Sat.Jun 13, 2020 - Fri.Jun 19, 2020

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The Two Types of Sellers

Engage Selling

Have you noticed that the crisis has brought to light the two different types of sellers? The first type of seller is choosing to “wait out” the crisis and hopes for things to get back to “normal.

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Why Weekly Sales Reports Need To Be Included In Your Team's Workflow

Hubspot Sales

There’s no easy way to put it — for many companies, it is a hard time to sell and consumers have a lot on their minds. According to LinkedIn’s 2020 State of Sales Report , buyers are becoming increasingly less responsive, with 44% of salespeople reporting a decrease in responsiveness to outreach. This research also indicates sales cycles are increasing, with 44% of salespeople saying their customers buying cycles have increased.

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Trending Sources

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How to Create and Support a Learning Culture in Your Organization

Sandler Training

I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization. The post How to Create and Support a Learning Culture in Your Organization appeared first on Sandler Training.

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Are you talking to or with your online audience? How virtual training goes beyond the webinar…

Mercuri International

Let’s start by saying that webinars are great. When it comes to a straightforward, intuitive way to impart complicated information, the combination of audio and visual is hard to beat. Numerous studies have demonstrated that the brain processes information differently depending on whether the learner has a bias to visual or auditory stimuli – a webinar is an efficient way to encompass both channels, leading to potentially greater retention of information.

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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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“Best Way Out: Always Through”

Engage Selling

It’s not a coincidence that the word crisis—borrowed from the Ancient Greeks—meant “the turning point in a disease.

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19 Ways to Improve Individual and Team Sales Performance

Hubspot Sales

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency. Anyone can have a good sales month, but a high-performing salesperson and sales team can meet or exceed expectations for an extended period of time through different sets of economic circumstanc

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More Trending

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Use a Scorecard to Qualify Leads and Improve Your Remote Sales Strategy (Part 2)

Miller Heiman Group

In a recent post , we began to explore first three of the “Big Six” categories that sellers use to qualify leads using our scorecard : solution alignment, decision-making process and timing. Today, we focus on the remaining three categories: other people, competition and budget. 4. Other People. On average, 6.4 buying influences are involved in complex deals.

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Corporate Training: 5 Types Your Organization Needs

Strategic Planning and Management Insights

As the business world continues to change with relentless consistency thanks to new technology, economic conditions and political forces, many people and organizations are at risk of being left behind. As progress pushes us forward, it brings disruption and change along with it. In this modern workplace that is ever-changing, no one knows it all and everyone can benefit from learning.

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CMOs: Use Your Revenue Marketing Strategy to Drive Sales and Marketing Alignment

SBI Growth

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.

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How to Smoothly Transition to Remote Selling

Hubspot Sales

Sellers who were used to high-touch, in-person customer meetings have had to instantly pivot to remote virtual meetings. This new normal has left many sales organizations across the globe scrambling to provide their sellers the resources they need to operate successfully and efficiently from home and drive remote selling. How do companies ensure sellers are as effective as if they were engaging with customers, prospects and colleagues face to face?

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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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You’re Not Alone: Top Challenges Media Sales Departments Face

The Center for Sales Strategy

If your media sales department is facing difficulties, you’re not alone. Despite recent innovations, media sales departments are still missing budgets, not developing new business, and not retaining key accounts. Many media sales managers are stuck in a vicious circle of recognizing challenges that hinder growth, but they tend to ignore them for various reasons.

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How to build a sales training program

Showpad

Critical to the success of a sales team is skill development — not just as a whole, but for each contributing representative. Sales professionals are expected to be experts in their industry and the products or services they sell. And today’s sophisticated buyers expect salespeople to understand their businesses and needs before interacting with them.

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How ‘A’ Players Win Bigger Deals Consistently

SBI Growth

Market-leading sales organizations are maniacal about designing and executing their processes. A well-oiled revenue-generating organization deploys a number of tactics to align their assets for maximum effectivity.

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6 Best Practices for Forecasting Sales for a New Venture

Hubspot Sales

Forecasting sales for a new venture can feel like shooting in the dark. You don't have historical data to reference, and you might not be sold on the process's practicality until you have some. It can be hard to make forecasting a priority when you're dealing with the other trappings and responsibilities of starting a new venture. But you have to think about the big picture.

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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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Elevate Employee Engagement— Engagement Elevator: Valued Voice

The Center for Sales Strategy

Researchers have learned that companies with the highest levels of engagement have four things in common: Shared Mission, People Development, Valued Voice, and Earned Trust. When a company commits to improving in these areas, they simultaneously lift—or elevate—their levels of employee engagement. ?. When your people are engaged, they fully activate their talents and give their very best.

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Celebrating Juneteenth:   Vantage Partners' Stance Against Racial Injustice

Vantage Partners

Juneteenth recognizes the end of slavery in the US. We acknowledge and celebrate it both as a day of liberation and as a reminder of the progress still to be made. On Juneteenth, and every day, Vantage Partners stands in solidarity with the Black community as allies in the fight against racism and injustice.

