Sat.May 14, 2016 - Fri.May 20, 2016

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Do Your Sales Reps Act Like Sales Snobs or Social Stalkers?

No More Cold Calling

Maximize your net worth via your referral network. Steve, a salesman with an enterprise company, invited me to connect on LinkedIn. I accepted his standard invitation, thinking he might be a good connection, and sent a personal message inviting him to contact me with any questions about referral selling. His response: “What is referral selling?”. Obviously, he had no clue who I was when he invited me.

ACT 260
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Finance: A Sales Force’s Greatest Asset

Sales and Marketing Management

Issue Date: 2015-05-20. Author: John Lynch. Teaser: More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability. So what's stopping this from happening? More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability.

Survey 189
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How Boomers and Millennials Differ in Sales

Understanding the Sales Force

I hate this article already - the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers. We've all heard many of the distinctions of Millennials - how they like to work, where they like to work, when they like to work, how little they like to work, how entitled they are, how money isn't that important, how they want to change the world and be a part of something

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Seven Steps to Success for Sales Managers – Book Review

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If sales and selling is the last of the black arts, then sales management lurks in its darkest corners. As with other aspects of sales, there is no shortage of advice, ensuring no shortage of fluff. So it is interesting to find a book that looks at the subject in a pragmatic way, and deliver specific things managers can put into practice that not only makes them better managers, but helps their team achieve the one thing they are paid to do, gro

Hiring 180
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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5 Ways to Speed Up Your Selling Process

The Sales Hunter

Too many times we get bogged down with the customer. Sure, the reasons can be many, but it doesn’t matter. Anytime things bog down, it eats into your time and your earnings. Below are 5 things we can do right now to accelerate the process: Skip the presentation and ask more questions. Don’t focus […].

Up-Sell 181

More Trending

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4 Great Sales Lessons from a Notre Dame Commencement Ceremony

Understanding the Sales Force

We were fortunate to be in the audience for the 2016 Notre Dame Commencement where Vice President Joe Biden , former Speaker of the House, John Boehner , and former Joint Chiefs of Staff and retired 4-Star General, Martin Dempsey were among the speakers. While all were good, Biden had one great takeaway, and the General shared 3 tips and an action step.

Commence 159
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The Word Games Of Sales

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I have always said that success in sales is all about Execution – Everything else is just talk! And there is no shortage of talk in sales, believe me people in sales, and people around sales, the pundits, can talk some s**t, not only is it funny and amusing (or sad) at times. People seem to go out of their way to mangle the language and meaning of words, and by extension the quality of their execution and sales success.

Resources 180
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Discovery, Demo, or Disconnect?

DiscoverOrg Sales

Sales people have been giving tech demos for a long time. Are we getting any better at it? – IBM technology demonstration 1961. Top of the funnel metrics require that SDRs book discovery calls and schedule demos, yet the value of those interactions can be difficult to quantify. SDRs motivated only by activity metrics cast a precariously wide net, without gathering adequate sales intelligence.

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Hot Lessons from Hotel Lobbies

Sales and Marketing Management

Issue Date: 2016-05-01. Author: Adele Revella. Teaser: Sales and marketing professionals who want to personalize interactions with each of their buyer personas would do well to hang around the concierge desk at an upscale hotel for a while. Sales and marketing professionals who want to personalize interactions with each of their buyer personas would do well to hang around the concierge desk at an upscale hotel for a while.

Hotels 159
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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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B2B Sales Ever Changing – Are You

Score More Sales

After a very full day at sales summit Accelerate ’16 in Park City, UT, put on by InsideSales.com, there is no question how professional selling is changing through more science and data. CEO Dave Elkington spoke from the main stage and shared one of the results from their Business Growth Index results polling customers and non-customers.

B2B 131
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An Allbound Marketing Approach Closes Your Revenue Gaps

Pointclear

How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the previous blog in the series we discussed the importance of creating a universal lead definition and why that process cannot be delegated to marketing and/or sales.

Revenue 140
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Sales Motivation Video: What Are Your Power Questions?

The Sales Hunter

Do you have the right questions to get the right information? This is your week to not necessarily have all the answers, but to have all the questions. What are your power questions for this week? Real leaders have the questions that get to the information you most need. Check out the video to […].

Video 132
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The Opportunity of Business Social Media

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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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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Why Marketing Automation Is More than a CMO Concern

Sales and Marketing Management

Issue Date: 2016-05-01. Author: Ray Kemper. Teaser: Just as CRM platforms revolutionized the sales industry, marketing technologies are becoming indispensable for businesses all over the world. Yet despite growing adoption, one misperception lingers: that these tools are relevant only to marketing leaders. The truth is that marketing automation impacts the entire C-suite — and that’s important when justifying the investment to key stakeholders.

