Sat.Jul 30, 2016 - Fri.Aug 05, 2016

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Dog Sales Of Summer

The Pipeline

Tibor Shanto – tibor.shanto@sellbetter.ca. Given that we are right in the middle of summer, and that today is a holiday long weekend here in Toronto, my mind naturally drifted to a summer theme, no doubt helped by things I’ve consumed by poolside. Looking around the water’s edge, you begin to see things here that remind one of sales. I was going to start with bikinis, but I got tagged by the Politically Correctness Police (PCP) last week, so we’ll save that for below.

Hotels 185
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Social Selling Isn’t a 24/7 Job

No More Cold Calling

How can we stay in touch without always being connected? I got blasted on social media. No, it wasn’t someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). It was someone critiquing me because I write about social selling and the importance of sales reps staying in touch with prospects, clients, and colleagues, but I didn’t respond to his comment immediately.

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5 Tips for Cultivating a World-Class Sales Team

SBI Growth

Finding great sales talent isn’t hard. The real challenge is persuading the best talent to work for you. Assuming you have a good company culture, you’re respected in your industry, and your leadership team has a vision your employees can.

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10 Ways to Deal With a Customer Complaint

The Sales Hunter

Give me a customer complaint any day over a customer not being happy and not complaining. I can’t deal with what I don’t know. Below are 10 ways to deal with a complaining customer and a couple of bonus ideas: 1. Don’t run from it. Deal with it immediately regardless of the situation 2. Thank […].

Customer 149
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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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The Rejection Reflex

The Pipeline

Tibor Shanto – tibor.shanto@sellbetter.ca. We are all familiar with a gag reflex, a hypersensitive response to a stimulus, if you ever want a live demo, just offer me some fish. The hypersensitivity is generally a conditioned response, usually a result of previous experiences. The experience element is key for both prospects and sellers when it comes to Direct prospecting vs.

More Trending

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The Dangers of Not Attributing Customer Calls to Digital Marketing

Sales and Marketing Management

Issue Date: 2016-08-05. Author: Blair Symes, Director of Content Marketing, DialogTech. Teaser: Thanks to smartphones and click-to-call, consumers are responding to search, social, display and other digital ads and campaigns by calling businesses by the billions. These calls, while often the most lucrative type of conversion, are also the most difficult for marketers to measure and optimize.

Marketing 149
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Executive Sales Leader Briefing: It’s Not Time Management. It’s Priority Management.

The Sales Hunter

Like you, I always seem to have a list of deadlines, demands, and projects commanding my attention at the same time. Like you, I can feel overwhelmed quickly and, in so doing, be challenged by the lack of time to do anything well. Over the years I’ve improved my time management skills by realizing it’s […].

Sales 134
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The Best Way to Get a Prospect to Reply to Your Email

Score More Sales

People are working at a frenetic pace at most companies. If they are a small or medium sized business (SMB) people always are doing two or more jobs. In a major corporation, when someone leaves the company often their duties are delegated to others. Sales rep left or got let go? The accounts and prospects get distributed too.

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The 4 Top Sales Leadership Articles to Boost Sales Today

Understanding the Sales Force

There have been at least 2 lists published of the sales books you should read on the beach this summer so we are not going there! But summer is for sun and fun and some of the best things in life happen during the summer. As a result, we miss some of the best work-related things because we aren't working as many hours, may be in catch-up mode and not have the time to get to everything we would get to during cooler months.

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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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Self-Service Data Prep: the Secret to Fast, Accurate Sales and Marketing Analytics

Sales and Marketing Management

Issue Date: 2016-08-03. Author: Frank Moreno. Teaser: Self-service data preparation (prep) is transforming how sales and marketing analysts as well as everyday business users are acquiring, manipulating and blending data by making the process quick, easy, accurate and consistent. Self-service data preparation (prep) is transforming how sales and marketing analysts as well as everyday business users are acquiring, manipulating and blending data by making the process quick, easy, accurate and cons

Data 131
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What Does “Full Funnel Marketing” Really Mean?

Pointclear

The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals.

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Sales Motivation Video: What is Your Definition of Success?

The Sales Hunter

Confident people do not allow other people to define success for them. You need to define success for yourself! Write down your definition of success. Then ask yourself if you are achieving this. Your goals should equip you to be successful, and when you are successful, you will be more confident. Copyright 2016, Mark Hunter […].

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Why Marketing Ops is a Critical Piece to Your Marketing Strategy

SBI Growth

Data is everywhere. Channels are exploding, and technology is constantly changing. Marketing leaders now require detailed reporting in order to make data-driven decisions. And this requires the help of a “right hand”, otherwise known as marketing operations. My colleague, Mark.

