Sat.Sep 09, 2017 - Fri.Sep 15, 2017

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Who Is Your Best Prospect?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . On Monday, I posted about understanding and knowing the very next thing that needs to happen if a specific opportunity is to move forward to becoming a client. Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”.

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With a transient workforce is there still team spirit?

Sales and Marketing Management

Author: Paul Gordon, Senior Vice President Sales, Rymax Marketing Services, Inc. Recently I was asked to attend a manufacturer’s sales meeting. And as I sat there I felt like Bill Murray in the movie “Groundhog Day.”. The same predictable speeches. The participants eyes glazing over midday. The disappointing welcome gift that no one wanted. The time and money that was spent on the meeting was being wasted as the meeting followed a predictable course.

Lead Rank 262
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When “Sorry” Isn’t Good Enough

The Sales Heretic

This is a tale of two customer service failures. And the world of difference in the way they were handled. The first occurred at a fast-casual restaurant. I won’t reveal the name—I’ll just note that it’s a place you can STOP to get WINGS. I placed my order and waited. Because their food is cooked [.].

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3 Ways NOT to Sell B2B [NEW REPORT]

DiscoverOrg Sales

Spoiler alert: The statistics you’re about to read are not very encouraging. When we commissioned a study that asked 270 B2B buyers about their feelings on salespeople, the response revealed … shall we say, room for improvement. That’s because, in part, technology has changed the role of the salesperson, and a lot of sales professionals haven’t yet changed along with it.

Report 219
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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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What Has To Happen Next?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. A simple question at first glance, but when you ask people in a given vocation or profession, it is staggering how many different answers one gets, and more stunning is the number of people who can’t give you a clear answer. Most read way too much into the question, and try to come up with elaborate responses that go well beyond and away from the question.

More Trending

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Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness

Understanding the Sales Force

Image Copyright iStock Photos. What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma? How about when you saw the total eclipse? Or the Cajun Army rescuing thousands in Houston? Now, I don't want to equate my news with the enormity of Hurricane Harvey or Hurricane Irma, but when I first saw the data, my reaction was exactly the same.

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[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

First, the bad news: Most B2B buyers don’t trust salespeople. They don’t think salespeople do a good job of explaining how a product helps their business specifically. And they don’t think salespeople can converse with the senior executives who sign off on major purchases. The good news? These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually succes

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Increasing Lead Generation to Opportunity Ratio -  Several Steps Required!

Anthony Cole Training

We’ve been doing a fair amount of research into lead generation through our primary source, Hubspot. We’ve had a long business relationship with them because they provide a great platform for all things that are digital marketing and associated data. One thing we will begin to take better advantage of is their CRM application. This will allow us to tie our marketing efforts directly to a client management AND pipeline management system.

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How to Enable Sales Reps to Win Over the C-Suite

Sales and Marketing Management

Author: Jim Ninivaggi, Senior Vice President of Business Development, Brainshark Nothing strikes more fear into sales reps than C-level pitches. I can remember countless times when sales reps approached me with that “deer-in-the headlights” look on their faces, seeking my advice. Who can blame them? C-level pitches are nerve rattling and require a different approach, preparation and mindset.

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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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3 Powerful Ways To Handle The Prospect Who Demands Price Before Presentation

MTD Sales Training

You’ve been there before; ten minutes into the sales interaction, the prospect is demanding to know the price. You do what you can to avoid divulging the price prematurely, but the prospect insists. If you sell a product or service such that it is impossible to quote a price until later in the process, that helps. However, when you have exhausted the usually options and answers and the prospect remains adamant, then here are three powerful ways to either get this under control or terminate a bad

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Sales Motivation Video: Tips to Closing the Big Deal

The Sales Hunter

Do you know WHY your big customers do business with you? WRITE those reasons down and use them to motivate you. Your sales motivation hinges greatly on understanding the why. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out […].

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Cover Your Market with the Right Go-to-Market Strategy

SBI Growth

Today’s topic is Go-to-Market Strategy. Joining us as our guest expert is Oni Chukwu, a software executive who knows how to make the number. Oni leverages the How to Make Your Number in 2018 hbspt.cta.load(23541, '74afaaa6-ba2a-4936-a1ed-8fe80db57c38', {}); to access emerging.

Marketing 162
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4 Ways to Use Insights for More Effective ABM

Sales and Marketing Management

Author: Jim Fowler Buzzwords don’t get much buzzier than account-based marketing. Marketers in the B2B space are all about it, and there’s data to back that assertion up. SiriusDecisions’ 2016 State of Account-Based Marketing Study found that 27 percent of respondents invested between 11 and 30 percent of their total marketing budgets into ABM. Still, while it’s great in theory, ABM isn’t all that practical for most businesses.

