Sat.Aug 31, 2019 - Fri.Sep 06, 2019

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The First Thing To Do With EVERY Objection You Face

MTD Sales Training

There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’. Think about that for a moment and you can see the sense in it. When someone asks you a question, they immediately put you on a course of finding the answer. Your thought processes are controlled by the nature of the question, and you seek the answer to what they have asked.

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Don’t Freeze Up!

Engage Selling

Do members of your sales team freeze up at this key moment? Especially with newer or lesser experienced sales reps, the following scenario is fairly common. They secure a sales meeting with a prospect. They get ready for the meeting.

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11 Sales Metrics Every B2B Organization Should Be Tracking

Hubspot Sales

While tracking metrics is an important activity for all sales organizations, B2B sales teams face unique challenges. Selling to other businesses is completely different than selling direct-to-consumer. In B2B sales, the stakes are often much higher, and closing the deal can be a more involved process. That's why defining and tracking relevant metrics for your B2B sales organization is critical for success.

B2B 91
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How to Leverage Analytics to Be the CRO’s Chief of Staff

SBI Growth

Your obligations as a Revenue Operations leader are under constant pressure. Your sales team is constantly under the watch of the Executive Team and Board of Directors; however, their priorities aren’t necessarily coordinated. The lack of clarity from the top.

Sales 87
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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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Tips for Balancing New Business Development and Servicing Current Customers (VIDEO)

The Center for Sales Strategy

On a scale from 1 to 5, one being extremely easy and five being extremely difficult, how easy is it for you to balance between new business development and servicing your current customers?

Sales 81
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Over-Communicate Your Way to Increased Sales | Sales Strategies

Engage Selling

????????????????????????????????Whether it’s a prospect or a client you’ve been doing business with for years, you need to over-communicate, not under-communicate. Far too many sellers believe that no news is good news.

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How to Turn Next Year’s Transformation Project into a Success

SBI Growth

Herd Mentality. The term “Business Transformation” is typically used to describe how companies adapt to new market conditions and stay competitive. In practice, however, this transformation often means short term project plans that tweak current procedures instead of creating new innovations.

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Improve Performance Through Better Communication: Create a User Guide

The Center for Sales Strategy

At one time or another, we’ve all wished that people came with an instruction manual. A guide that answered questions no one thinks to ask and provides information we often forget to share. Every big-ticket, important, valuable item comes with instructions. Why are people any different? The beauty of humanity is that we’re all unique. However, our differences often lead to frustration, miscommunication, lack of productivity, and can even end up threatening our job performance.

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The Top Five Challenges in Enterprise Sales

Miller Heiman Group

Over the last few years, enterprise sellers have enjoyed higher revenue plan attainment, and more salespeople made quota. But those gains haven’t translated into higher win rates and conversion rates, and seller attrition and customer attrition declined. These indicators reveal that sales have grown because of the booming economy, not because organizations have improved their sales methodology and processes.

Sales 68
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Goal-Setting Within Your Strategic Plan

Strategic Planning and Management Insights

Once you have created your strategic plan and have a clear vision of where you're going, you then need to figure out how to track and measure your success.

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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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The CEO’s Mindset Shift from Products to Platform

SBI Growth

For many B2B companies, the effort to continually maintain and improve their products has become too demanding. Evolving economic factors affecting these companies have pressured many to make the shift from being a product company to a platform company.

B2B 59
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Weekly Roundup: 2019 Sales Enablement Trends + More

The Center for Sales Strategy

- MOTIVATION -. "BECOME THE PERSON WHO WOULD ATTRACT THE RESULTS YOU SEEK.". -JIM CATHCART. - AROUND THE WEB -. > A Closer Look at Sales Enablement Trends in 2019 — LinkedIn. With a new NFL season set to get underway this week, I’m thinking about teamwork and complementary parts. A quarterback wouldn’t be too effective with no receivers to throw to.

Sales 74
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How to Find and Onboard New Millennial Sellers

Miller Heiman Group

As the youngest baby boomers grow closer to retirement age, manufacturers will see their employee base grow to include more millennials. Manufacturer sales leaders must acknowledge now that their aging workforce requires them to invest in succession planning now and put strategies in place to keep important institutional knowledge from leaving their organizations, while also recognizing that millennials require different approaches to hiring and training than previous generations.

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What Is Your Hourly Wage?

Sandler Training

I love sales! It is a career where you, the sales professional, determine your income based on how skillful you execute the duty. It has a feel of independence, ownership and entrepreneurship and it can be extremely rewarding. Professional selling is regarded as one of the top earning careers on the face of the planet. Note to you business owners out there: If your salespeople are making more money than you, don’t be jealous, be excited because they are building your business and increasing

Sales 59
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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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Are you just the same?

Gordian Business

Image by Szilárd Szabó from Pixabay Listen to your customers, listen to your employees, do what they tell you. John Sall, cofounder SAS Institute Good advice. What if your salespeople tell you your customers don’t see any difference between you and your competitors? Well in our experience, this might be true but it’s unlikely. How can we say that? Most organisations and most products deliver benefits.

