Sat.Sep 28, 2019 - Fri.Oct 04, 2019

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Four Four-Letter Words To Banish from your Sales Vocabulary

The Pipeline

By Tibor Shanto. I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. Words can kill you, your pipeline, and career. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. This will take work, like quitting smoking (how many times have you done that?

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The One Behaviour Salespeople And Sales Leaders Need To Stop Hiding From…

Bernadette McClelland

OK, I won’t make you read to the end here so comes an early spoiler alert! For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. Both in equal doses! What if I was to tell you the difference between the top 1% of over a million salespeople evaluated and the bottom 1%, 94% of the top 1% of salespeople choose to take responsibility for their results, yet only 20% of the bottom 1% choose to take responsibility for their results

Account 301
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How the best sales leaders prepare for the Q4 sales push

Close.io

The last quarter of the year is often considered the most important. It’s when goals become realities and tough decisions are made. Ideally, you will come out of Q4 with morale through the roof and your team excited to come back and start the next year just as strong. But preparing for the pressure and emotions that come with Q4 can be challenging. The key is to ensure that you’re fully prepared for the uncertainty that lies ahead.

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5 Footprints to Build a Strong Sales Mentorship Program

Sales and Marketing Management

Author: Henry Jones A mentor is someone who sees more talent and ability within you, than you see in yourself, and helps bring it out of you. – Bob Proctor. There is often a regular debate that goes on in organizations: the debate to decide which team plays an important role in actually achieving the company goals. While some say it’s the operations and the admin team, most say that it is the sales and marketing team that earns the money for the company.

ACT 212
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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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Top Sales Skills And Qualities

MTD Sales Training

How do you increase value? You may think it’s by improving your product quality or better pricing strategies or better terms to customers. Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. Value can be seen as your overall worth to the marketplace and it’s how you increase and improve that value that will see you improve and build your reputation with current and future clients.

More Trending

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The ONE Value Proposition You Need

Jill Konrath

If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they immediately respond to your voicemail or email—literally begging you to meet with them as soon as humanly possible.

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How a Marketing Leader Leverages Omnichannel

SBI Growth

As marketing leaders, it makes sense to explore multiple channels to reach your target audience. With so many options, it quickly becomes not only expensive but also difficult to manage. How do you decide which channels will be worth the.

Marketing 223
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How Robust Is Your Q1 Pipeline? [September Referral Selling Insights]

No More Cold Calling

Here’s what you might have missed from No More Cold Calling. Q4 has now begun, which means it’s time to build your sales pipeline for Q1. I know what you’re thinking: “Hold on, Joanne, that’s not how it works.”. Yep, it’s counterintuitive, but Q4 is 25 percent about closing business for this year and 75 percent about building business for next year.

Referrals 209
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The Parallel Between Prospecting and Leading

The Sales Hunter

This morning, during a call with a business owner, he shared with me about their latest product upgrade. As he talked, I could hear passion in his voice about how his product could help others. Without hesitation, he stated why his solution was better than his competitor’s offering. In this compelling conversation, he convinced me to believe. There is a major parallel between prospecting and leading.

Leads 217
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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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What is the Sales Stack and Do You Need it?

Understanding the Sales Force

You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you? You needed a case to carry it around, a thumb drive for quickly moving files from your laptop to another, and a printer and if you have a Mac notebook, a port that will serve as adapters to your various cables. These are your accessories.

Sales 205
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What 84% of Companies Get Wrong About Annual Planning

SBI Growth

You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.

Company 218
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When Is Your Training Complete?

The Sales Heretic

It’s a common trope in science fiction and fantasy stories: a hero begins their training buts gets interrupted. The hero then must either return or find someone else to “complete” their training. Which brings up an interesting question: When do you complete your training? The answer is… Never. Training—in sales or anything else—is an ongoing [.].

Training 180
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A B2B Sales Rep’s Guide to Selling to the C Level

Zoominfo

Have you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.

B2B 190
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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How Can I Tell If I Have a Qualified Prospect: Confidential Information

The Sales Hunter

So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? Sales is a two-way street. You can have all the feelings you want, but the customer’s feelings are really what matter. Get over yourself and your feelings, because they don’t count! A key way to measure how the prospect feels about you and your potential to help them is by how much information they’re willing to share with you.

