Sat.Sep 16, 2017 - Fri.Sep 22, 2017

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Can Women in Sales Overcome Unconscious Bias in High-Tech?

No More Cold Calling

Women in sales have everything they need to succeed. Daily headlines remind us that unconscious bias exists in its most virulent form. We know bias is there, but we can’t confront it until it’s stated and proven. It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams.

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The Change Game

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . No matter how one slices it, sales is a game of change. If you are the incumbent, the best way to avoid a client to change vendors, is to continuously introduce change in how your product helps the client achieve their objectives. If you are not the incumbent, then it is all about regime change. Both require that you capture and maintain the buyer’s focus, and have them adopt the change you represent.

Vendor 250
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A Marketing and Sales Blind Spot?

Sales and Marketing Management

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions Are marketers and salespeople so focused on early stage demand generation that they’re missing other big opportunities to drive revenue? When marketers and salespeople align on something —  anything! — our first instinct is to celebrate it as a victory. Not so fast. Findings from a new Corporate Visions survey provide a snapshot of marketing and sales “alignment” that provides more questions than answers.

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17 Essential Sales Assumptions

Jill Konrath

Yesterday, Dianna Geairn (The Irreverent Sales Girl) and I were musing about some of our big sales wins. As we talked, we realized that our underlying assumptions—about prospects, our roles and factors that could hinder success—were crucial to our performance. In very short order, we identified 17 sales assumptions and why making them helps you win more deals.

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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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39 Things to Let Go of to Boost Your Sales

The Sales Heretic

Planes, trains, and automobiles—and boats too, now that I think about it—all have something in common: The more stuff they’re loaded down with, the harder it is for them to get going, the slower they move, and the shorter the distance they can go. You are exactly the same. The more stuff you’re loaded down [.].

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Mixing Phone Conversations With Social Listening for B2B Sales Success

Sales and Marketing Management

Author: Mike Scher The cold call is not dead, but it is living and breathing differently as social platforms become more important. It’s no longer enough to call a prospect, leave a voicemail and wait. In order to reach, pitch and ultimately close a deal, sales professionals need to be engaging with prospective decision-makers (6.8 per B2B buying decision) across social media platforms.

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Massively Increase Your Sales By Improving This One Communication Skill

MTD Sales Training

Probably the most important skill to develop as a sales professional is the ability to communicate effectively with prospects and clients. There’s little doubt that spending your time improving your communication skills is time very well spent, and you’ll never perfect it; it’s one of those skills that will always enable you to improve your relationships with everyone you come into contact with.

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The “Why” of Why You Sell is What Will Make You Successful

The Sales Hunter

The greatest satisfaction I’ve ever had in my sales career is when I’ve been selling solely due to the “why” I sell. At the same time, the most difficult time I’ve had is when I’ve been focused on my own personal objectives at the expense of the customers to whom I was selling. Early in […].

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Is Sales Team Performance Suffering Because of Competition?

Connect2Sell

In sales, the competition can be energizing and, at the same time, it can be exhausting. The wrong kind of competition can negatively impact sales team performance. Competition – when it is appropriately directed – can also be motivating and spur everyone to greater achievements. But misguided competition can cause unhealthy conflict and disengagement.

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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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Juuust right incentives

Sales and Marketing Management

Author: Tim Houlihan Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot. Researchers have confirmed that paying too little is insulting and paying too much can cause reps to choke. But they’ve also shown that paying too little can be worse than paying nothing at all.

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How To Write A Follow Up Email The Right Way

MTD Sales Training

So many sales professionals ask us to assist them in writing emails to their prospects that we sometimes think we should devote all our time and attention to this one area! It’s natural to want to contact prospects and show them how your world-changing products can make them successful. Why wouldn’t a prospect want your stunning range of products to make them incredible profits or enjoy life to the full?

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Executive Sales Leader Briefing: How Good Are You at Handling Change?

The Sales Hunter

Leaders and salespeople think they are good at how they can handle anything that gets thrown their way, but too many times I see just the opposite. When a change occurs, are you one who expects others to change so you don’t have to? With customers, are you forcing them into your world or are […].

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How to Sell Better: Lesson 8 – Learn to Ask Why

A Sales Guy

Why? Kids are great at asking why? They accept the fact they don’t know very much, so they just move through life, like an information sponge asking why about everything. It’s kinda liberating if you think about it, if you accept that you don’t know anything. If you’re OK with the fact that you don’t know, then asking why is the natural thing to do.

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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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The Conversation CSOs and CMOs Need to Have

Sales and Marketing Management

Author: Jay Mitchell, Owner and Principal, Mereo LLC While chief security officers and chief marketing officers each have their respective teams to manage and goals to accomplish, they also must make time to manage the relationship with one another — and each other’s departments. Why? The growing gap between sales and marketing is becoming more than a minor issue to be ignored.

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The Details Make All the Difference In Sales Results

Fill the Funnel

Tools are making your online activity easier and more effective every day…or are they? Social media platforms, newsletters, blogs, and websites have all become required to succeed in the market today. You are trying a bit of everything, hoping that you have done it right and that the results will be forthcoming. There is a […]. The post The Details Make All the Difference In Sales Results appeared first on Fill the Funnel.

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Sales Motivation Video: What Happened to the Leads and Prospects You Had?

The Sales Hunter

Who has fallen off your bandwagon? Do you have prospects who possibly got in touch with you at one time or who you simply haven’t connected with in quite awhile? Now is the time to boost your sales motivation and call the prospects who have possibly fallen off your radar. Check out the video to […].

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Buzz Words Don't Sell

Increase Sales

Believe it or not, some believe that adopting the most current buzz words will dramatically their increase sales. Right now the most popular buzz word is sales enablement. Before that we had trusted advisor, consultative sales, development specialist, relationship expert, you get the drift. In many instances, buzz words tell others how you do what you do and not what you do.

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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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Juuust right incentives

Sales and Marketing Management

Author: Tim Houlihan Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot. Researchers have confirmed that paying too little is insulting and paying too much can cause reps to choke. But they’ve also shown that paying too little can be worse than paying nothing at all.

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Beware Sales Team!

Anthony Cole Training

Despite how good a high powered team looks on paper, there are always “skeletons in the closet”.

Hiring 122
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How to Organize Your Sales Force to Generate More Revenue

SBI Growth

Revenue 216
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Do These Limitations Unknowingly Restrict Your Sales Success?

Increase Sales

In sales, there are many limitations to sustainable sales success. What I have discovered through years of experience reinforced by actual data from the Attribute Index, there are four somewhat hidden limitations that restrict sales success as well as in life in general. Sales Success Limitations. Self Esteem (Self-Acceptance) – How do you appreciate your own unique self worth?

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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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The 5 Stages of Sales Management

Openview

Anytime someone moves into a new role, there is an adjustment period to figure out how to be effective. When that transition is from an individual contributor to manager, that adjustment can be even more jarring. We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople.

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How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance

Membrain

"That wasn't what I expected!" You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to what you remembered feeling when turning the pages.

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What Sales Operations Can Do to Eliminate Friction with Marketing

SBI Growth

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5 #INBOUND17 Sessions Sales Enablement Leaders Should Attend

BrainShark

. It’s that time of year again. The leaves are beginning to change, there’s a crispness in the air, and sales and marketing professionals around the globe are flocking to Boston for #INBOUND17.

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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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Sales People Are The Extreme Athletes Of The Business World

A Sales Guy

I have nothing but love and respect for salespeople. You guys are the extreme athletes of the business world. Salespeople risk 50%, 60%, 70% and sometimes 100% of their salary in their job. You don’t get paid until you sell something. No one else takes that kind of risk in corporate America. I created this video to show you how much I love you and to celebrate the greatness that is salespeople.

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Exclusive Q&A: Neal Schaffer and Rutgers Business School Launch Social Selling Program

Tenfold

When discussing digital transformation, it’s impossible not to discuss social selling and its impact on the sales cycle. Marketing and sales automation tools have made it possible to reach hundreds, if not thousands, of potential buyers instantly. This however has caused a decline in the effectiveness of email and cold calling techniques. As a result, now more than ever, personalized outreaches and pitches have become imperative for a successful sale.

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4 Keys to Successful Sales Management Meetings

SBI Growth

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