Sat.Nov 02, 2019 - Fri.Nov 08, 2019

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Abandon Dead-End Thinking: Best Practices for Working Leads

Sales and Marketing Management

Author: Rachel Krug Leads are the lifeblood of your business, yet, more often than not, leads fall outside the category of “sales ready” opportunities. As a result, reps often dismiss these as a dead end. But, as Orrin Woodward said, “There are no dead ends in life, only dead-end thinking.”. Rather than shelve these so-called “dead-end leads,” reps must commit themselves to find what may be hiding in plain sight.

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Don’t Make It Sound So Negative

The Pipeline

By Tibor Shanto. Commodity, the word is like Kryptonite for salespeople, say it out loud, and you can see their social status and sales erode. Somehow over the years, the word has come to be something negative in sales. The implication becomes that it is low value, easy to undercut on price, delivers few loyal customers, and generally undesired. The implication being that the only way to win is by price, with the winning move being to lower it.

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Can a unique Way of Selling win more deals?

Membrain

My wife and I love a little restaurant near our home. They have the absolute best poke bowl we’ve eaten anywhere.

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Blow the Dust off Your Buyer Personas to Win More Deals

SBI Growth

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. Slowly but.

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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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Are Buyer Personas Sabotaging Your Sales?

Corporate Visions

The post Are Buyer Personas Sabotaging Your Sales? by Tim Riesterer appeared first on Corporate Visions. One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. These fictional characters usually have names, and they embody all the traits of your ideal prospects. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs.

More Trending

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5 (Revealing) Characteristics of a Successful Sales Pitch

Marc Wayshak

A successful sales pitch today isn’t the same as it was a few years ago. Learn the 5 revealing characteristics of a successful sales pitch for the modern prospect. The post 5 (Revealing) Characteristics of a Successful Sales Pitch appeared first on Sales Speaker Marc Wayshak.

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Video Conferencing for Salespeople - To Zoom or Not to Zoom?

Understanding the Sales Force

No data or statistics today. No sales training or coaching either. This won't be a lesson for sales managers or sales leaders. This is my rant of the day.

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The Opportunities Of Prospecting – Podcast

The Pipeline

By Tibor Shanto. Based on the conversations people are looking to have, it is hard to believe that cold calling is dead. I had a thoroughly enjoyable time with. Boštjan Bregar is the CEO and co-founder of Loop Email. There are a number of nuggets, and sometimes listening is as good as reading. Enjoy! The post The Opportunities Of Prospecting – Podcast appeared first on TiborShanto.com.

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Have Your Best Sales Quarter Ever - through Focus

Score More Sales

Now is the time of year where distractions happen. It is easy to blame others for your lack of success - but in sales, it always comes down to how well you perform regardless of the obstacles. To do well this quarter, you need one thing more than anything else - focus. Focus on your sales goals. Focus on your KPIs. Focus on your activity.

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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 Top B2B Marketing Leaders Deliver the ‘Amazon Effect’ Through Customer Experience

SBI Growth

Enhancing the Customer Experience (CX) has long been a strategic objective of B2C companies. Most of us have experienced firsthand how companies like Amazon and Apple have created sustainable competitive advantages. They create this differentiation not only with great products.

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Good Sales Recruiting is Like Selecting Movies and TV Shows

Understanding the Sales Force

Do you like movies and TV Shows? I love them! How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it? Or, do you look at all of the new releases, or everything in a particular genre, narrow down the selections, watch several trailers, and finally choose one?

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If You Want to Enact Change, Breaking Through the Noise Is Key

Sales and Marketing Management

Author: Jimmy Verrett Take a moment to look around, and I suspect you’ll quickly find anecdotal evidence to support what research now confirms : Increased consumption of content is shortening attention spans. Whether it’s watching TV, scrolling through mobile apps, checking email, or streaming music, American adults are devoting more time to media content interactions than ever, now more than 11 hours of each day.

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How do You React to Adversity?

Mr. Inside Sales

Sales—and life—can be hard at times. In sales, you face a lot of rejection, daily, and yet you need to persevere and overcome in you want to succeed. In life, too, there is adversity and things don’t always go your way. The question it: What is the secret to dealing with life—and sales—when situations don’t go your way? The answer is to have a vision or goal that will keep you moving forward and on track no matter what.

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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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Creating Your Ideal Week: The 6th Sales Productivity Tool

Anthony Cole Training

In our next edition of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you our 6th tool, which is "Creating Your Ideal Week".

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Critical Thinking Skills for Sales Success and Invalidating Objections

Connect2Sell

No one wants so hear an objection from a buyer. Sellers would prefer smooth sailing from open to close.