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How to Use Compensation Benchmarking to Make Your Number

SBI Growth

As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to.

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Factory worker or owner?

Sales 2.0

When I first started writing about sales in 2007 my main angle was that we should “bring science to selling”. As an engineer, I could not understand how we had applied virtually no science to how we sold. Everything seemed to be left up to the individual sales person. Today, we’ve had a lot of improvement. Some great thought leaders have written and spoken about this so much, that some actual change has occurred in real sales organizations.

Hiring 150
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The 6-Step Unicorn Startup Blueprint: How Tech Superstars Break the Mold

Zoominfo

Once upon a time, startups with a billion-dollar valuation were so unique that they were deemed unicorns. However, the unicorn startup landscape has shifted dramatically since the term was coined by VC Aileen Lee in 2013. . Many of today’s unicorn companies are younger, more diverse, and experiencing faster growth than the startups of yesterday. And, they’re multiplying at a staggering rate.

Scale 182
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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How to Improve Critical Thinking Skills: Give Your Buyers Grace

Connect2Sell

Developing your mental prowess requires mastering new techniques and approaches. It’s as much about your mindset as your skill set.

Buyer 175
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Monday Motivation Video: Do Your Goals Have an Action Plan?

The Sales Hunter

Do you have goals and aspirations? That’s great, but if you don’t have an action plan to go along with them, they’re just dreams. Your action plan is the foundation of what you will achieve. Action creates achievement. What are the steps you need to take this week to achieve your action plan in order to reach your goals, dreams, and aspirations?

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Small businesses versus large, summary statements and a quote from Zig Ziglar

MTD Sales Training

Episode 36: Small businesses versus large, summary statements and a quote from Zig Ziglar. In this episode we look at how a smaller businesses differ from larger ones you may be dealing with. Our skillspill outlines the benefits of summary statements with buyers and how they can build trust and progress the sale. And a quote from Zig Ziglar. Take a look at this episode on [link].

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How Customer Journey Mapping Can Save Your Marketing Budget— and Your Brand

SBI Growth

Mapping the Customer Journey Is Complex – but It’s Worth the Effort.

Customer 193
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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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The Probability Scorecard: The 2nd Sales Productivity Tool

Anthony Cole Training

In this article, Tony discusses the Sales Probability Scorecard, the second tool in our 9 Sales Productivity Tools series.

Tools 141
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17 Sales Training Games, Activities, & Ideas to Ramp Up Your Team

Hubspot Sales

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs.

Hiring 140
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ZoomInfo’s 10 Most Popular Companies

Zoominfo

All ZoomInfo products and services are fueled by a comprehensive database of companies and business professionals. Our business profiles are a valuable source of sales intelligence and contain information on 20 million organizations. Our customers use ZoomInfo’s tools to search for specific companies, employees within certain companies, revenue information, recent web mentions, financial details, and more.

Company 100
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The call of the machine, or how to make selling more human

Membrain

You know that scene in The Matrix when Neo wakes up in a metal tank and discovers that his entire life has been a lie and that he is merely a battery helping to power a world run by machines?

How To 122
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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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Mindset Matters: Why You Must Slay Your Mental Monsters

SalesProInsider

When I was about 8 another kid told me a scary story about a woman who lived in closets and attacked children. Every night for months I was afraid that “Mary” was in my closet…and no matter how many times my mom and dad opened the closet door to show me there was nothing inside, I was terrified and ended up in their bed at some point. Our mind is powerful.

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The Sales Leader's Guide to Performance Management

Hubspot Sales

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 years , down by half from 2010. Furthermore, the average sales professional turnover rate is 35% — a dramatic number compared to the average turnover rate of all industries, which is just 13%.

SAP 120
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3 Big Money Secrets Nobody Ever Told You

Grant Cardone

I want to talk to you about something near and dear to everybody’s heart: Money. Why you don’t have it, why you’ve struggled with it, why I struggled with it…. Money—what is it worth really? Who decides what it’s worth? Warren Buffett says people that learn how to earn passive income will be free one day from having to work for earned income, meaning the goal is to have more passive income than earned income.

Banking 100