Sat.Jun 18, 2016 - Fri.Jun 24, 2016

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Are Your Sales Relationships Painful?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . People ask me why I focus so much on prospects’ objectives, after all if you can find a pain and play to it, you are bound to get a sale. Well maybe. I always find it amusing that when I ask people what do they want to know about a potential buyer, too many say “I want to know what their pain point is, their needs, the problem”.

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Here’s What Motivates Your Prospect (And It’s Not What You Think…)

MTD Sales Training

When you ask what motivates your prospects, you will probably get a multitude of answers. Some may say profitability, others increased productivity, still others decreased staff turnover. Whatever it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Drive Results By Selling Change

Sales and Marketing Management

Issue Date: 2016-06-24. Author: Lou Schachter and Rick Cheatham. Teaser: If the market for what your company sells stops growing, or a newly emerged competitor releases an offering that is transforming the marketplace, how your sales team responds could determine the fate of your company. If the market for what your company sells stops growing, or a newly emerged competitor releases an offering that is transforming the marketplace, how your sales team responds could determine the fate of your co

Company 168
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What Percentage of New Salespeople Reach Decision Makers?

Understanding the Sales Force

It isn't as good as the Father's Day gifts I received from my wife and son, but I love it just the same. My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates. We're already pretty darn good at that. The new tool allows me to quickly grab and analyze data faster and more effectively than I ever could before.

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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 Complete Salesperson?

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . I witnessed an interesting exchange the other day, two Sales VP’s were exchanging views on hiring, on=boarding and development of sales people. One offered up that he only wants to hire A players, “people who do not want to prospect all their career”. For context, this VP had a team of SDR’s and account managers.

Hiring 198

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3 Things I Learnt By Being Tony Robbins’ Coach!

Bernadette McClelland

Now it’s important I say one thing here: I was Tony Robbins peak performance coach for Asia Pacific for a three year period coaching his clients across 12 countries – I did not coach Tony himself ! You could say I crossed to the dark side for a few years, worked with the guy who is known for the big hair, big teeth and big hands, but I never did drink the coolade!

Coaching 150
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10 Ways to Tame the Pre-Sales Call Nervousness and Stress

The Sales Hunter

You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence. The stress getting ready for a call can be immense, and in the end, […].

Company 174
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Those Who Follow Sales Best Practices Don't Necessarily Become Top Performers

Understanding the Sales Force

You'll regularly find me writing about the science - the data - that differentiates top sales performers from the bottom. But today, I'll move into the world from which everyone else in this space operates - anecdotal evidence and opinions. I will cite two sources for this article: The 130 sales consulting firms that partner with me at Objective Management Group (OMG) and provide our award-winning sales force evaluations and sales candidate assessments; The tens of thousands of salespeople, sale

Groups 159
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3 Marketing Secrets to Adopt for Better Sales Game

Sales and Marketing Management

Issue Date: 2016-06-20. Author: Joel Felcher. Teaser: The marketing industry was transformed by technology well ahead of sales. Here are three key tactics that cutting-edge sales teams have gleaned from marketers to gain a leg up on the competition: The marketing industry was transformed by technology well ahead of sales.

Marketing 159
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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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The Ultimate Sales Guy – How Do You Compare?

Bernadette McClelland

Modern day master salespeople, like masters in any discipline, think differently than the masses. They are in tune with the idea of serving others, from the word go, instead of serving themselves first. They don't operate within the horse trading mentality of 'give me what I need and I will give you what you need'. I think that Martin Luther King was probably the epitome of a contemporary modern day sales person.

Scale 150
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Hotel Hell Episode Helps Explain Coachable vs. Trainable in Sales

Score More Sales

What a vivid lesson given by the owner of the Inn that Chef Gordon Ramsey visited on his show, Hotel Hell. This episode is called “Lakeview Hotel” and you can watch via the FOX website here. If you’ve not seen the show before, the premise is that owners of hotel properties that are losing money or are in bad shape request to be on the show – the show team selects properties for the season and reaches out to send Chef Ramsay and his team in to assess and improve.

Hotels 135
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Are You Mobile-Responsive or Mobile-Complacent?

DiscoverOrg Sales

As part of the sales and marketing engine, you put in serious effort to connect with your prospects. You learn product features inside and out, pore over CRM notes, do research, makes calls, crank out emails, develop relationships, make more calls, write more emails…what we’re saying is, selling isn’t easy. It takes hard work and a very specific type of talent to sell something to a virtual stranger.

Retail 133
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How Do You Keep Remote Employees Engaged?

Sales and Marketing Management

Issue Date: 2016-05-01. Author: Paul Nolan. Teaser: The capability to work remotely for a company allows managers to hold on to some top performers who may otherwise leave a company for geographical reasons. The challenge is keeping remote workers engaged and feeling like part of a team. The capability to work remotely for a company allows managers to hold on to some top performers who may otherwise leave a company for geographical reasons.

