Sat.Jan 07, 2017 - Fri.Jan 13, 2017

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Riddle Me This Please Sales Leaders…

Bernadette McClelland

Here’s a riddle for you? We explore without traveling. We make a point without telling. We discover the pain and the pleasure, the truth and the lies. We are not to be judged by our sound or our size. We are what salespeople need, want and hardly use. We are what buyers expect to share their views. What are we? [Answer at end of page]. If there is only ONE thing that is THE most important task salespeople have to do well, that MOST are not doing at all, it is asking carefully constructed questi

Coaching 224
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4 Tips to Get Sales Reps on Board with Account-based Marketing

Sales and Marketing Management

Issue Date: 2017-01-11. Author: John Kelly, Chief Revenue Officer, InsideView. Teaser: The big benefit of account-based marketing for sales reps is having marketing support how they already sell and making them better at it. Here are four tips to help make your company’s move to ABM a fast success. The big benefit of account-based marketing for sales reps is having marketing support how they already sell and making them better at it.

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Why Sales Managers Need Street Smarts

No More Cold Calling

Dr. Tony Alessandra explains why the best sales managers learn on the job. Did you study really hard in school? Some of us probably did more than others. But we all studied to take tests about facts and figures. We studied in high school to ace the SAT. We studied in college to get top grades. Studying was a discipline. Sometimes we learned, but the goal was to pass tests.

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5 Keys to shortening the selling process

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . What if you could shorten the sales cycle, easily? One common topic that comes up in conversation with sales leaders is how to shorten their sales cycles. At first glance it seems logical, shorter cycles seem to offer a number of benefits, but it’s not always as it seems. While I have often written about how you can shorten you sales cycle, I have also suggested that it may not in fact need to be shorter, just more efficient in execution.

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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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How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Bernadette McClelland

Not much differentiates one company from another these days – in fact, not a lot separates products, but we all know that the differentiating factor lies in the individual salesperson, their leadership and the strategies employed to gain the high ground. We also know there is a cost to preparedness as well as a cost to lack of preparedness. One will provide a win and the other a loss.

Strategy 223

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Is it Time to Update Your Sales Strategy?

SBI Growth

Your sales strategy sets direction with an operational plan to achieve revenue growth objectives. It also determines which sales programs you will invest in to accelerate sales efforts, and which programs you will forgo. Evaluate if your sales strategy is a problem, download.

Strategy 177
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Can We Stop Accepting Average? Please!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Something has changed over the last few years, and it needs to be reversed. There is too much celebrating of average, everywhere, but especially sales. Average may be a good measure to use when comparing house prices on a given street, but falls short when it comes to measuring accomplishments, setting goals, or anything that counts, especially in sales.

Hiring 168
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Look to the Past for Future Sales

The Sales Heretic

As a general rule, it’s best to focus on the present while keeping an eye toward the future. That doesn’t mean, however, that you should completely ignore the past. Because not only does the past hold a plethora of lessons—both personal and business—it can also hold opportunities for sales now and in the future. Here [.].

Sales 168
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Avoiding Sales Burnout

Sales and Marketing Management

Issue Date: 2017-01-13. Author: Chris Haigh. Teaser: To avoid sales burnout, reps need wins. Here are some ways to make that happen. To avoid sales burnout, reps need wins. Here are some ways to make that happen.

Sales 160
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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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How Learning to Drive Can Help You Achieve Sales Mastery

Understanding the Sales Force

Image Copyright 123RF Stock Photo. I was on the phone with a client who spent some time telling me about how he follows the sales process, prepares the questions he wants to ask, makes sure he remembers to thoroughly qualify, prepares and plans his presentations and considers all of the possible objections he may encounter along the way. That's all well and good - but it's too complicated.

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5 Steps to Account-based Marketing Success

Pointclear

ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. The deck outlines the 5 steps you need to apply the super-targeted approach to reaching out to prospects that is ABM: Identify Targets and Target Roles.

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How to Get a Good Night’s Sleep with A Number Hanging Over Your Head

SBI Growth

You are an overachiever, running on an expectations treadmill that never stops or slows down. You know you don’t get enough sleep. And you know it matters. After a good night’s rest, you are sharp. You think clearly. You are.

How To 169
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Sales Motivation Video: Achieve More by Doing Less

The Sales Hunter

I challenge you to achieve more by doing less. When you focus on doing a few things extremely well, you will realize much more success than allocating your time and resources toward too many goals. Do you have to be incredibly disciplined to achieve more by doing less? Absolutely! You have to say “no” way […].

