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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Say This to Get Better—Right Now!

Mr. Inside Sales

Want some quick (and easy!) tips that will make you better Right Away? You’ll find them below, and I guarantee that if you use them, you’ll not only identify buyers faster, but you’ll feel more confident, you’ll close more sales, and your income will grow— starting today.

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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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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 232
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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.

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AI in Sales Management…is just getting started

Sales 2.0

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science.

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Sales Talent Productivity Risks and Remedies for 2023

SBI Growth

Sales productivity is always a concern for CEOs and their go-to-market leadership teams. There's pressure mounting due to buyer uncertainty in a sideways market, a renewed focus on earnings versus growth, and owners and shareholders hungry for good news.

Remedy 156
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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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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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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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NEW SEATS: Unlock the Ultimate 10X Growth Conference Experience

Grant Cardone

Discover how to get in on the biggest and baddest business conference in the world. Discover how to get in on the biggest and baddest business conference in the world. The post NEW SEATS: Unlock the Ultimate 10X Growth Conference Experience appeared first on GCTV.

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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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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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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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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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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 218
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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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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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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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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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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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Media Sales Report – Learning & Development with Emily Estey

The Center for Sales Strategy

This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report.

Report 92
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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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NEW SEATS: Unlock the Ultimate 10X Growth Conference Experience

Grant Cardone

Discover how to get in on the biggest and baddest business conference in the world. Discover how to get in on the biggest and baddest business conference in the world. The post NEW SEATS: Unlock the Ultimate 10X Growth Conference Experience appeared first on GCTV.

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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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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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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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Tenbound Announces The Pipeline & Revenue Conference Series 2023

Tenbound

Tenbound, your source for intelligence and insights to grow your Pipeline & Revenue, today announced their virtual Pipeline & Revenue Conference series scheduled for 2023.

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#5: Focus on the Best Version of Yourself | Tony's 5 Key Takeaways from 30 Years in Business

Anthony Cole Training

Last week, I shared 5 key things that have helped us grow and serve others in the last 30 years, hoping they will be helpful to others on their journey. Now, I'm taking a deeper dive into the 5 key takeaways with a more detailed on each. Starting with #5: Focus on the Best Version of Yourself.

Banking 196
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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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This Company's Best Salesperson was 2500% Stronger Than Their Worst

Understanding the Sales Force

It's been four months since the baseball season ended but college baseball begins in less than 4 weeks and it will be fun to watch our son play for his college team (while freezing our asses off!).

Company 187
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Goal Setting in the New Year

Highspot

The new year is a natural time to create personal and professional goals, regardless of whether you call them New Year’s resolutions or simply goals. But did you know that according to Inc. ,

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When Should You Add Automation to Your Sales Process?

Membrain

Sales automation is often touted as a route to greater sales efficiency. Companies like Salesforce and hundreds of smaller point solutions promise to save your salespeople time, if you only spend more money and increase the complexity of your sales stack with their automation tools.