Sat.Jan 13, 2018 - Fri.Jan 19, 2018

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Key Mistakes CEOs Make When Allocating the Sales Budget

SBI Growth

Top CEOs understand that their role is to provide their company with an executable strategy. Strategy is the allocation of time, money, and people. The best CEOs are masters of where to place bets, invest their time, and divest from.

Strategy 246
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When Good Prospects Can be Worse Than Tough Prospects

Understanding the Sales Force

I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I've been driving since 1972 and have driven in all kinds of conditions. Pitch black on a moonless night on a narrow winding road with no street lights; on a 4-lane highway in white-out conditions where you can't see where the sides of the road are, down-hill on black ice with zero control of breaking and steering; snow-covered, two-lane road with cars st

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Why Companies Need More Women in Sales

Score More Sales

As a champion for more women in sales and sales leadership, I could not have been more pleased to see this article written by Microsoft Inside Sales Chief of Staff and Microsoft Women Board Co-Chair Rahki Voria aptly titled Why We Need More Women in Sales.

Microsoft 203
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Sales Incentive Program Management as a Profit Center for CFO’s of Large Channel Members and Distributors

Sales and Marketing Management

Author: George Kriza, CEO, MTCPerformance For most large resellers or distributors, sales incentive programs for internal sales teams get little attention from top financial executives inside their organizations. That’s probably because they don’t realize a huge opportunity to drive millions of net profit dollars straight to the bottom line, while at the same time underwriting compensation for the sales team.

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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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It’s Time to Tie Product Team Compensation to Your Revenue Goal

SBI Growth

You are launching a new product this quarter. As CEO, you ask yourself a question. “How are we going to make the year 1 goal with this new product?”. Here’s an answer based on experience. Don’t over-compensate the Sales team.

More Trending

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Is Your Employee Ready To Be A Sales Manager?

MTD Sales Training

One of the key motivational drivers for many salespeople is the desire for advancement and growth. This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position.

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13 Things You Need to Hate In Order to Succeed In Sales

The Sales Heretic

Love is great and everything, what with it being a many-splendored thing, and conquering all, and making the world go round. And in fact I’ve discussed previously the value of love in your sales efforts. But hate is also a powerful emotion. And it has its place in sales as well. Here are thirteen things [.].

Sales 160
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Are You Managing Your Culture As Closely As You’re Managing Your Strategy?

SBI Growth

Strategy and culture are inextricably intertwined. The saying goes, “Culture eats strategy for breakfast.” Strategy is logical, tangible, formal. Culture is more amorphous, evidenced through values, purpose, and shared goals. Leaders rise through the ranks developing their strategic capabilities along.

Strategy 230
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Do You Have Sales Growth Problems? Solution #4: Create a Selection Criteria Checklist

Anthony Cole Training

Whitey Kollmeier, my friend and greatest center of influence, told me a story about Coach Scolinos. In January of 1996 he was a speaker at the American Baseball Coaches Association. His topic: Stay at 17 Inches. He approached the stage with a home plate hanging from his neck.

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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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Don’t Interrogate Your Prospect, Use This Approach…

MTD Sales Training

Many buyers have told us in the past that the one thing they hate when with salespeople is being sold to. That seems odd, when you think the reason they are there is to sell their products! But what they mean is that they dislike feeling under pressure, the salesperson using sales tricks and tactics, and the false promises that are only used to grab short-term deals.

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Leadership in the Midst of Disruption

The Sales Hunter

The sun will still come up in the morning. I use this line a lot as a way to keep myself focused on the big picture. This week I (along with much of the traveling public in the U.S.) have experienced weather delays that just never seemed to end. What I thought was going to […].

Travel 159
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Beat the Odds by Perfecting Your Market Entry Strategy

SBI Growth

Joining us for today’s show is Walt Megura, Vice President of Emerging Industry Segments and Channels for Ericcson. Walt is here to share his experience in creating new beachheads in verticals that provide future long-term growth to Ericsson. Matt and.

Strategy 154
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The New Blueprint for Sales Tactics

Connect2Sell

The preferences of buyers are that we begin to do things a little bit beyond the ordinary. Buyers are fatigued with ordinary sales tactics.

Buyer 171
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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The Missing Ingredient to Top Performance in Sales

Mr. Inside Sales

Have you ever wondered why some people excel in sales, while others don’t? Have you ever questioned – if most other things are equal, like if you all have access to the same leads, the same sales training, the same number of hours in the day, etc. – why are there always top producers who hit or exceed their goals, while the rest of the team members struggle to varying degrees?

Follow-up 123
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Are You a Top Performer or a “Top Perfrauder”?

The Sales Hunter

Remember Lake Wobegon, the ficticious community brought to us by Garrison Keillor? It’s the mythical community known for the line, “…where all the children are above average.” That line is used by too many salespeople when it comes to claims about being a top performer. I’m going to pop some bubbles, but it’s time this […].

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18 Sales Podcasts Every Rep Should Check Out

Hubspot Sales

Best Sales Podcasts. B2B Growth Show. The Advanced Selling Podcast. Sales Gravy. The Salesman Podcast. Linking Into Sales Podcast. In the Arena. The Ziglar Show -- Inspiring Your True Performance. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Accelerate! Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast.

Scale 145
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The 8 Questions Every Sales Manager Needs To Ask In A Deal Review

A Sales Guy

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Deal reviews are the critical tool for sales managers to determine the probability of a salesperson is going to be successful or not in making quota.

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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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Jill Konrath Reveals How She Overcomes a Problem by Reframing It

Pointclear

In five minutes, Jill Konrath reveals how she reframes a problem and turns it into a challenge which has made a huge difference in her life. This is an outtake from her interview on SLMA where she talks about the five most important things she has learned in business and life: The Most Important Things Jill Konrath Has Learned in Business and Life. "One of the things that I found that really made a difference to me early on was whenever I faced a problem, to not call it a problem.

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Sales Motivation Video: Selling the Big Opportunity First Quarter

The Sales Hunter

We are a few weeks into the new year, so there is no better time than now to go after your big opportunities. That’s right! Be ambitious and go after your bigger deals, rather than waiting til mid-year to start going after these. Check out the video to see what I mean: A coach […].

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The Ultimate Guide to Sales Scripts (With Examples)

Hubspot Sales

Many salespeople believe they won’t sound good if they read from a sales script. While I agree you should never read from a script when selling , a sales script can greatly improve your results by preparing you with the best questions and lines to say and ask. First, let’s walk through the sales script creation process. You can follow this framework to craft your pitching strategy -- then simply plug in your unique value props into the template.

Examples 134
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If Your Sales Process is Good, Success is Inevitable. Here's Why.

Xvoyant

Tom Brady is arguably the best quarterback to ever play in the NFL. He wasn’t a first round draft pick and he wasn’t highly recruited coming out of High School. Most of his college experience came as a backup at Michigan. Brady was taken as the 7 th quarterback taken in the NFL draft as the 199 th player taken overall after having a famously unimpressive NFL combine.

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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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6 Reasons to Put Your Training Course Online

Fill the Funnel

In case you haven’t noticed, online courses are coming on strong across the internet. If you want to learn about a topic for the first time, become an expert on a topic that you are already involved in, or have ideas and techniques that you want to teach to others, this is the golden age. […]. The post 6 Reasons to Put Your Training Course Online appeared first on Fill the Funnel.

Course 115
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Sales Tech Game Changers: Identifying Actionable Intelligence to Penetrate Target Accounts @mattbenati

SBI

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Matt Benati , Founder & CEO of LeadGnome. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Matt: LeadGnome’s reply email mining service gives Sales a competitive advantage by identifying actionable intelligence that presents an opportunity to connect with the

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The Secret Tool You Can Use to Close Way More Deals

Hubspot Sales

I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. The deal plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product. Why You Should Create a Deal Plan. Setting up a formal deal plan makes sure you and your prospect -- and anyone else associated with the purchase decision -- are on the same page.

Closing 131
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How to Coach a B2B Sales Team to Win Bigger and Better Deals

Openview

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? What if every rep was prospecting as well as the rep generating the most leads? Your team’s success starts with you. Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best.

Lead Rank 104
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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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Solution Selling vs The Challenger Sale

Membrain

The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts.

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Time to Take HOLD of Your Business Results

Increase Sales

To improve business results, many organizations use the SWOT analysis. For many years I have used a revised SLOT analysis when it comes to ensuring people secure the desired results. Today, the word disruption is very much in evidence through the business and even personal worlds. The combination of algorithms and technology continue to disrupt how business has been conducted.

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4 Simple Strategies for Creating a Better Sales Forecasting Model

Hubspot Sales

Sales forecasting is a necessary -- but sometimes painful -- part of preparing for the upcoming fiscal year and managing sales goals along the way. Since leaders can’t use a crystal ball to predict the future, they are left analyzing quantitative, and sometimes qualitative, data to anticipate future sales. This sales forecasting process becomes problematic when sales teams and executives confuse “optimistic goals” and “accurate forecasting.”.