Sat.Sep 30, 2017 - Fri.Oct 06, 2017

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Sales Leaders Can Close Big Deals in Q4 by Reducing Customer Risk

SBI Growth

Closing 285
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Pipeline – Stand And Defend

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Real or Fantasy. What was striking is that for the most part, these “events”, fall in to one of two groups, they are either objective, fact based exercise, leading to a realistic view of their opportunities, with the conviction o

Pipeline 281
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Why Your Account Based Sales Team Will Never Be Good at Referrals

No More Cold Calling

Does your sales team struggle to get referrals? Here’s why. When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. After a long pause, her response was, “I don’t know.” That sent me over the top. It also made me curious: Why is it that posts about lead generation for account based sales never mention referrals , but tout emails, phone calls, videos, custom content, direct mail, social media, ads, webinars, events, testimonial

Referrals 279
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The Sales Enablement Market Is Consolidating – and It’s a Good Thing

Sales and Marketing Management

Author: Jason Liu Sales enablement software has been around for a while now. You may already have a solution in place for your company, you may be looking for one, or maybe you’re just familiar with the term. What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path.

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How to Create Sales Email Sequences That Convert

Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.

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Effective Sales Coaching

Steven Rosen

Hey Steven coming at you right again with my next Executive Briefing. Last time I spoke to you about coaching and the quantity of coaching. How many days should a manager spend in the field? I found this old presentation that I did when I was the vice president of sales at Alcon and we did some learning and many of you may have seen this on video, it’s by Stephen Covey, I like Stephen Covey and it is called The Big Rocks Presentation.

More Trending

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Great Thoughts on Sales, Business and Success IX

The Sales Heretic

There’s a lot of wisdom, insight, encouragement, and humor out there. Here’s another sampling of my favorite quips and quotes. “If you are not building value, you are losing sales.”—Laurie Brown “When starting out, don’t worry about not having enough money. Limited funds are a blessing, not a curse. Nothing encourages creative thinking in quite [.].

Sales 198
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Using the Gig Model to Build a Sales Engine

Sales and Marketing Management

Author: Staff "It will sell itself.". We hear that sort of hype often, especially from newer entrepreneurs and innovators looking to build a startup and acquire venture capital. Unfortunately, almost nothing sells itself , no matter how great that product or service may be. From the very beginning – before the product is even developed – startups as well as mature organizations rolling out new product lines need to ask the question, “How will we sell this?

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What a Winning Marketing Strategy Looks Like for Next Year

SBI Growth

Strategy 191
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How To Develop A Sales Strategy In 5 Easy Steps

MTD Sales Training

You wouldn’t go on holiday without deciding where you wanted to go, planning the accommodation and deciding on what transportation you would use. So, when you are planning your approach to sales, it makes total sense to determine the strategies you are going to use to make it successful. Selling is a strategic occupation, as it needs plans, processes , techniques and goals for it to function.

Strategy 169
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The Trends You Need to Succeed This Holiday Season

October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.

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Sellers – Do You Have a Third List to Grow Revenues With?

Score More Sales

Sales is an admirable role in your organization because nothing happens until someone sells something. You can have the most incredibly designed product or service – and if you don’t sell enough of them, ultimately your business is doomed.

Revenue 155
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Customers Love to Buy so Why Do Salespeople Struggle to Sell Them?

Understanding the Sales Force

Image Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it the new car smell? The finish? The wheels? The look? The brand? What about the last time you bought a new smartphone, tablet or notebook computer?

Sports 149
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When Sales Training is Not the Answer

SBI Growth

Training 180
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2 Killer Sales Coaching Techniques

MTD Sales Training

I’m always asked for my ideas on what sales coaching techniques to use in different situations. Sometimes it’s how to deal with underperformers and others it’s how to develop the best of the best. If you’re a Sales Manager or a Sales Coach then I’ve got a couple of golden nugget coaching techniques for you to use with your sales teams. And if you’re not a manager you can use these techniques equally well on yourself – you’ll just need to coach yourself!