Company 136
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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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Sales Motivation Video: Celebrate the First Half of the Year!

The Sales Hunter

We are half way through the year! Look back over the past several months and find reasons to celebrate. When you can pinpoint what went well this first half, you will build good momentum heading into the second half. You want to finish strong, so I say celebrate now! Check out the video to see […].

Video 140
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Determine Your Sales Destiny Q2 Ends

Score More Sales

I always had a bit of panic in my head toward the end of the second quarter of the year in my sales career – no matter which company I was working for. Every company where I was a professional seller followed the calendar year in their business so end of Q2 - in June - ALWAYS meant “the year is half-over” and stress would build.

Sales 131
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Your Complete Guide to Content Marketing Strategy

SBI Growth

As a marketing leader, you must have a solid content marketing strategy in place. How can you consistently create compelling content that your audience cares about? Watch here as we speak with Toby Murdock, CEO and co-founder of Kapost. Kapost.

Strategy 126
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Q&A With Dave Stein and Steve Andersen

Pointclear

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. Co-authored by sales luminaries Steve Andersen and Dave Stein, Beyond the Sales Process: 12 Proven Strategies for a Customer Driven-World upends traditional sales training conventions and provides a clear, logical roadmap for establishing productive long-term customer relationships and for creating real value in a business environment that has undergone unprecedented change.

Lead Rank 133
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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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Executive Sales Leader Briefing: Do You Have a Scarcity Mentality or Abundance Outlook?

The Sales Hunter

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Do […].

Sales 136
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3 Marketing Secrets to Adapt for Better Sales Game

Sales and Marketing Management

Issue Date: 2016-06-20. Author: Joel Felcher. Teaser: The marketing industry was transformed by technology well ahead of sales. Here are three key tactics that cutting-edge sales teams have gleaned from marketers to gain a leg up on the competition: The marketing industry was transformed by technology well ahead of sales.

Marketing 120
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Operationalizing Data and Insights

SBI Growth

Chris Lonnett, vice president of Americas market development and operations at Motorola, recently spoke with SBI to discuss how he carries out his data plan inside an enterprise organization. Often, sales ops teams struggle to derive meaningful insights from data.

Data 124
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Want to Increase Sales? Put on Your Sherlock Hat

Increase Sales

To increase sales requires every salesperson to be somewhat like Sherlock Holmes. Time and effort must be directed to researching potential sales opportunities as well as lost ones. For example in real estate, my sense is there are many lost opportunities to increase sales because realtors do not investigate further why someone chose not to buy a home.

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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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New Way To Generate Leads From Content

Fill the Funnel

We all know that “content is king”, right? In fact – a recent survey discovered that content influences 2 of every 3 purchase decisions. The only problem is creating content is time-consuming, costly, and hard! And it’s also very competitive. After all, there’s already so much content out there, with more and more flooding the web every day.

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3 Ways Sales Machine Mastered Social Selling

A Sales Guy

Last week I spoke at Sales Machine with some other great folks, Seth Godin, Gary Vaynerchuk, Simon Sinek, and more. I was on a panel with the brilliant Jill Rowley and the ever engaging Jamie Shanks. We were talking about social selling and how the tools available to sales people today have never been so powerful in helping salespeople connect with buyers.

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Product Strategy: Improving Product Profitability and Pricing

SBI Growth

To hit your revenue growth objectives, your products must be priced correctly. If they’re not, products will not be profitable and your company will no longer be able to innovate. In order to do this, you must have a comprehensive.

Strategy 122
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Sustainable Sales Success - Tip 1

Increase Sales

Who doesn’t want sustainable sales success? Of course many want it to be easy and that may be an mental obstacle. Ideal Customer. Today’s first tip is define your ideal customer. When we do not know who are best customers are and especially why they bought from us, we as salespeople are at a competitive disadvantage. There is also a very good possibility we are wasting some of our precious resources including time, energy, money and emotions.

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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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Sales alert: millennials are here

Sales Training Connection

Millennials and Sales. Millennials, born between 1982 and 1993, are 80 million strong. In 2015 Millennials passed Generation X to make up the largest share of the workforce. In 2020 they will be nearly half of the workforce. Some important facts about Millennials as reported by the Council of Economic Advisors are: Millennials are now the largest most diverse generation in the U.S. population.

Sports 70
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How To Know If You’re Average

A Sales Guy

There is a sure-fire way to know if you’re average at what you do or if you’re great at what you do. Ask yourself this simple question. Would you do your job for double the pay if it were 100% commission ONLY based on performance? Would you? Would you be willing to work on a 100% commission plan knowing, if you fail, you don’t get paid?

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SBI’s First Ten Years

SBI Growth

Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.

Company 122