Sat.Nov 30, 2019 - Fri.Dec 06, 2019

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Tactics to Guarantee Your Team Will Dominate the New Year

Sales and Marketing Management

Author: Mark Thacker With Thanksgiving over and January fast approaching, sales leaders and teams are pivoting their focus to next year. As you set your sales team strategy for the upcoming year, it’s important to keep the current year in context. After all, when you're driving to a vacation destination, you can't plan how far you want to drive tomorrow if you don’t know where you will end up today.

Guarantee 199
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Avoid this “Ghost” of Christmas Future

Mr. Inside Sales

When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. Dickens is a superb storyteller, and there is a reason this is a “classic.”. While reading this, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago.

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When NOT to Negotiate

The Sales Heretic

Negotiation is an essential element of sales, not to mention other aspects of business. It’s vital for reaching mutually beneficial outcomes, closing more deals, and growing your business. And yet, there are times when it’s in your best interest NOT to negotiate. Here are eight of them. 1. When you don’t have to If you [.].

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Why You Should STOP Cold Calling Immediately (2020 Update)

No More Cold Calling

Repeat After Me: I Will Not Cold Call. I want to scream every time I read articles about cold calling—the ones where “expert” cold callers explain how to capture a prospect’s attention in 10 seconds, craft a message to reach the decision-maker, navigate through gatekeepers, overcome sales resistance, create voicemail messages that will actually get your calls returned, and build a sales pipeline that can’t be beat.

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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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A Better Way To Chart Sales Success

The Pipeline

By Tibor Shanto. Every trade has schtick, specific things that they think they are expected to say or do. It is as though absent the schtick; you are not as expert as you claim. Sales, and the corner my fellow pundits and I occupy is no different. The right schtick helps uncover and align expectations, frame discussions, and lead to measurable progress.

More Trending

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8 of the Biggest Social Recruiting Mistakes and How to Avoid Them

Zoominfo

Authenticity is the name of the game when it comes to recruiting. In today’s candidate-driven landscape, it’s no longer sufficient to go through the motions of a one-size-fits-all recruiting strategy — particularly when it comes to social recruiting. Social media has transformed the recruiting industry, as more than 91% of employers use social media to hire talent today ( source ).

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Best Practices in Account Planning for Sales Operations

SBI Growth

How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our.

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Truth or Lies: Can You Tell the Difference? [November Referral Selling Insights]

No More Cold Calling

Even the CIA didn’t believe the truth when it was right in front of them. How could the CIA miss signals and overlook deception from a long-time work colleague—someone they believed had integrity? A person they knew to be upright, truthful, and who “played by the rules?” And if the best human lie detectors in the world can be fooled, how can any of us laypeople know when someone is telling the truth?

Referrals 257
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Using a Podcast to Measure ROI In 3 Ways

Sales and Marketing Management

Author: Rachel Downey Modern marketers are no stranger to showing a return on investment for their campaigns. As demand for ROI continues, many are retooling their content strategies to prove a return. A completely new form of content isn’t what is needed. Instead, it can be as simple as rethinking the engine behind their current strategy and utilizing existing content. .

ROI 177
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Boosting Sales Success Begins with Developing Critical Thinking Skills

Connect2Sell

ATD’s sales competency model builds on four foundational competencies: collaboration, solution, insight, and effectiveness.

Sales 211
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“Can You Email That to Me?”

Mr. Inside Sales

What’s the number one blow off/stall prospects use these days? “Can you email that to me?”. They aren’t saying no, but they are still getting rid of you, aren’t they? And unfortunately, chasing down busy professionals—especially people who don’t want to be followed up with—will make reaching these prospects very frustrating… The solution? Be prepared with a good script and a good strategy.

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How to build goodwill with customers, 3 ways to become indispensable to your customer

MTD Sales Training

Episode 40: How to build goodwill with customers, 3 ways to become indispensable to your customer & a quote from Mary Kay Ash. In this episode, we look at how you can build goodwill your customers. Our Skills Pill looks at 3 ways to become indispensable to your customer, by looking at things from their perspective, not ours. And our Inspire Me quote comes from Mary Kay Ash.

Customer 156
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Why Prospects are Like Fruit and Why You Need to Pick the Right Ones

Anthony Cole Training

In this blog post, we discuss the idea that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable!

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Why Your GTM Strategy Needs Internal Market Intelligence Distribution and Utilization

SBI Growth

The Importance of Internal Market Intelligence Distribution and Utilization in Gtm Strategy.

