Sat.Sep 29, 2018 - Fri.Oct 05, 2018

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Top 5 Ways To Gain More Repeat Business

MTD Sales Training

Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before? The great feelings flow through you, because you realise that all your hard work was worth it, and you feel rewarded by repeat business that you didn’t have to do too much to gain.

Loyalty 258
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How To Succeed In Upstream Marketing

Sales and Marketing Management

Author: Anand Srinivasan The traditional approach to marketing involves brand building, advertising, participating in trade shows, launching mailers, and so on. This approach is also known as “downstream marketing” since they look ‘downstream’ at the customers in the targeted segment and optimize the ways to communicate with them. An alternate to this has been emerging in recent times and is becoming increasingly popular among B2B organizations.

Marketing 214
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Q4: A CMO’s Best Friend

SBI Growth

The reality is CMO’s and their sales leader counterparts are felling extreme stress from the weighing pressure of the annual revenue or bookings targets. In many cases the relationship between marketing and sales is most tested during Q4. Sales leaders.

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Question-Based Selling Is Only As Good As the Questions Being Asked

Connect2Sell

What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that swiftly leads the buyer toward the close. Still others would say a good question is one that forces the buyer to agree with the seller, even if on a small point.

Buyer 193
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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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3 Tips To Ensure You’re Selling To The Decision Maker

MTD Sales Training

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an imposter! No, but maybe they are claiming to have more power than they really have in the decision-making process. Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use.

More Trending

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Sell Slower

Sales and Marketing Management

Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities. With a niche product like this, the pool of potential customers is small, so you have to make the most of every opportunity. Unfortunately, the closing percentages for this company were low.

Buyer 191
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How much pre-call prep time is just right?

Sales 2.0

“This porridge is too hot!” she exclaimed. So, she tasted the porridge from the second bowl. “This porridge is too cold,” she said. So, she tasted the last bowl of porridge. “Ahhh, this porridge is just right,” she said happily and she ate it all up. And so, it is with prospecting preparation time. Social calling vs. volume calling.

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Best Phone Sales Prospecting & Cold Calling Techniques Tips & Tools

Mr. Inside Sales

You’ve Got 5 Seconds to Make a Good Impression. By Mike Brooks, [link]. Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone.

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Are You Social or Selling? September Referral Selling Insights

No More Cold Calling

Stop cold calling on social media. You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? I don’t think so, because you’ve been reading my blog, so you know by now that social selling is all about being social. LinkedIn is the place to begin a conversation and begin a relationship. Clicking buttons and sending a standard invitation doesn’t cut it.

Referrals 159
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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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Managers Who Call the Shots On B2B Gift Card Use Love Their Flexibility and Ease of Administration

Sales and Marketing Management

Author: SMM Staff Suppliers of incentive gift cards tout their flexibility, the ease with which gift card programs can be administered, and their versatility in terms of use. Users of gift cards in business settings say they are right on all counts. That’s the takeaway from a new survey of incentive gift card users by Sales & Marketing Management magazine.

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How much pre-call prep time is just right?

Sales 2.0

“This porridge is too hot!” she exclaimed. So, she tasted the porridge from the second bowl. “This porridge is too cold,” she said. So, she tasted the last bowl of porridge. “Ahhh, this porridge is just right,” she said happily and she ate it all up. And so, it is with prospecting preparation time. Social calling vs. volume calling.

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3 Sales and Marketing Alignment Best Practices

Zoominfo

For the typical B2B organization, sales and marketing alignment is the ultimate goal. Yet, in most companies, the two departments operate independently—causing frustration and resentment on both sides. If you’re struggling with sales and marketing alignment, here are a few compelling reasons to get these teams on the same page: Companies with strong sales and marketing alignment achieve 20% annual growth rate.

Marketing 160
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New Trends in Technology Enabling the Inside Sales Function

SBI Growth

The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.

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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 to Blow $100,000 on a Lead Generation Campaign

Pointclear

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. He was willing to provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). 100,000 companies with up to three executive contacts in the right companies (no email addresses). 20,000 companies with multiple contacts and verified technical environment information in the right verticals (no email addresses

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Dreamforce 2018 Wrap-Up Report: Take-Aways from the #DF18 Expo Floor

SBI

What a week! When it comes to this year’s Dreamforce, It most certainly did not disappoint. As crazy as it always is, it remains one of the best events of the year to attend if you’re looking for inspiration, knowledge, and networking. We’ll be reporting on all the activities over the coming weeks. In the meantime, I wanted to share a Dreamforce wrap-up from the last day of the Expo floor.