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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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The Simple Tool that Simplifies Account, Time and Territory Management

Understanding the Sales Force

bourdagese">Image Copyright 123RF. I've written a lot about scorecards in the past 12 months while Kurlan & Associates created scorecards for more than a dozen companies in December alone. Companies that are using our scorecards are reporting significantly higher win rates, better use of resources, and much less time spent chasing deals and accounts that they simply can't win.

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[VIDEO] The Value of Sales Intelligence vs Data

DiscoverOrg Sales

There are a lot of sales and marketing data providers out there. Everyone talks about their solution slightly differently – they offer contact data, verified data, sales intelligence , etc. What’s the difference between all of these terms? Since data literally powers everything we as sales and marketers do, using an illustration that revolves around electricity is an easy way to explain these differences.

Data 131
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The Capabilities of the Executive Team Will Make or Break Your Transformation

SBI Growth

Today in this post we will demonstrate securing and retaining the right talent for a transformation. Consistent quarterly performance depends on the right talent. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017.

Workbooks 148
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7 Steps to Building a Prospecting Plan that Works

The Sales Hunter

Do you have the number of high-quality prospects you need to not just make your annual number but exceed it? Before you answer that question, you may need to ask yourself if your prospecting plan is working as well as you need it to. Most salespeople would have to answer by saying, “No, I […].

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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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The One Important Buy-In Question (You better be asking)

Mr. Inside Sales

Back in the office after two weeks on the road training in CA (shout out to my clients there!), and during both weeks – in L.A. and Oakland – it rained! My wife tells me I can no longer say it doesn’t rain in CA. It does, and I was there! While preparing their training programs, there was one important similarity that I think applies to any sale. And that is identifying and asking the most important (value statement) question to get buy-in from your prospect up front.

Call-back 123
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What To Do When Your Experienced Sales People Have Lost Their Edge

MTD Sales Training

They were once the sales people that you could rely on every month to pull in the numbers for you. But now for some reason they have gone stale. They seemed to make it look so easy but for some reason they’ve either lost their motivation, their hunger, skills or all of them! So what can you do to reignite your experienced sales people to get them to the top of the pile again?

Coaching 120
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Evolve Your Strategy to Stay Ahead of the Market

SBI Growth

Today in this post we will demonstrate how to evolve your strategy to stay ahead of the market. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the corporate strategy section that.

Workbooks 136
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Executive Sales Leader Briefing: Say “No” More Often

The Sales Hunter

It’s the start of the new year and everyone has a tendency to think this is the year they’ll achieve more than ever. I’m no different. I find myself thinking the same way too. This year I’m pushing myself to say “no” to more than I say “yes” to. My feeling is it’s too easy […].

Sales 131
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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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How One Word Can Change Your Sales Results

Increase Sales

Sometimes those in sales look for complex solutions to improve sales results. I realized this recently when listening to a Sunday homily and my pastor referred to the Lord’s Prayer as our Father’s Prayer. By changing the word Lord to Father gives the receiver an entirely different perspective. The focus changes from one person to another.

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How To Tweak Your Mindset To Improve Your Cold Calling Performance

MTD Sales Training

Do you make cold calls to generate leads? If you do, do you actually like making them? Well, whether it is your full time job to make them or whether they are part of your job, the vast majority of people who have to make them do not like doing so. I actually put this down to the way that cold calls are perceived by the person making the call and the fear of failure.

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The Downside of a Lone Wolf Sales Culture

SBI Growth

Today in this post we will demonstrate how to build high performance sales cultures where sales talent thrives. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy.

Workbooks 127
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Prospecting the Hard-to-Reach Person

The Sales Hunter

You have the senior level prospect you know would be a great customer, if you could only figure out how to reach them. You’ve tried every method possible and nothing seems to get through. Regardless of the time you call, who you call, the messages you leave or emails you send, nothing works. I’ve found […].

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Self Leadership Is Required in Sales

Increase Sales

In business there has always been a lot of attention directed to leadership. Yet far lesser attention to this idea of self leadership. As has been noted earlier, many presume people know how to lead themselves through earlier educational experiences. However, research shows self leadership which falls into that bucket of people or soft skills is sorely lacking.

Lead Rank 109
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The Critical Key to Sales Success

Engage Selling

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.

Sales 72
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A Painkiller Your Prospects Can’t Live Without – Marketing Campaign Planning

SBI Growth

Today we are going to demonstrate how to capture the attention of customers and prospects with great marketing campaigns. Campaign budgets are limited and these campaigns need to generate revenue. To follow-along, download our 10th annual workbook, How to Make Your Number.

Campaigns 123