May, 2021

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The Ultimate Guide to Using the Sales Process to Improve Sales Performance

The Center for Sales Strategy

Some people are skilled at closing a sale. It's easy for them to build rapport with customers, gather information, pitch a product or service, and then close the sale. Others excel only in connecting with prospects and find it incredibly hard to present a product or close the sale. Utilizing a sales process can help salespeople become better at what they do.

Sales 104
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SUSTAINABLE SAM: ARE YOU READY FOR THE NEW REALITY?

Strategic Account Management Association

By Edmund Bradford, Managing Director, Market2Win Ltd. We have passed the tipping point of interest in sustainability. Sustainability and other good behavior metrics now need to be reported, meaning your strategic accounts will no longer be satisfied with bland statements of intent from your company. Sustainable SAM will be a key differentiator in the near future.

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Consistency: Your Key to Sales Success

Engage Selling

When it comes to sales success, consistency is key! There is no magic formula for creating sales results. Each individual is unique, as is each organization, product, and consumer. We live in a world of distractions. One blog post might … Read More » The post Consistency: Your Key to Sales Success first appeared on The Sales Leader.

Sales 147
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Psychology of a Successful Salesperson

Sales Readiness Group

Here’s a post one of my colleagues recently made on LinkedIn after a long day of prospecting: “Today, I made 114 calls. The first 100 calls resulted in zero meetings. On call 102, I booked a meeting with a VP at a hypergrowth startup. Call 105 resulted in a meeting with one of the largest retailers in Canada. Don't quit too soon.”. Boom! This post went viral, generating thousands of likes, shares, and comments as other sales professionals shared their own war stories and words of encouragement.

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2024, The Year of the Customer

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

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How to make the most out of buyer intent data

Insightly

Buyer intent data is the product of studying people’s behavior in relation to the product or service a business offers. Buyers are smart and ready to do their own research. A company simply needs to reach out to the people paying attention. . According to a recent survey by Gartner, prospects spend 50% of their time seeking information from third-party sources.* Why not study their moves?

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5 Quick Tips to be a Better Key Account Manager

Account Manager Tips

How to be a better key account manager Do you want some quick wins to improve your key account management performance? Here are five quick tips that won't suck up a lot of time and will really help you understand where to add value. That's what key account management is about after all. Tweet. 0. Share. 0. Pin. 0. Share. 0. Block a couple of hours in your diary for some thinking time and let's do this.

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Is your KAM Training approach strong enough?

KAM With Passion

When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy. This post is the first of a series of three dedicated to how to set-up an adequate KAM skills development system which supports the initial kick-off and the further development of a KAM initiative.

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Goals Without a Plan Are Useless | Sales Strategies

Engage Selling

This week, I want to explore sales goals. I know we all have them. Our companies set them for us, our leaders set them for us, and perhaps you set some for yourself. Setting goals, however, is never the problem … Read More » The post Goals Without a Plan Are Useless | Sales Strategies first appeared on The Sales Leader.

Sales 138
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Why Sales Coaching Matters, Plus 3 Ways to Get Started

The Center for Sales Strategy

To achieve your sales targets, it's imperative to effectively train the sales reps so they become more productive. Sales coaching can highly improve their skills as they become better salespeople. They can help generate more revenue for the company and help achieve business objectives. While sales experience is essential, it's equally important to train the sales managers to maximize sales productivity.

Sales 133
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How to Motivate Your Sales Team: 9 Tried-and-True Strategies

Hubspot Sales

Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it).

Sales 136
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Reimagining Customer Experiences With 3D Technologies

Customer Think

The new normal is evolving every day, and so are customer expectations. One of the major shifts in consumers’ sentiment today is – ‘If I can do it online, I will.’ This shift is likely to stay in consumers’ lives as they become increasingly comfortable with technology. Today’s consumers seek personalized and engaging experiences that […].

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From Guessing to Guided as Told in Memes

Xant

The consumer experience has changed significantly. When smartphones hit the scene, data was used to understand our behaviors and provide more relevant content, and we, as buyers, became more independent with endless information at our fingertips. Of course… the data isn’t always spot on. B2B buyers are completely digital and in control. Buyers are used to having the information and resources they need to build their own criteria.

B2B 131
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Vantage and Kotter Partner to Enable Change

Vantage Partners

Vantage Partners and Kotter Announce Strategic Partnership to Build Leadership and Change Capabilities Globally. Vantage Partners and Kotter today announced a strategic partnership to provide leadership training focused on navigating change and leading through turbulence. Together, Vantage and Kotter will offer learning solutions tailored for everyone from frontline staff, to middle management, to senior executives.

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They Want to Renegotiate…Now What? (Part 2 of 3)

Engage Selling

It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are … Read More » The post They Want to Renegotiate…Now What? (Part 2 of 3) first appeared on The Sales Leader.

Sales 133
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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5 Reasons Why CRM Should Matter to Sales

The Center for Sales Strategy

For as long as there have been Customer Relationship Management (CRM) tools in existence, salespeople have been suspicious of management’s motive for insisting their sales teams use the software. Sure, when everyone on the team is using a CRM, the sales manager’s job can be made easier, but what’s in it for the rank and file salespeople? If you're a manager trying to get your salespeople on board with using a CRM, below are five reasons you can give them that convey what's in it for them.

