Sat.Apr 17, 2021 - Fri.Apr 23, 2021

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7 Ways to Kill Trust in Sales

Sales and Marketing Management

Many buyers have an inherent lack of trust in salespeople. Unfortunately, many salespeople make mistakes that reinforce that lack of trust. The post 7 Ways to Kill Trust in Sales appeared first on Sales & Marketing Management.

Buyer 334
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How To Generate Healthcare Leads With Surgical Precision

Zoominfo

So you want to start selling to the healthcare industry. Where should you even start? You can’t just hope for healthcare leads to appear in your pipeline by using a traditional (read: outdated) spray and pray lead generation strategy. You wouldn’t buy a product from someone who knew nothing about your company, would you? Familiarizing yourself with the industry by learning about the core metrics and pain points is the key to filling your sales pipeline with qualified medical and healthcare leads

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5 Stats to Know About 5 Common Sales Methodologies

Hubspot Sales

Choosing the right sales methodology sets the foundation for how you and your teams approach your sales process. If you focus on solution selling , your reps may give customized solutions to prospects that display how your product will meet their individual needs, whereas teams that use the outbound methodology may focus on outreach tactics like cold-calling.

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“I Need to Think About It.”

Mr. Inside Sales

If this objection frustrates you, then all that will end after you read this blog post. First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Real objections can include things like: They can get it cheaper somewhere else. Their boss/spouse/purchasing won’t let them buy. They like a different solution.

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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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5 ways to Re-Motivate Sales Teams

Sales and Marketing Management

Selling during the pandemic has been challenging. Here are five ways to get your sales team excited and back on track. The post 5 ways to Re-Motivate Sales Teams appeared first on Sales & Marketing Management.

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More Than 20% Talk Time

The Pipeline

By Tibor Shanto. Prospecting is a different art than selling, some recognize that by splitting functions , others just ignore the reality. One area where it is truly black and white, is who speaks and listens in each event. Salespeople find it easy to apply one rule to most of their activities. So how much time should a prospect speak versus the salesperson?

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Increase Sales by Eliminating Misunderstandings and Closing Delays

Anthony Cole Training

In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says. So, how do we make these communication lines more efficient?

Closing 236
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81% of CEOs Are Competing on Customer Experience — Are You?

SBI Growth

According to Forbes, Customer-centric companies are 60% more profitable than companies that don’t focus on customers. Yet, as COVID moves from a moment in time to the new normal, CEOs must balance delivering differentiated customer experience while maximizing the value of.

Customer 207
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Podcast 194: Jeff Hoffman On Career Inflection Points

John Barrows

Our guest this week is Jeff Hoffman, a friend and mentor of John’s. Jeff and John are going to reflect on their history, the milestones they’ve each achieved, growing a business while growing a family, and their thoughts on retirement. They also talk about how they have navigated each decade of their lives so far and share what we should be focused on as we navigate ours.

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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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Automation: The Secret to Next-Level Go-To-Market Strategy

Zoominfo

ZoomInfo’s recent webinar , Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle , give you a peek into ZoomInfo’s best go-to-market plays , and present new time-saving selling strategies.

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Weekly Roundup: Reinvent the Office Watercooler, What's Shaking Up Sales + More

The Center for Sales Strategy

- MOTIVATION -. "Leadership is doing what is right when no one is watching.”. -George Van Valkenburg. - AROUND THE WEB -. > How to Reinvent the Office Watercooler in a Hybrid Workplace – Medium. It turns out that there’s more to miss abou t going into the office than some of us may have thought. Research indicates that when we transition to hybrid work, what we miss most is the relationship-building that happens spontaneously in our workplaces — “watercooler moments.”.

Handbook 141
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Problem Focused Growth

Partners in Excellence

I wrote about Product Led Growth. It’s the latest hot new strategy being promoted by many SaaS companies and VC’s. It’s not a new strategy, we’ve seen it so often in the past, companies with Hot Products focused just on fulfilling customer demand. In past decades we’ve seen both the pros and cons of product led business models.

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How the planning fallacy can make or break a deal

Membrain

I don’t think we talk enough about the impact of timelines on making and breaking deals, especially in complex b2b sales.

B2B 152
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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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Key Takeaways from “Talk Data to Me,” Season 1

Zoominfo

Rarely do we link data to storytelling. Instead, we link it to the boring chart on the fifth slide of the presentation, or the part of the article we skip, or our high school math teacher. And all of that is correct. On the flip side, though, looking at data as a wealth of information — one that sparks questions, gives answers, and reveals patterns which ultimately help us arrive at meaningful insights — is equally as correct.

Data 130
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10 Things World Class Managers Do To Build a Healthy Sales Pipeline

The Center for Sales Strategy

As a sales manager, image how much better your life would be if you had access to the following: Better forecast accuracy. Improved sales performance. These elements are important, and delivering one or the other is not an option these days. Both are easy to achieve when you have a healthy sales pipeline.

