Sat.Jan 07, 2023 - Fri.Jan 13, 2023

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How to Sell in a Hybrid Environment

Sales and Marketing Management

As sales teams continue to revisit tried and true sales processes and tactics, here are a few pointers to consider when thinking about sales in a hybrid environment. The post How to Sell in a Hybrid Environment appeared first on Sales & Marketing Management.

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When Should You Add Automation to Your Sales Process?

Membrain

Sales automation is often touted as a route to greater sales efficiency. Companies like Salesforce and hundreds of smaller point solutions promise to save your salespeople time, if you only spend more money and increase the complexity of your sales stack with their automation tools.

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How to Host Sales Kickoffs That Engage and Energize Sales Reps

RAIN Group

Remember back in pre-pandemic days when sales teams conducted lavish SKOs in person, perhaps with an option to dial in? Things are a bit different today. Some organizations are returning to in-person sales kickoffs, some are holding exclusively virtual events, and others turning to some form of hybrid event. Either way, the same challenge remains: How can you deliver an engaging SKO that spurs reps on into the new fiscal year?

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4 Proven Ways to Get Better in 2023

Mr. Inside Sales

Want to make 2023 your best year ever? I guarantee that if you just take time to follow the four steps below, you’ll make more money this year than you ever have. Guaranteed. Step One: Take time to carefully script out word-for-word rebuttals to the common objections you get repeatedly. You know you should do this, but have you? If not, do it this week!

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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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Achieve Growth Transformation with a Revenue Growth Office

SBI Growth

Companies committed to unforgettable growth have a higher probability of success with a centralized office to manage workstreams and track essential KPIs relative to transformation initiatives. In SBI's hundreds of engagements, we have found that executives don't have the time to focus solely on the growth plan. That doesn't mean they are not actively working toward plan; on the contrary.

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How to Build Trust Virtually

The Center for Sales Strategy

Trust is fundamental in any highly engaged, high-performing team. Without trust and integrity, people question why they want to work for a company or manager who doesn’t have convictions. When asked, highly engaged employees describe their companies and leaders as “authentic” or “genuine.”. Building trust takes time. Whether in person or virtually, it can take months or years to build a solid base of trust, but it takes just minutes to lose it.

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Understanding Life-Cycle Cost Analysis (LCCA)

Selling Energy

As we discussed in yesterday’s blog , too many of your prospects are fascinated with Simple Payback Period, and it makes NO sense to focus on that metric in situations where you’re comparing mutually exclusive solutions (i.e., situations where your prospect has two or more solutions to pick from, but at the end of the day can pick only one).

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Peer learning: Why it’s so important for remote sales teams and how enablement leaders can foster it

BrainShark

By Beverlie Heyman, Bigtincan/Brainshark Director of Sales Enablement and WiSE Chapter Lead/Enablement Strategist/Coach. Who do you trust more — your boss or your colleague? Your mom or your sister? Your friend who’s the top student in the class or the teacher? People tend to be more receptive to advice from their peers than from authority figures or those outside of their direct circles.

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How to Sell Your Products Through Sales Channels

Janek Performance Group

All sales organizations want to sell more products. This will be as true in the future as it was in the past. Of course, one way is to hire more sales reps. But with the time and cost of recruiting, onboarding, and training new reps, this can be prohibitive. Another way is through channel sales or third-party partners. While direct selling has its advantages, it’s not always enough for today’s changing markets.

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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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10 Ways to Use Buyer Intent Data for B2B Sales Teams

Sales and Marketing Management

By understanding their customer's journey and their needs, sales teams can better target their customers and optimize the sales process. The post 10 Ways to Use Buyer Intent Data for B2B Sales Teams appeared first on Sales & Marketing Management.

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5 Keys and 3 Suggestions for Your Company's Unique Sales Approach

Anthony Cole Training

Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS). It stands for unique sales approach.

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Top Recommended Personality Assessments for Sales

Understanding the Sales Force

My Chrome home page often displays articles that Google thinks I might be interested in. Red Sox, Patriots, politics, software applications, gadgets, and for the first time, sales assessments! I thought, "Is this for real?". The first article was the 7 Best Personality Assessments for Your Sales Team. Regular readers already know that personality assessments are not predictive of sales success because they measure personality traits, not sales core competencies.

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GTM in the UK: What To Know About B2B Data Privacy Compliance

Zoominfo

Countries around the globe are implementing stricter regulations and larger fines in order to protect the rights of the individuals whose data is being collected. As a data privacy specialist in the UK, I often hear this question from customers and prospects: “How do we remain compliant as we expand into new regions?” It can be difficult to sift through privacy regulations and know which aspects are most relevant to your business.

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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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Employees Crave Development

Sales and Marketing Management

By providing ongoing training opportunities to your employees, you’ll positively impact their morale and productivity, which benefits everyone. Here’s how to create a meaningful training program that achieves actual results. The post Employees Crave Development appeared first on Sales & Marketing Management.

