Anthony Cole Training

OCTOBER 6, 2022

The start of any undertaking is the most important step. When it comes to building the confident and trusting relationship associated with a strong seller / buyer relationship, the start is especially important. I'm not just talking about the immediate "bonding and rapport" part of selling or a 5-minute segment of chitchat. The start I’m referring to is the entire first contact process whether it is a phone call or an association meeting or the initial meeting after the phone call.

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Understanding the Sales Force

OCTOBER 7, 2022

Before I purchased my first Jaguar, my dream car was the Infinity Q45. In the early 90's, I couldn't wait to get that car and when winter came, I couldn't wait to get rid of it. It didn't matter what kind of tires I put on that expensive-but-useless-piece-of-crap-for-all-of-winter car, it wouldn't go in the snow and ice. Since I had to drive up a steep, mile-long hill to get home at the end of the day, and the hill wasn't well salted or sanded because it ran alongside a lake.

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Sales and Marketing Management

OCTOBER 3, 2022

Here is the right approach to increase revenue by optimizing the experience of the digital buyer (first) while achieving more productivity with sellers. The post Unlocking the True Potential of Digital Selling appeared first on Sales & Marketing Management.

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Membrain

OCTOBER 5, 2022

Channel partners provide a way for companies to not only bring their products to market, but to develop long-term profitable relationships that are beneficial to the maker, the seller, and the buyer. But we still have a long way to go to truly unwrap the potential of co-selling relationships with channel partners.

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Channels How To Buyer Marketing 132

Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester

Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!

Intent

Alice Heiman

OCTOBER 6, 2022

Most startup founders wear many hats in the early days. And one of those hats is often head of sales usually because they are the most knowledgeable about the product and the problems it solves in the market. But it’s impossible to grow beyond the startup phase if you are spending 15 days a month on the road selling. Replacing himself as a salesperson took 3 years, but replacing himself as head of sales took Doug Frazier much longer.

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Scale Telecommunications SalesForce Channels 71

The Spiff Blog

OCTOBER 6, 2022

One wrong commission payment. That’s all it takes for a sales rep to jump ship and take their skills elsewhere. This article will show you how the right commission plan execution can retain your employees, reduce customer churn and increase trust between internal teams. . Maybe your company is a start-up working in the customer acquisition phase and pounding the pavement hard.

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Commission Compensation Churn Incentives 75

Selling Energy

OCTOBER 4, 2022

As most of you know from reading this blog, I’m a big proponent of challenger selling. I’ve written about the benefits of challenger selling and the downsides of relying on relationship-building to close sales. Today, I’d like to offer a scenario that highlights the differences between these two approaches.

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Benefit Closing Sales Marketing 71

Sales and Marketing Management

OCTOBER 4, 2022

Building a strong business ecosystem may require a lot of effort, but your business will certainly reap the benefits for years to come. The post Expand Your Business Ecosystem with 3 Steps appeared first on Sales & Marketing Management.

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Benefit Marketing Sales 316

SBI Growth

OCTOBER 5, 2022

For the last few weeks, SBI has shared a framework for focused annual revenue planning, with near and long-term value creation planning being top-of-mind for CEOs. A focused growth strategy benefits the commercial ecosystem tremendously. Broad agreement on prioritized markets, products, customer segments, and targeted deployment of those resources create the conditions for growth in challenging economic environments.

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Revenue Segment Benefit Resources 156

Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com

Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.

Marketing

Anthony Cole Training

OCTOBER 3, 2022

Sometimes that means just go do the work! Early on in our business, I established rules for our sales success. One of my rules was No Cold Calling. Even though there is lots of information on effective cold calling, by having that rule, I was forced to get introductions and network with centers of influence. This has worked well over the years and our entire team follows that path.

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Sales Goal Cold Calling Networking Influencer 156

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” Apologies, the article was rather long, but the selling process is so important. Understanding it, executing it well is the cornerstone to our success.