Report 138
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15+ HR Podcasts for Recruiters and HR Professionals

Zoominfo

In recent months, we’ve featured the subject of podcasting throughout several blog posts—from podcasting best practices to lists of our top podcasts to listen to. To round out this series, we’re shifting away from sales and marketing and moving on to recruiters and HR professionals. We’ve established that podcasts are great tools for professional development and workplace inspiration—and they help pass the time on your long commutes.

Hiring 150
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The CMO’s Guide to International Marketing

SBI Growth

The Top 5 Things to Consider When Marketing Overseas.

Marketing 194
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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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35 Useful Outlook Keyboard Shortcuts To Save You 15 Minutes A Day

Hubspot Sales

Attention Outlook users: we have something for you: a compilation of the best Outlook tips for organizing your inbox. These shortcut keys will change the way you email. In fact, after taking just two minutes to learn them, we've began saving 15 minutes a day in email. To help others do the same, we organized these keyboard shortcuts based on the three types of email views: Inbox View, Conversation View, and Compose View.

Follow-up 132
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Salespeople, Why is Everyone Playing from the Same Playbook?

A Sales Guy

I think too many sales organizations, their salespeople AND their sales leaders are playing from the same playbook. Why? I don’t see enough innovation. I spend an incredible amount of time with salespeople and sales leaders, and the most common thing I see is how similar they all are. Most everyone hires based on the same hiring principles. Most everyone prospects using the same prospecting principles.

Hiring 117
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What is Data Normalization & Why Should You Care?

Zoominfo

Data normalization. It’s not exactly what gets marketers excited to get out of bed in the morning. But if lead generation, reporting, and measuring ROI are important to your marketing team, then data normalization matters. A lot. In this blog post, we’ll review why data normalization is so critical to marketing strategies and goals. But first, let’s define what data normalization is.

Data 113
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How to Know When to Make the Tough Call and Sunset a Product

SBI Growth

How to Know When to Make the Tough Call and Sunset a Product.

How To 181
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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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The 2018 Guide to Successful Brand Positioning in Your Market

Hubspot Sales

What sets you apart from the competition? Successful companies like Coca-Cola and Band-Aid have one important thing in common: a strong brand. In fact, their brand names have become generic terms for all similar products in their niche. If you cut yourself, do you ask for a bandage or a Band-Aid? A strong brand should be a priority for all businesses striving for success -- and the proof is in the numbers.

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8 Strategies for Consistently Hitting Your Sales Goals

Alice Heiman

Virtually every sales rep or sales leader is on a mission to hit or exceed their goals. BUT, why do so many fail? Because they’re missing the magic ingredients for success. . Having worked with over 200 sales organizations over the years, allow me to share what separates the sales winners from those who don’t make their goal. 8 Strategies for Consistently Hitting Your Sales Goals . 1.

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15+ HR Podcasts for Recruiters and HR Professionals

Zoominfo

In recent months, we’ve featured the subject of podcasting throughout several blog posts—from podcasting best practices to lists of our top podcasts to listen to. To round out this series, we’re shifting away from sales and marketing and moving on to recruiters and HR professionals. We’ve established that podcasts are great tools for professional development and workplace inspiration—and they help pass the time on your long commutes.

Hiring 100
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A New Way Of Empowering Your Content

Fill the Funnel

A New Way Of Empowering Your Content If you are involved in any online business activity you understand the importance of content. Content drives lead-generation, advertising, reputation, traffic, SEO and revenue. Staying ahead of the trends, preferences and effective practices to connect with your customers is an important part of successful online sales and marketing. […].

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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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7 skills you’ll need to become a sales manager

Close.io

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Making the leap from sales practitioner to sales manager doesn’t have as much to do with being a rockstar that boasts the highest close rate on your team—as it’s concerned with your ability to motivate, lead and elevate others to achieve more.

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The Simple Secret to Doubling Your Income in Sales

Women Sales Pros

What would it mean to you if you doubled your income—with the same number of customers? Think about how it would feel to give the same amount of effort and earn two, three, or many more times as much. Last month, I conducted a training with a large software company and discovered their top rep, Trina, earns more than five times as much as the lowest performer in her company—while talking to the exact same number of customers.

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The 26 Best Sales Podcasts for Reps and Leaders

Zoominfo

Not only are podcasts a great source of entertainment, but more professionals use podcasts for professional development, research, and inspiration. Today, we’re sharing our list of the best sales podcasts on the web from some of the biggest sales personalities. So if you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales.

Hiring 100