Mike Kunkle

AUGUST 20, 2019

One of the things that’s been on my mind lately is the difference between education, learning, development, and training as they relate to sales talent development organizational learning strategies for Sales. Why? In the past three months, I’ve had this conversation (“this” meaning talent development and organizational learning strategy for Sales) with four different company leaders (C-suite, sales, or sales training/enablement), so it seemed time to share some thoughts on the topic.

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SBI Growth

AUGUST 18, 2019

Most CEO’s have good visibility into the top deals in your sales pipeline and are reviewing with their CRO and CFO at least weekly. And often, CEO’s will review top deals with their Chairman or a board member in a.

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Matthew Barby

AUGUST 20, 2019

Just under two years ago I launched an online community business called Traffic Think Tank with two other co-founders, Nick […]. The post The Delicate Balance of Building an Online Community Business appeared first on Matthew Howells-Barby.

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Hubspot Sales

AUGUST 19, 2019

Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. Because they were intimately familiar with each of the deals in their forecast, they developed a sort of “sixth sense” about which would close, and when. But assessing an entire team’s sales pipeline stages -- where the manager is not apprised of the ins and outs of each and every deal -- requires more than simple intuition.

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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.

Engage Selling

AUGUST 22, 2019

Are you underestimating the power of testimonials for your sales? You may consider your own behavior when purchasing something from Amazon, for example.

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Texas Creative

AUGUST 22, 2019

"> In advertising, time is money. There is nothing worse than finding out that a client’s project is going to cost more than anticipated. We feel disappointed in ourselves, and worst of all, you might have a seriously unhappy client. Managing an efficient budget is one key way of building a trusting client relationship. So, how do we make sure that we keep our client's trust and budgets in the green?

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Hubspot Sales

AUGUST 23, 2019

As a sales professional, content marketing isn’t a part of your job description. However, knowing when and how to deploy sales-specific content to visually engage prospects is part of your job description. When connecting with prospects, you're likely sharing visual assets including presentations and images to earn the close. But how do you get your hands on these materials?

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The Center for Sales Strategy

AUGUST 21, 2019

As a sales consultant, trainer, and coach, I absolutely love when the sales teams I work with shares successes they’ve had as a direct correlation to the advice, tips, and tactics I share. My promise to them is also what I live by at The Center For Sales Strategy and Up Your Culture ?— I would never make a recommendation to try something that I don’t feel for certain can work for them, too.

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Sandler Training

AUGUST 20, 2019

In selling to and serving major accounts, team selling is one of the most powerful, and underutilized, competitive advantages. Effectively mobilizing your organization’s most precious assets, its people, often makes the difference between success or failure in large deals. . Read Time: 9 Minutes.

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SBI Growth

AUGUST 20, 2019

Remember ‘big data’ and ‘advanced analytics’? These trends gradually evolved over the past decade as more and more businesses jumped on the bandwagon; ultimately paving the way for the next truly revolutionary tool in marketing: Artificial Intelligence (AI). Read on to.

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Advertiser: ZoomInfo

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

B2B

Engage Selling

AUGUST 23, 2019

??????????????????????????????I was recently with a group of sales leaders and one of them admitted that he had sales reps who didn’t use CRM.

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The Center for Sales Strategy

AUGUST 23, 2019

- MOTIVATION -. "THE HARDER THE CONFLICT, THE MORE GLORIOUS THE TRIUMPH.". -THOMAS PAINE. - AROUND THE WEB -. > A Unified Sales and Marketing Front — LinkedIn. In general, B2B companies seem to be a lot stronger with sales and marketing orchestration than they were two years ago. It would seem like more businesses are making it a priority, But when you compare “sales marketing alignment” with a term like, say, “sales enablement” on Google Trends over the past five years, you don’t find the sa

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Miller Heiman Group

AUGUST 23, 2019

At Miller Heiman Group, we’re committed to offering our customers the most current and cutting-edge resources—which is why we’ve developed the Miller Heiman Group Alumni Portal. What Is the Alumni Portal? We created an easy-to-use, mobile-friendly portal for you to find and download resources to support all of the learning initiatives you can take through Miller Heiman Group.

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Showpad

AUGUST 20, 2019

Kicking off an enterprise Sales enablement program takes significant time and effort, as described in our previous enterprise blog posts. Once the sales enablement strategy is in place, however, it’s critical for Marketing, Sales, and other business leaders to ensure it’s having the anticipated impact. With so many players and processes in place in the Sales cycle, this is easier said than done.

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Advertisement

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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Sandler Training

AUGUST 23, 2019

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 8 Minutes.