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Sales people need to act like personal trainers, not bartenders

Membrain

In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great question, a wonderful analogy, and a concept that deserves a broader exposure.

ACT 141
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Your Sales Kick-Off Meetings Are a Waste of Time!

Igniting Sales Transformation

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset. An opportunity to review what worked and what didn’t in the prior year while also creating the positive momentum needed to achieve sales goals for the year ahead.

Meeting 130
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The 8th Sales Productivity Tool: Post-Call Debriefing Sessions

Anthony Cole Training

Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests.

Tools 122
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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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The 14 must-attend sales conferences of 2020

Nutshell

There’s something special about attending a sales conference. Maybe it’s the electricity in the air as a highly anticipated keynote speaker fires up the crowd. Perhaps it’s the rush of meeting new and interesting people during networking sessions , or the opportunity to learn actionable tips during the breakout sessions that will help you level up your game.

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50+ Essential Multichannel Marketing Statistics

Zoominfo

The world of B2B marketing underwent a dramatic transformation in recent years—and unfortunately for us marketers, we no longer have such rigid control of the buyer’s journey. Instead, we’re operating in a business environment dictated by the wants and needs of our customers. Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more.

Marketing 100
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15 best cold calling books to take your sales team to new levels

Close.io

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Occasionally though, you need to go back to the drawing board and find out the gaps in your selling process. You can revisit the fundamentals of selling, acquire a new soft skill that will enable you to close more deals, or simply leisurely read some sales an

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Danger, Danger! The Pitfalls of Premature Proposals

SalesProInsider

We’ve attended several weddings this past month – we’re in that stage of life! And in listening to the stories of these new couples, no matter how they initially met, there was time, shared experiences, and getting to know each other before the engagement proposal. Premature Proposals Lead to Broken Engagements. Yet in sales…I see buyers ask for a proposal from well-meaning sellers before this “courtship” – and too many sellers anxiously agreeing to put something together.

Proposal 114
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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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What You Must Do To Win

Anthony Iannarino

Desire to Win : You aren’t going to win if you can live with a loss. You are not going to win if there isn’t something burning inside you. The burning desire is the starting point of winning. You have to want it like you want your next breath. You have to feel it, like a hunger , an unquenchable, insatiable need, one that isn’t easily going to be assuaged.

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8 of the Biggest Social Recruiting Mistakes and How to Avoid Them

Zoominfo

Authenticity is the name of the game when it comes to recruiting. In today’s candidate-driven landscape, it’s no longer sufficient to go through the motions of a one-size-fits-all recruiting strategy — particularly when it comes to social recruiting. Social media has transformed the recruiting industry, as more than 91% of employers use social media to hire talent today ( source ).

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Transforming Sales: Evolved Selling with Content & Interactive Tools

SBI

Transforming Sales: Evolved Selling with Content & Interactive Tools. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Carson Conant , Founder & CEO of Mediafly. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Tools 99
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Podcast 126: Bridging The Sales & Marketing Divide with Dialpad

John Barrows

This week we’re bringing you a 2 for 1. Dan O’Connell and Keith Messick from Dialpad join us representing sales and marketing respectively. We talked through how they bridge the classic sales and marketing divide that’s been an issue for decades in B2B. These guys have some pretty interesting tactics and methods to help you hire people who are going to have that empathy which bridges the sales and marketing divide.

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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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The One Word to Avoid in Your Next Sales Pitch

Gong.io

Sorry! My bad! Forgive me! . These “apology” words and phrases are all too common on sales calls. Salespeople apologize All. The. Time. We (salespeople) apologize for reaching out, being late, and “taking up valuable time.” We even apologize for our product/service and pricing! Apologizing is rampant amongst sales professionals with 57% of sales calls contain ANY form of apologetic language : sorry, apologize, forgive, pardon.

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Predictive Intelligence and the Future of B2B Marketing

Zoominfo

What if you could predict a customer’s next move before they even make the decision to make it? In the past, this question was purely hypothetical. But, thanks to technological advancements, predicting customer behavior has become a reality—and it’s changed the face of marketing forever. What is Predictive Intelligence? Predictive intelligence falls under the artificial intelligence umbrella.

Lead Rank 100
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6 Ways Poor Leadership Impacts Your Business

criteria for success

Poor leadership can have some devastating effects on your team. That's because a leader is so much more than just a figurehead. Anyone who holds a position of authority has the responsibility to ensure all team members are working together towards a collective goal. This is why leaders are a valuable part of any business, [.]. The post 6 Ways Poor Leadership Impacts Your Business appeared first on Criteria for Success.