Marketing 120
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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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Three Things that Keep Sales Managers from Making Intelligent Decisions

Sales and Marketing Management

Issue Date: 2016-08-01. Author: Reza Mohsin, CEO of Speakeasy. Teaser: Creating processes that deliver the information you need, when you need it, with minimal investment of time and effort is essential to understanding how your teams operate. Sales managers can help make this happen by employing the right tools for their teams – tools that simplify the sales process instead of making it more complex.

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4 Quick Tips On Dragging Your Sales Process Out Of The Dark Ages

MTD Sales Training

I was thinking about our business last week and the many customers who have used our services over the years. There is one common denominator that joins them all together; they have all changed their buying process as time has gone by. So, every year, my team renegotiate the terms and conditions with them. Every year, the buyers find different values that need to be assessed.

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[Missed Connections] Referral Selling Insights from July

No More Cold Calling

Tired of watching your sales reps spend hours on the phone, calling prospects who rarely ever call them back? Or wasting time pestering strangers on social media, who never asked for—and don’t want to hear—their sales pitches? Then it’s time to stop the cold calling madness. During the “Turn Cold to Gold” webinar I hosted earlier this month, I polled the audience to uncover their greatest lead generation challenges.

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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 120
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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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High Profit Prospecting: The Critical Role of Sales Leadership in Prospecting

The Sales Hunter

It’s time to talk about the elephant in the room with regard to prospecting. For too long every excuse in the world has been used as to why prospecting is so difficult. The elephant in the room is the environment created by the leadership of the organization. It begins with leadership claiming any shortcoming in […].

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How The Best Salespeople Build Relationships On LinkedIn

MTD Sales Training

Many people we train on using LinkedIn have many contacts but have not used those contacts to increase their sales opportunities. For some, LinkedIn is an unused asset gathering dust on their hard drive. What would be one way that you could use those connections to increase sales opportunities? Well, you always would start a conversation when you meet someone at a networking event, so why not do the same kind of thing, but online?

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Where's Your Sales Beef - Part 1

Increase Sales

In 2001, Wendy’s had a series of commercials asking “Where’s the beef?” These commercials highlighted the quality of Wendy’s hamburgers and to differentiate their hamburgers from their competitors. Today in sales, quality and differentiation are even more important. Credit: www.gratisography.com. Within your solutions (products or services) where is your quality and how does your quality differ from your competitors is essential to know.

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Benefits of Sales Coaching: Lessons from Author David Brock

BrainShark

As a former youth, high school and collegiate-level baseball coach, it was my goal to help my players perfect their skills so that we could improve as a team.

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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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Full-Funnel Marketing: Is it Advertising or Marketing? The Challenge of Creating Awareness in a Noisy World.

The Sales Hunter

Is it advertising that’s needed to create customers or is it marketing? Does it matter? Matt Heinz and his team at Heinz Marketing have put together a great book on the subject, and you can get an electronic copy of Full Funnel Marketing for free! I’ve known Matt for several years and I am a big fan […].

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A 2026 excursion to the future of sales training

Sales Training Connection

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. Suspending disbelief, assume you have time traveled and have arrived in the summer of 2026. You are journeying south on Highway 1 towards Big Sur in your Apple Titan 2.0. You have preprogramed your new Titan including a stop for lunch at Nepenthe.

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If Sales Were Perfect, It Wouldn't Be

Increase Sales

Yogi Berra said “If the world was perfect, it wouldn’t be.” For some this may be confusing, but for those in sales his observation may make perfect sense. How many times do we as salespeople think have the perfect sales script? How many times do we as salespeople think we have the prefect fact finding or discovery question? How many times do we as salespeople think we have perfected our sales process?

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Salespeople, Stop doing this – PLEASE!!

A Sales Guy

It’s time for salespeople to stop wasting their prospects time. It’s time sales people stop sending out emails and leaving messages asking for just 15 minutes of a prospects time and offering nothing in return. This Spazz Out was easy, as I had just received one of those irritating email asking for my time. Stop wasting your prospects time.

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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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Can Sales Really Create Value?

Partners in Excellence

Leanne Hoagland-Smith wrote an outstanding post, The Ultimate Sales Goal Is Connecting With Customer Value Drivers, Not Creating Value! In the post, Leanne hits head on what too many sales people miss about value. We tend to think of value and value proposition in our terms. Instead, it’s the customer that defines value! For us to be effective in engaging the customer it’s critical to understand their value drivers, positioning our value in the context of what’s important to

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Strategic Alignment: The Key to Revenue Growth

SBI Growth

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Prospecting Is a Marketing Activity

Increase Sales

Confusion abounds about what is prospecting and what is marketing. Much of this confusion can be traced back to the Madison Avenue firms where paid advertising became synonymous with marketing. This confusion continues today especially because of these two facts: Internet especially social media. 97.7% of all U.S. businesses are under 20 employees.