Sat.Jun 13, 2020 - Fri.Jun 19, 2020

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3 Things You Can Improve With Sales Automation Workflows

Sales Hacker

64% of a salesperson’s time is spent on non-selling tasks on average. That’s a lot of time doing simple, repetitive tasks that don’t result in revenue. If you want to maximize productivity in your sales team and want them to spend more time selling and closing deals , then you can’t ignore sales automation and workflow setups. We’ll show you how to create automated workflows to jack up your sales pipeline and easily go from leads to deals.

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The Best Words That Sell Every Sales Team Should Know

InsideSales.com

Words can trigger emotion and feeling, so understanding the psychology of communication within sales is a powerful tool. Using words that sell can radically increase close rates by swapping out some vocabulary for high-impact words and is something every sales team should know. RELATED: 12 PROVEN SALES PROSPECTING METHODS THE BEST SALES TEAMS KNOW. In this article: The Importance of Using Words That Sell.

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6 Best Practices for Forecasting Sales for a New Venture

Hubspot Sales

Forecasting sales for a new venture can feel like shooting in the dark. You don't have historical data to reference, and you might not be sold on the process's practicality until you have some. It can be hard to make forecasting a priority when you're dealing with the other trappings and responsibilities of starting a new venture. But you have to think about the big picture.

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You’re Not Alone: Top Challenges Media Sales Departments Face

The Center for Sales Strategy

If your media sales department is facing difficulties, you’re not alone. Despite recent innovations, media sales departments are still missing budgets, not developing new business, and not retaining key accounts. Many media sales managers are stuck in a vicious circle of recognizing challenges that hinder growth, but they tend to ignore them for various reasons.

Media 88
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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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3 Tips to tell Clarity-Focused Business Stories not Confusing Ones

Babette Ten Haken

When my long-time best friend, Annie, and I get on the phone together, we can talk for hours. I mean hours. About anything and everything, all-inclusive. Our families describe our epic conversations as marathons. My bestie and I do not leave out any details in our family sagas. And, our signature phrase, when we come up for air in between chapters of our storytelling swap, is: “But wait… there’s more!!

More Trending

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CMOs: Use Your Revenue Marketing Strategy to Drive Sales and Marketing Alignment

SBI Growth

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.

Revenue 223
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5 Fun Online Activities for Virtual Team Building

The Center for Sales Strategy

Equipped with hotspots and Wi-Fi, laptops, and mobile phones, most professionals can now do their jobs from anywhere. However, the physical distance between remote workers quickly leads to loneliness and isolation for those not accustomed to the lifestyle. And, when employees feel left out, their comfort levels decrease when it comes to working with their team.

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19 Ways to Improve Individual and Team Sales Performance

Hubspot Sales

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency. Anyone can have a good sales month, but a high-performing salesperson and sales team can meet or exceed expectations for an extended period of time through different sets of economic circumstanc

Hubspot 111
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New Email Messaging for Covid-19

Mr. Inside Sales

One of the ways you stay ahead of your competition is to stop sounding like them. I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…”. This was an appropriate sentiment three months ago, when we were all hunkering down and sheltering in place, but times have changed—and you need to change with them.

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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 Scrum Podcast Episode #13 – Guest George Brontén

The Pipeline

Sales Scrum Podcast Episode #13 – Guest George Brontén. Lucky 13, I am speaking of my guest on Sales Scrum, George Brontén. As the founder & CEO of Membrain.com, the B2B Sales Enablement CRM, George Brontén is passionate about the art and science of sales. In this episode, George and I explore some of the faulty assumptions people make in sales, the selection of CRMs, and other areas of selling.

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Burnout Becomes a Bigger Fear in WFH Environments

Sales and Marketing Management

Author: SMM Staff. A recent survey by the IBM Institute for Business Value found more than 75% of respondents would like to continue working remotely at least occasionally, while more than half want it to be their primary way of working after the coronavirus crisis ends. Company decision-makers seem open to the idea of remote work?—?at least part time?

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How ‘A’ Players Win Bigger Deals Consistently

SBI Growth

Market-leading sales organizations are maniacal about designing and executing their processes. A well-oiled revenue-generating organization deploys a number of tactics to align their assets for maximum effectivity.

Revenue 207
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Negotiating On The First Tee (Part 1)

Anthony Cole Training

In this blog post, we discuss the practice of negotiating with your prospect before you begin your presentation. As is often said in golf, "All bets are won on the first tee," and you must be ready to negotiate price before you present to your client.

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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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Why Now? ZoomInfo Going Public During The Pandemic

Zoominfo

On March 25th, I expected to be in a New York City restaurant, celebrating the momentous milestone of taking the business public; the one I started in a 1,000 square foot loft. Instead, I was sheltering in my home, eating a chicken pot pie with my wife and four-year-old daughter. So it goes. Looking back, I remember feeling relieved that evening. Relieved that my family was healthy and relieved that ZoomInfo was secure and resilient.

