Sales and Marketing Management

DECEMBER 2, 2019

Author: Mark Thacker With Thanksgiving over and January fast approaching, sales leaders and teams are pivoting their focus to next year. As you set your sales team strategy for the upcoming year, it’s important to keep the current year in context. After all, when you're driving to a vacation destination, you can't plan how far you want to drive tomorrow if you don’t know where you will end up today.

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Guarantee Face-to-face Forecasting Lead Generation 199

Mr. Inside Sales

DECEMBER 4, 2019

When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. Dickens is a superb storyteller, and there is a reason this is a “classic.”. While reading this, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago.

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Face-to-face Inside Sales Telemarketing Gatekeeper 157

The Sales Heretic

DECEMBER 3, 2019

Negotiation is an essential element of sales, not to mention other aspects of business. It’s vital for reaching mutually beneficial outcomes, closing more deals, and growing your business. And yet, there are times when it’s in your best interest NOT to negotiate. Here are eight of them. 1. When you don’t have to If you [.].

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No More Cold Calling

DECEMBER 6, 2019

Repeat After Me: I Will Not Cold Call. I want to scream every time I read articles about cold calling—the ones where “expert” cold callers explain how to capture a prospect’s attention in 10 seconds, craft a message to reach the decision-maker, navigate through gatekeepers, overcome sales resistance, create voicemail messages that will actually get your calls returned, and build a sales pipeline that can’t be beat.

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Cold Calling Social Media Telemarketing Referrals 365

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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.

Trends

The Pipeline

DECEMBER 3, 2019

By Tibor Shanto. Every trade has schtick, specific things that they think they are expected to say or do. It is as though absent the schtick; you are not as expert as you claim. Sales, and the corner my fellow pundits and I occupy is no different. The right schtick helps uncover and align expectations, frame discussions, and lead to measurable progress.

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Decision Maker Face-to-face Buyer Sales 293

SBI Growth

DECEMBER 2, 2019

How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our.

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Zoominfo

DECEMBER 4, 2019

Authenticity is the name of the game when it comes to recruiting. In today’s candidate-driven landscape, it’s no longer sufficient to go through the motions of a one-size-fits-all recruiting strategy — particularly when it comes to social recruiting. Social media has transformed the recruiting industry, as more than 91% of employers use social media to hire talent today ( source ).

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Social Media How To Media Twitter 221

MTD Sales Training

DECEMBER 2, 2019

It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral facet of every single business. Being a successful account manager means more than knowing your customers, being proactive and quickly responding to queries.

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Account Face-to-face Ideal Customer Profile Lead Rank 201

No More Cold Calling

NOVEMBER 30, 2019

Even the CIA didn’t believe the truth when it was right in front of them. How could the CIA miss signals and overlook deception from a long-time work colleague—someone they believed had integrity? A person they knew to be upright, truthful, and who “played by the rules?” And if the best human lie detectors in the world can be fooled, how can any of us laypeople know when someone is telling the truth?

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Referrals Cold Calling Loyalty Fashion 257

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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.

Sales Management

Sales and Marketing Management

DECEMBER 6, 2019

Author: Rachel Downey Modern marketers are no stranger to showing a return on investment for their campaigns. As demand for ROI continues, many are retooling their content strategies to prove a return. A completely new form of content isn’t what is needed. Instead, it can be as simple as rethinking the engine behind their current strategy and utilizing existing content. .

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ROI Top of Funnel Channels Lead Nurturing 177

Understanding the Sales Force

DECEMBER 2, 2019

This will be the 18th consecutive year that we attend the Boston Ballet's performance of the Nutcracker, and while it is the same performance every single year, it is a wonderful family tradition and we wouldn't miss it for the world. Traditions are important. They ground us, give us a sense of stability and purpose, and provide something that we can look forward to.

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Comparison Sales Process Sales Closing 175

Connect2Sell

DECEMBER 4, 2019

ATD’s sales competency model builds on four foundational competencies: collaboration, solution, insight, and effectiveness.

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Sales 211

Mr. Inside Sales

NOVEMBER 30, 2019

What’s the number one blow off/stall prospects use these days? “Can you email that to me?”. They aren’t saying no, but they are still getting rid of you, aren’t they? And unfortunately, chasing down busy professionals—especially people who don’t want to be followed up with—will make reaching these prospects very frustrating… The solution? Be prepared with a good script and a good strategy.

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Face-to-face Gatekeeper Inside Sales Decision Maker 158

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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.

SalesForce

MTD Sales Training

DECEMBER 5, 2019

Episode 40: How to build goodwill with customers, 3 ways to become indispensable to your customer & a quote from Mary Kay Ash. In this episode, we look at how you can build goodwill your customers. Our Skills Pill looks at 3 ways to become indispensable to your customer, by looking at things from their perspective, not ours. And our Inspire Me quote comes from Mary Kay Ash.

