Sat.Jul 14, 2018 - Fri.Jul 20, 2018

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Qualifying? 3 Bad Questions to ask customers when selling a product

Connect2Sell

Your time is valuable. Every precious minute you spend with a prospect who will never be a viable buyer is a minute you’ve wasted. You need to qualify prospects to be sure they’re serious and capable, not just price shopping or browsing. The problem is that empowered prospects are impatient with your qualifying questions.

Customer 136
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AI Is A Sales Manager's Best Friend

BrainShark

AI is helping organizations establish a much higher level of sales readiness, which means reps are closing more and bigger deals.

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Want to Get Referrals? (Don’t Do This)

No More Cold Calling

Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Dead silence. And therein lies the problem. A big problem. It’s the misguided belief that “telling” translates to “doing.”. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something.

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22 Eye-Opening Statistics About Sales Email Subject Lines That Affect Open Rates [Updated for 2018]

Hubspot Sales

Email is crucial to salespeople's success. You invest time in perfecting your email copy, hyperlinking the right words, and placing the right call-to-action. And if no one opens your emails, it could mean your job. That's where subject lines enter the picture. Whether you're trying to connect with an executive, sell a prospect, or simply get a friend's attention, these subject lines influence whether or not those emails get opened -- so you don't want to send a terrible one.

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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 Webinar Metrics to Measure Success

Zoominfo

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. Yet, many tried-and-true marketing strategies continue to generate results. Among such strategies, webinars come out on top. Webinars are live or prerecorded online events, used to teach attendees about a specific topic or service.

More Trending

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Latest Data - Strong Salespeople Score 375% Better Than Weak Salespeople

Understanding the Sales Force

Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.

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Cold calling math

Sales 2.0

Today’s post is going to include a few numbers. I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans. I collect data on cold calling whenever I see it, as I am fascinated by trying to figure out if there are better ways to prospect. I’ve got three sets of data for you here.

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8 B2B Sales Appointment Setting Tricks

Zoominfo

There’s no doubt about it—appointment setting is an important aspect of B2B sales and business growth. Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. Yet, scheduling B2B sales appointments is no easy task. Let’s review why: Complex Buying Committees: Selling to businesses is much more complex than selling to individuals.

B2B 180
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Can AI Deliver the 'Glengarry' Leads?

Sales and Marketing Management

Author: Erroin Martin, Vice President of Sales at Conversica “These are the new leads. These are the Glengarry leads. And to you they're gold, and you don't get them. Why? Because to give them to you is just throwing them away. They're for closers.” – Blake (Alec Baldwin’s character in Glengarry Glen Ross). It’s time for a major upgrade to the way salespeople are depicted in movies.

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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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Making Your CX a Competitive Differentiator 

SBI Growth

Our guest on today’s episode of hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); Mike McCalley, Vice President of Strategy & Marketing for CECO Environmental Corporation, a globally diversified and energy technology company. Mike has been a Customer Experience (CX) pioneer. He embraced.

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3 Things To Spice Up Summer Sales

The Pipeline

By Tibor Shanto. On the run this week, so I thought I would share a quick but important thing you should incorporate into your prospecting, followed by a couple of things you need to know about and act on. It’s Later Than They Think. So we have turned the corner to the home stretch, 2 quarters down, 2 to go, and you’re stuck behind “Well it’s summer vacation time you know!

Maximizer 149
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After the show is over, how do I follow-up?

Jeffrey Gitomer

After the show is over, how do I follow–up? Fast. There are companies who fax quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That's real fast.

Follow-up 142
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6 Reasons Why Duplicates in Your CRM/Marketing Automation Platform May Cost You a Fortune

Sales and Marketing Management

Author: Warren Fowler The logic behind an online business is relatively simple – you are trying to acquire as many leads as possible and then convert them into real customers. However, this process is everything but easy. Online sales can face all sorts of problems, with duplicates being one of its worst enemies. Henry Staggers, a CRM specialist at Best Essays, recently noted: “Duplicates are multiple entries for the same person or organization in your marketing and CRM automation software.

CRM 180
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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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Deciding Between Organic and Inorganic Growth

SBI Growth

Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. In today’s show, Steve demonstrates how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of their.

Maximizer 124
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Secrets & Techniques of Closing the Sale & Handling Price Objections

Mr. Inside Sales

Five Hidden Secrets behind the Price Objection. By Mike Brooks, [link]. Learn the top secrets of closing the sale with proven training, techniques, rebuttals, responses and tips of effectively handling and overcoming the most common price objections. Of all the objections sales reps get, the price objection is still number one on the list. And it makes sense, doesn’t it?

