January, 2023

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The Difference Between Sales and Presales

Sales and Marketing Management

By understanding the differences between sales and presales and how they work in unison, businesses can better engage with customers in more meaningful ways that can move the needle in conversion. The post The Difference Between Sales and Presales appeared first on Sales & Marketing Management.

Marketing 299
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Are You Ready to Lead and Succeed in a Recession?

Steven Rosen

10 Characteristics of Bold Sales Leaders. Sales leaders have had to adapt to virtual selling, work from home, supply chain issues, passing on price increases and sales rep turnover.

Leads 259
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Tie-Downs: You’re Using Them, Right?

Mr. Inside Sales

It’s a new year, and the sooner you learn, practice, and use new habits, the faster you’ll get better results. This is true whether you’re attempting to eat better, work out more, or make more sales. And one easy and important habit you can develop right now is to use more tie-downs.

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5 Key Takeaways from Celebrating 30 Years in Business

Anthony Cole Training

This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.

Banking 233
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Contact vs. Company Intent Signal Data

Intent signal data comes in two types: either companies or individuals signaling interest in products like yours. Which kind of data delivers more advantages to B2B marketers? It depends. Get this infographic to learn about the advantages of intent-based leads and how you can most effectively use both types of data.

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Can Malcom Gladwell Explain the Sales Hiring Problem?

Understanding the Sales Force

CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. They get it right about 50% of the time and that includes salespeople who stay but underperform.

More Trending

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10 Ways to Use Buyer Intent Data for B2B Sales Teams

Sales and Marketing Management

By understanding their customer's journey and their needs, sales teams can better target their customers and optimize the sales process. The post 10 Ways to Use Buyer Intent Data for B2B Sales Teams appeared first on Sales & Marketing Management. News Featured

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The Key to Supercharging Annual Performance Reviews

Steven Rosen

Creating Powerful Development Plans It’s the annual performance review (APR) time again. APR is a time-consuming process for the sales leadership team. It takes a lot of time to write up and give each review.

Policies 233
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How to Sell A Pencil—Or Any Product or Service

Mr. Inside Sales

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently.

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The 9 Do’s of Better Hiring: An Alternate Perspective to LinkedIn’s Talent Solutions 9 Mistakes

Anthony Cole Training

I would like to provide you with an alternate perspective to LinkedIn's article- a list of 9 Do’s you can use when looking for and hiring new talent.

LinkedIn 219
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Intent Signal Data 101

Intent signal data helps B2B marketers engage with buyers sooner in the sales cycle. But there are many confusing terms used to describe intent data. Read this infographic to better understand three common areas of confusion.

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Top Salespeople are 8600% Better at This Than Weak Salespeople

Understanding the Sales Force

You're not supposed to mix alcohol and medication, which isn't an issue for me because I don't drink and I avoid medication. While my articles usually begin with an analogy, I am breaking the rule, incorporating 4 separate analogies, and then attempting to string them together at the end.

Analysis 206
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Creating Clarity and Confidence in a Year Like No Other

SBI Growth

SBI Sr. Partner Josh Horstmann and Engagement Manager Norma Nieto hosted a webinar to discuss how commercial teams can generate clarity and confidence in executing the 2023 growth plan. type-video topic-Revenue Growth Strategy

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Employees Crave Development

Sales and Marketing Management

By providing ongoing training opportunities to your employees, you’ll positively impact their morale and productivity, which benefits everyone. Here’s how to create a meaningful training program that achieves actual results.

Marketing 286
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What’s new at Nutshell?

Nutshell

As 2023 kicks off, we’re excited for the future here at Nutshell.

Analytics 105
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Guide to Leveraging Account Intelligence for Enterprise Sales Success

Use the infographic below to help you plan and sell more strategically and efficiently by leveraging sales and account intelligence; gaining a steep advantage over the competition.

