Sat.Oct 04, 2014 - Fri.Oct 10, 2014

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What makes referrals happen? Your actions, NOT your ask!

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. Networking Sales Uncategorized 21.

Referrals 335
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Don’t Wait To Ask For Referrals – Sales eXecution 270

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . I continue to be amazed that despite all that is written about the importance and success of referrals, how few sales people actually leverage this proven and effective method of sourcing new sales opportunities. Whenever I ask a group of sales reps “How many people here ask for referrals?” I still find that way less than half raise their hand.

Referrals 310
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Your Customers Are Talking About You – Are You Listening?

Sales and Marketing Management

'Issue Date: 2014-10-06. Author: Tim Minahan, CMO, SAP Cloud. Teaser: Social media is big and it’s only getting bigger. By recognizing and embracing its power, marketers can transform the very nature of business and engagement and deliver their customers to new worlds of excellence. Social media is big and it’s only getting bigger. By recognizing and embracing its power, marketers can transform the very nature of business and engagement and deliver their customers to new worlds of ex

SAP 290
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Top 4 Reasons a Great Salesperson Can Fail at Your Company

Understanding the Sales Force

'Earlier this week, I spoke to a great audience of sales leaders at the EcSell Institute Fall Sales Coaching Summit in Dallas where my topic was, How to Hire a Great Salesperson that Will be Great. I asked the attendees if they had ever hired a great salesperson that still failed and everyone there said, "Yes!" I asked if anyone could explain how or why a great salesperson could fail, and the group offered up many guesses, but weren’t able to come up with my top 4 reasons.

Hiring 280
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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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Want to Know Me? Look Me Up!

No More Cold Calling

'There’s no excuse for not doing your sales homework. “My CEO will be in town, and I’d like to schedule time for you to meet with him.” That must be the hook for this year’s Dreamforce exhibitors, who got my name off the list of attendees for Salesforce’s big event next week. They’ve been calling me en masse. They all deliver the same canned message, and they’re relentless.

More Trending

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The Customer Experience and Why It Matters

Sales and Marketing Management

'Issue Date: 2014-09-01. Author: Paul Nolan. Teaser: A lot of B2B companies talk about improving the customer experience -- and for good reason. Recent research shows that when customers have a bad sales experience, seven out of 10 times it takes months if not years to repair the business relationship. But what do customer experience efforts look like?

Customer 266
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7 Ways To Destroy The Relationship With Your Client

MTD Sales Training

'Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. The. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Retention 262
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Introductions all around: It’s Time for Online to Meet Offline

No More Cold Calling

'Social networking isn’t social enough. As Woody Allen famously said, “Eighty percent of success is showing up.” Showing up counts—in life and in sales. So does being present and contributing. We show up in many different ways—online, offline, at work, with family, with friends, and when volunteering. Showing up means you become involved. You contribute, you begin a task, and you take action.

Meeting 240
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What Can Sales People Learn From Ebola?

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca . Probably Absolutely Nothing At All! I just wanted to be the first to jump on one of the silliest bandwagons among bloggers, sales blogs being no different; trying to squeeze a sales lesson or morals from every significant event to make headlines. Just do a search and you’ll find titles of all sorts all linking sales to some insignificant angle in sales to some unrelated event in the headlines. “What Can Sales Learn from the World Cu

Exact 282
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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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Using Advanced Analytics to Optimize B2B Sales Force Strategies

Sales and Marketing Management

'Issue Date: 2014-10-10. Author: Paul R. Monasterio, Principal, Applied Predictive Technologies. Teaser: All organizations now have a means of capturing detailed customer interactions via a CRM system – however, only recently are B2B organizations beginning to leverage the other two pieces of the analytics puzzle. All organizations now have a means of capturing detailed customer interactions via a CRM system – however, only recently are B2B organizations beginning to leverage the oth

Analytics 246
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7 Techniques to Overcome the Fear of Selling

The Sales Hunter

'You’re not alone if you’re afraid to sell. Being afraid to sell is something that impacts nearly everybody, whether they have the word “sales” in their title or not. Here are 7 techniques you can use to overcome the fear of selling: 1. Don’t set goals you can’t achieve. By setting goals that stretch […].

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Why The Lowest Cost Can Sometimes Be The Riskiest Option

MTD Sales Training

'We all know that when you buy a cheap solution, you are also losing something that paying extra would bring for you. But many people buy cheap because they don’t see the worth of paying extra. A. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 224
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The Objective Seller #webinar

The Pipeline

'How to Shift the Conversation from Product to Objectives. Join us on Thurs., Oct. 9th, 2014 at 2:00PM ET / 11:00AM PT for this free webinar. Most salespeople are taught to look for pain and needs. However, 75% of customers who switch from one vendor to another say they were satisfied at the time that they switched. There was no pain, and no needs, so what was the catalyst?

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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 Hidden Costs of Doing Global Wrong

Sales and Marketing Management

'Issue Date: 2014-10-08. Author: Heidi Lorenzen, Chief Marketing Officer, Cloudwords. Teaser: When it comes to getting globalization right, what you don’t know can stunt your company’s growth instead of drive the revenue you want. Don’t let the hidden costs of globalization hold you and your company back. When it comes to getting globalization right, what you don’t know can stunt your company’s growth instead of drive the revenue you want.