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Eliminating Prospects Who DON'T Fit Your Business

Anthony Cole Training

You may recall hearing in one of our videos or reading in one of our blogs the importance of identifying your zebra to build your business. In the unlikely event you did not, the purpose of identifying your zebra is to bring focus and clarity to your prospecting efforts so you don’t end up chasing or pursuing opportunities that aren’t the best use of your most asset. your time.

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How To Get The Best From Your Sales Team

MTD Sales Training

Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying to improve is the way people perform on the job, and it is vital that we understand the elements that make up an individual’s performance so we can influence them and, ideally, set some parameters for them to work around.

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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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Almost Too Late, These CEOs Learned their Pricing Problem was Really a Packaging Problem

SBI Growth

Taking the above conclusion at face value, it forces a hard choice – drop the price and hurt margin, or maintain the price and sacrifice sales. Rock, meet Hard Place. That sort of choice can stymie decision-making, causing you to.

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Candidate Sourcing for the Modern Recruiter [Infographic]

Zoominfo

In a recent ZoomInfo blog post, we declared that strategic candidate sourcing was not, in fact, dead. Instead, we proposed that technological advances have simply changed the way recruiters find and retain top talent. Today, we dive a little deeper and explore the modern candidate sourcing landscape. Our hope is that you can use this infographic and the information it contains to inform and evolve your current candidate sourcing strategy.

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29 Real Estate Blogs Every Realtor Should Read in 2018

Hubspot Sales

Realtors, you know you can’t be good at your jobs if you’re not plugged into the industry. But you also can’t start a real estate business -- or grow the one you have -- if you’re stuck behind a computer spending hours each week reading. It’s important to get the industry news, trends, and marketing advice you need quickly, so you can get back to what real estate is all about -- helping your clients.

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Want to move up the startup ladder? Start managing from day one

Close.io

Salespeople are an ambitious group. We want to close more deals. Blast through quotas. Beat the competition. But it’s not just sales ambitions that we set our sights on. We’re also ambitious about moving up in our careers. Unfortunately, in our rush to become great salespeople, most people ignore a critical skill that every startup CEO is looking for: Being a great manager.

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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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Where Do Revenue Operations and Revenue Enablement Sit in the Organization?

SBI Growth

If you follow our Sales Benchmark Index blog, you have read our take on Revenue Enablement in the recent post “Sales Enablement is Dead – The Best Companies are Embracing Revenue Enablement.”. Revenue Enablement sits under the Revenue Operations group.

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Lessons in Success: How I figured out the path to Business Growth and Personal Happiness

Alice Heiman

What entrepreneurial journey did you take to get you where you are today? Recently, I was on the Entrepreneur Way Podcast with host, Neil Ball. We had a great conversation and I shared my entrepreneurial journey, my ideas for being a successful entrepreneur , and even provided some life tips! Click here to listen or read further for some highlights from the podcast. .

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Make More Sales by…Being Healthy?

Engage Selling

Sure, you’ve probably read numerous articles online dedicated to helping you make more sales. You’ve probably seen just as many videos dedicated to being healthy. Rarely though, are the two concepts ever fused.

Video 92
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Cold calling? These 3 simple voice techniques will help you close more deals

Close.io

There’s a cold, hard truth about cold calling few sales reps want to admit: It doesn’t actually matter what you say. Sure, you can practice your script until your lips go numb. But those first few words out of your mouth are way less important than how you sound. What am I talking about? Take a second and think back to the last time you picked up a call from someone you didn’t know.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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New Technology to Help You Effectively Scale Your Sales Team

SBI Growth

There is a large, diverse ecosystem of technologies available aimed at improving sales performance. For those interested in profitably scaling your sales team, three focus areas, within new tech, standout: Artificial Intelligence applied to lead generation & qualification. Algorithms to improve forecast accuracy. CRM.

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How Feedvisor Built a Super High Performance Customer Success Team

Troops

What does it look like to empower and equip a high-performance customer success team? We think it probably looks much like what Feedvisor —which describes itself as ‘the AI-first’ optimization platform for large sellers and brands on Amazon—has done. Its platform analyzes pricing, inventory, competition, traffic, and conversion data, then recommends specific business strategies to help companies increase demand, profit, and revenue.

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The Secret Ingredient to Uncover Hidden Objections and Grow Your Sales

Shari Levitin

Remember the lion in the Wizard of Oz? He traveled far, risked his life, and defeated the Wicked Witch of the West in the hopes that when he reached the Emerald City, the great Oz would grant him courage but it was all smoke and mirrors. Too often salespeople hope someone, anyone, will give them the answer. But no one will ever hand you a badge of courage unless you earn it.