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Revenue Growth Lessons from an Iconic Financial Services Brand

SBI Growth

On today’s show, we are joined by Vince Lombardo, President of US Payments and Payroll Solutions at Heartland Payment Systems. Over the last two decades, Vince has seen Heartland grow from a startup to a global company with 4,000+ employees.

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Customary Pricing: What It Is and What It Looks Like

Hubspot Sales

Some things never change. You'll always be from the place you came from. " Roses " by OutKast will always get the people going. And John Stamos will always look at least 15 years younger than he actually is — seriously, he's 56 but doesn't look a day over 35. That principle of some things never changing — or at least being extremely resistant to change — is the basis for a concept known as customary pricing.

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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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5 Fun Online Activities for Virtual Team Building

The Center for Sales Strategy

Equipped with hotspots and Wi-Fi, laptops, and mobile phones, most professionals can now do their jobs from anywhere. However, the physical distance between remote workers quickly leads to loneliness and isolation for those not accustomed to the lifestyle. And, when employees feel left out, their comfort levels decrease when it comes to working with their team.

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Gemba Walk Do’s and Don’ts

Kainexus

Gemba Walks are an important part of many continuous improvement initiatives. They are designed to offer leaders the opportunity to observe work and talk with employees in the place where the work is being done, and it provides insight into current processes and opportunities for improvement. Although some companies are still primarily remote right now, it's important that you continue to utilize this valuable improvement tool.

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6 Coverage Models: Pros, Cons, and How They Affect CAC

SBI Growth

If you’ve spent the last quarter preparing for the remainder of the year by overhauling your Go-To-Market function and redesigning your coverage plan, you’re not alone. But how do you make sure your optimal coverage plan serves the needs of.

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Read Our Newest Sales Resource: A Guide to Selling Through the Turn

Miller Heiman Group

Unprecedented times call for a change of strategy. If you haven’t yet adapted your sales tactics to address the changes wrought by the COVID-19 pandemic, it’s time to think about how to pivot as you position your company to rebound from the crisis. The priorities and needs of your prospects and customers have changed—and so have the opportunities for you to grow your relationship and win more deals with them.

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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.

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Weekly Roundup: When Business Is Slow, It's Time to Work on These Things + More

The Center for Sales Strategy

- MOTIVATION -. "Either run the day or the day runs you.". -Jim Rohn. - AROUND THE WEB -. > When Business Is Slow, It's Time to Work on These 13 Things– HubSpot. Perhaps you're not hitting your revenue predictions or you're having difficulty with cash flow. Secretly, you're concerned that business is slowing. However, these things alone may not be enough to indicate that your organization is not humming along as usual.

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How to Succeed at Using Body Language in the Sales Process

Sandler Training

Mike Montague interviews Doug Cohen on How to Succeed at Using Body Language in the Sales Process. The post How to Succeed at Using Body Language in the Sales Process appeared first on Sandler Training.

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How Sales Messaging & Qualification Drive Scalable Growth

Force Management

At any company life cycle stage, there are challenges that come with driving scalable growth. Defining where the biggest gaps or opportunities lie within a sales process is one complication sales leaders, their executive teams, and even their investment firms often struggle with. Determining which sales initiative will drive the most impactful results takes careful consideration.

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The Interviewer’s Guide to Hiring for a Kaizen Culture

Kainexus

Organizations that practice kaizen work hard to maintain a culture centered around continuous improvement. The best defense against push back and poor engagement is hiring only those employees who are likely to thrive in a culture of positive change. Ideally, the conversation about continuous improvement will begin the moment a candidate is considered.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Part Two | Sleep and Sales Performance | Emotional Intelligence [Podcast]

Sales Gravy

On part two of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the impact of sleep on emotional intelligence and positive mindset. You will be surprised to learn that the lack of sleep makes it more difficult: to control your emotions perceive the emotions of others effectively manage sales meetings build relationships Jeff says that walking into a sales meeting without enough sleep is the same as going i

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Major Account Revenue Forecasting for 2020

Sandler Training

“The Critical Elements of Proactive Client Retention” is the most recent Sandler Research Center survey project, which closed to survey participants on May 31. The post Major Account Revenue Forecasting for 2020 appeared first on Sandler Training.

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Customer Expansion and Upselling in the Current Market

Desired Path

The Toronto Customer Success Executive Breakfast is a forum whereby local industry leaders get together over breakfast to discuss the still young and rapidly evolving field of Customer Success. Organized by DesiredPath , senior executives in the field of Customer Success are invited to share their knowledge and expertise amongst their peer group in an intimate and highly interactive setting.

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Creating High Impact Virtual Workshops: What You Can Learn From Our Experiences

FinListics Solutions

At FinListics, we were an organization that delivered a lot of in person workshops. Sure, we also did virtual workshops too but in our minds there was never any substitute for that in person touch.

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Contact vs. Company Intent Signal Data

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.