Sat.Jan 25, 2014 - Fri.Jan 31, 2014

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The Sales Manager’s Guidebook – Everything You Need To Become A Top Performing Sales Manager

MTD Sales Training

'The Sales Manager’s Guidebook contains a wealth of valuable information for sales managers, split up into 3 manageable volumes which cover the main aspects of sales management. From the Guidebook you. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period. 5 people were placed on each team based on the following car

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You Can’t Motivate Your Sales Team! But…

Steven Rosen

'By Steven A. Rosen. Tap into the WHY! Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question “how do I motivate and engage my sales force?” As we all know the answer is not so easy. Many sales managers ask me how to ensure that they have a highly motivated and engaged team.

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50 Ways to Score More Sales

Score More Sales

'Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? We’re pulling from a post originally published in November of 2008 – the ideas still stand, and there are LOTS more. The idea is to get inspired to take action. Which one does it for you? What are you already doing that IS working for you every day to be excited about contacting potential buyers?

Lead Rank 281
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Selling In the Age of the Customer

The Sales Heretic

'Human history has been marked by technological innovations so significant, they ushered in an entirely new era. Think Stone Age, Bronze Age, Iron Age. Or more recently, the Age of Discovery, the Age of Enlightenment, the Machine Age, the Information Age. In his new book, The Age of the Customer, Jim Blasingame argues that we [.].

Customer 272

More Trending

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Once They Bought Product – Make your Client Change

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. Change is hard for all of us, that much more so for sales people. On one side they are trying to get buyers to change, clearly articulating the upside of change. Some of the most creative modern prose have flowed from sales people enticing their buyer to change, “Your business dreams, are but one change away”.

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Sales Power Lesson – How to Out-Prepare the Competition

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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Social Selling Applicability by Industry

SBI Growth

'The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. Not so much to others. If you are in an industry where social selling has high applicability, peddle faster. If you don’t modify your core sales model, your competitors will beat you. It is unwise to play it safe in this situation.

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6 Negotiating Mistakes: Are You Making Them?

The Sales Hunter

'We’ve all blown it at one time or another. We’ve made negotiating mistakes that cost us more than we could have imagined. It’s time we get them out on the table, and hopefully as a result, we can avoid making these negotiating mistakes in the future. Are you making these 6 negotiating mistakes? 1. Not knowing when to walk away. If we don’t know at what point it makes sense to walk away, then we’re destined to make a commitment that simply does not make sense.

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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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Are You Too Hard to Reach?

No More Cold Calling

'Why doesn’t your email signature have a phone number? A prospect recently left a voicemail for me and stated his phone number so quickly that I had to listen to the message three times from two different phones. I didn’t even get his full name. It was David “something or other.” I have no way of finding him on LinkedIn. I will try the two numbers I think he said, and maybe I’ll get lucky.

Eloqua 240
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What is the Best Sales Model for Your Sales Force?

Understanding the Sales Force

'Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention?

Lead Rank 240
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The Sabermetrics of the New CMO

SBI Growth

'This post is for CMOs who are newly hired or evolving. Your #1 goal entering a B2B organization is to drive results. How does the modern CMO drive results? First they think like Billy Beane, the GM of the Athletics baseball team. Billy’s team evolved to leverage sophisticated metrics called sabermetrics to attain success. The sabermetrics were better indicators of offensive success & wins than traditional baseball statistics.

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Please, New Is So Old Now – Sales eXchange 236

The Pipeline

'By Tibor Shanto - tibor.shanto@sellbetter.ca. I got a note from one of the pundits in my inbox telling me things I should do for sales success in the New Year. You may expect these type of things mid-way thru December till maybe January 10th, but after that it is just an indicator that they don’t really understand B2B sales at all, and the customers they get as a result, they deserve.

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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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How to Boost Win Rates in Savvy-Buyer Selling Environments

Sales and Marketing Management

'Issue Date: 2014-01-27. Author: Lisa Clark, Vice President of Marketing. Teaser: Reps may arrive at a call ready to disseminate rote information instead of solve problems that win deals. Brain science research at Harvard shows how managers can equip reps for value added conversations that can win deals. Reps may arrive at a call ready to disseminate rote information instead of solve problems that win deals.

Buyer 206
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The Lies You Tell Gatekeepers

No More Cold Calling

'Trust me, they’re on to you. When I called to reconnect with a CEO I met at a conference, and who had invited me to contact her, her assistant, Joan, answered the phone. Joan asked me the purpose of my call. I told her where I’d met her boss and who’d introduced us. Then I mentioned the name of my company, which made Joan laugh. After putting me on hold for a minute, Joan told me the CEO was unavailable but wanted to talk to me.

