Sat.Aug 22, 2020 - Fri.Aug 28, 2020

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Never let a good crisis go to waste

Membrain

As Winston Churchill was working to establish the United Nations after World War Two, he observed that leaders should “never let a good crisis go to waste”.

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Get Better at Selling, or You Will Get Worse

Anthony Iannarino

I spent part of Friday in the studio recording a long video about my Sales Accelerator program. Even though we have a page with much information, we need to do a better job explaining how the program works and how it helps salespeople and sales managers improve their results. At the same time, I am writing my fourth book. I have cataloged many of the factors that have made selling—and leading sales—more challenging than ever, offering strategies and tactics to address these factors effectively.

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23 Free Photo Sites

The Sales Heretic

Do you need photos for sales presentations, training materials, or blog posts? But your budget is a little tight? Hey, we’ve all been there. Fortunately, there are a lot of great online resources stocked with millions of photos you can download and use free of charge. Here are 23 of the best. 1. [.].

Resources 295
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FDR and Sir Isaac Newton on Why Salespeople Fail

Understanding the Sales Force

There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. Why? The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Why was every other guest in the hotel parking lot with us? Well, what if the hotel was on fire? What if our lives were truly in danger?

Hotels 340
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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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Definitely The Best Day To Make Calls

The Pipeline

By Tibor Shanto. I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. Making proclamations, spinning data, presenting speculation as fact , only to be undercut by facts. But why let the issue be clouded by facts when there is a waiting public ready to consume. A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls?

Call-back 290

More Trending

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SBI Advisory Board Learnings From Market-Leading CEOs

SBI Growth

As part of our advisory program, SBI recently held a virtual meeting comprised of an intimate group of market-leading B2B CEOs (public and private with market caps from $1B to 10B) to discuss current market challenges and opportunities for achieving.

Leads 237
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The Best Solutions for Hiring Great Salespeople for Your Company

Understanding the Sales Force

Would you fly on a huge jet from Minneapolis, Minnesota to St. Paul, Minnesota, usually a 15-minute drive? Would you take a train between intersections of the same city block, usually a 2-minute walk? Would you take a bus to the bottom of your driveway - usually a 1-minute walk or less? Would you walk from Boston to Miami - a 3-hour plus plane flight?

Hiring 275
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Sales Scrum Podcast Episode #18 – Guest Darryl Praill

The Pipeline

Sales Scrum Podcast Episode #18 – Guest Darryl Praill. This week we have a We The North edition of The Scrum, we welcome Darryl Praill, Chief Marketing Officer at VanillaSoft. Darryl will guide us through a tour of the “fundamental pillars” of running Inside Sales and Engagement practices! To what extent do CRMs and Marketing Automation tools help in achieving the results?

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6 Lessons for Sales Organizations I Learned on Summer Vacation: Part 1

Anthony Cole Training

Everyday, there are things that can be learned that can impact our personal and professional lives.

Sales 317
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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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How Sales Leaders Should Be Thinking About Innovation in 2020

SBI Growth

Running a sales transformation is difficult. In our experience at SBI, we have found that the organization’s culture, increased collaboration, and focus on value creation are key levers to successfully grow revenue. Additionally, we also see innovation as being a.

Revenue 235
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5 Ways to Get a Jump on Fall Production

Mr. Inside Sales

Let’s face it, 2020 has been a tough year. First the pandemic; then being sent home to work; then finding it hard to contact people—who are also working from home…. Now that fall is almost upon us, things are still up in the air: are our kids going back to school? Are we going back into the office? Are prospects going to answer their phones? In a sea of uncertainty, one thing is sure: we still have quotas to reach, bills to pay, and life will go on.

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How Long Do I have To Prospect?

The Pipeline

By Tibor Shanto. In yesterday’s pos t, I looked at the validity of thinking that there is the best time or best day to prospect. I also suggested two steps you can take to begin optimizing your prospecting time while reducing the total time required. I mentioned I would share a video looking at what you can do with the data to initiate an improvement and development plan.

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Marketing Productivity: Where Are You Wasting Time?

Zoominfo

Everyone wants to be efficient and productive. We write it on our resumes. We try to demonstrate it in our day-to-day routines. Time management is important to us. But what does it mean to actually be productive when it comes to marketing? We’ll Answer that question in today’s blog post. Obstacles to Marketing Productivity. Even the most disciplined employees face productivity roadblocks.

Marketing 221
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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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How to Optimize ROI From Revenue Marketing in 5 Steps

SBI Growth

Let’s face it – Don Draper and the Mad Men era didn’t do marketing many favors. Don Draper was a terrible boss and would have made a horrendous CMO. Even if you could get past his heavy drinking, the long.