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Hiring Salespeople With Talent

Membrain

In my last article , I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of Sales Transformation - I want to explore more of the implications.

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Top 10 Allego Milestones

Allego

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. In the process, they redefined sales enablement and disrupted an entire market. The founding team realized that traditional sales training was broken. It relied on one-size-fits-all material in marathon sessions that were soon obsolete and forgotten.

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Our Top 5 Decision-Making Strategies for Couples

Grant Cardone

Many people look up to me and Grant as a power couple. This is a huge responsibility and a lot of work — trying to align our strong personalities with millions of eyes on us as well… Needless to say, coming to an agreement can be tough sometimes… Nonetheless, we always do. And, as a […] The post Our Top 5 Decision-Making Strategies for Couples appeared first on GCTV.

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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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Happy Employees, Happy Customers

Sales and Marketing Management

Good customer experience starts with good employee experience. When employees aren’t happy at work, their interactions with customers suffer as a result, which can have detrimental repercussions for a business and its reputation. The post Happy Employees, Happy Customers appeared first on Sales & Marketing Management.

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How to Drive Attendees to Your Next Event (Literally!), According to Uber for Business' Marketing Director

Hubspot Sales

When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale. Now, imagine a world in which you can offer all interested participants a ride to your latest store opening or conference, and only pay for the ride if they actually attend.

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Google Analytics Consulting Services - Social Sellinator

SocialSellinator

Table of Contents. 1. Measuring the metrics that affect your bottom line. 2. How much should I expect to pay for Google Analytics consulting? 3. What else is included in a Google Analytics consulting package? 4. Google Analytics Consulting Plans 5. Google Analytics Consulting Services 6. Google Analytics Consulting Services From Social Sellinator 7.

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The Key to Getting Sellers to Use Marketing Content

Allego

It’s a tale as old as time. Marketing creates content. Sales ignores the content. Sales reps create their own content, which is slightly incorrect or off message. Sales is annoyed, while marketing is frustrated—maybe even a little sad. Leaders from both sides say this must stop. “Everyone get on the same page on this,” they say. The two sides try collaborating, but the problem persists.

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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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5 Recruiting Challenges and How to Overcome Them

The Center for Sales Strategy

In the past year, recruitment has been an issue that has been part of every client call I have. It seems the biggest challenge is where to find the best people and how to attract them to leave their current position and join your team. Here are some recruiting challenges I consistently face and some tips to overcome them.

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Entrepreneurship vs. Employment — the Complete List of Pros and Cons

Hubspot Sales

So you have a brand-new business idea and you’re considering venturing out on your own. Before you take the leap, it’s time to take a careful look at entrepreneurship versus employment. Then, you can decide which path works best for you. This guide is designed to share the pros and cons of both lifestyles. From there, you can make the critical decision between entrepreneurship and standard employment.

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How to Find the Best Social Media Marketing Agency Near Me?

SocialSellinator

Introduction. Are you looking for a social media marketing agency to help your business grow and succeed in the digital world? Finding the right agency can be a daunting task, especially with so many options available. It's essential to do your research and find an agency that aligns with your business goals and can deliver results.

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What Value Are You Creating?

Partners in Excellence

Sometimes, I think we think about value too restrictively. . Historically, we tended to focus value as something we did exclusively “for” customers. As sellers we know that value creation and realization are critical in engaging our customers. In recent years, we’ve started looking at value creation more broadly. We’ve started looking at it as a collaborative process, working with our customers.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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How to Master the Product PRESENTATION to Boost Sales

Grant Cardone

Tell me if this has ever happened to you… Your client asks you about a specific product. Then once you do your product presentation and get to the negotiation stage, there are suddenly all these problems the customer never voiced. So, you cannot close — after they seemed ready to roll! Sound familiar? This is […] The post How to Master the Product PRESENTATION to Boost Sales appeared first on GCTV.

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10 Unique Follow-Ups to “How Are You?”

Hubspot Sales

How many times have you had this exchange with prospects? You say, “Hey there, how are you?” They respond, “I’m good, thanks. And you?" You say, “I’m good too, thanks for asking.”. Zzzzzzz. There’s nothing wrong with kicking off a conversation by asking how someone is doing, but it definitely won’t lead to any memorable dialogue. When you’ve only got a couple minutes to build rapport with someone, you don’t want to waste time on conversational fluff.

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Know Your Employment Value Proposition to Attract Top Candidates

The Center for Sales Strategy

When you’re doing it right, recruiting the best candidates for your open salesperson positions can take weeks or even months. That’s not even factoring in the costs of not having someone close new business while the position is vacant, the money lost during onboarding, and the risk of losing the new hire if they or your team determine they’re not the best fit for the job.