Sat.Sep 26, 2020 - Fri.Oct 02, 2020

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How to sell more with the trust, align, grow framework

Membrain

Early in my selling career, I realized that there was a fundamental problem with the way most sellers approach the work of growing business within established accounts. I talked a little about this last week in my piece about outside-in account growth.

How To 172
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How Sellers Can (and Should) Adapt to a Virtual World

Allego

This article appeared originally in Forbes. Virtual selling—working a deal remotely when you can’t be there in person—is the new normal for B2B salespeople. It may seem simple—just move your meetings online, right? But being a great virtual salesperson doesn’t mean simply conducting every meeting via video conference. Successful virtual selling depends on using technology to nurture prospects, share information, conduct demos, and host meetings.

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How To Use Personas For Better Marketing

Zoominfo

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. We like to make sure that we’re setting ourselves up for success. And who wouldn’t? The whole spray and pray method is one of the past. Today, we have things like automation, data, and buyer personas to fall back on. People want personalization — in fact, in a recent survey, 97% of professionals said it was important to them that vendor websites have relevant content that spoke directly to their comp

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Are You Telling the Truth About Asking for Referrals? [Q3 Referral Selling Roundup]

No More Cold Calling

Get the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. They simply hadn’t built their networks or their confidence. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell.

Referrals 373
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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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New: The 21 Sales Core Competencies for 2020 And Beyond

Understanding the Sales Force

Had an update lately? I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. Yawn. It seems half of them are to fix something that broke in the previous release. Apple updates the operating systems of their various devices on a fairly regular basis. The software for my Apple watch was updated twice in the past month.

Software 367

More Trending

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Taking the Lead: Why Q4 Is the Time for Small Businesses to Get Aggressive

Sales and Marketing Management

Author: Dan Freeman The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. Assertive businesses have taken the lead and have handled the crisis with resilience. This proactive mentality is essential going forward. The recovery from the crisis will be determined by forward-thinking leaders.

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Awesome Virtual Coaching Creates Master Virtual Sellers

Steven Rosen

Awesome Virtual Coaching Creates Master Virtual Sellers. COVID has impacted everyone. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Companies that have been quick to adapt have been able to mitigate the impact of COVID. Of course, different industries face different realities. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID.

Coaching 282
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3 Easy Ways to Better Listening

Mr. Inside Sales

When you open your mouth, you close your ears. We all know the importance of listening to our prospects and clients, so why are we doing so little of it? Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference. But speaking so much just turns people off—and besides, it’s easier to ask a prospect what they want and then to listen as they tell you….

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The Numbers Behind People’s Telephone Habits

The Pipeline

By Tibor Shanto. Most of the pushback against telephone prospecting is most a product of fear and ignorance. The fuel that drives many things these days. But when you step back, look at some of the real data about people’s use of the phone, a different picture emerges. Couple that with some skills, process, and discipline, and you could be on your way.

Video 241
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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What Happened to Brand Ambassadors?

Zoominfo

The other day, a close friend of mine was browsing the website of an activewear brand she likes when she noticed an application page. “Become a Rep,” it read. If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). Knowing she had less than a thousand Instagram followers (while this brand had 328k), she knew there was a slim chance she’d get accepted, but she applied anyway.

Hiring 246
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How a Business Services CEO Seizes Market Opportunities

SBI Growth

Over the last 6 months, there have only been an elite few known as “Accelerators” — those companies that have thrived in a recessionary environment. One such company is CAS, a division of the American Chemical Society. By expediting the growth.

Chemicals 228
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One Question to Close More Demos

Mr. Inside Sales

How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling…. Remember: You can’t close an unqualified lead. Yet that’s still what many sales reps and teams are trying to do.

Closing 189
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Lessons from a Few Great Leaders

Anthony Cole Training

Many Great Leaders precede us and the mentorship these leaders provide can help us move our businesses forward if we study and implement some of their learnings and accomplishments. A myriad of basic business tenets demonstrated in the leadership of many influential historical figures have the potential to help us plan our next expansion, create or grow with exploding demand or navigate unprecedented times of change.

Study 182
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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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Creative Virtual Strategies to Engage with Clients

Sales and Marketing Management

Author: Lauren Breslin The implications of COVID-19 have changed how businesses run forever. However, organizations are continuing to grow business despite the pandemic. In order to do that, salespeople need to be aware of how selling has changed and what they need to focus on when approaching clients. Here are three important factors to consider: .

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Podcast 166: Sarah Brazier On The SDR To AE Transition

John Barrows

Sarah Brazier joins us on the podcast this week to discuss how she’s coped with her transition from SDR to AE. Sarah’s crushed her targets as an SDR and made the leap that most SDRs want to make, but it’s very difficult to adapt to a totally different role. Here’s how she’s doing it… Follow the podcast: Subscribe on iTunes.