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Customer How To Training Sales 156

Anthony Cole Training

DECEMBER 2, 2019

In this blog post, we discuss the idea that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable!

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Prospecting Hiring Insurance Insurance 156

SBI Growth

DECEMBER 4, 2019

The Importance of Internal Market Intelligence Distribution and Utilization in Gtm Strategy.

Distribution 156

Distribution Strategy Marketing Ideal Customer Profile 156

Membrain

DECEMBER 1, 2019

In a recent article for the CEB, Andrew Kent posed the question “Are your reps bartenders or personal trainers?” It’s a great question, a wonderful analogy, and a concept that deserves a broader exposure.

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ACT Sales Sales Management 141

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.

Hiring

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset. An opportunity to review what worked and what didn’t in the prior year while also creating the positive momentum needed to achieve sales goals for the year ahead.

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Meeting Decision Maker Revelation ACT 130

Anthony Cole Training

DECEMBER 5, 2019

Salespeople are often fooled that the opportunities in their pipeline are more qualified or closer to closing than reality suggests.

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Tools Pipeline Closing Opportunity 121

SalesProInsider

DECEMBER 4, 2019

We’ve attended several weddings this past month – we’re in that stage of life! And in listening to the stories of these new couples, no matter how they initially met, there was time, shared experiences, and getting to know each other before the engagement proposal. Premature Proposals Lead to Broken Engagements. Yet in sales…I see buyers ask for a proposal from well-meaning sellers before this “courtship” – and too many sellers anxiously agreeing to put something together.

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Proposal Lead Rank Lead Scoring Energy 120

Zoominfo

DECEMBER 5, 2019

The world of B2B marketing underwent a dramatic transformation in recent years—and unfortunately for us marketers, we no longer have such rigid control of the buyer’s journey. Instead, we’re operating in a business environment dictated by the wants and needs of our customers. Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more.

Marketing 100

Marketing Retail Channels Social Media 100

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

Grant Cardone

DECEMBER 3, 2019

It’s that time of year again. The holidays are rapidly approaching, which means the movie “ The Grinch ” will be played on laptops around the nation. You can learn something from that movie, by the way. To refresh your memory on this classic, there lived a green, revenge-seeking Grinch who wanted to ruin the Holiday plans for citizens of Whoville. So he stole all their presents, took their Christmas lights, and tried to take all their holiday cheer.

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Conference Competition Resources Tools 118

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Occasionally though, you need to go back to the drawing board and find out the gaps in your selling process. You can revisit the fundamentals of selling, acquire a new soft skill that will enable you to close more deals, or simply leisurely read some sales an

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Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Hubspot Sales

DECEMBER 6, 2019

Consistency and efficiency are built into any successful sales team. As a manager, you want your team to consistently demonstrate an understanding of what you expect from them. You want them to efficiently deliver the results you need on the budget you’re working with. Consistently efficient — that’s an ideal sales team. But that need for consistency and efficiency isn’t specific to the team itself.

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Zoominfo

DECEMBER 4, 2019

Authenticity is the name of the game when it comes to recruiting. In today’s candidate-driven landscape, it’s no longer sufficient to go through the motions of a one-size-fits-all recruiting strategy — particularly when it comes to social recruiting. Social media has transformed the recruiting industry, as more than 91% of employers use social media to hire talent today ( source ).

Social Media 100

Social Media How To Media Twitter 100

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Anthony Iannarino

NOVEMBER 30, 2019

Desire to Win : You aren’t going to win if you can live with a loss. You are not going to win if there isn’t something burning inside you. The burning desire is the starting point of winning. You have to want it like you want your next breath. You have to feel it, like a hunger , an unquenchable, insatiable need, one that isn’t easily going to be assuaged.

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Face-to-face Competition Opportunity Resources 116

Close.io

DECEMBER 4, 2019

To accelerate your sales cycle and close more deals, you’ll need to create professional proposals that present information in a clear, aesthetically pleasing way. The four ingredients to create a signature grabbing, scalable sales proposals are a custom design, accurate quotes, embedded payments, and eSignature functionality. Effective sales proposals are more likely to be signed when these features are included because they display your product/service through the lens of a designer, and make i

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Proposal Scale Decision Maker Margin 103

Hubspot Sales

DECEMBER 3, 2019

According to a recent study published by Gartner, CRM is both the largest and fastest growing enterprise software category -- additionally, spending on CRM software reached $48.2 billion in 2018. In other words, the CRM market is an absolute powerhouse. As the market continues to expand and more businesses start to rely on these platforms, having a picture of what CRMs are and what they do is becoming an absolute must for business owners and their employees.

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