Sat.Jan 27, 2018 - Fri.Feb 02, 2018

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2 Big Reasons for Abandoned Sales Opportunities

Score More Sales

We walk away from sales opportunities every day - abandoned sales opportunities. You do it, I do it, and a few of us have the discipline to identify why our deal didn’t come to closure.

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Top Lead Generation Statistics for 2018

Zoominfo

Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct.

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How Marketing Helps Sales Win the Must-win Deals

SBI Growth

Our guest on SBI TV is Mike Volpe, the Chief Marketing Officer for Cybereason. Mike is a who’s who among CMO’s. Often called the “godfather of inbound marketing” for his work in taking inbound marketing from an idea to a movement.

Marketing 231
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The Shocking Secret to Make Asking for Referrals Easier

No More Cold Calling

Describe your ideal client. Does everyone know your ideal client profile? That’s the question I asked more than 500 sales pros. Only 25.31 percent answered yes. That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet. If people don’t know exactly who your team wants to meet, it’s really hard for them to refer you.

Referrals 220
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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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How to Turn Super Bowl Conversations into Leadership Opportunities

Score More Sales

Of course, the Super Bowl is “The Big Game” for football fans, but it could also be a big game for you. Just talking about the game could lead to big (or bigger) opportunities if you position yourself appropriately – not just as a fan, but as a leader.

More Trending

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When is the Right Time to Deploy CSMs?

SBI Growth

In our customer success engagements, the timing of when to introduce the Customer Success Manager (CSM) is one of the most common questions. You only get one chance to make a first impression. Early engagement of Customer Success professionals accelerates.

Customer 215
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Measure Change in Sales Effectiveness without Numbers and Metrics

Understanding the Sales Force

We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. We hope that training and coaching and sales ennoblement tools will get us there. We have also been told that there is more than one way to skin a cat but it might come as a surprise that there is more than one way to measure the progress being made by your salespeople.

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Networking Like a Madman: Backfilling Your Pipeline

Sales and Marketing Management

Author: Jeff Naeem We are inundated with people trying to contact us, and with so many choices we want to know the company and the person’s background before we consider doing business with them. That’s why referrals are so powerful. They are implied endorsements of someone’s quality and credibility. I always knew networking was a great avenue to develop business, but I never thought it could be nearly your entire sales strategy.

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Twelve Ways to Use Stories to Boost Your Sales

The Sales Heretic

Stories are extremely powerful. They can be both informative and persuasive, while being entertaining. And they’re engaging—neuroscientists have discovered that our brains are hard-wired for stories. (That’s why it’s so hard to walk out of a movie, even if it sucks.) Are you using stories in your sales and marketing efforts? If not, you’re missing [.].

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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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What Accounts Will Get CEO’s Their 2018 Revenue Number?

SBI Growth

Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy.

Account 183
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The Power of Web Push Notifications [Infographic]

Zoominfo

If you’re not familiar with push notifications, here’s a very basic definition: Push notifications are messages that come from an app or website that appear on a subscriber’s desktop computer or mobile device—even if they’re not on that particular company’s website. Businesses everywhere use push notifications to deliver content and important updates to customers and website visitors.

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How to Read Your Audience and Structure Your Multi-Channel Marketing Accordingly

Sales and Marketing Management

Author: Staff Take a minute to think about something that everybody loves. Is it chocolate? As weird as it might sound, not everybody likes it. Maybe you are thinking about vacations? Studies have shown that some people stress out when they travel. It’s hard to think of something that defines everybody, isn’t it? People are different, and their choices are motivated by different factors.

Channels 174
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Sales Leadership is About Building Relationships

The Sales Hunter

How many times have you talked to somebody who you can tell is not paying attention? Years ago I worked with Tom, who yes, was a nice guy, but I never felt I had his attention when talking with him. I’d be talking with Tom in a hallway or meeting room and the entire time […].

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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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5 Steps to Exceed Your Annual Revenue Number

SBI Growth

You are one month into 2018. Do you have a plan to hit your 2018 revenue goal? Every sales leader knows the routine. You crushed last year’s number. Your CEO and board repay you with a new, unrealistic revenue goal.

Revenue 181
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Rusty Skills Won’t Win the Gold: January Referral Selling Insights

No More Cold Calling

Ready to hone your account based sales development skills? With the 2018 Winter Olympics starting soon, we’re already hearing about the amazing athletes who will wow us next month. They’ll come from all over the world to compete in a myriad of events, but they all have one thing in common: They got where they are today because they invested in building their skills.

