2021

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Rethinking How We Approach Mental Health In the Workplace

Sales and Marketing Management

If the past nearly two years has taught sales and marketing leaders anything, it's that equipping workers with knowledge about maintaining mental health and then supporting those efforts is vital to overall performance. The post Rethinking How We Approach Mental Health In the Workplace appeared first on Sales & Marketing Management.

Marketing 380
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Best Sales Prospecting Power Tips

Score More Sales

In a recent post , I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. If you are a sales leader that says more calls equal more meetings, that is not true. Ryan proves that time and time again.

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Are You Focused on Results Generating Activities?

Steven Rosen

Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? As a sales leader, you are in the most challenging role in the organization. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results.

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Most Sales Processes, Funnels and Pipelines are How Old?

Understanding the Sales Force

Have you ever conducted a Google or Amazon search for one thing only to be presented with search results that were completely different than what you were looking for? I was looking for an image of a sales funnel and couldn't believe what I found! My search results can be found here. Can you believe all of those images of sales funnels? Look them over and see if you can recognize the problem with all of them.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Sales Reps Not Closing Sales? Try This

No More Cold Calling

This broken link is to blame for sales teams’ biggest closing mistakes. “My salespeople can’t close.” This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. It’s just a symptom. The problem is that sales reps neglect important activities during earlier stages of the sales process. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal.

Closing 409

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Six Clues Your QBRs are Box-Checking Exercises … and How to Fix Them

Emissary

Quarterly Business Reviews (QBRs) have been a mainstay for key account management for some time. But just a few years ago they—and for that matter, the whole customer success function—were the new kid on the block. And they were difficult to pull off. It was hard to get the right data, hard to build a case for value, hard to predict success and alter implementations. .

Exercises 245
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7 Tips for writing the perfect follow-up sales email (according to science)

Sales Pro Central Submitted Articles

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals

Follow-up 238
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Are You A Strategic Game Player?

Smooth Sale

There are positives and negatives associated with being a game player, but a strategic game player is at another level. Using strategy implies studying, reviewing, and giving thought to better ways for proceeding. Efforts perform best when they include a thought-out plan.

Study 195
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Axonius nabs $100M at a $1.2B valuation for its asset management cybersecurity platform

Openview

Remote work has become the norm for many businesses in the last year, and today a startup that has built a cybersecurity platform to help manage all the devices connecting to organizations’ wide-ranging networks — while also providing a way for those organizations to take advantage of all the best that the quite fragmented security market has to offer — is announcing a major round of funding and a big boost to its valuation after seeing its annual recurring revenues grow ten-fo

Scale 199
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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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5 Sales Enablement Priorities for Transformational CMOs

Allego

Sellers are facing one of the most difficult buying landscapes in recent memory—and they need your help. B2B deals are high-cost, span multiple touchpoints, and take months to close. It falls on marketers to support their teams while ensuring salespeople are armed with content that captures buyer attention and closes deals. In times of crisis, businesses that innovate and rethink conventional approaches are the ones that are likely to win.

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Great, Great B2B Media Sales Opportunity

Sales and Marketing Management

If you like working on your own schedule, in your own digs, and make quite good dough at it, we have a fun and profitable opportunity for the right, qualified person. The post Great, Great B2B Media Sales Opportunity appeared first on Sales & Marketing Management.

Media 404
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How to overcome fear in sales

Membrain

Sales is not a profession for the weak of heart. From the first cold call, to the last presentation and request for closing, every step of the sales process is fraught with potential peril.

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The Fearless Sales Leader

Steven Rosen

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create the culture, hire, develop, and retain top sales professionals, aiming to create an environment that facilitates success.

Hiring 424
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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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8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success

Understanding the Sales Force

Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the fan noise that has been missing for so long but there was one fan in particular that I heard louder than all of the others. Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn't stop chatting with me for the remainder of the game.

Sales 404
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How to Reach Decision Makers Every Time

No More Cold Calling

A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. Part Two: Everything that happens after that. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction.

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Prospecting Fundamentals To Practice During Summer

The Pipeline

By Tibor Shanto. A week or so back, I posted about the “ summer lull ,” suggesting it could be more myth than fact. Some enterprising salespeople asked what they should do during this period? Well, it is a great time to do all those things you tell me you want to do but never have time for. Every time I suggest salespeople practice the basics, they tell me they have not time, well now is the time, summer.

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Do You (And Your Customer) Have A Real Deal?

Partners in Excellence

Probably one of the weakest areas of buying and selling I see is “qualifying.” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” BANT is the grandfather of all of these, but others have come up with their own alphabet soup pushing their approaches. These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion.

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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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What Is Sales Enablement? Goals, KPIs, And Tools

Gong.io

Have mercy, it’s your everything. For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Tons of software came along to do that quite effectively in recent years. And yes, it’s been helpful. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair.

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Do You Inspire Your Audience?

Smooth Sale

Many years passed for me to finally realize our gift is not fitting in with the crowd, but in standing out, and often, standing alone.

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How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup

Openview

The post How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup appeared first on OpenView.

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Remote Selling Viewpoints with George Donovan of Allego

SBI

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Hiring 164
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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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What B2B Marketers Can Expect in 2022

Sales and Marketing Management

B2B marketing and media relations in 2022 will continue to focus on rich storytelling, but it will include new voices, prioritize emerging mediums and approach thought leadership in new ways. The post What B2B Marketers Can Expect in 2022 appeared first on Sales & Marketing Management.

B2B 379
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How to Create Personal (Not Just Personalized) Sales Proposals | The OmBlog

Sales Pro Central Submitted Articles

Content automation and streamlining proposals have been a hot topic recently — with good reason. As the number of proposals you respond to increases, it can be enticing to fully automate proposals and deliver them with just a few clicks.

Proposal 130
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Top 10 Reasons to Set Goals

Steven Rosen

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Salespeople Will Close 50% More Business By Changing This One Thing They Do!

Understanding the Sales Force

We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated. CDC Guidelines change almost weekly, often lack the science to justify their recommendations, don't take local conditions into consideration and are usually very confusing to say the least.

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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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Your Lead Gen Is Broken (Here’s How to Fix It)

No More Cold Calling

Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they don’t have enough leads, or at least not enough qualified leads. Wait, wasn’t lead-gen technology supposed to solve that problem?

Lead Gen 397
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To Research Or Not To Research?

The Pipeline

By Tibor Shanto. One of the reasons I like sales is you don’t need an MBA to succeed. It helps, no doubt, but a lot of MBAs fail at sales. Mostly because it is about what you do, not about what you think or believe. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.

Research 386
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What Is Your Development Plan For Your People?

Partners in Excellence

My friend, Tibor Shanto , and I were talking this morning. He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” The question caused me to pause and reflect. Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels.