Sat.Sep 14, 2019 - Fri.Sep 20, 2019

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Playing Chess Instead of Checkers In Sales

Sales and Marketing Management

Author: Charles Brennan One of the fastest-growing sports in America is pickleball. However, many people are not familiar with the sport. Pickleball is a paddle sport that combines elements of tennis, badminton and table tennis. It is a game resembling tennis in which two or four players use paddles to hit a perforated plastic ball, similar to a whiffle ball over a net.

Sports 184
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Recession-Proof Your Sales

Alice Heiman

Have you been hearing rumblings about an impending recession? Wondering if it will happen? It’s likely. As an economist, I can tell you with confidence that the economy is cyclical, and this period of expansion has been unusually long. While employment numbers are still strong in the U.S., they are not as strong internationally. Since our economy is dependent on the global market to continue expanding, a contraction is likely. .

Hiring 83
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How Does Your Sales Experience Stack Up?

Igniting Sales Transformation

Creating differentiated, personalized customer experiences is a top business initiative for most organizations. Executives know that when exceptional experiences are delivered, they distance themselves from their competitors. The reverse is also true. When things don’t go well, the negative brand impact on your company has greater potential for damage that goes far beyond losing a sale or a current customer.

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10 Things You Are Forbidden from Negotiating Away

Anthony Iannarino

You will be asked to negotiate things you must never trade away. Whatever is offered in trade will never equal what you are being asked to give up. The following list includes the things forbidden from being negotiated away. Integrity or Character : If there is one thing you should never, ever negotiate away, it is your integrity. Your character is worth more to you than anything you possess.

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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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In an Omnichannel World, Do Territories Even Matter?

SBI Growth

It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time.

More Trending

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So, Where’s The Revenue?

The Pipeline

By Tibor Shanto. When you look at a football team, you would figure that if a team is in possession more time, running more yards than before, you would see more touchdowns and wins. People would not only wonder why results weren’t materializing, but they would also take action, and heads would surely roll. Yet when it comes to sales, we seem to hold things to a different standard.

Revenue 268
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Guest Podcast: Why Referral Lead Generation Is So Powerful

No More Cold Calling

I challenged seasoned pro, Mario Martinez, Jr., on how he asks for referrals. I never pass up the chance to chat about referrals. So, I was thrilled when Mario Martinez, Jr.—CEO of Vengreso and a top expert on social selling for lead generation—invited me to be on his “ Selling with Social ” podcast. (This was his 126th episode. I waited until he got it right to be his guest.).

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Using the Most Powerful Sales Tool to Get What You Want

Understanding the Sales Force

My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity. James Spader stars as international bad-guy Ray Reddington. He's on the top of the FBI's most-wanted list but works with the agency to help them track down bad-guys that are as bad as he is. Somehow, he gets the FBI to help him get what he wants and he gets the bad guys to give him what he wants from them.

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How to Develop Critical Thinking Skills & Avoid Mistakes in Selling

Connect2Sell

As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls. And, as a sales trainer, I conduct 1-to-1 role plays with sellers and sometimes set traps to see how they’ll handle common situations.

How To 206
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Have We Lost The Art Of Decision Making?

The Pipeline

By Tibor Shanto. There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. Given all the noise about better ways to sell, one would expect better outcomes, but they are not. According to CSO Insights’ 2018 survey , things are flat or declining. The 47.3%-win rate is identical to the figure reported in the 2017 study.

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Exclusive Sales Management Group

Steven Rosen

Are you a sales manager? Congratulations! You are the key to unlocking the potential of your team. You are the #1 factor that drives your team’s performance. One of my favorite quotes is from Peter Drucker which nicely sums up your role. “ Effective leadership is not about making speeches or being liked; leadership is defined by results, not attributes.”.

Groups 215
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New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow

Understanding the Sales Force

Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.

Data 220
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How to Calculate Sales Headcount to Secure Reps and Make the Number

SBI Growth

Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.

How To 198
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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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Building Relationships In Business – 6 Useful Tips

MTD Sales Training

The building of relationships in business is the biggest common denominator when ascertaining how we can increase our sales with current and new clients. Relationships are the key to building trust and developing sales with clients, as your consistency and caring for the client’s business creates a clear, forward-looking strategic alliance between your business and their organisation.

Buyer 185
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Which Hurts Salespeople More: A Lack of Confidence or Poor Selling Skills?