Referrals 166
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Sales Tactics That Work: Confidence + Ennoblement

Connect2Sell

Buyers really do prefer to work with sellers who are confident. Confidence is not only among the sales tactics that work best, it's also a way to inspire buyers to be confident, too.

Buyer 163
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Predictions for 2018 - The Sales Triad Will Provide Record Sales Growth

Understanding the Sales Force

The economy is doing well, unnecessary regulations have been rolled back, the stock market is soaring, unemployment is low, consumer confidence is up, manufacturing has returned, companies are investing in the American economy, businesses are confident about the future and tax cuts are about to make paychecks bigger for about 90% of all Americans. What will consumers do with that extra money?

Consumer 163
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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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Your Sales Results are a Direct Result of Your Level of Focus

The Sales Hunter

I woke up this morning and was shocked to find I had the same amount of time today as you. Your competitor woke up today and they too found themselves with the same amount of time as you. At the end of the day, will I or my competitor have achieved more? It comes down […].

Sales 171
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“I Can’t Get My Prospects To Return My Calls!”

MTD Sales Training

It’s one of the biggest complaints we hear in our sales programmes. “My prospect won’t return my call!”. Of course, it’s the prospect who’s missing out, isn’t it? It’s the prospect who should be doing the work isn’t it? It’s the prospect who should be picking up the phone after you’ve left your message and begging you to come and see him, isn’t it? The slight sense of sarcasm is deliberate, because when we ask salespeople what they said that would cause the prospect to return their call, much of

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Beating Your Prospect’s Defense [Infographic]

Zoominfo

Sales and football have a lot in common. If you’re among the many readers who just rolled their eyes—hear me out! Both activities are games of strategy and neither your reps nor your team will win big without the right resources. Among other factors, both require a good coach, lots of practice, a sense of urgency, the drive to win, incredible focus, and insight into the competition.

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5 Reasons Why Marketing Should Conduct Win-Loss Calls

SBI Growth

When a Sales team is asked why opportunities are lost, the top reasons include price, product functionality, and the amount of disruption created by switching. When the same folks are asked why deals are won, the top reasons include “they.

Marketing 127
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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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Sales Motivation Video: Tomorrow Begins Today

The Sales Hunter

Tomorrow begins today. Always keep this in mind! Never shut down work for today until you have tomorrow planned. You need to prepare your mind for hitting the ground running, and the best way to do that is to plan! Check out the video to see what I mean: A coach can help you […].

Video 148
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10 Ways You Know You’re A Sales Person

MTD Sales Training

It’s completely normal to pick up on small habits when working in sales, whether you’ve been in the role for a year or for ten! But how do you really know you work in sales? We’ve put together a funny video including all the ‘sales person signs’ Take a look at it below: Well what did you think? Relatable? I thought so! Happy Selling!

Video 154
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Knowledge is Power – Or Is It?

Mr. Inside Sales

The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could I get into ideal physical shape and run that marathon one day, and many other things.

Exercises 126
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List Segmentation: The Key to Email Marketing

Zoominfo

No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. In fact, studies show that email marketing has a 4400% return on investment ( source ). But, that’s only if you do it correctly. The days of batch and blast emails are long gone. It’s no longer good enough to send your entire customer database the same offers.

Segment 124
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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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Stop Doing Stupid Sh*t: 18 Outdated Sales Tactics to Abandon in 2018

Hubspot Sales

I’ve been selling for over 30 years, and it’s been a blast. I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. But being a salesperson in 2018 is very different than being a salesperson in 1987.

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Why Every Sales Leader Needs to Adopt a Continuous Planning Approach

SBI

Happy New Year! The start of a new year means a lot of different things to people, for some it’s the time to exercise more, eat healthier, read more, text less, and be happier. For sales teams, it’s both a time of endings as well as beginnings. Closing out the year in sales means getting those last minute deals in and determining which reps will come out on top and make it to club.

Hiring 139
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The Definition of "Passio:" How it Applies to Sales Coaching and to Life

Xvoyant

My oldest son has worn a black wristband since he was about 11 years old. The wristband says “Passio Bellator,” a Latin phrase which roughly translated means “Suffering Warrior.” He got this wristband when he had the opportunity to work with the National Football Academy and their coaching staff. Coach Darin Slack, the founder of NFA teaches these QBs the principle of “Passio.”.

Coaching 127