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12 Ways to Handle Sales Pressure

Zoominfo

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. Consider this: a recent survey ranked ‘ sales account manager ’ as one of the most stressful jobs in the US, with 73 percent of respondents rating the role as “highly stressful.” ( source ) In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively.

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3 Customer Service Secrets – True or False?

Mr. Inside Sales

When you have to call your cell phone company, do the following words describe your feelings? Dread Frustrated Anger Hope. If your company has customer service reps (Hint: Every person in your company is a customer service rep!), then it’s imperative for your success to make sure your customers don’t feel this same way. Let’s clear up some myths about what it takes to hire or train outstanding customer service reps.

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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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Sell Better. Coach Better. Hire Better.

Anthony Cole Training

In today's blog or "vlog", we bring you our newest Anthony Cole Training Group's brand video.

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Predictable Buying

Partners in Excellence

We spend lots of time and money trying to create predictable revenue, increasing the predictability of our sales approaches. We constantly engineer, refine, tune and re-engineer what we do and how we engage our customers to produce POs. We optimize our efforts, looking to be as efficient as possible, achieving what we do in the fastest time and lowest cost of selling possible.

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Five Characteristics that Build Successful Sales Leaders

Force Management

Sales managers play a critical role in driving your sales organization’s success. Leaders in today’s top companies understand that it takes an enabled, successful sales management team to really impact revenue.

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Win Back Your Lost Customers by Following These Tips

Nimble - Sales

Do not give up on the customer if you lose them. It is much easier for a business to retain a customer than find a new one. Rejection is difficult to deal with, how customer relationship management (CRM) is crucial for any thriving business. Be honest with yourself and your team when a customer is […]. The post Win Back Your Lost Customers by Following These Tips appeared first on Nimble Blog.

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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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Your Sales Mindset Needs An Overhaul – Here’s How To Start, with Bernadette McClelland, Episode #129

Vengreso

Subscribe to Selling With Social on the App of Your Choice! Bernadette’s book (affiliate link). Success and failure in sales are determined by many things, but most important on that long list is what I’d call your “sales mindset.” It’s how you think about yourself, your role as a sales professional, and the big reasons you’re in a sales career in the first place.

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3 Reasons Storytelling Is Vital for Great Sales Numbers

Highspot

Most companies have a well-established sales process, complete with templated emails, drip campaigns, call scripts, and follow-up procedures. That should make your job easier, right? But modern buyers don’t want to be sold to — they’re looking for trusted advisors to help them navigate specific challenges. One-for-all sales techniques don’t cut it anymore.

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Expecting Our People To Think For Themselves

Partners in Excellence

I’ve not been following my normal cadence of blog posts the past couple of weeks. Normally I publish 4-5 a week, in the past two weeks, I published about a third that number. Part of the reason is I’ve been consumed with doing my “day job,” which is helping clients drive higher levels of sales performance than they have ever experienced.

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7 Marketing Strategies for Targeting Millennials in 2020

Nimble - Sales

By population, they’re one of the largest generations in America — and a huge audience for brands. However, many companies have struggled with marketing to millennials. 2020 is a fresh start in a new decade — and for businesses, a chance to target millennials more effectively than ever. Millennials are no longer in college. Definitions […].

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Words Matter – More Than Ever!

Anne Miller

If you are a regular reader of my blog, you know that “Words Matter – Make What You Say Pay!” is my tag line and I mean that in the context of selling and presenting. My point always is that, when talking to buyers, bosses, colleagues, or in a public forum, the outcomes we realize are frequently, and, sometimes profoundly, determined by the meanings and associations in the words we choose to use.

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Aviso Selected For Third G2 Crowd Award This Year

Aviso

At Aviso, we pride ourselves on our customer service, experience, and satisfaction. This is why we are thrilled to announce that we have been selected for our third G2 Crowd award this year. Earlier this year, we were recognized as a “Top 50 Sales Tools 2019” and a “G2 Sales Analytics Leader for Winter 2019.” […]. The post Aviso Selected For Third G2 Crowd Award This Year appeared first on Aviso.

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How You Make It Easy For Your Client To Say No

Anthony Iannarino

I tried to convince my publisher to name my second book, The Art of Commitment-Gaining. They called it The Lost Art of Closing. Some people equate the word “closing” with a self-oriented, pushy, high-pressure form of selling that is now so rare as to be remarkable when you experience it. Even though the word “closing” still carries a negative connotation, success in sales is, in large part, built on gaining commitments.