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How to Perfectly Execute Your Next Sales Project

SBI Growth

'As sales leader in a small or medium-size company, your resources are limited. Many times there’s not a process to get stuff done. You get one or two chances each year to execute an initiative. Even if you pick the right one, how can you pull it off? How do you ensure it will work? Far too many organizations spend more time on strategy than execution.

How To 241
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Lose The Projector – Connect Instead With The Prospect

MTD Sales Training

'We’re often asked to help salespeople put slides together for their presentation to prospects. Some ideas salespeople have are brilliantly creative; some are as boring as the proverbial wet. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Improve Productivity to Grow Sales Opportunities

Score More Sales

'There is so much noise out there on how to be your most productive as a seller that I think sometimes people get confused or perhaps paralyzed in what to do. Instead, you keep doing what you’ve done before and you’re getting the same, less-productive results. Change is hard for most of us. We are comfortable in the “what kind of works now” and so working to change and improve is less comfortable, right?

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VIDEO SALES TIP: How to NOT Be a Lousy Salesperson

The Sales Hunter

'You don’t want to be a lousy salesperson, do you? Lousy customers are driven by lousy salespeople, so if you want a profitable long-term relationship with your customer, you have to be a great salesperson! Being great has a lot to do with the questions you ask! To see what I mean, check out the video… Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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3 Mistakes in Sales Improvement

SBI Growth

'Sales or marketing challenges exist in every organization. Sales performance may be suffering. Or Marketing isn''t connecting with the market. The acute issues of 5-10 years back (sales process, CRMs, dialing or direct mail leads, etc.) aren''t the same today (social prospecting, content marketing, buying process maps, etc.). Some challenges are eternal (sufficient quality talent, sales coaching, account segmentation.).

Hiring 236
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Selling Marketing In the Boardroom

Sales and Marketing Management

'People working in marketing and communications have long understood that good results require more than just good luck. As a leader in these functions, if you’re failing to call the ball and be predictive about outcomes and impacts, you are behind the curve and your executives will see it. There may be something else you could invest in that yields more return – the opportunity cost of marketing and communications investment -- and you don’t want to make the wrong choice.

Marketing 178
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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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Data Gets Smarter to Help Business Grow

Score More Sales

'You have so many apps and programs in sales, and more data than you could ever consume. So why are you not able to use it to predict more helpful business trends, share common memes throughout your organization or really add more value to your customers? Tons of data with little understanding – that’s what many small and mid-sized businesses are dealing with.

Data 208
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What is Your Biggest Sales Success Story?

The Sales Hunter

'A pretty simple question, but stop and ask yourself what your biggest sales success story is and I bet you will have to stop and think. I love asking salespeople this question, and I’m amazed at how few times people can quickly call out what their biggest success has been. Reason I like asking people this question is because I think knowing your success stories will help keep you motivated when things aren’t going the way you want them to.

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9 Tips for Building an Inside Sales Force that Works

SBI Growth

'In a recent post, I discussed 5 reasons sales leaders should consider inside sales. This post is for sales leaders looking for further education on inside sales. Perhaps this is a strategy worth consideration to help make the number. Or, maybe the current inside sales team isn’t attaining its goals. Here is a 30 minute webcast called Building Inside Sales for Growth.

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7 smart but simple goals to increase sales success

Sales and Marketing Management

'Issue Date: 2014-01-01. Teaser: Success is a learnable skill, says Brian Tracy, a guy who has taught a thing or two on the topic. Success is a learnable skill, says Brian Tracy, a guy who has taught a thing or two on the topic.

Sales 175
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Mirror, Mirror, on the Wall – Are You the BEST Salesperson of Them All?

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.

Training 202
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“Will I Succeed as a Salesperson?”

The Sales Hunter

'While packing up after conducting a sales training program recently, I found myself talking with one of the participants. The conversation centered around what are the signals a salesperson can use to indicate if they’re going to be successful long-term. Great question and it came from a sharp individual who in my mind was destined to succeed long-term as a salesperson.

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CMO: Never Miss the Number Again

SBI Growth

'Big deals in B2B companies can account for as much as 50-80% of annual sales. Losing multiple big deals often results in missing the number. Why doesn’t a typical marketing budget/focus apply the 80-20 rule? Demand Gen is too often focused on the masses not the big deals. What can you do differently so you don’t miss the number? Download the Targeting Analysis Tool and start focusing on what really matters to the sales team.