Sat.Sep 29, 2018 - Fri.Oct 05, 2018

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35 Useful Outlook Keyboard Shortcuts To Save You 15 Minutes A Day

Hubspot Sales

Attention Outlook users: we have something for you: a compilation of the best Outlook tips for organizing your inbox. These shortcut keys will change the way you email. In fact, after taking just two minutes to learn them, we've began saving 15 minutes a day in email. To help others do the same, we organized these keyboard shortcuts based on the three types of email views: Inbox View, Conversation View, and Compose View.

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3 Steps to Communicating Your Value by Painting a New Reality Picture

RAIN Group

One of the greatest difficulties in sales is helping buyers understand what outcomes they will achieve when they work with you. Creating a picture of what outcomes are possible with the solution you present is imperative for two reasons: Buyers need to be convinced of the positive outcome—and that you can achieve it—or they likely will not purchase.

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Top 5 Ways To Gain More Repeat Business

MTD Sales Training

Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before? The great feelings flow through you, because you realise that all your hard work was worth it, and you feel rewarded by repeat business that you didn’t have to do too much to gain.

Suppliers 103
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31 Inspirational Quotes to Motivate Your Sales Team this Month

The Center for Sales Strategy

It's the beginning of the month. You're ready to help your team crush their sales goals. Sometimes they need a reminder of why they love what they do or a little help to boost their morale after a lost sale. Well, there are many things you can do to help your team improve sales performance and reach their sales goals, and here's something that can help boost morale, inspire, and increase productivity : motivation.

Sales 96
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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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The 2018 Guide to Successful Brand Positioning in Your Market

Hubspot Sales

What sets you apart from the competition? Successful companies like Coca-Cola and Band-Aid have one important thing in common: a strong brand. In fact, their brand names have become generic terms for all similar products in their niche. If you cut yourself, do you ask for a bandage or a Band-Aid? A strong brand should be a priority for all businesses striving for success -- and the proof is in the numbers.

Marketing 129
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How to Help Non-Sellers to Sell | Sales Strategies

Engage Selling

???Recently, I have been working with a lot of professionals where selling isn’t their primary role. These may be account managers, recruiters, engineers, or project managers.

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9 reasons your sales emails are getting caught in the spam filter (and what to do about it)

Nutshell

Taking the time to craft compelling, personalized sales emails for your prospects is a necessary step in driving new business. But how many of your contacts are actually seeing them? The truth is that many sales emails end up getting caught in a spam filter. According to Return Path’s 2018 Deliverability Benchmark report , 6% of sales and marketing emails get blocked as spam globally—even when the recipient has given the sender express permission to contact them—and another 10% go undelivered fo

Sales 89
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12 Obstacles Between You and Outbound Sales Success

Hubspot Sales

Here’s an interesting thought exercise: how many separate problems do you think you have to solve in order to get outbound sales to work? And what are your chances of solving each of them immediately? The answer to the first question is pretty scary. Even if you have strong evidence of product/market fit -- and a sales process that can close business at a predictable rate -- there are actually 12 other discrete problems that still need to be sorted out to get from zero to your first outbound sal

Sales 110
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Beware of The Player-Coach

Engage Selling

A huge mistake growing businesses make is assigning an individual as a “player-coach.” That is, assigning a role that is both coaching and managing a team while also having their own territory or clients that they manage on their own.

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Prospecting - You Can’t Step in the Same River Twice

The Center for Sales Strategy

Early in my sales career, I got a call from a veteran Account Executive across the hall. He worked for one of our other properties and saw that I was working with a prospect he was calling on. He wanted to set up a joint sales call. I was skeptical, since I'd recently met with that prospect, and the manager made it abundantly clear that he had already placed his budget for the year, and he was not open to new ideas.

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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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When customers attack: 12 CX strategies for resolving an angry support call

Nutshell

The only way to make an angry customer happy is to fix their problem—or at least let them know that they’re being heard—but before you can do that, you need to find the source of that anger. People who work in Customer Experience tend to be empathetic, and having empathy means considering why an upset customer is in that state to begin with. For all we know, they could be going through some terrible personal crisis, and they’re sad and frustrated and they just need someone to listen

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How to Become a Real Estate Appraiser

Hubspot Sales

Did you know how excellent the job outlook is for real estate appraisers? The expected employment growth rate for U.S. appraisers is 14% for the next few years. It's double the average growth rate for all occupations over the same time period. If you have an analytical mind and an interest in real estate, it might be time to consider a career as a real estate appraiser.

Banking 96
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Q4: A CMO’s Best Friend

SBI Growth

The reality is CMO’s and their sales leader counterparts are felling extreme stress from the weighing pressure of the annual revenue or bookings targets. In many cases the relationship between marketing and sales is most tested during Q4. Sales leaders.

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5 Ways to Improve Your Sales Process

The Center for Sales Strategy

This post was originally published on Startups.co. Ditch the "why" of your sales conversation and focus on the "how" to show prospects that you hear and understand their needs and can solve their unique problems. If you’re looking to improve your sales process — look no further than the “ 2017 B2B Buyer’s Survey Report.“ Buyers want things to be easy.

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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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The Evolution of CRM: What’s Next?

Miller Heiman Group

Notice anything different? Don’t worry, your eyes aren’t playing tricks on you. Miller Heiman Group is excited to present our updated website. The new look, tone and user experience reflect our commitment to our roots in sales, service and research, while recognizing our evolution into technology and analytics. I’ve been thinking a lot about the future as Miller Heiman Group prepared for this launch — and, in turn, about the past.

