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Mixed Messages

Sales 2.0

An old-fashioned approach I finally got my act together to start sending my friends and connections physical holiday cards againyou know the ones on paper that you write with a pen and stick on a stamp. Suddenly my inbox started filling up with replies from people updating/confirming their mailing address.

Fashion 195
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Trust Is the Currency of Referrals

No More Cold Calling

Trust is built the old-fashioned way—through consistent, meaningful, human interactions that solve real problems. There’s a hard truth every sales leader and consultant needs to hear: You don’t earn referrals by being good at your job. You earn them by being trusted. In referral selling, trust is the currency.

Referrals 170
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Sales and Compliance: Unlikely Allies

Zoominfo

That asset had historically been considered just another company commodity, to be managed or warehoused like an extra tractor or overruns from last season’s fashions. Data, and lots of it, has always been a byproduct of most businesses. Use and confidentiality of the data was mostly an afterthought.

Fashion 130
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What is Sales Enablement? Steps to Building an Enablement Strategy

Zoominfo

Leads from other teams involved in sales enablement — such as product and customer support — may also be fashioned into a dedicated team to determine the best sales processes and technology to move enablement forward across disciplines.

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How to Use AI to Close More Sales

Hubspot Sales

My recommendation for this : I’m still putting in the legwork and conducting good old-fashioned research, but I’m curious about Crystal — an AI tool that analyzes publicly available data about your prospects to produce personality assessments illustrating the best ways to connect and communicate with them.

Closing 115
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How Sales Teams Can Use AI to Follow Up With Leads

Hubspot Sales

Pro tip: If you prefer to do things the old-fashioned (read: manual) way, check out this article on the art of the follow-up for help keeping those conversations productive — you can be sure each of these touchpoints will require your time, energy, and focus.

Follow-up 122
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Your Dashboards Are Useless, What Are Your 5 KPI's? Posted on January, 2025

Partners in Excellence

It seems like the current fashion promoted by guru’s is, “We can measure everything, put it on our dashboards, and just sit back and turn the dials… ” But too often, they fail to identify the real issues and the real performance levers.