Revenue 235
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5 Reasons You Sell More AFTER You Raise Your Price

The Sales Hunter

'What?! That’s what you’re thinking after reading that headline. You’re asking yourself, “How can I sell more at a higher price when I’m already getting rejection at the price I’m at?” Here are 5 reasons why you can and will sell more AFTER you raise your price: 1. Customers will see you differently. A […].

Discount 238
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Becoming a Sales Freak and Changing the World

Pointclear

'I just finished reading "Think Like a Freak" by the authors of Freakonomics. Rather than talking about the chapter that is so obviously tied to selling – How to persuade people that don’t want to be persuaded – let’s talk about the connection to thinking like a freak. The authors suggest that we can’t possibly think like freaks until we don’t know all of the answers.

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Money Monday Labeling People Limits Opportunity

Score More Sales

'In a professional selling career, it’s important not to label people. Do you ever think things about people before you have had a chance to really assess a situation? “He’s not a player” “She’s nobody” “He’s too old for a social selling strategy” “They will never change.” “They are kids running that company.”.

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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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Telling Customers ‘You’re Fired!’

Sales and Marketing Management

'Issue Date: 2014-09-01. Teaser: Most companies make a critical mistake when classifying accounts by considering those that currently spend the most money as their best clients. Sales consultant Colleen Francis emphasizes that not only are all accounts not created equal, the ones currently spending the most money are not necessarily your best. Most companies make a critical mistake when classifying accounts by considering those that currently spend the most money as their best clients.

Customer 218
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When Should I Negotiate?

The Sales Hunter

'It’s important to remember you should sell first and negotiate second. This means we don’t even think about negotiating with a customer until we have first completed the selling process. And this means having had our solution rejected at least two times. I’m a strong believer in this rule, because too many times salespeople […].

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Maybe Better Marketing Not More Marketing Is Your Answer

Increase Sales

'Marketing is the key to building any small business. Your ideal customers, your colleagues, your community must know about you, your company and your solutions. Social media has provided very affordable better marketing channels for you to reach out from the comfort of your office. Yet with all these attracting opportunities from social media to business to business networking is more marketing what your small business really needs?

Marketing 151
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See Dreamforce 14 Virtually

Score More Sales

'Next week is the annual Dreamforce mega conference for Salesforce.com users and those in their CRM community – let’s face it, anyone growing a serious business today is using Salesforce.com. has used it, uses another CRM but knows of it, or plans to use it. It is the 800 pound gorilla in the customer relationship management world. 100,000+ people will be there in and around San Francisco next week.

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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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Sales Managers Only Have One Real Goal!

Partners in Excellence

'There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on. There lots of ways we see managers behaving. Some seem to think they have to be super sales people–the person that comes in to close the deal.

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Are You Leveraging Time to Boost Your Profits? Here’s How.

The Sales Hunter

'Everyone talks about the need to create more value for customers, but one element that gets left out far too often is the element of time. Time is an incredible asset for any salesperson and, for that matter, for the customer. The one who leverages time the best is going to be the one […].

Discount 227
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The Naked Leadership Issue, I Need to Change, But

Increase Sales

'In leadership be it leading an organization or leading one’s self, how many times do we hear or even speak these naked leadership words: I need to change, but…? The but… is very much like the sales obstacles experienced by top performing sales people every day. In many instances, those buts are really stalls, reasons not to take action than true, towering sales obstacles.

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What Your Customer’s Don’t Know — That’s Costing You Sales

A Sales Guy

'“No, we’re all set.” “We’re happy with what we have.” “We’re not looking to change at this time.” How often have you heard these words come out of a buyers mouth? Nobody wants to hear these words. They stop sales people in their tracks. Why? Because, for most sales people, if the prospect already has what you’re selling then why “push” them on something.

Education 125
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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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The Perfect Prospecting Letter (???)

Partners in Excellence

'I receive lots of requests from sales and marketing experts to promote things they are doing, whether it’s a webinar, eBook, Book. Most of the time I’m delighted to do so. Many have been very generous in supporting and helping me. Even if it’s someone I don’t know, generally, once they introduce themselves and show me what they are doing, I’m glad to promote.

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VIDEO SALES TIP: Prospecting Emails and the Mistake You’re Likely Making

The Sales Hunter

'When you write prospecting emails, do you do that on your laptop computer or on your smart phone? The computer, right? Here’s the problem: Your prospect may very well read that email on a smart phone. And if your subject line and first sentence aren’t grabbing their attention, they aren’t going to read the […].

Video 216
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How Marketing Awards Are Like Coaching Certifications

Increase Sales

'Ever listen to local marketing firms stand up and cheer when they receive some national award for their brochures, direct mail pieces or even website designs? These folks remind me of executive coaches, small business coaches and life coaches who shout out about their coaching certifications. My internal response is this one: How many of your clients have asked you how many marketing awards have you received?

Coaching 139