Sat.Oct 28, 2017 - Fri.Nov 03, 2017

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Get Your Pumpkin Spiced Leads

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Yes, boys and girls, tomorrow being Halloween, it is the last day to get your Pumpkin Spiced Leads, come November 1, Starbuck rolls out their Christmas and Chanukah cups, and it’s all downhill from there. Now I know you’re thinking that Shanto has gone mad, but I plead innocent. In fact, I am just trying to fit in, using the Queens English in the most bizarre way to make a point, a point heavy on drama and embellishment, while short on meaning o

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Six Ways NOT to Close a Presentation

The Sales Heretic

A while back I discussed six awful approaches to opening a presentation that you should avoid at all costs. However, the end of a presentation is just as important as the beginning. The last thing you say is the first thing your audience will remember. (That is, if they remember anything at all.) The way [.].

Closing 226
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9 Tips to Improve Your Business’s Meetings and Presentations

Sales and Marketing Management

Author: Mary Walton Creating and hosting business meetings and presentations is one of those overlooked business skills that many people don’t really think about but, if the right amount of attention is implemented, these presentations can become so much more efficient and can really benefit your business in ways you never thought was possible. In this post, we’ll explore nine ways to enhance your business meetings and presentations, ensuring you actually benefit your meetings and presentations

Meeting 213
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Tips On Cold Calling – The Cold Calling Tips Cheat Sheet

MTD Sales Training

Want some tips on cold calling? Here’s the cold calling cheat sheet! I must receive about 20+ emails each month that ask me for specific help and guidance on cold calling so here are some top tips: Sound Like A Human Being. Try not to sound like a robotic cold caller. That’s what 95% of the cold callers sound like. You need to sound as though you are just calling up a colleague for a chat rather than a “have I got a deal for you” salesperson!

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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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Confusing Journey With Destination

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. I spent the weekend with some friends who were planning an overseas vacation next spring. This is something they have wanted to do for some time, they have been saving up money, vacation days, and sacrificed in other ways, in order to make the trip everything they wanted. You can sense the energy of anticipation that is going into every element of the planning, and ensuring that the trip lives up to everything they imagined and more.

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10 Ways To Boost Your Sales Incentive Strategy

Sales and Marketing Management

Author: George Kriza, CEO, MTCPerformance Your organization wants to drive sales with an incentive program. That’s a great start, because great salespeople are money motivated and also crave recognition for their outstanding efforts. What do you need to do to ensure your program gets their attention and delivers the results you desire? Here are 10 of the most important elements in designing and deploying your next incentive campaign. 1.

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Why Your Account Based Sales Reps Shouldn’t Close Business This Year

No More Cold Calling

You should be focused on lead generation for 2018. Closing the sales year with a bang is nice, but signing new clients shouldn’t be the focus for account based selling teams in Q4. Sure, some companies have unused budgets you need to grab, but that is an unlikely scenario. Account based sales reps quarterback complex deals that rely on an exquisitely crafted, fine-tuned prospecting strategy—not a last-minute free-for-all.

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Successful Sales Managers NEVER Use These Phrases

MTD Sales Training

When we interview sales managers and ask how they motivate their sales teams, we often here similar stories of how they build up morale and get their teams thinking about growing and advancing in their sales prowess. But we sometimes ask them what they would NEVER say and what would be the implications if they did. It gets them thinking, and a quick poll has come up with some of the things that they would definitely shy away from.

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Is Being Passionate About Sales a Valuable Trait?

The Sales Hunter

During the last couple of weeks, I’ve had some spirited discussions — both pro and con — about the role passion plays in the sales profession. I’ve had people say in today’s business climate, there is no room for passion, and I’ve had others say because of the business climate, you have to be passionate. […].

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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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The quest for more purposeful meetings

Sales and Marketing Management

Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings. This fall, she released a white paper co-written with Amanda Cecil of Indiana University entitled, “Purposeful Meetings: How to Plan With Deeper Meaning, Innovation and Insight In Mind.

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Don’t Let Your Sales Team Get Spooked: October Referral Selling Insights

No More Cold Calling

Here’s what you might have missed this month from No More Cold Calling. The goblins and ghosts that come out at Halloween aren’t all that scary, especially when they’re yelling “trick or treat,” “trick or treat” as they canvas their neighborhoods. Sadly, kids have forgotten the “trick” part of Halloween. They hold out their pumpkins and wait for you to load them up with candy.

Referrals 159
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All Successful Sales Directors Share This One Trait

MTD Sales Training

If there was one quality or trait that you would think all great sales director share, what would you think it to be? I’m sure you’re thinking of many, and it would be difficult to disagree with any ones that you come up with. But if I had to choose one that would be top of the list, it would have to be the ability to manage change and risk. If there was something that could drive a company forward and help them to achieve more in the future, you would hard pressed to find a successful director

Up-Sell 163
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Sales Enablement Gets Defined

Score More Sales

It felt like history being made as more than 250 people from sales enablement practitioners, sales leaders, vendors, and industry experts gathered at University of Texas at Dallas (and a nearby hotel) to help define an industry.

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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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Products vs. Services: The Real Marketing Difference

Sales and Marketing Management

Author: James Hooker, CEO, Televerde Within the discipline of marketing, various tactics and strategies come into play for prospecting, branding, content development, social marketing, video, events and other channels. But how do these strategies and tactics vary when marketing a product vs. marketing a service? At the top end of the funnel, they look similar enough.

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1 Shocking Statistic that Impacts Sales

Jill Konrath

People are always shocked when I share this one statistic that I highlight in More Sales, Less Time. And they should be.

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Sales Leadership Requires Personal Leadership

The Sales Hunter

If we want our customers and others to see us as a sales leader, we have to ask ourselves if we’re living up to personal leadership. Each week we hear of another leader — whether it be in business, sports, politics or society in general — being taken down due to their personal behavior. It’s […].

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How to Attract New Leads with an Effective Marketing Message

Anthony Cole Training

In today’s world of marketing and sales, a significant key to unlimited leads is a company’s ability to get potential buyers to find them. There is an entire industry dedicated to inbound marketing and one of the leaders in the industry is HubSpot.

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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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The Gray Between the Green

Sales and Marketing Management

Author: Paul Nolan A paycheck is what many think of most when they start a job and when they leave it. In between, there is a lot of gray area. Salaries matter — sometimes too much. People stay in jobs they should have long since left because of a paycheck (and their bonuses as well). That doesn’t mean they’re motivated or even close to performing at peak levels.

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Why would a company ever outsource anything?

Pointclear

“… because teams of talented operators have already demonstrated excellence in a specialized task or function, and it’s easier or cheaper to tap those teams than to create new teams of your own.”. These are the words of author and professor Sydney Finkelstein, whose article in yesterday’s Wall Street Journal maintains that companies should hire teams, not individuals.

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Sales Motivation Video: Using Sunday Night to Get Monday Started Right!

The Sales Hunter

How is your motivation rolling on Monday morning? Sunday night may be key to kicking your sales motivation into high gear by Monday morning. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright […].

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MTD shortlisted for External Learning Solution of the Year 2018

MTD Sales Training

I’m very pleased to announce that MTD have been shortlisted as a finalist for another award! The Learning Awards External Learning Solution of the Year 2018. MTD have already had an extremely successful year after winning CIPD Best HR/L&D Supplier 2017 in September and being shortlisted as a finalist in the 2017 Personnel Today Awards for Best HR Supplier Partnership (awards night is 21 st November 2017).

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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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Practice what matters most

Sales and Marketing Management

Author: TIM HOULIHAN When it comes to practice, my mind reverberates with a few key quotes. Vince Lombardi, possibly the greatest coach in football history said, “Only perfect practice makes perfect.” But how can I practice perfectly in an imperfect world? His words, as profound as they are, have draped like an albatross around my neck for years. Perfection is difficult to see.

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23 Motivational Songs to Get You Pumped in 2017

Hubspot Sales

Prospecting for sales leads. not the most fun thing in the world. There’s no question that it’s incredibly important, but researching dozens of companies every day in the hopes of finding a few good fits isn’t the most titillating task. So we’re here to help. We’ve compiled the ultimate pump-up playlist to keep you sharp and focused while you pan for gold.

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Let’s Meet up at Dreamforce #DF17 if You Want the Best SalesTech Advice

SBI

This is my favorite event of the year. First of all, Salesforce puts on a heck of a show – am I right?! And so do many of the attending partners. I won’t go into all the stats about Dreamforce. Suffice it to say, it’s huge by any measure. For instance, if you secured one of over 100K hotel rooms that will be booked for the event, consider yourself lucky!

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A Women in Sales Month Success Story: “Sales is the Great Equalizer”

DiscoverOrg Sales

Sales is the great equalize r: It’s a meritocracy. A meritocracy states that power should be vested in individuals almost exclusively based on ability and talent. Advancement in such a system is based on performance and/or demonstrated achievement in the field. October is Women in Sales month. For me, that means celebrating how sales really is the great equalizer.

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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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9 Tips to Improve Your Business’s Meetings and Presentations

Sales and Marketing Management

Author: Mary Walton Creating and hosting business meetings and presentations is one of those overlooked business skills that many people don’t really think about but, if the right amount of attention is implemented, these presentations can become so much more efficient and can really benefit your business in ways you never thought was possible. In this post, we’ll explore nine ways to enhance your business meetings and presentations, ensuring you actually benefit your meetings and presentations

Meeting 120
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8 Popular Sales Methodologies Summarized

Hubspot Sales

Best sales methodologies. SPIN Selling. N.E.A.T. Selling. Conceptual Selling. SNAP Selling. The Challenger Sale. The Sandler System. CustomerCentric Selling. MEDDIC. Salespeople are very aware of their quotas and the need to reach them. However, they're not always clear on the steps they should take. That's where sales methodologies come in. Top Sales Methodologies to Consider.

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Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

SBI

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Russ Chadinha , Senior Director Product Marketing of Model N Revenue Cloud. Nancy: Why does the industry need your solution? Russ: Enterprises today are focused on profitable growth. It is the primary objective for CEO’s and for Sales and Marketing executives.

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