Marketing 120
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Marketing Needs to Put Skin in the Game

Pointclear

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog we discussed the importance of driving revenue from all sources (inbound, nurture, outbound).

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21 Questions That Will Build Instant Rapport

MTD Sales Training

This sales blog is an excerpt of 450 Sales Questions – click here to download your complimentary copy. Although rapport should be built all throughout the sales interaction via the tonality that you use, your body language gestures and through active listening skills, when you first meet with a prospect you need to break the ice. This can be when you first meet them at reception, as you walk together to their office or meeting room, on the phone and when you’re on the way out of the meetin

LinkedIn 120
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Executive Sales Leader Briefing: The Millennial Workforce

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: We’re […].

Sales 122
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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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Selling to Goldfish Just Might Be Easier

Increase Sales

Have you ever thought that selling is difficult? Did you wonder why during a sales conversation your sales lead appeared to be off in La La Land? Well, there is research to confirm you just might be right. Microsoft conducted research about the attention span of people. From past research, Microsoft determined the attention span for people was 12 seconds.

Microsoft 100
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Gary Vee Suggested You Do This One Thing to Build Customer Relationships

Score More Sales

Customer 144
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How Modern Day Gatekeepers Are Ruining Your Sales Figures

MTD Sales Training

To celebrate ‘Learning At Work Week’, here on the MTD Sales Blog we are giving away materials and resources that will help you enhance your sales skills. This week we have launched our new ISM accredited ‘Professional Selling Skills’ award. The award consists of 36 bite sized sessions spread across 5 modules – each session is no longer than 5 minutes and can be worked through on your desktop, tablet or mobile device.

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Solving Our Customers’ Problems

Partners in Excellence

At its essence, sales is about finding customers who have problems we can solve, helping them understand why they should solve the problem, helping them commit to that change, and helping them solve the problem. We wrap a lot of stuff about prospecting, qualifying, deal strategies, pipelines, call planning, presenting, proposing, value propositions, objection handling, closing, negotiating around this process.

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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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The Sales Pitches Continue From Clueless Marketers

Increase Sales

Each week I receive numerous unasked, sales pitches via email from a complete strangers many of whom are marketers. Last week I received an email asking me if I was happy with AWeber because their firm has found many dissatisfied customers due to lack of list segmentation. Actually I don’t know what list segmentation is nor do I care. I replied respectfully, no I was happy and not interested.

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How to Tell if Your VP of Sales is a Top Performer: Key Attributes

Sales Result

The VP of Sales’ primary responsibility is delivering revenue, be this in the form of a hard number, growth/profit targets, and/or market share. A critical position in any company with a sales team, the VP of Sales position is notorious for high turnover, usually due to burnout or being a bad fit – there’s reason for the common saying “You’ve Got to Get Past the Carcass of Your First VP of Sales”.

How To 75
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There Are 5 Types Of Sales Leaders

A Sales Guy

“…be deliberate in the type of leader you want to be…” There are 5 types of sales leaders: The supporter. The fixer. The “Ah you can do it” The enabler. And The a **e. The supporter is a players coach. They are advocates of the team, doing everything they can to support the team for success. Supporters are popular, the downside is they don’t like to challenge sales people.

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Sales training myopia of tech start-ups

Sales Training Connection

Sales Training and Start-ups. Why do some start-ups make it and some don’t? As one might suspect, given the staggering number of start-ups formed every year, there is no shortage of information on critical success factors. Some common ones are: Timing, working capital, and the leadership team. In addition, the ability to develop and sustain a viable growth plan is seen as one of the more difficult and tricky success factors.

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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 Continued Problem with Most Sales Training

Increase Sales

Today I received another email about the 7 sales skills that can be taught through sales training. This headline only reinforced the continued problem with this area. We train dogs; we develop people! As I reviewed these 7 sales skills each of them is not an issue of acquiring knowledge as in training, but rather the unaddressed issue of performance, the application of knowledge.

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Doing The Deal Or Solving The Problem

Partners in Excellence

I wrote Solving Our Customers’ Problems several days ago. My friend Martin Schmalenbach , of Microchip Technology, wrote a long comment about his real world experiences as a customer of sales training and sales enablement solutions. The comment provided such a vivid description of the customer perspective and his reactions to several very different approaches to earning his business.

Scale 67
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How to Manage Your Sales Stack!!

A Sales Guy

Look at all the sales tools on in this graphic. It’s frickin’ crazy. We are being barraged and overwhelmed with more sales tools than we know what to do with. What’s even crazier is I recognized there are a number of tools that aren’t even on this list. Which means that in spite of the craziness of this graphic there are many more tools not listed here.

How To 63