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Analysis System Selling Skills Buyer 133

SocialSellinator

OCTOBER 4, 2022

What Is Digital Marketing? Digital marketing is the use of digital channels to promote or market products and services. It is a relatively new form of marketing, and its popularity has been growing in recent years. With the rise of new digital technologies, businesses are increasingly using digital marketing to reach their target audiences. There are many different types of digital marketing, but some of the most common include social media marketing, content marketing, and email marketing.

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Trends Marketing Social Media Promotion 130

Zoominfo

OCTOBER 7, 2022

It’s time for another product update roundup, where we tell you what’s new within the ZoomInfo platform and how these features help you do your job more efficiently. This update includes features within our MarketingOS, OperationsOS, and Chorus platforms. MarketingOS Many companies operate multiple LinkedIn accounts, giving them more flexibility to represent multiple brands and services.

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Ideal Customer Profile LinkedIn Account Data 130

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales Coaching

Predictable Revenue

OCTOBER 6, 2022

Peter Kazanjy joins the Predictable Revenue podcast to discuss why you should be using data to drive your decisions as a sales development manager. The post Why You Should be Doing Data-Driven Sales Management appeared first on Predictable Revenue.

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Data Sales Management Revenue Sales 122

Partners in Excellence

OCTOBER 4, 2022

Hank Barnes’ research on buyer remorse (and other things) is some of the most important research for sellers to understand. He recently wrote a post, “Who Is Responsible For Expectations?” It’s best to read his research, but a net summary of one of his points is, “Buyers who have put less time in doing their homework, up front; those that engage only at a superficial level, have a much higher degree of remorse, for those decisions they make.” This is a key iss

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Customer Buyer Research Up-Sell 133

The Center for Sales Strategy

OCTOBER 3, 2022

Selection is defined as the action or fact of carefully choosing someone or something as being the best or most suitable. It's Monday morning, and a seller has just told you that they are resigning. Maybe that's a good thing, or maybe it isn’t, but either way, you find yourself with the need to fill a position. But before you do that, you need to know what you are looking for in order to find it.

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Zoominfo

OCTOBER 5, 2022

Recently, the term “quiet quitting” has become a point of discussion across the business world, as workers everywhere embrace the idea of “acting their wage” — doing only as much as their job requires. It’s mind-boggling to think that before the pandemic, if a manager told a team member they were “coasting,” that person would have likely been embarrassed.

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Salary Face-to-face Compensation Trends 130

Advertisement

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

Hiring

Force Management

OCTOBER 6, 2022

At some point, every leader will have to guide their team through some level of change. Our guests this month on the Revenue Builders Podcast are familiar with that task. Tune in to these eye-opening episodes for lessons on leading with confidence, building connections and building the leaders of tomorrow. Whether it's building a company from the ground up, tracking our ever-shifting economy or even building a grassroots movement, the insights shared this month are highly relevant and actionable

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Leads Marketing Qualified Lead Revenue Company 119

Partners in Excellence

OCTOBER 6, 2022

One of the great joys of working with sellers and leaders is that, generally, we are people of action. A core part of our jobs is solving problems. Whether it’s helping our customers solve their problems and grow, or doing the same around our own performance or growth. We tend to be proud of our ability to leap into action, responding to a customer’s query, or taking action on new growth opportunities.

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Positioning Customer Pipeline Relationals 125

Anne Miller

OCTOBER 6, 2022

How do you attract people to a field (sales) that they think has a notoriously suspect reputation? How do you turn perceptions of sales as a “pushy,” “manipulative,” and “untrustworthy” endeavor into a respectable opportunity that could launch participants into a world of respectable and lucrative work? That was the challenge John Kratz faced in 2019 when he went after Gen Z students to enroll in the first public university sales major that he created in the state of Minnesota.

