Sat.Sep 08, 2018 - Fri.Sep 14, 2018

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How a Sandwich Can Transform Your Business

The Sales Heretic

Let’s say you own a restaurant. And let’s say on your menu you have a Reuben sandwich. The Reuben is a classic, which is why it’s on the menus of approximately 98.7% of all restaurants. And therein lies the problem. If I’m in the mood for a Reuben, I can go literally anywhere to get [.].

Marketing 261
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Social Communication is not ever Permission to Sell

Babette Ten Haken

Social communication etiquette is going over the top. Have you noticed? In spite of the topics I scheduled on my editorial calendar, the theme of this week’s posts is rapidly becoming Communication. Communication between leadership, management and front line employees. As well as between clients and vendor partners. Then again, how about social communication patterns between social connections.

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How to become a rich sales geek

Sales 2.0

Testing is for marketing not sales. Does that sentence seem logical to you? It doesn’t to me. The more time I spend in sales and marketing, the more I see overlap between these areas. Now, sales people are starting to “geek out” and use software tools like marketers have been for the last decade, or so. Geek out. Most marketing departments today have found their pocket protector and have at least one person that is ready with screeds of numbers about their various campaigns.

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3 Reasons to Market Your Small Business Like A Drug Dealer

Sales and Marketing Management

Author: Andrew Frazier You need to market your small business like a drug dealer. Sounds crazy right? It does until you take a closer look at their marketing and sales strategy. Small business owners can learn a lot from analyzing what drug dealers do in terms of defining their target market, performing marketing activities, and building relationships.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Turn B2B Leads to Sales With the Perfect Demo

Connect2Sell

( Editor’s Note: This article about the lead to sales path for B2Bs is guest written by Mike Mai. With more than 10 years of experience in marketing, Mike is now the marketing manager at Retalo.io. Mike has been involved in creating content for the website blog and planning marketing strategy for the company. Mike has a postgraduate degree in Business Administration.

Leads 240

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What Are Top Negotiation Strategies for Women in Sales?

No More Cold Calling

Make sure you’re getting paid what you’re worth. I don’t like to negotiate for my services. It’s uncomfortable, because I know the pricing and terms for my referral system are fair. When clients pull out their negotiation strategies, it’s easy to get sucked into defensive mode and cave on price—even though my clients always agree that building a referral culture takes more than training.

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How to Use Email Autoresponders to Increase Your Sales

Sales and Marketing Management

Author: Silvia Woolard In today’s digital marketing environment, there are unlimited ways to improve your business performance. Your business is unique. Your business, marketing, sales, and content strategies are surely different than your competitors’ strategies. Of course, that’s what business is all about – standing out from the crowd and offering unique, valuable, and helpful solutions to your customers.

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Digital Self Assessments and The Role They Play in Hiring “A Player” Talent

SBI Growth

As the head of HR, your CEO and peers depend on you to identify high-quality candidates in a timely manner. But no matter how many candidates you supply for every opening, most companies are overly dependent upon a traditional interview.

Company 215
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It’s Too Late – You’re Done!

The Pipeline

By Tibor Shanto. I once did some work for Sears Canada and was surprised to learn, not sure why in hindsight, that the bulk of the work for the Christmas catalogue was completed in the spring. One person on the team mused “My Christmas last minute rush happens in April!” Good salespeople think the same way, understanding that time works differently for quota killers.

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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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7 Modern Tips to Leave a Better Sales Voicemail

Zoominfo

Today’s sales professionals have more ways than ever to get in touch with prospects. And yet, sales reps can’t escape the most common and often the most frustrating method of sales prospecting communication—and that’s voicemail. . There’s no way around it—sales reps spend a lot of time leaving voicemails, and unfortunately, most go unanswered. Consider these statistics ( source ): 15% of a sales rep’s time is spent leaving voicemails. 80% of calls go to voicemail, and 90% of first time voicemai

Call-back 210
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How To Take Your E-Commerce Business Global

Sales and Marketing Management

Author: Rilind Elezaj Global e-commerce is the buying and selling of goods worldwide, between different countries. Online shopping from people who come from various parts of the world has become more common. Businesses already realize the importance of global expansion. In the upcoming years, e-commerce business sales are expected to rise up to 250 percent and reach the $4.5 trillion mark.

Scale 197
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3 Pricing Program Initiatives to Continue Monetization in 2019

SBI Growth

To truly differentiate yourself in the market, top companies think about how they can continuously set themselves up to grow Revenues from their customer base. As you head into 2019, question the existing norms. Ask how you can differentiate yourself.

Revenue 195
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The Future of Your Sales Role Questionnaire

Score More Sales

There is a lot of talk about artificial intelligence taking over many sales positions soon. Do you feel like your job might be one of them?

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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 Achieve Short-Term Explosive Growth from your Sales Team

Understanding the Sales Force

Explosive Growth. Positive Momentum. Better Morale. Greater Confidence. Improved Capabilities.