The Sales Hunter

Recently, I worked with a very capable salesperson who had a great sales plan and great leads; yet, she failed miserably in at hitting her number. She knew what to do and when to do it; she just could not bring herself to actually do it. To make matters worse, her boss provided zero support other than a constant threat of termination if she didn’t make her number.

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10 Tweetable Marketing Productivity Quotes

Zoominfo

Everyone in this line of work strives to increase marketing productivity – but, as with any profession, there are productivity roadblocks around every corner. Sometimes it’s poor planning. Sometimes it’s unanticipated distractions. And sometimes you just need a quick dose of motivation. If you fall into that last category, we have just the thing for you.

Marketing 171
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How ABM Can Help You Drive Revenue in 2020

SBI Growth

It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Do This to Develop the Attitude of Top Producers

Mr. Inside Sales

Legendary basketball player and coach John Wooden said something years ago that I have adopted as a life philosophy: “Do not let what you cannot do interfere with what you can do.”. Living by this philosophy has enabled me to accomplish much in my life, and it was the spring board to transitioning to top performance in sales. For example, I used to complain about leads.

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Practice Schedules: A Perfect Sales Productivity Tool

Anthony Cole Training

I started this series of articles by relating my experience coaching football to selling. It is my goal now each week to focus in on one of the 9 football related tools that can be applied to selling.

Tools 126
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Direct-Dials: More Than Meets The Eye

Zoominfo

In case you haven’t heard the news, DiscoverOrg and ZoomInfo have joined forces! And as one unified company, we humbly believe there’s no one better equipped to discuss the importance of high-quality contact information. So without further ado, let’s hear from the experts from ZoomInfo and DiscoverOrg alike as they tell you all you need to know about direct dials.

Meeting 166
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Lead Management – Enabling Your Sales Team with Technology

SBI Growth

Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a.

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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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Monday Motivation Video: The Power of Passion in Sales

The Sales Hunter

Who are you going to show passion and focus towards today? Be passionate about helping somebody today. Help someone achieve success and you’ll achieve success. If you take your focus off yourself and focus on someone else’s needs, you’ll change your week for the better. Take off your coat, roll up your sleeves, and get after it! Copyright 2019, Mark Hunter “The Sales Hunter.

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Football & 9 Sales Productivity Tools That Will Change Your Results

Anthony Cole Training

We often find there is a direct connection between sales and competitive sports. Due to his time on the football field as both a player and coach, Tony Cole has identified 9 Sales Productivity Tools that will help your producers build better plays, hit harder in the field, and come home with more wins.

Tools 123
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Direct Dials: More Than Meets The Eye

Zoominfo

Today’s story features the seemingly simple direct-dial phone number. And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. They say absence makes the heart grow fonder. Well, this story starts when I had a great opportunity at a young age to work for a third-generation entrepreneur who taught me the way to really sell business to business over the phone.

Meeting 130
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Impactful CMOs Develop Customer Experience Charters Instead of Agonizing over Renewal Rates

SBI Growth

Quick—why do top sales reps make big bucks? It’s because they make it easy for their prospects to buy and to feel good about buying. They personally differentiate their company and solutions at the crucial moment someone prepares to take.

Customer 175
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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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Handling objections, a new way to research competitors and a quote from Mark Hunter

MTD Sales Training

Episode 35: Handling objections, a new way to research competitors and a quote from Mark Hunter. In this episode we look at some techniques to help you handle objections. Our Skills Pill looks at the latest ways to research your competitors to gain an edge. And our Inspire Me quote comes from Mark Hunter. Take a look at this episode on [link]. The post Handling objections, a new way to research competitors and a quote from Mark Hunter appeared first on MTD Sales Training.

Research 120
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How Do I Build a Prospecting Plan That Will Work?

The Sales Hunter

Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. That will make the biggest difference. Too many people think the solution to their prospecting problems lies in having some massive new tool or a radical overhaul in what they do.

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Podcast 116: Sales Lessons From Coaching The Yankees With Coach Dana Cavalea

John Barrows

This week it’s an honor to have Coach Dana Cavalea on the podcast. He’s spent years working with the Yankees on their strength and conditioning, working with elite athletes every day. We’re talking about people who win every day. Now, Coach Dana is a keynote speaker and performance coach for leading business-people who want the same elite mindset and behavior to match.

Coaching 116