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Face-to-face Journal ACT Up-Sell 118

Zoominfo

OCTOBER 3, 2022

You’ve probably seen questionable social media accounts trolling the comment section of your personal feed, or heard of scammers attempting to make a buck through fake Facebook or Instagram profiles. But recently, there’s been attention on a new frontier of fake social media accounts — business profiles on LinkedIn. The CEO of cryptocurrency exchange Binance tweeted that of the 7,000-plus LinkedIn profiles claiming to be Binance employees, only about 50 actually work there.

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Ideal Customer Profile LinkedIn Social Media Campaigns 130

Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology

Ever wondered why sales and marketing teams often struggle to collaborate effectively? Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions. Enter Account-Based Marketing (ABM). ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects.

Account Based Marketing

Grant Cardone

OCTOBER 5, 2022

As the top marketing podcast in America, “Goal Digger” gets 1.5 million downloads each month and has amassed more than 74 million over its time on the air. At its forefront is a small-town Minnesota girl who took a risk — and a $300 Craigslist camera — and made her vision a reality… Today, Jenna […] The post Who Runs the #1 Marketing Podcast in the COUNTRY?

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Marketing 118

Partners in Excellence

OCTOBER 6, 2022

I spend a lot of time in non-English speaking countries. My French and German are, barely passable. Sometimes, I struggle a little in Ireland, Australia, and the UK (Yes, they are non- English American speaking countries I spend a lot of time in the Nordics and Northern European countries. Fortunately, they speak English better than I. But then there’s the Far East.

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Conversion Customer How To ROI 123

Gong.io

OCTOBER 3, 2022

It doesn’t matter if you are a Formula 1 engineer, an Olympic sprinter, or a sales manager; everyone is striving for efficiency. . More efficient race cars are lighter and require less fuel, more efficient sprinters can run faster with less effort, and more efficient sales teams can close more and higher-value deals with fewer resources. . But unlike the other two examples, sales managers aren’t usually backed by multi-million dollar teams supplying them with insights to drive improvements.

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Ideal Customer Profile Buyer Persona How To ROI 118

The Center for Sales Strategy

OCTOBER 5, 2022

Increasing productivity and promoting teamwork in a hybrid workplace can be challenging, but a few simple changes can help people feel connected and allow them to contribute in a more meaningful way. As more companies move to remote and hybrid work, creating an environment that fosters teamwork is especially difficult, and many employees can feel disconnected and unmotivated when they’re not in the office.

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Speaker: Jesse Simms, VP at Giant Partners

This new, thought-provoking webinar will explore how even incremental efforts and investments in your data can have a tremendous impact on your direct mail and multi-channel marketing campaign results! Industry expert Jesse Simms, VP at Giant Partners, will share real-life case studies and best practices from client direct mail and digital campaigns where data modeling strategies pinpointed audience members, increasing their propensity to respond – and buy.

Direct Mail

Grant Cardone

OCTOBER 5, 2022

In general, brand partnerships get a bad rap. Many people don’t want to sell out or feel like they “owe” a corporation something… For this reason, the majority of individuals I meet all talk about how they want to be entrepreneurs or start their own businesses. Everyone wants to do things their own way and […] The post Are Brand Partnerships Worth It?

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Meeting 118

Hubspot Sales

OCTOBER 3, 2022

When I first sat down with David Stafford , Dropbox's Head of Customer Solutions, to discuss BATNA, he admitted what I'd also been thinking. "I'm going to be honest — I'm familiar with BATNA from business school and from a textbook point of view. But I never knew it as BATNA. So, this morning, I had to Google it.". I'd also spent the morning reading up on BATNA, so I could relate.

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Partners in Excellence

OCTOBER 3, 2022

Continuing my series of posts on the things we thought we understood about selling but really don’t, I’m tackling the selling process. I can already hear the groans and suspect many of you are about to click, moving onto something else. But hang in there, the selling process is one of the most important fundamentals to our effectiveness as sellers.

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