Nonprofit 182
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Sales Reps Are Ideally Suited to Work From Home

Sales and Marketing Management

Author: SMM staff. Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. 1 job for being best suited to work remotely. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak.

Salary 207
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Revenue Growth Lessons from an Iconic Financial Services Brand

SBI Growth

On today’s show, we are joined by Vince Lombardo, President of US Payments and Payroll Solutions at Heartland Payment Systems. Over the last two decades, Vince has seen Heartland grow from a startup to a global company with 4,000+ employees.

Revenue 207
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Negotiating on the First Tee (Part 2)

Anthony Cole Training

In Part 1 of "Negotiating on the First Tee, we discussed the practice of negotiating with your prospect before you begin your presentation. In Part 2, we continue this discussion and add more to the conversation.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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How to Handle the Email: “We’re Going to Hold Off for Now”

Mr. Inside Sales

When following up with a prospect after delivering a presentation, does this kind of email sound familiar? “Thanks for contacting me, but I’ve checked with the powers that be, and we’re just not going to do anything until (Fall, 2020, OR next year, 2021, OR maybe even 2022).”. Disappointing, isn’t it? There is one burning question that should be at the top of your mind: What is behind this stall?

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Tackling Low Morale Among Remote Workers

Sales and Marketing Management

Author: Tanner Corbridge. Keeping people engaged is complicated when we’ve been told to stay apart. To manage effectively and create action, we need to come together as we’ve never done before. Morale becomes strained as outside influences push in. Proven leadership principles may be the first to go by the wayside, but leaders can maintain morale by moving remote workers to a place of optimism.

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6 Coverage Models: Pros, Cons, and How They Affect CAC

SBI Growth

If you’ve spent the last quarter preparing for the remainder of the year by overhauling your Go-To-Market function and redesigning your coverage plan, you’re not alone. But how do you make sure your optimal coverage plan serves the needs of.

Marketing 207
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The Long Road to Data Privacy Compliance

Zoominfo

In an age where digital data increases at blinding speeds, achieving data privacy compliance takes a long time. In early 2020, the California Consumer Privacy Act (CCPA) went into effect. If reaction to prior privacy laws in Europe are any indication, it will likely take years for U.S. companies to fully prepare themselves for privacy regulations. Research by ZoomInfo suggests that when a new privacy regulation or similar influence debuts, the ripples extend out for a lengthy period as companies

Data 162
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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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How CEOs Can Lead Sales Change through Historic Times

Alice Heiman

How CEOs Can Lead Through Historic Times . For months, the coronavirus has dominated conversations and news coverage around the world. If you’re like most CEOs, in March you watched with growing alarm as massive global companies like Dell, Amazon, Twitter, and Google issued work-from-home mandates, and all trade shows and big events were canceled in response to the outbreak.

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Leaders Must Be Mindful of the Story Behind the Story

Sales and Marketing Management

Author: Gary Burnison, CEO, Korn Ferry. At a time when different work needs to get done?—?and work needs to get done differently?—?we leaders have to change. Today, everyone is a leader, and it culminates in how we make others feel. I had this experience when I was 12 years old, at a basketball camp led by Coach Gene Keady, a legend in Kansas for having earned Junior College Coach of the Year three times while at Hutchinson Junior College.

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Before You Make a Difference, You Have to Make a Connection

Keith Rosen

It’s confusingly simple. Your team’s culture leads back to the efforts, actions, and behavior of one person; the manager. Forget about strategy, comp, perks, awards, and flexible work hours. To create healthy, enjoyable, relationships, a rewarding career, a purpose-driven life, a remote team of thriving, happy, quota-crushing champions, and, dare I say, world peace and equality – it’s all about connection.

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The Long Road to Data Privacy Compliance

Zoominfo

In an age where digital data increases at blinding speeds, achieving data privacy compliance takes a long time. In early 2020, the California Consumer Privacy Act (CCPA) went into effect. If the reaction to prior privacy laws in Europe is any indication, it will likely take years for U.S. companies to fully prepare themselves for privacy regulations.

Data 147
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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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What is strategic account planning and how does it drive growth?

Membrain

What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers.

Account 144
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Is Working From Home Inevitable or Overrated?

Sales and Marketing Management

Author: Paul Nolan. Corporate leaders are asked to look forward and plan ahead, especially in times of great shifts such as the one we are experiencing. It is important, however, to look back, even to recent periods, and make sure that aspects of corporate culture you felt were important are not swept away with the tidal wave of change that is imminent in a post-pandemic world.

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Why Change?

Partners in Excellence

The salesperson was getting frustrated. We were doing a deal review. It was a huge deal for him, and important deal for the company, for the quarter. He’d been working on the deal for several years. In recent months, he’d finally gotten some key users interested in the product he sold. They had committed to take the proposal to senior management to get approval. “I’m confident this will close this quarter,” he stated.