How To 258
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Best B2B Cold Call Telemarketing Sales Appointment Making Setting Tips

Mr. Inside Sales

5 Steps to Making Appointments that Stick. By Mike Brooks, [link]. Learn the best outbound B2B telemarketing sales appointment setting tips, techniques and strategies for making effective lead generation cold calls over the phone. Nothing is more frustrating than making an appointment with a good sales prospect and then calling and getting their voicemail at the time of meeting.

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Leveraging Enterprise Sales Expertise to Accelerate out of the Start-Up Phase

SBI Growth

Joining us on the hbspt.cta.load(23541, '4e7a7e0e-dade-48a6-952f-c74186299010', {}); is Ryan Mang, Chief Revenue Officer for Axial. Axial is a private network that connects members through an online platform, intimate events, curated introductions, and the most sophisticated deal-oriented matching engine in.

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Six Steps Toward Building a Successful Sales Force

Pointclear

Building a successful sales force is not easy. Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. But there is more to it than that. There are three additional steps that more savvy sales leaders know make the difference between a mediocre sales team, and one that consistently generates the deals needed to achieve revenue goals.

Hiring 145
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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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10 TED Talks Every Sales Professional Should Watch in 2018

Hubspot Sales

The Best TED Talks for Salespeople. Eddie Obeng: Smart Failure for a Fast-Changing World. Kelly McGonigal: How to Make Stress Your Friend. Ernesto Sirolli: Want to Help Someone? Shut Up and Listen! Angela Lee Duckworth: Grit: The Power of Passion and Perseverance. Dan Pink: The Puzzle of Motivation. Rachel Botsman: We've Stopped Trusting Institutions and Started Trusting Strangers.

Scale 145
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Do Our Professional Labels create Positive Customer Experiences?

Babette Ten Haken

Are we a bit too devoted to and obsessed by our professional labels? The awards we collect. The Top List of This or That we are on. Those accomplishments, honors, certifications, academic degrees in which we revel. Our professional labels are What We “Do”, for Other People, Right Now. Hmmm……. Really? Our professional labels are the stuff we put on our LinkedIn and other social media platform profiles.

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How Are You Updating Your Coverage Plan for 2019?

SBI Growth

Sales coverage is one of the most strategic decisions a sales leader needs to make. The goal is to design a coverage plan that serves the needs of your customers and optimizes customer acquisition costs. You also need to ensure.

Customer 193
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Problem Centric Selling – Why No One Gives a S**t About Your Or Your Company

A Sales Guy

I spoke at Inbound 18 last week and had a blast. I talked to a packed house about problem-centric selling and how it changes the game of sales. Here’s my full presentation. Watch it! It’s a good one. [link]. If you’re not problem-centric selling, you’re leaving money on the table. The post Problem Centric Selling – Why No One Gives a S**t About Your Or Your Company appeared first on A Sales Guy.

Company 136
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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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4 Sales Email Templates to Get and Keep Buyers' Attention

Hubspot Sales

When it comes to sales prospecting , it’s more important than ever that you write concise, effective communication. On average, we send and receive 121 emails every day , according to DMR Business Statistics ( click here for more surprising prospecting stats ). I imagine this number climbs higher as a person gains more authority and responsibility in an organization.

Buyer 144
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Cold calling: How to respond to "I don't have time"?

Close.io

Unless you’re cold calling someone whose office is on fire, there’s a good chance they have time for you. Nine times out of ten, “I don’t have time” is just polite-speak for “you’re not a priority right now.” If prospects were really busy, they’d simply hang up—or ignore your call altogether. So how do you make your cold call a priority? Prove you’re worth their time.

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The Best Methods and Worst Approaches to Use for Next Year’s Territory Design

SBI Growth

As we rapidly approach Q4, you are behind the ball if you haven’t finalized your 2019 Territory Design. According to Harvard Business Review, “Research shows that optimizing territory design can increase sales by 2% to 7%, without any change in.

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3 Ways to Pull Yourself Out of a Slump

Go for No!

Everyone gets into slumps every now and then and if you find yourself in one, here are three things you should do right away to pull out of it. Stop feeling sorry for yourself. I know, probably not what you wanted to hear. I read once, “All depression has its roots in self-pity, and all self-pity is rooted in people taking themselves too seriously.” So, stop carrying the weight of the world on your shoulders.

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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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Sales Pipelines: A Comprehensive Guide for Sales Leaders and Reps

Hubspot Sales

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. The more opportunities in your pipeline, the more likely you are to reach or exceed your revenue goals. Growing a healthy pipeline is possible through careful assessment and management.

Pipeline 143
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30 of the Best SaaS Partner Programs (and Why They Are So Good)

Allbound

These 30 top SaaS providers run the best partner programs in the business—here’s how you can do the same. With so many new SaaS providers hitting the market every month, running some form of partner program feels like table stakes. After all, partnering up with other companies that share customer bases can be a huge asset in amplifying your sales and marketing.

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Leveraging Commercial Best Practices For The Sales Leaders Across The Portfolio

SBI Growth

This Ain’t Your Daddy’s PE Firm! There are some very interesting features in today’s Private Equity landscape that are having a real effect on the PE/Portfolio company relationship. Deal size continues to trend upwards. Valuations are higher than they have ever.

Trends 186