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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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7 Things You Should Never Say When Closing

MTD Sales Training

I’m sure you’ve been in that situation where you’re about to gain commitment from the buyer and then you put your foot right in at, and completely blow the moment! It could be that you said something the buyer picks up on and it makes them nervous about making that final decision. This is the point of every conversation where you don’t need to put any pressure on the buyer.

Closing 181
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Why the Next 3 Weeks Will Determine if You Make Your Annual Number

The Sales Hunter

Every December I get a number of phone calls from salespeople looking for quick advice to help them pull the rabbit from the hat that will allow them to make their number. Problem is each one of those phone calls is minimally 3 months late. Where you finish the year is going to be based […].

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Don’t Answer Objections, Isolate Them

Mr. Inside Sales

Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they’re going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them they shouldn’t answer them, they should isolate them.

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Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing Management

Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best amount of the award should be, consider starting with the midpoint of the average (7 percent) and make minor adjustments from there. Matching Incentive to Your Corporate Culture. Track Incentive Results.

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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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3 Useful Tips That Will Bag You Another Meeting

MTD Sales Training

Getting a further meeting with a client isn’t always that easy, especially these days when buyers are so busy that the urgent often takes over from the important. Although a further meeting with you may be the obvious next step in the process of the sale, there has to be something of real value to offer the client before they will agree to spending more time with you.

Meeting 169
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One Thing You Must do to Close 4th Quarter Sales Strong

The Sales Hunter

In September, I will be presenting at the Sales 3.0 Conference in Las Vegas, along with other leading sales professionals. My session will focus on prospecting, and I am so excited to be part of this conference. 2018 will be here in no time! Sales 3.0 can prepare you and your sales team to make […].

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Sales Enablement: How to Increase Revenue Per Sales Head

SBI Growth

Joining us for today’s show is Sean Cataldo, a sales effectiveness leader who knows how to enable a sales force to hit the number. Today’s topic is sales enablement. Sean answers questions from the How to Make Your Number in 2018.

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Three Ways AI And Sales Analytics Work Together

Sales and Marketing Management

Author: Sabrina Atienza Luckily, the days of the traveling salesperson are long behind us. Today, salespeople rarely carry around product-filled briefcases, and stick their feet in the door of unsuspecting potential clients for just long enough to reel off another unwavering pitch. And while one may reminisce on those days as simpler times, the conspicuous question remains: How was that even efficient?

Analytics 149
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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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If You Don’t Have a Sales Lead Management Process You’ll Fail

Pointclear

James Obermayer, founder of the Sales Lead Management Association , recently spoke with SLMA Radio program host Paul Roberts on how lack of a sales lead management process hampers company growth. Following are highlights of the interview. JO: If you've got 10 or 12 departments, and you've got 15 different software programs that this inquiry is going through, and you've got artificial intelligence spitting out results all along the way, someone has to figure out what that process is going to be a

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What Does It Take to Create & Convert Leads (and also Hire Those Who Will)?

Anthony Cole Training

What does it take generate and convert leads and hire sales people who can consistently perform this ultimately necessary job?

Hiring 140
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Why Go Along to Get Along Isn't Effective Leadership

Increase Sales

Regardless of organization, many in leadership roles embrace the “go along to get along” philosophy. The problem with this belief is it demonstrates a lack of effective leadership. Effective is doing the right thing. In doing the right thing, leaders must first know what the right thing is. This knowing suggests the leader has strong personal ethics and is not willing to concede those basic core principles.

Loyalty 135
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Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing Management

Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best amount of the award should be, consider starting with the midpoint of the average (7 percent) and make minor adjustments from there. Matching Incentive to Your Corporate Culture. Track Incentive Results.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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Executive Sales Leader Briefing: Cheating is Never an Isolated Event

The Sales Hunter

Let me share a painful lesson I learned early in my sales career. One morning the owner of the company I worked for walked into my office and asked me how sales were going and, more importantly, how customers liked a certain product. I shared with him things were good and I wasn’t hearing any […].

Sales 115
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Win Themes – Where Your Offerings Meet Customer Wants

SBI Growth

Meeting 237
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9/11 Dispels the Leaders Are Born Not Made Leadership Myth

Increase Sales

Today here in the USA we remember that terrible day 16 years ago when nearly 3,000 lives were lost on American soil. From the stories of the survivors, we know without question the leadership myth that leaders are born not made is just that a myth. From the first responders to those brave Americans who attempted to take down terrorists (Todd Beamer “Let’s roll” ) on a plane (Flight #93) over Shankesville, PA, we heard and saw average people made into leaders because of the e