, marketing, and sales strategies to the digital engagement of prospects and customers. Ness designs and builds digital platforms.

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15 Job Interview Questions to Ask a Sales Manager Candidate in 2018

Hubspot Sales

Questions for Interviewing a Sales Manager. Tell me about yourself. How comfortable are you with data analysis? What do you think are the necessary skills and qualifications for success here? Why do you want to be a sales manager? Pretend I'm a sales rep who has missed quota three months in a row. What would you say? What do you think motivates reps the most?

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Sales Leadership: Do Others Think You’re Having Fun?

The Sales Hunter

Nearly every week, I’m somewhere speaking to an audience of salespeople and leaders. People are always interested in my background and how I wound up doing what I’m doing. They’re also quick to say how it is obvious I thoroughly enjoy what I do and I’m having fun. The question that comes next always surprises […].

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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The 5 Must-Attend Sessions at #B2BMX Feb 19-21

SBI

This will be my second year of attendance at the B2BMX event , organized by DemandGen Report. The event is a not to be missed if you’re in Marketing, but it’s increasingly become a must-attend event for those responsible for Sales Enablement as well. The reason is not shocking. Marketing organizations are being more tightly held responsible for revenue generation.

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One of the Most Effective Technologies To Gain New Customers

Fill the Funnel

Are you ready to dig into one of the most effective technologies for gaining new customers? Exit Intent Technology and Pop-Ups Don’t let the terminology intimidate you. It sounds complex but it is actually straight-forward and very easy to implement once you understand the idea. The technology monitors your visitors’ mouse movements. When the cursor […].

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The 8 Best Email Apps for Writing Great Messages

Hubspot Sales

Best Email Apps. Crystal Knows. Detective by Charlie. Hemingway. Just Not Sorry. HubSpot Sales. Sortd for Gmail. Shift. Inbox by Gmail. Ah, emails. Love 'em or hate 'em (I fall into this camp), emails are crucial to sales, and reps have to be good at writing them. But emails are a difficult medium to master. Thankfully, you don’t have to do it alone.

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