CRM 71
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Prospect Stopped Responding? Send This "Close File" Email

Hubspot Sales

Every once in a while in a sale, people stop responding to my emails. No matter what I tried or hoped for, I couldn't get an answer from them. At first, I didn't know what to say next. So I started testing various emails and came up with one that actually works. I call it the "Permission To Close Your File" template. Close File Email Template. This sales email template has a 76% response rate.

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How to Become a Great Sales Leader

Sales Readiness Group

As a sales manager, you may not consider yourself a sales leader. After all, strategic leadership issues fall within the purview of senior executives such as the Chief Revenue Officer. But ask your sales team to describe your leadership qualities and you may hear comments such as “She knows how to communicate what she wants,” “He makes the right decisions at the right time,” “She’s very persuasive,” or “He works twice as hard as anybody else on the team.”.

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Set Your New Hire Up for Success: Continuous Strength Development

The Center for Sales Strategy

This is the fourth and final post in a four-part series on how managers can set new hires up for success. You can click to view the previous posts on providing detailed feedback , building relationships that will lead to stronger sales performance and maximizing strengths and working around weaknesses. Ongoing coaching and strength development are key factors in retaining people long-term, yet statistics show employees often feel as though they don’t have a specific development plan.

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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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New Trends in Technology Enabling the Inside Sales Function

SBI Growth

The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.

Sales 88
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5 Ways to Run Better Business Meetings Than Ever Before

Hubspot Sales

Every industry relies on business meetings to get things done. And most employees dread them. That’s because even when the meeting is necessary and productive, your team members have about a million other things they need to accomplish. Their to-do lists don’t disappear simply because you scheduled a mandatory meeting. Add to that the staggering numbers about meetings: U.S. organizations hold between 36 and 56 million meetings every day. 67% of meetings are considered unproductive.

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Identifying Customer Initiatives

Point N Time

[siteorigin_widget class=”SiteOrigin_Widget_Headline_Widget”][/siteorigin_widget] Identifying customer initiatives is critical aspects in managing your key accounts. They allow you to plan, allocate resources and track pre-pipeline revenue. Strategy. The post Identifying Customer Initiatives appeared first on Point N Time.

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Weekly Roundup: 8 Habits of a Great Sales Manager + More

The Center for Sales Strategy

- WHAT'S MOTIVATING US THIS WEEK -. "MOST PEOPLE THINK 'SELLING' IS THE SAME AS 'TALKING.' BUT THE MOST EFFECTIVE SALESPEOPLE KNOW THAT LISTENING IS THE MOST IMPORTANT PART OF THE JOB.". -ROY BARTELL. - WHAT WE'VE BEEN READING THIS WEEK -. > 8 Habits of a Great Sales Manager — LinkedIn. Like many sales managers, perhaps you landed in your leadership role based on your ability to sell.

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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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Creating a Culture of Coaching: 7 Things Not to Do

Showpad

What does it really mean for an organization to have a “culture” of coaching? While the specifics of coaching depend on various factors, there are basic elements that should be involved in the process. However, many companies believe they have an effective coaching culture in place, but in fact are missing some of the necessities to be successful. The following are common mistakes that you should be sure to avoid if you plan to bring coaching into your sales team: Not Getting Company-Wide Alignm

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Stop Treating Distribution Channels Like They Don't Matter

Hubspot Sales

A recent Forrester report , commissioned by Mediafly , revealed B2B enterprises overwhelmingly provide tools and training to their direct sellers over their indirect or partner channels. The problem? By neglecting these sellers, companies are unintentionally impeding their own sales performance and overall business success. To overcome this challenge, I’m sharing five ways treating distribution channels like second-class citizens can hurt B2B companies -- and what you can do about it. 5 Reasons

B2B 81
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The CMO’s Guide to International Marketing

SBI Growth

The Top 5 Things to Consider When Marketing Overseas.

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Four Selling Moments You Need to Master

Corporate Visions

When you really boil it down, your success as a sales organization comes down to how effective you are at acquiring new customers and expanding with existing ones. But, you’re mistaken if you think you can apply the same messaging and selling competencies to one effort as you would to the other. Research proves that customer acquisition and customer expansion are shaped by significantly different buying pressures.

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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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Dreamforce 2018 Wrap-Up Report: Take-Aways from the #DF18 Expo Floor

SBI

What a week! When it comes to this year’s Dreamforce, It most certainly did not disappoint. As crazy as it always is, it remains one of the best events of the year to attend if you’re looking for inspiration, knowledge, and networking. We’ll be reporting on all the activities over the coming weeks. In the meantime, I wanted to share a Dreamforce wrap-up from the last day of the Expo floor.

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The Beginner's Guide to eBay Classifieds

Hubspot Sales

When you think of eBay, you likely picture consumers frantically bidding on items ranging from electronics to vintage clothing. I might have begged my mother to bid on a Nintendo Game Boy Color back in the day (more specifically, the atomic purple Game Boy Color). In addition to its auction-style listings, eBay once had a website dedicated to local, classified listings: eBay Classifieds.

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How to Know When to Make the Tough Call and Sunset a Product

SBI Growth

How to Know When to Make the Tough Call and Sunset a Product.

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How to Deliver Product Demos that Convert

Sales Readiness Group

On this Q&A episode: " Why most product demos miss the mark, and what can I do to improve my chances of success?".

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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.