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3 Ways to Improve Interaction on Virtual Sales Calls

Julie Hanson

Are you having trouble getting customers to respond and interact when on a virtual call?! The problem is that virtual audiences tend to be more passive – engaging less and observing more. Here are three quick and easy tips that will really change the level and amount of responsiveness you get from customers when leading a sales call. Virtual Engagement Tip #1: Pause.

Intent 173
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The LinkedIn Algorithm

Partners in Excellence

I was talking to Amy. “Dave,” she said, “Your posts aren’t optimized. For the LinkedIn algorithm” “You could get 10 times more likes and comments. If you just write for the algorithm” I appreciated Amy’s idea, she’s a rockstar. But I wondered, Is that the point? Do I write for LinkedIn’s algorithm?

LinkedIn 165
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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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5 Tips for Running Successful Sales Acceleration Campaigns

Sales and Marketing Management

Author: Jasper Edwards Congratulations, you’ve started a sales acceleration program. This stage of growth is an important one for your team to nail, as it can dramatically enhance your ability to grow. It’s also one where, if done poorly, it can result in costly setbacks, and in some cases, even sink a company. . So today, we’re going to talk about the pitfalls of ramping up sales acceleration.

Campaigns 177
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How to Build Trust and Synergy When Managers Inherit an Existing Team – Part One

Keith Rosen

There are basically two ways to build a team. Inherit one or build one from scratch. While many managers have the “freedom” to chose whom they want to hire, there are more managers who inherit an existing team, which can quickly lead to mistrust, uncertainty, and fear if you don’t manage your transition with intentional precision. Don’t leave it up to your company to do so.

Coaching 137
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6 Sales Secrets (Your Competition Doesn’t Want You to Know)

Marc Wayshak

There are 6 sales secrets that have the power to transform your sales—and your competitors don’t want you to know anything about them. Watch my latest video to learn what they are. The post 6 Sales Secrets (Your Competition Doesn’t Want You to Know) appeared first on Sales Speaker Marc Wayshak.

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Are You Solving For Your Customers’ “Feeling”

Partners in Excellence

“Sales is all about people!” It’s been one of those throw away terms all of us have heard about selling since the very first day we started selling. In the old days, a lot of this was interpreted as “relationship sales,” and implemented as social interactions like taking them to lunch, the golf course, telling jokes, making sure you sent their kids birthday cards.

Customer 165
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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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How to Reduce Zoom Fatigue in the Sales Process

The Center for Sales Strategy

In a very short time, the sales process and a large portion of our life went entirely online. It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon. New activities create new buzz words, and the most recent is “Zoom Fatigue.”.

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How George McGehrin gets his clients to pay HIM to market to them

Predictable Revenue

Deep dive into the mistake that turned into a business model that gets George McGehrin's clients to pay him to market to them, and building a model that is recession-proof. The post How George McGehrin gets his clients to pay HIM to market to them appeared first on Predictable Revenue.

Marketing 133
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SalesTech Video Review: Qstream Micro-Learning Platform

SBI

SalesTech Video Review: Qstream. Qstream is a micro-learning platform for a remote sales environment that’s scientifically proven to improve sales performance. The platform lets you deliver knowledge through a personalized mobile app then reinforces the information automatically over time based on each rep’s knowledge gaps. It can be deployed quickly – meaning you can impact near-term results.

Video 130
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The coaching conversation managers must have to ensure salespeople achieve their goals

Membrain

Sales quotas are set, but is there alignment, buy-in, commitment and a bulletproof strategy to achieve them? Are you certain your sales team has the skills, messaging, fearless attitude, self-accountability, time management strategy, and structure to thrive? An are they excited about what they can achieve this year?

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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The Emerging Trend of Visionary Leadership

The Center for Sales Strategy

More than ever, we hear a call for companies to step forward and make a real difference. When it comes to business, it’s no longer enough to be the best in the world. From both the employee and the customer perspective, the real winners are the ones who also do the best for the world. That means your company needs a visionary leader.

Trends 126
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Capital One Sales Coaching Interview on Sales Leadership and Bad Management Experiences

Keith Rosen

Keith Rosen · Capital One Sales Leadership Interview on Sales Leadership and Bad Management Experiences. Join me and the talented leaders at Capital One, as we cover topics in this highly engaging and unique interview! Yes, one of the stories I share in this interview is true. When one of my salespeople threw me through my office wall! I can’t make this stuff up!

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Tension: The Secret to Engaging Prospects and Driving Action

Sales Hacker

Nobody likes tension, right? If you’re a sales pro, you should. Tension is the seed of thought planted in your prospect’s brain that grows into the idea that their life would be better with your solution. Being able to create that tension is what separates the very best salespeople from the ordinary. So, let’s dig into how you can create tension and use it to build trust , engage your prospects, and drive action.