Sat.Jan 22, 2011 - Fri.Jan 28, 2011

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Why Cold Calling Is the Bottom of the Barrel

No More Cold Calling

InsideView nailed it by titling its Sales Intelligence blog “ Why Cold Calling is the Bottom of the Barrel ”. Finally, a Sales 2.0 company states that cold calls are dead.Yet, many sales people continue to cold call. My definition of a cold call: You call a person who does not know you and is not expecting your call. (For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”.

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The Invisible Sales Rep

Fill the Funnel

Why would any sales rep make the decision to be invisible to customers and prospects? To intentionally block a company from learning of you and your capabilities? Are you waiting for your company to provide training for you? Have you adapted the “see no evil, hear no evil, speak no evil” approach depicted above toward your online presence and your use of social tools?

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Are You Ready for the Mobile Explosion? Brainshark is.

BrainShark

Morgan Stanley has projected that the number of mobile Internet users will exceed the number of desktop Internet users by 2014. At that point there will be more than 1.6B mobile Internet users!

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The Importance of Sales Management in a Recovering Economy

Your Sales Management Guru

The Importance of Sales Management in a Recovering Economy. During the past two weeks I have been in Miami, Phoenix and this weekend I have been speaking in San Antonio. We have met with Sales Leaders from around the world, lead workshops, presented keynotes and developed new long term relationships with our client base. It’s been a great few weeks.

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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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New Book Provides A Solution to Developing More Successful Business Partnerships

Keith Rosen

*Do you find that your business partners have differing views on the business, the relationship and more? *Does the thought of having a conversation with your partner leave you uneasy and frustrated -or do you avoid them altogether? *Do disagreements between you and your partners leave your staff or customers unsure of decisions? *Have you heard that most partnerships aren’t successful so you’re hesitant about getting into one?

More Trending

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myBrainshark Presentations.Now Theres an App for That

BrainShark

Do you or your target audience own an iPhone or an iPad? If so, you’re one of over 30 million people that does. And with Verizon already distributing iPads, and recently announcing their plans to distribute the iPhone in February, those numbers will rise.

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Tom Pisello: The ROI Guy: Diametrically Opposed Forces: Selling.

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Tuesday, January 25, 2011 Diametrically Opposed Forces: Selling Value in a Buyer Controlled World Alinean just had the pleasure of wrapping up a webinar with SiriusDecisions analyst Jim Ninivaggi, and this session contained import

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Nine Steps to Close More Sales

Sales Gravy

Years ago, I was taught that “the close” is an affirmation of the conversations a salesperson has had with the prospect. The problems arise if the qualifying steps were not as strong as they needed to be to set up the closing in an effective way.

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Question from Dave: What should I do after I have made all my calls.

Engage Selling

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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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Brainshark Presentations.Now Theres an App for That

BrainShark

Do you or your target audience own an iPhone or an iPad? If so, you’re one of over 30 million people that does. And with Verizon already distributing iPads, and recently announcing their plans to distribute the iPhone in February, those numbers will rise.

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Over 200% ROI from a Value Selling Program Sound Impossible? Find out for yourself.

The ROI Guy

Buyers have fundamentally changed, requiring quantification of benefits, superior ROI, faster payback and lower TCO from each proposed investment - a condition called Frugalnomics. As a marketer you may realize that buyers are doing more research on-line before engaging with sales, and that these frugal buyers are in need of on-line self service tools to help them diagnose issues, quantify the benefits or validate the superior value of your solutions.

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Prepare For The - I don't have the time - Objection

Sales Gravy

Because of the personnel cuts over the last 24 months, you’ve probably noticed (even at your own company!), that many companies have laid people off and more work is required of those who are still employed.

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My best picks for 2011 | Sell More, Word Less Blog by Colleen.

Engage Selling

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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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Where is that presentation.?

BrainShark

For those of us with a company Brainshark site, we are fortunate that we can take advantage of the Content Portal and easily find all the great Brainshark content that is available to us at our organization. But what of other Brainsharks that have been sent to us or we’ve viewed over time?

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Your Sales & Marketing Ready to Do Business with Frugal Buyers? Take this Diagnostic Assessment to Find Out.

The ROI Guy

Buyers are more empowered and frugal than ever before, requiring changes to the way B2B solutions are marketed and sold. In fact, IDC research has revealed that those who have already made the shift are experiencing significant benefits, including the ability to generate more high quality leads, reduce in selling cycles, improve deal size and increase competitive win rates.

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28 Questions to Ask B2B Appointment Setting and Lead Gen Vendors

Green Lead's B2B

There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. Outsourcing some or all of your appointment setting or lead generation activity to a third party vendor is a task that shouldn't be undertaken by responding to one cold call. Words of wisdom from two industry leaders: Trish Bertuzzi, Inside Sales Expert , @bridgegroupinc : "Hiring a third party lead gen vendor is like dating… the chemistry is either th

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Break Free of Voice Mail Jail | Sell More, Word Less Blog by Colleen.

Engage Selling

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Boost B2B Sales Productivity & ROI Growth with Automation

Business-to-Business (B2B) sales can be a complex and time-consuming process, involving a variety of tasks such as lead generation, qualification, and nurturing. However, by leveraging the power of Workflow & CRM automation System, companies can boost sales productivity and drive ROI growth. Automation allows companies to streamline their sales processes, reduce manual errors, and improve communication and collaboration among teams.

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Q1 Customer Success Tour: Charlotte^* Dallas^* Houston^* London^* Seattle^* Atlanta and LA

BrainShark

As part of the Brainshark 2011 employee kick-off, we held the first User Group meeting of the year. Customers from New England met as a group followed by lunch with the staff.

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White Papers are Influence Kings, But Need Personalization to Retain Crown

The ROI Guy

Internet Fuels IT Buying Cycles According to a recent survey of 500 technology decision makers and influencers, Internet access to content is changing the way IT solutions are purchased, with buyers using on-line research to drive substantial portion of the decision making cycle on their own. Savvy buyers are using on-line content to set strategies, explore and select solutions, all before ever engaging a sales representative.

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Differentiate Yourself Through Persistence & Follow Up ? Score.

Score More Sales

Sales Tips and Strategies to Grow Revenues. Blog. About. Consulting. Training. Press. Speaking. Differentiate Yourself Through Persistence & Follow Up. by Lori Richardson on January 23, 2011. It is amazing that just by following through on your word you can set yourself apart as one of the top 3-5% of sales professionals (or business owners, as the case may be).

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The Science and Art of Selling by Alen Mayer ? Blog Archive.

The Science and Art of Selling

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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iPads in the Enterprise & How to Share Those PowerPoints

BrainShark

The iPad wasn’t just one of the most popular Christmas gifts consumers bought this year.

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Website: Avaya DevConnect Program How to Presentations

BrainShark

Avaya DevConnect website has several "how to" Brainshark videos on their program.

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The Science and Art of Selling by Alen Mayer ? Blog Archive.

The Science and Art of Selling

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