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4 Proven Ways to Get Better in 2023

Mr. Inside Sales

Want to make 2023 your best year ever? I guarantee that if you just take time to follow the four steps below, you’ll make more money this year than you ever have. Guaranteed. Step One: Take time to carefully script out word-for-word rebuttals to the common objections you get repeatedly.

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5 Behaviors of Effective Banking Sales Leaders

Anthony Cole Training

The sales management activities that we are performing today are creating the results we are achieving today.

Banking 202
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Sitcoms, Sales Process, Sales Assessments and Sales Competencies

Understanding the Sales Force

If I created a list of the top sitcoms of all time, I could end up with a list that includes the following shows: Dave Kurlan sales process sales core competencies sales assessments

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Achieve Growth Transformation with a Revenue Growth Office

SBI Growth

Companies committed to unforgettable growth have a higher probability of success with a centralized office to manage workstreams and track essential KPIs relative to transformation initiatives.

Revenue 156
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Selling With Video – Your Guide to the Benefits of Video-Based Training

Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB

The power of video is working for a growing roster of organizations, whether working with a live mentor or scaling programs with artificial intelligence. Take advantage of this exclusive webinar to learn how to use video coaching to your advantage!

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Customer Engagement: The Key to Building Loyalty

Sales and Marketing Management

Positive customer engagement can build long-lasting connections between customers and your brand. However, if you're not doing it right, customers will disengage, negatively affecting your overall revenue.

Loyalty 236
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Becoming a Unicorn Company: What Top Tech Startups do Differently

Force Management

If you’re a leader in a high-growth tech sector, you’ve probably heard the phrase “unicorn company.” It’s the dream of any tech startup – to reach a valuation of $1 billion without an IPO. But what do companies in this coveted spot have that puts them so far ahead of the competition?

Company 105
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2 Great New Year’s Questions for Your Clients

Mr. Inside Sales

Welcome back to the office, how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most companies are under immediate pressure already to begin accomplishing their new goals and sales targets.

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5 Keys and 3 Suggestions for Your Company's Unique Sales Approach

Anthony Cole Training

Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS).

Company 205
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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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Top Recommended Personality Assessments for Sales

Understanding the Sales Force

My Chrome home page often displays articles that Google thinks I might be interested in. Red Sox, Patriots, politics, software applications, gadgets, and for the first time, sales assessments! I thought, "Is this for real?".

Google 156
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Corporate Culture: How To Instill A Positive Organizational Mindset

SBI Growth

As CEO, my job is to help all the people on my team realize their full potential. Everyone comes to work with varied strengths and aptitudes. Given a person’s natural talents, different parts of the job are easier or harder.

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Bring a New Mindset to the New Year for Sales Success

Sales and Marketing Management

Sales leaders need to think differently in the new year about what metrics measure success. The indicators we once used to assess the health of our business are no longer relevant but how we communicate is.

Marketing 242
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The Art and Science of Complex Sales Podcast

Membrain

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Walter Crosby , CEO of Helix Sales Development , to discuss his unique perspective on the world of sales with us

Sales 97
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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Start the Year Strong: What Sales Leaders Are Doing Now

Force Management

As we close out a year of widespread economic uncertainty, many leaders are looking for ways to boost morale and prepare their teams to maintain or even recover revenue in a competitive market. The start of the year is an opportunity to capitalize on the mindset of a fresh start.

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Bring More Certainty and Less Volatility to Sales

Alice Heiman

Heidi Messer started Collective[i] with one goal: to bring more certainty and less volatility to sales and improve the livelihoods of every single employee. According to Heidi, sellers operate at 30% productivity rates. There is no other function in a company that is as unproductive as sales.

Sports 102
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FREE: Join the Unbreakable Challenge to Master Business Growth in ANY Economy

Grant Cardone

Join Grant Cardone & a Team of Experts on January 24-28, 2023 for the online Unbreakable Challenge Join Grant Cardone & a Team of Experts on January 24-28, 2023 for the online Unbreakable Challenge.

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