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The two main things that your buyer wants to hear from you, three facts that will change the way you sell and a quote from Jim Cathcart

MTD Sales Training

Episode 34: The two main things that your buyer wants to hear from you, three facts that will change the way you sell and a quote from Jim Cathcart. In this episode we look at the two main things your buyers wants to hear from you, our Skills Pill looks at 3 facts that will change the way you sell and our Inspire Me quote comes from Jim Cathcart. Take a look at this episode on [link].

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Move the Deal Episode 11: Sales Management Strategies that Work with Kevin Lewis

Miller Heiman Group

In the latest episode of Move the Deal , host Greg Moore talks with Kevin Lewis, Global Sales Excellence Leader Kevin Lewis at Milliken Chemical. As a sales leader at Milliken, a leading manufacturer of plastics additives, colorants, silicones and chemical intermediates, Lewis supports sales managers and sellers around the world by helping them succeed through training, improved processes and coaching.

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How to Succeed in Starting Out in Sales [Podcast]

Sandler Training

An interview with Chris O’Connel on How to Succeed in Starting Out in Sales. Listen Time: 23 Minutes.

Sales 72
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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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How animated videos help you increase your online sales

PandaDoc

Over the past few years, an animation video has turned into the most powerful medium for marketing endeavors. And why not? Not just animations help businesses engage the audience but also inspire prospects to make purchases. A good example is Google Doodles. These adorable animation videos make us want to click on them. “The size of the animation market across the globe is expected to reach 270 billion by 2020.

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What is Co-Creation and Why is it so Valuable?

Braineet Co-Creation

Check out what co-creation really is and how you can use it to build better products and services.

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Weekly Sales Enablement News Roundup – September 6, 2019

Showpad

Fall is a time for change. These news and tips will help you revamp your Sales and Marketing strategies for continued success into the end of the year. Selling New Products is a Matter of Will or Skill. Are your Sales reps having trouble selling new products? It’s likely not stemming from the product itself, but rather a deeper issue with sellers’ will or skill.

B2B 45
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How to Succeed Between Your Ears [Podcast]

Sandler Training

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: 7 Minutes.

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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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How to Introduce CQI to New Hires

Kainexus

I've noticed something interesting in all of the articles and blogs I read about CQI ( Continuous Quality Improvement ). Most of the writing addresses how to launch a new CQI program for the organization, which is obviously essential. However, I've found less written about how to bake CQI into the onboarding process for new employees. After you've been doing CQI for a while, it will be second-hand nature for your existing team, but your new hire may have no experience with Kaizen or daily improv

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Why Brands Must Unify Customer Experience and Customer Success (and How They Can Do It)

Strikedeck

Paul provides valuable insights into merging Customer Experience and Customer Success.

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Bigtincan Takes Aim at Revenue Enablement with AsdeqLabs Acquisition

SBI

Bigtincan Takes Aim at Revenue Enablement with AsdeqLabs Acquisition. Bigtincan , the leader in mobile, AI-powered sales enablement automation, today announced the acquisition of AsdeqLabs , whose platform provides support for field-based employees and mobile service capabilities, helping to usher in the next evolution of service enablement and customer engagement for revenue accountability.

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Major Account Buyer Networks – Know the Behaviors

Sandler Training

We know all about the importance of team selling, don’t we? It's that powerful strategy in which multiple team members from different functional areas of a selling organization work collaboratively to win deals. Especially in the enterprise world, team selling is widely implemented. Read Time: 9 Minutes.

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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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Groove in August: A New Search Engine, Collision Detection, Unsplash, and More!

Groove HQ

It’s been another busy month for the product and engineering teams here at Groove! Read on to hear what we’re doing with printing, collision detection, and an all-new search engine for your Inbox. We’ve also updated Groove’s integrations with Trello, GitHub, Asana, Jira, WooCommerce, Shopify, and (a brand new partnership for us) Unsplash! Remember, you […].

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Four Keys to Developing a Successful Sales Data Strategy

Miller Heiman Group

If your sales data strategy consists of pulling a report from your CRM and using it to analyze your salespeople’s performance, you’re missing a critical opportunity to guide decisions that go beyond performance. A formal sales data strategy is a documented framework that collects information from sales technology tools—and it should have executive sales ownership and buy-in.

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CRM’s Triumph of Hope Over Experience

Sales Management Matters

Samuel Johnson called second marriages the triumph of hope over experience. His quip works for CRM implementations too. Three decades after CRM’s advent, our new research finds most firms’ CRM implementations characterized by lower than acceptable return on investment, less than satisfactory user adoption, and lots of unrealized potential.

CRM 52
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Major Account Buyer Networks – Know the Behaviors

Sandler Training

We know all about the importance of team selling, don’t we? It's that powerful strategy in which multiple team members from different functional areas of a selling organization work collaboratively to win deals. Especially in the enterprise world, team selling is widely implemented. Read Time: 9 Minutes.

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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.