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

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The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes. Tick tock, tick tock, tick tock. Sell, sell, sell. As we’ve all experienced, sales essentially boils down to two things: Numbers. Time. And those two things often go hand-in-hand.

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[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. So why don’t buyers like salespeople? It may be true that some sales professionals are, shall we say, less than professional; but B2B buyers have to get their products and services somewhere, so it’s important to make this inevitable relationship a positive one.

Vendor 145
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Is Your Compensation Plan Evolving with the Company?

SBI Growth

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4th Quarter Blitz — What You Need to Be Doing and Need to STOP Doing

The Sales Hunter

The clock is ticking. We’re already halfway through the first week of the 4th quarter. For too many salespeople, this is the quarter that will make or break their year. If you’re in this camp, keep reading for what you need to be doing. Unfortunately, I’m sharing this from first-hand experience, having spent too many […].

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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.

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40 Sales Interview Questions to Recruit the Best Reps in 2017

Hubspot Sales

Sales job interview questions. An effective interview question digs into the salesperson's skills, knowledge, experience, personality, and/or motivation. It helps reveal whether they'll be a good fit for the role, culture, and objectives. To build a strong sales organization, it’s imperative to find people who can hit quota, handle rejection, and be persistent without turning aggressive.

Hiring 145
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Dear CEO: Find out how well your team is nurturing its B2B sales leads

Pointclear

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. When you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. Here is why: You have heard the expression that to a hammer everything looks like a nail.

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Are You Maximizing Recurring Revenue with Customer Success?

SBI Growth

Joining the SBI podcast show is Nick Mehta, CEO of software company Gainsight, the global leader in the customer success category. Many CEOs are moving their revenue models to recurring revenue as this type of revenue creates higher enterprise value than.

Revenue 149
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Sales Motivation Video: OPiuM is the Key to Success

The Sales Hunter

Top-performing salespeople are those who reach out to others and learn. Who can you learn from today? OPiuM is simply a way to think of Other People’s Minds. Today I encourage you to find more sales motivation by looking around and LEARNING from those around you. Check out the video to see what I mean: […].

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Foundational ABM Building Blocks

Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.

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The Best Cold Call Script Ever

Hubspot Sales

You have your list of names and phone numbers. Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep-up talk encouraging you to dial, dial, dial. Now all you need is a cold call script. And not just any script … the best cold call script ever. But before I give you the keys to the castle, let’s look at a typical cold call.

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Is Your Sales Enablement Enabling the Right Things?

SBI

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. Yet, as an industry, we’re failing badly at it. According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations.

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Want Referrals? Ask Women [September Referral Selling Insights]

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Thirty-thousand is the number, and it’s not altitude. It has nothing to do with airplanes. It’s the number of views on my LinkedIn Status Update asking why referrals aren’t discussed as the #1 approach to smart prospecting. The responses got me thinking about why women in account based sales are especially adept at referral selling, and why women receive ( and give ) more referrals than men—many times unsolicited.

Referrals 136
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More Sales in Less Time

The Sales Hunter

Who isn’t looking for more sales in less time? Hmm, with it being the 4th quarter, it puts even more pressure to deliver more as the clock clicks down fast. I’m no different than any of you. It’s easy to become distracted, and as a result, it’s easy to suddenly find myself far behind in […].

Sales 132
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Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

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How to Build Rapport With Just About Anyone

Hubspot Sales

One of my guiding principles is that every business is a people business. It doesn’t matter what your industry is or what you do -- if you are not relating to the people you deal with, talk to, manage, or lead, your career will be a long, hard slog. That’s why building rapport is essential, especially when you’re forging a relationship and selling over the phone.

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Operations problem solving: how to start and finish backwards

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. It’s nearing the end of your company’s fiscal year, the sales team is gearing up for another year end close, holiday parties are being planned, and your leadership team is determining 2018 initiatives. These initiatives will likely trickle down into your lap in the form of a whole heaping of new projects, sometimes with little more than a one sentence headline.

How To 90
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9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed

Membrain

I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.