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The Center for Sales Strategy

AUGUST 19, 2019

Your employees are the foundation of your company and your culture. So, it stands to reason that every hire you make will either enhance your culture or detract from it - one person at a time. We know that finding top talent is difficult! And with the current talent shortage, now more than ever, the candidate is in the driver’s seat. Once you finally find the right person to bring onboard, someone with the right talents and the right fit for your team, you want to do everything you can to develo

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Miller Heiman Group

AUGUST 19, 2019

For many organizations, the next month is more than the end of Q3—it’s the start of budget season. As you decide how and where to invest your resources for 2020, think about what changes you want to make to improve performance at your sales organization. That’s a daunting question, especially when you only have internal data to consider. A better option is to find external benchmarking data, which will shed light on the gaps in your organization.

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Sales Readiness Group

AUGUST 20, 2019

Imagine achieving phenomenal sales growth with no salespeople. Impossible? Well, Dropbox , the file storage company, founded in 2007, grew its revenues to $116 million by 2012. Its sales then rocketed to $1.46 billion by 2018. What’s even more impressive is that for most of its short life as a company, Dropbox achieved this remarkable growth with no salespeople.

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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.

Sales

Sandler Training

AUGUST 20, 2019

CEO and President of Sandler, Dave Mattson, explains how blind spots hold us back, how to find them, and how to fix them to get your business where you want it to be. Listen Time: 29 Minutes.

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The Center for Sales Strategy

AUGUST 20, 2019

Top-performing sales organizations have many things in common. One is their understanding of and the importance they place on an account list management strategy. Here’s the concept and some tips used by world-class managers—feel free to use it in your organization.

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Miller Heiman Group

AUGUST 20, 2019

As buyer behavior changes and sales evolves across all sales organizations, analytics have emerged as a key component of success—yet manufacturers struggle more than average organizations to use them effectively. According to the World-Class Sales Practices Report from CSO Insights, only 23% of manufacturers globally use sales analytics to measure and predict sales performance.

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Showpad

AUGUST 23, 2019

Summer might be winding down, but we’ve still got hot Sales and Marketing tips, tricks, and news! The Internal Perception Gap That is Holding Back Your Employee Experience. How does your organization evaluate technology? The perception leaders have about the solution implemented may differ from that of employees. Executives must consider and understand what it takes for employees to do their jobs to determine the best platforms.

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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.

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Sandler Training

AUGUST 22, 2019

In sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. We also differentiate by geography, adding efficiency in territory management by bundling accounts based on physical locations. .

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PandaDoc

AUGUST 21, 2019

Many businesses build sales and marketing reports for clients on a monthly basis. However, your teams may need some pointers on how to write a useful monthly sales report for their own benefit. After you’ve brushed up on monthly sales report criteria, you can take your reporting software a step further. Sales performance data from any time period can be an extremely powerful reporting tool.

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Miller Heiman Group

AUGUST 21, 2019

In the latest episode of Move the Deal , host Greg Moore talks with Hexagon’s Chief Revenue Officer Steve King. He’s in charge of the PPM division of Hexagon , the leading global provider of enterprise engineering software, enabling smarter design and operation of plants, ships and offshore facilities. Two years into his role at Hexagon PPM, after sales roles at Hewlett-Packard and Accenture, he leads Hexagon’s sales strategy, sales management and strategic go-to-market initiatives.

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Kainexus

AUGUST 21, 2019

As regular readers of this blog know, many of the ideas and practices that guide the modern continuous improvement movement have their origins in Japanese philosophy and culture. Today’s leaders talk about kaizen (improvement), hoshin kanri (direction setting), and kanban (visual management) regularly. Recently, while scrolling through my Instagram feed of all things, I was struck by another Japanese concept that deserves some thought in the business context as well – the art of Kintsugi.

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Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing

Sandler Training

AUGUST 22, 2019

Brian Sullivan, VP of Sandler Enterprise Selling, and Markku Kauppinen discuss: Major Account Buying Teams-Know the Behaviors. Listen Time: 26 Minutes.

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CMOE

AUGUST 21, 2019

This is the fourth installment of a four part series about leadership quotes. This section will cover inspirational quotes about strategic management. [ctt title=”“As we look ahead into the next century, leaders will be those who empower others.” – Bill Gates” tweet=”“As we look ahead into the next century, leaders will be those who empower others.” – Bill Gates” coverup=”1s9M0″].

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SBI

AUGUST 20, 2019

How to Do Both High-Volume and High-Value Selling. Outbound sales organizations continuously struggle to achieve the balance between high- volume calling and high- value calling. In this podcast I talk with John Steinert of TechTarget about: How to go from “Who should buy” to “Who probably will buy”. How to augment the insight on your website visitors with intent to buy so sellers can prioritize their time.

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MTD Sales Training

AUGUST 20, 2019

Thomas Edison was an American inventor and businessman who has been described as America’s greatest inventor. Although he patented nearly 1,100 ideas, many people remember him for the invention of the long-lasting and practical electric light bulb. So many experiments went into developing the first the carbon and then platinum and finally back to carbon filaments that many wondered if he would ever succeed.

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Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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