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The 7 Step Process for Extremely Productive Sales Conversations

Hubspot Sales

Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. Being able to thoughtfully and adeptly communicate with prospects in-person, over the phone, and via email will set you up for a long and successful career in the field.

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Role of IoT Development Services as “Front-line Worker” During the Pandemic

Customer Think

The COVID-19 has surpassed the radical, conceptual, social, and even pedagogical norms. It has highlighted the shortcomings of the healthcare system and surged the need for healthcare 4.0. During the pandemic, many new healthcare inventions have emerged, from diagnosing infected patients to vaccinating them. In 2021, the medical electronics market’s worth is estimated at $6.3 […].

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How to Succeed at Creating an Intentional Day [PODCAST]

Sandler Training

Mike Montague interviews Ryan Bennett on How to Succeed at Creating an Intentional Day. The post How to Succeed at Creating an Intentional Day [PODCAST] appeared first on Sandler Training.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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7 Time Management Tips to Boost Your Productivity (and Happiness!)

RAIN Group

Almost all sellers at some point in their career will consider adopting a time management system to improve their productivity. Few stick with it. The challenge is that many time management systems focus too deeply on the activity level—what to do first, what to do next, what the priority order is—without paying enough attention to the bigger picture.

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Don’t Confuse Sales Coaching for Status Updates | Sales Strategies

Engage Selling

Sitting in on sales coaching calls is one of the most thrilling aspects of my work. This is because I get to see in real time what really informs the organization. However, there’s one big mistake that I see sales … Read More » The post Don’t Confuse Sales Coaching for Status Updates | Sales Strategies first appeared on The Sales Leader.

Sales 112
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Personality Traits of Top Sales Performers

The Center for Sales Strategy

When a successful salesperson is questioned on what makes them stand out above the rest, most don’t have specific answers. The reason seems to be because these high performers are doing what comes naturally to them. These are not skills that can be taught or learned. It’s about behaviors that “fire naturally” in client-facing sales situations. Specific traits are sales accelerators.

Sales 123
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What is LinkedIn Sales Insights? [+Could it Help Sales Teams?]

Hubspot Sales

LinkedIn's some 722 million members make for a massive pool of data that could provide sales organizations with invaluable guidance about potential opportunities and ideal prospects. And a few months ago, the social network rolled out a platform to make that happen. This past February, LinkedIn rolled out LinkedIn Sales Insights — a new data analytics program that taps into LinkedIn's user base to provide relevant insight for better-informed, more pointed sales efforts.

Sales 133
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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

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How to Create a Conversion Funnel for Your Video Ads

Customer Think

Paradoxically, but advertising can be a non-salesy and engaging way to interact with your target audience if you approach it correctly. If you plan to involve videos in your marketing strategy, you will definitely need to create a conversion funnel for your video ads. Here we talk about what a conversion funnel is, what types […].

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How Support Teams Can Improve Customer Retention

Help Scout

Great customer service delivers real business value. That’s a foundational belief at Help Scout, as outlined in our support-driven growth articles. Even so, it can be difficult for empathetic customer service staff to think about customers in terms of business revenue. It somehow feels more “fair” to treat every customer equally, being helpful and responsive without regard to the money involved.

Finance 117
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How to Succeed With Your 30-Second Commercial [PODCAST]

Sandler Training

Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial. The post How to Succeed With Your 30-Second Commercial [PODCAST] appeared first on Sandler Training.

Sales 111
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Customer service definition, skills, and important principles for 2021

Zendesk

Customer service can make or break a business. But not everyone agrees on what it is or how to do it well. In this guide, we’ll share how to set your business up for customer service success. The definition of customer service. Customer service is the act of supporting and advocating for customers in their discovery, use, optimization, and troubleshooting of a product or service.

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The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

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Improving Sales Performance - Making an IMPACT on Your Sales

The Center for Sales Strategy

Kicking off the new season of the Improving Sales Performance series, John Henley, Managing Partner at The Center for Sales Strategy, gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Sales Leadership System: why it was created, who it was created for, and how sales leaders can make an impact on their sales performance by focusing on 4 key areas.

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11 Red Flags to Look Out for When Interviewing Sales Reps, According to Experts

Hubspot Sales

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. They're tough to find, and in many cases, it's hard to distinguish them from reps who might wind up exhausting your time and resources — only to fizzle out and leave before making an impact. When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?".

Sales 131
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5 Leading Edge Virtual Training Ideas

Customer Think

Virtual, aka Remote, working is here to stay. The one thing we know for sure is that the world we lived in preCovid is forever gone. This means a continued evolution to find new and better ways to do a number of things. One of those is meeting the needs of a virtualized workforce. A […].

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The 11 Best Live Chat Tools for Customer Support

Help Scout

Sometimes customers want to talk to a live person. Maybe they’re not finding what they need in your help documentation, or they want to talk through an issue in real time, and email simply won’t cut it. Offering live support can really take your customer experience to the next level. Though phone support may be what many think of for live support, there’s another option: live chat.

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Negotiate Larger Deals More Quickly

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.