Pipeline 139
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14 New Business Books to Add to Your Reading List

Nimble - Sales

Today is the day to find the time to read your favorite book or to start the book you’ve wanted to read. It’s important to recognize how books have influenced our entire lives. They’ve inspired us and shaped who we are today, which is why World Book Day is more than a well-deserved holiday. It’s […]. The post 14 New Business Books to Add to Your Reading List appeared first on Nimble Blog.

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How To Build A Perfect Sales Workflow

Vainu

Books have been written and debates held on what is the best way to run companies’ new business development. And with an increase in the volume of new tools and technologies, the debate seems to get all the more complicated every year.

How To 118
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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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ZoomInfo Achieves GDPR Practices Validation to Ensure Privacy and Protection in EU

Zoominfo

Several months ago, we sought out some of the world’s top privacy experts and told them: Pick our policies apart and tell us what we can do better. Being a privacy-first company means we are transparent about how we collect our professional contact data and uphold consumers’ rights to privacy. We go above and beyond to ensure that we exceed standards in data compliance, protection, and security.

Policies 130
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Improving Sales Performance | Running Effective Sales Meetings in a Work-From-Home Environment

The Center for Sales Strategy

What are some best practices for running a successful virtual meeting? How should leaders go about unifying a remote team? These questions and more are answered in this Improving Sales Performance episode with Chad Littlefield, Co-Founder of We and Me, Inc. As he shares his insight on running effective sales meetings in a work-from-home environment, he also touches on how to build a culture of trust and connection.

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“I’d Love To Learn More About Your Business….”

Partners in Excellence

Daily, I get inundated with emails, texts, social media messages: “I’d love to learn more about your business and hiring needs… ” “Let me know how I can help you…” “Can we collaborate in some way? We provide…… ” “How are things going for you?” (WTF!) “How has business been for you during Covid?

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Level Up Your CRM Strategy With These Best Practices

Vainu

When you buy a coffee machine or dishwasher, or even a car, reading the user's manual is a great idea to make the most of all the features. When you invest in a CRM platform, your strategy is your user's manual. It ensures that the technology delivers on its intended purpose, leveraging customer and prospect data to achieve business outcomes. It helps you align multiple customer-facing teams to use one platform, maintaining a centralized database across your sales organization.

CRM 118
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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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ZoomInfo Achieves GDPR Practices Validation to Ensure Privacy and Protection in EU

Zoominfo

Several months ago, we sought out some of the world’s top privacy experts and told them: Pick our policies apart and tell us what we can do better. Being a privacy-first company means we are transparent about how we collect our professional contact data and uphold consumers’ rights to privacy. We go above and beyond to ensure that we exceed standards in data compliance, protection, and security.

Policies 130
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How to Track Your Contact’s Employment History in Nimble

Nimble - Sales

Nimble understands the importance of keeping your data up-to-date while tracking all relevant information associated with your contact. This is why we’ve introduced the ability to add multiple companies to contact records. You can now maintain an accurate and consistent list of data over its entire lifecycle as your contact progresses from one job to […].

How To 120
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Selling into Ever-Changing, Highly Regulated Industries – Part 3: Healthcare 2.0

Predictable Revenue

Sean Yuan, Business and Product Operations Specialist at MDTech, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. The post Selling into Ever-Changing, Highly Regulated Industries – Part 3: Healthcare 2.0 appeared first on Predictable Revenue.

Industry 114
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LinkedIn for Sales [Free Guide + Tools]

RAIN Group

82% of buyers will look up a seller on LinkedIn before replying to a seller’s prospecting efforts. 82%! Which begs the question: How are you showing up on LinkedIn? What does your profile look like and what does it say about you?

LinkedIn 116
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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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The Extra Mile: ZoomInfo reaches another privacy benchmark

Zoominfo

Several months ago, we sought out some of the world’s top privacy experts and told them: Pick our policies apart and tell us what we can do better. TrustArc, a global provider of compliance solutions, spent months rigorously combing through our data privacy practices and procedures looking for weaknesses. As a result of that process, we recently attained a pair of important privacy validations: the General Data Protection Regulation (GDPR) Practices Validation and the California Consumer Privacy

Policies 130
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The Ins & Outs of Cold Emailing That Delivers Results

Hubspot Sales

Being wary of strangers is human nature, so striking up a conversation with someone you don't know can be imposing and awkward in literally any situation — especially when that conversation is a means to a financial end. That's why any form of cold sales outreach can be exhausting and ineffective when you don't know what you're doing — and that's not specific to active communication like face-to-face meetings or phone calls.

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“They Are Just Cars, The Sales Process Is The Same….”

Partners in Excellence

Imagine talking to a bunch of car sales people. Imagine making the claim, “Selling cars is the same, regardless of the vehicle, they are all cars.” In the audience you have people selling Honda’s, Toyota’s, Nissan’s, Renault’s, Kia’s, Ford’s, Chevrolet’s, Jeep’s. Porsche’s, Ferrari’s, Rolls Royce’s, BMW’s, Mercedes’, McLaren’s, and Bugatti’s.