Sat.Jul 18, 2020 - Fri.Jul 24, 2020

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How to Differentiate Between Warm and Hot Leads

Zoominfo

Not all leads are created equal. In fact, they fall more on a spectrum. There are good ones, not-so-good ones, and just plain bad ones. That being said, there are also amazing leads that are essentially ready to buy. Aka, the dream leads. More often than not, though, you will be dealing with warm leads. In terms of the lead spectrum, they fall somewhere around the middle.

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Nine Ways to Boost Your Optimism

The Sales Heretic

These are turbulent, uncertain, scary times. Which makes a sense of optimism even more important than usual. How can you stay optimistic in the face of so much negativity and uncertainty? Here are nine things you can do. 1. Reminisce Write down times when you faced a challenge whether it be in sales, another area [.].

Sales 364
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A Curious Way To Creating Urgency

The Pipeline

By Tibor Shanto. Ask a salesperson what they would like most in an opportunity and ‘urgency’ is near or at the top of the list. Ask executives what they would like to experience more in sales meetings? Most point to a more prepared rep who takes an interest in their success. Most salespeople don’t recognize that the decision-makers are so underwhelmed by the experience they’re in no hurry to continue.

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Top 14 Sales Skills Every Sales Rep Must Master

InsightSquared

The best sales teams consistently deliver for their organizations, plain and simple. It’s not just the effort of one or two rainmakers, but one of the entire team. This is no mistake, as the elite teams are relentless in their development of sales skills. The team leader sets the expectation of excellence and instills a culture of learning and self-improvement to achieve both short- and long-term goals.

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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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Everything You Need to Know About Innovation Consulting

Hubspot Sales

In today’s dynamic market, many companies are faced with providing creative solutions to their customer’s problems in order to stay in business, making workplace innovation extremely important. According to the McKinsey Global Innovation Survey , though 86% of executives agree innovation is key for growth strategy, only 6% are satisfied with the innovative efforts of their company.

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The Only Thing That Matters When Cold Calling

A Sales Guy

Too many salespeople miss amazing opportunities to improve their cold calling success and conversions. They waste time trying to build engagement or be liked. The key is to establish credibility as someone who can help them as quickly as possible. Cold calling is about establishing credibility as quickly as possible. The post The Only Thing That Matters When Cold Calling appeared first on A Sales Guy.

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Why So Urgent?

The Pipeline

By Tibor Shanto. Stop rushing your buyers along, and find more prospects instead. You wouldn’t need to drive your only prospects if actually went out and prospect for more. Stop driving your prospects, and drive your activity. [link]. The post Why So Urgent? appeared first on TiborShanto.com.

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5 Ways to Effectively Use Email Banner Communications

Sales and Marketing Management

Author: Cherryl Pressley The efficacy of email marketing is clear, with 73% of in-house marketers globally saying it provides their organizations strong ROI. But, while many teams are sending emails, they’re not all maximizing it as a marketing tool. In failing to do so, they’re leaving an opportunity on the table. . Let’s zero in on email banners in this context.

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Data Shows Sales Commitment and Motivation Changed During Quarantine

Understanding the Sales Force

Steve Taback and I started our respective sales training firms at the same time back in 1985. We became great friends and he became the second licensee of Objective Management Group (OMG) in 1990. He emailed me asking if I had seen a change in any of the scores of the 21 Sales Core Competencies since the Pandemic had hit. Specifically, he was wondering if there was an increase in the number of salespeople who lacked Commitment or whose Outlook wasn't good.

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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 a CMO Acquires Customers For Life

SBI Growth

Iconic customer programs generate fierce loyalty and accelerate revenue growth. CX professionals also realize that a poor customer experience goes far beyond just a negative review – it places future deals at risk. In his final interview segment, Ryan Hollenbeck, CMO at.

Customer 331
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How to Improve Communication Between Marketing and Sales

Zoominfo

In theory, your sales and marketing departments should be the best of friends. But in practice, there are bottlenecks and a serious lack of communication. Sure, it’s a problem, but your company is doing well. It’s not the biggest issue, right? Wrong. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year?

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How Sales Leaders Can Motivate Younger Employees Through Purpose-Driven Incentives

Sales and Marketing Management

Author: Leeatt Rothschild Younger employees are committed to the issues they’re passionate about. Millennials are now the largest group in the workforce, and like their Generation Z coworkers, they care deeply about environmental and social causes. They expect their employers to care, too. According to a survey from management consulting firm Korn Ferry, 63% of millennials said the primary purpose of businesses should be improving society instead of generating profit.

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Sales is Like Baseball and Baseball Can Save Capitalism and Liberty

Understanding the Sales Force

Unless you've been living in a cave, not paying attention to the news, or watching stations that are glorifying what is taking place in major US cities, we are in trouble - again. Cities continue to be overrun by rioters and looters, police have not been able to stop the epidemic of assaults, robberies and murders, some police departments have been defunded and there are plans to dismantle others.