ROI 198
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Accelerating Software Sales in a No-Touch World with Virtual PoCs and Demos

Sales and Marketing Management

Author: Annie Reiss, Chief Marketing Officer, CloudShare While businesses determine how to safely return to something resembling a pre-COVID world, software sales teams are still racing to meet their quotas and keep business moving. Today, the stakes are higher than ever for them to make a good impression. . According to Gerry Brown, customer experience (CX) research director at IDC, 80% of buyers will disengage from a vendor if they grow dissatisfied with the sales and marketing team, even if t

Software 177
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The REAL Voicemail + Program

The Pipeline

By Tibor Shanto. It is interesting how people react in different ways to the same things when the context changes even slightly. Take video, even on the same device, people will look at video differently based on the situation. Some will flip on their video for a TikTok or a LinkedIn rant, but fail to leverage it in business. Given that it is 2020, I am bewildered when someone shows up to coaching sessions with their camera off.

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How to Conduct Effective Sales Cold Calls with ZoomInfo Insights

Zoominfo

Always. Be. Closing. For a long time, it was the motto of any worthwhile salesperson. But things change. In our modern, digitally-driven world, the script has been flipped a bit. At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. Be. Relevant. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls.

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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 Best Online Sales Training Ever

A Sales Guy

It’s here, We just dropped Gap Selling Online Sales Training and it’s going to blow your mind. It’s 5 – 8 hours of engaging, customized, choose your own journey experience. We are extremely excited about this training. It’s like nothing you’ve ever experienced. Each participants journey is there own as the training adjusts and offers different experiences based on each salespersons own experiences and engagement.

Training 168
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The Art of Collaboration: Turn Strategic Losses into Opportunities to Win

Sales and Marketing Management

Author: Andres Lares, Shapiro Negotiations Institute Running an organization – or surviving within one – is anything but business as usual in the time of COVID-19. Lofty goals, aggressive growth strategies and strong momentum all hit a major obstacle as businesses shut down or adopt new realities for how to work. If you and your organization have suffered losses, you are not alone.

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How to choose your CRM for B2B Sales Effectiveness

Membrain

Choosing a CRM is a major decision that will impact every aspect of your sales performance. Choose the right CRM, and your team will be enabled to perform more efficiently and more effectively. Choose the wrong CRM, and not only will you sink a lot of investment into an inappropriate tool, you may actually make it harder for your team to do their jobs.

CRM 169
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An SDR’s Field Guide to Sales Territory Mapping

Zoominfo

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Without knowing how the board is laid out, you won’t know which directions the pieces should go. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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10 Questions that Build Trust and Make People Coachable, Accountable and Engaged

Keith Rosen

Ever wonder why people are resistant to coaching? Do you feel like people are telling you what they think you want to hear? The fact is, your people are scared of you; and coaching. If you want a team of coachable sales champions, here are ten critical questions every manager needs to ask to ensure people understand your positive intentions and the benefits of coaching, or run the risk of having your people hide from you. .

Account 156
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Podcast 161: Colin Nanka On Resilience In Sales

John Barrows

This week, Colin Nanka from Salesforce joins us on the podcast. Colin has lived an amazing life and had some incredible experiences that have taught him the power of mental resilience. He’s taken lessons from these experiences and has applied them to his sales career. Here’s how you can too… Follow the podcast: Subscribe on iTunes.

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3 Levels of Earned Income

Grant Cardone

3 Levels of Earned Income. At some point in your career you’ll want a raise…. You’ve been with the company long enough, you’ve taken on extra projects, and you’ve proven your worth… Now, when it comes to asking your boss for a raise I want to show you what you need to do… DON’T ASK YOUR BOSS FOR A RAISE, ask for a bonus. Think about it… .

Hiring 131
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Marketing Productivity: Where Are You Wasting Time?

Zoominfo

Everyone wants to be efficient and productive. We write it on our resumes. We try to demonstrate it in our day-to-day routines. Time management is important to us. But what does it mean to actually be productive when it comes to marketing? We’ll answer that question in today’s blog post. Obstacles to Marketing Productivity Even the most disciplined employees face productivity roadblocks.

Marketing 130
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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Diversity Is Critical, And Not Just For The Reasons We Think!

Partners in Excellence

This is one of those posts that starts with an apology or a disclaimer. I hesitated writing it, because what I am writing can be so easily misinterpreted, or I may be very naive/poorly informed. (I’m less worried about the latter, I know I need to learn). Diversity is important–it’s critical for our organizations. We need to have diverse organizations across all dimensions: Gender, Race, Orientation, Religion, Nationality, Age and so forth.

ACT 131
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How to Leverage a Customer Data Platform to Enhance Account Based Selling

Hubspot Sales

The commercial world is full of uncertainty. In the wake of the COVID-19 pandemic , many businesses – large and small – are looking to the future with trepidation. More than ever, companies must be as productive and efficient as possible. In B2B sales, that means boosting conversion rates and landing more lucrative clients. Any new means of doing so or tools to assist the process are like gold dust for brands across all niches.

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The 2 personalized touches that generate 80% of Chili Piper’s opportunities

Predictable Revenue

Learn how, in the middle of Covid-19, Michael’s team had their best month ever, Michael’s philosophy on cadences, writing the first email, how to find the right messaging for your company, and much more! The post The 2 personalized touches that generate 80% of Chili Piper’s opportunities appeared first on Predictable Revenue.