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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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Adapting Your Coverage Model for 2020 and Beyond

SBI Growth

In early March, everyone’s coverage model was forced to change. No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. Which has caused us to ask the following questions: How.

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What Pandemic? Early-Stage Funding Stays Strong

Zoominfo

Young companies and organizations looking for early-stage funding might have reasonably concluded that the Covid-19 pandemic was going to kick plans back months, if not years. Nope. Instead, data analyzed by ZoomInfo generally indicates that firms seeking angel or seed funding, private equity, or Series A or B investments have seen an increase in action during the period from April 2019 through April 2020.

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Nine Ways to Boost Your Optimism

The Sales Heretic

These are turbulent, uncertain, scary times. Which makes a sense of optimism even more important than usual. How can you stay optimistic in the face of so much negativity and uncertainty? Here are nine things you can do. 1. Reminisce Write down times when you faced a challenge whether it be in sales, another area […].

Sales 156
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How To Improve Your Team’s Productivity to Close More Deals

Alice Heiman

Is your sales team productive ? . If y ou’re a CEO or sales leader feeling like your sales team isn’t as productive as they should be , it’s time to look at priorities instead of activities. If you want your team to close more deals, they need to focus on what’s important. . Want to hear more? L isten to my episode of the Sales Reinvented P odcast with host Paul Watts. .

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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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Bold CMOs Know the Only Budget Question to Ask During a Recession Is How Much More to Invest

SBI Growth

There is no doubt that we are facing a bleak environment. Unemployment at 11%. Dow Jones Industrial Average posts its worst one day decline ever. A pandemic sweeps the nation.

Industry 227
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What the…Fund? Common Funding Types Explained

Zoominfo

For many startups, the road to success is lined with meticulous plans to raise money. In exchange for much-needed capital, outside investors receive equity, or ownership, in the company. Each one of these rounds reveals a new valuation for the company and provides much-needed funds for growth. The problem with raising money according to VC and author Richard Harroch is “It’s almost always harder to raise capital than you thought it would be, and it always takes longer.”.

Analysis 162
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Why executives must lead the change management of sales enablement

Showpad

Welcome to the third post of this blog series for executives. In this edition, I’ll be discussing why you as an executive in a sales, marketing or CX leadership role play a mission-critical part when it comes to making sales enablement successful in your organization. . One aspect of making enablement successful is how it is designed and set up.

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3 Ways You Need to Prepare to Sell Moving Forward

Engage Selling

It’s no secret that the selling landscape has changed over the last few months. The entire globe has been impacted, and now is the time to ensure you’re aligned with these three ways to sell moving forward.

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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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How to Navigate the Elusive Face-To-Face Meeting in a New Virtual World

SBI Growth

As a sales leader, you understand better than most the power of face to face interaction. You’ve likely built your selling career on face-to-face sales pitches and the always productive dinner meeting. You’ve set your team’s strategy for the year.

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What the … Fund? Common Funding Types Explained

Zoominfo

For many startups, the road to success is lined with meticulous plans to raise money. In exchange for much-needed capital, outside investors receive equity, or ownership, in the company. Each one of these rounds reveals a new valuation for the company and provides much-needed funds for growth. The problem with raising money, according to VC and author Richard Harroch, is “it’s almost always harder to raise capital than you thought it would be, and it always takes longer.” So if you’r

Analysis 130
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5 Low-Budget Ways to Improve Customer Experience in 2020

Guru

Providing great customer experience is vital in our modern world. A recent survey found that 66% of consumers rate experiences over price when they make a purchasing decision. Now is the time to look at the customer experience you provide and determine how you can spruce it up — even if you are on a tight budget.

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Podcast 156: Morgan J Ingram On Building A Sales Career

John Barrows

Our very own Morgan J Ingram joins us on the podcast this week to talk about how he built his sales career, where he went wrong and how he’s turned weaknesses into strengths along the way. We’re living in strange times and things are changing quickly, it’s a good time to take stock of what you’re doing and where you’re going.

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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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How to use the marketing flywheel method to supercharge your business

Nutshell

Sales and marketing professionals are constantly slinging around new buzzwords, complex terms, and confusing abbreviations. It’s what we do. No blog, video, or sales pitch is complete until the phrase “boost ROI” or “improve your net promoter score” is used. Well, here’s another important term for you to memorize: the marketing flywheel.

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Four Reasons I Won’t Retire

Grant Cardone

Four reasons I won’t retire… I’ve lost count of how many times people have asked me “Grant, with all you’ve done and all you have, when are you going to retire and just enjoy life?” I’ve been enjoying life for over 30 years and I plan to keep right on enjoying it. . I just launched my 10X Income Webclass so I can show how easy it is to increase your income even during an economic crisis. .

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How to Improve Communication Between Marketing and Sales

Zoominfo

In theory, your sales and marketing departments should be the best of friends. But in practice, there are bottlenecks and a serious lack of communication. Sure, it’s a problem, but your company is doing well. It’s not the biggest issue, right? Wrong. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of re v enue or more per year?