2022

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Controlling What You Can: Owning Your Personal and Professional Growth

CMOE

Many things can feel outside of our control or reach. For instance, a person can ask for a raise or promotion, but whether they receive the advancement is not a decision they directly get to make and is ultimately beyond their control. A person can also get stuck in traffic because they have no control over other people’s driving habits or because an accident happened farther down the road.

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3 Unique Ways Sales Managers are Leading Hybrid Sales Teams

The Center for Sales Strategy

If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard. However, with the pandemic, the world changed seemingly overnight.

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Close More Deals With This Strategy

Engage Selling

If you want to close more deals faster, it’s important to make your buyer part of the solution. Confused about what this means, exactly? Let me explain. Primarily, they want to co-create the solution with you and be a part … Read More » The post Close More Deals With This Strategy first appeared on The Sales Leader.

Sales 159
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New Sales Leader? Avoid these 3 Common Mistakes

SBI Growth

If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victorious coming out of the gate, the average tenure for a Chief Revenue Officer is a mere 19 months. Your success will be measured by how well you define and execute the revenue growth for your company. You need to develop a strategy with a clear execution plan that will be ready for the first major organizational interaction, whether it be a board meeting or QBR.

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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 Does the Metaverse Relate to Virtual Reality?

Customer Think

Metaverse is an emerging technology developed by Meta that is going to revolutionalise the online gaming industry. The technology is still in the development phase and there is already a significant amount of hype around it. Metaverse technology enables users to access a simulation of the real world where users can connect, interact, shop, and […].

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How to Be Charismatic: The 9 Habits of Insanely Likable People

Hubspot Sales

Whether working in sales or support, the best reps know how to be charismatic. When these team members walk into a meeting or join a call, they immediately put customers at ease with their conversational tone and genuine demeanor. While some people are naturally charismatic, instant likeability doesn’t come easily for everyone. For the reps who are on the more introverted side or maybe even new to a management role, rest assured that charisma is something that can be learned, according to a stud

More Trending

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What are the 3 types of CRM? Recommendations, examples and best practice tips

SuperOffice

Not all CRM platforms are created equal. Each CRM serves a different purpose and audience. They also have different price points and a unique onboarding process that match individual needs. Finally, CRM systems differ in how they are built and how businesses can benefit from them. If you’re just starting out in your journey to find the right CRM for your business , let us show you the 3 types of CRM – analytical , operational and collaborative and how they are different.

CRM 136
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Four Powerful Steps for Generating Referrals

Sandler Training

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! Step 1: Pick Your Referrers. Identify five people, five centers… The post Four Powerful Steps for Generating Referrals appeared first on Sandler Training.

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Guide to Customer Retention (Definition, Rates, Strategies & More)

Groove HQ

It's cheaper to keep an old customer than to acquire a new one—with that in mind, we'll walk you through customer retention strategies and ideas. The post Guide to Customer Retention (Definition, Rates, Strategies & More) appeared first on Groove Blog.

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Where are you on the Technology Curve?

CSSP

technology cycle curve (source: Wikipefia). New technologies follow a fairly well-understood “ curve ”. We can think of these curves in terms of profitability, but this is oversimplifying things. Much of the thinking about technology curves in the business world comes from the work of Nikolai Kondratiev in the 1920s. The Kondratiev Curve. In his work, Kondratiev suggested that there are long-term cycles of economic development and growth, characterized by periods of prosperity and innovation f

Investors 119
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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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How Can I Support You: Leading Through Purposeful Communication

CMOE

Words hold implications and meanings that exist outside of their dictionary definitions. Although the words “team member” and “employee” can technically be synonymous, they have different meanings and feelings attached to them. The way that you discuss people and situations inherently affects how you and others approach and understand what you were talking about.

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5 Ways Salespeople Can Improve Their Business Acumen

The Center for Sales Strategy

We call ourselves account executives and consultants, but do we behave like consultants? Or do we act more like salespeople who are just there to close a deal and cash a commission check? When I started working straight out of college, I sold advertising for a local radio station. I was 22 years old, so my real-world business experience was limited.

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Triad Tempo: Creating Quality Engagement

Engage Selling

The Triad Tempo is a strategy that yields impressive results for your team and business. What is it exactly? One of the most important shifts in today’s sell-to marketplace is … Read More. The post Triad Tempo: Creating Quality Engagement first appeared on Colleen Francis - The Sales Leader.

Sales 151
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2022 State of SalesTech: Driving Adoption of Critical Operational Tools

SBI Growth

A few weeks ago, SBI Research shared a chart highlighting the reasons why top-performing SalesTech is falling short of desired outcomes after the investment. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools. Based on a survey of nearly 100 B2B companies, this week’s chart displays a detailed view of what the typical SalesTech stack looks like and how companies perceive the tools in which they’ve invested.

B2B 138
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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 ROI of Customer Experience

Customer Think

Knowing the ROI of customer experience helps to fund CX projects and make intelligent investments in customer experience. But a deeper examination into the question about CX return on investment gets to the heart of what customer experience means for y.

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5 Tips for a Great Sales Hook, According to Sales Reps

Hubspot Sales

As a writer, I know all about the importance of great hooks. A good hook is imperative for holding your audience's attention, and ultimately convincing your audience that you're worth hearing out. In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot.

Sales 131
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7 Tips for Differentiating in the Selling Process

RAIN Group

Differentiation often starts with marketing, but it truly comes alive in the selling process. Even if your company’s products and services are superior to all others, this means nothing if you can’t convey that to your buyers. Differentiating in sales is more than a good pitch—you need to differentiate in the right areas, adapt to your buyer’s needs, and build value.

Marketing 140
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Customer Success: What It Means, Why It Matters, and More

Help Scout

Customer success boosts lifetime customer value, creates stickier customers, and even provides deeply helpful product insights. Here’s our guide on how to do it well.

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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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?The Next Evolution of Sales

Sandler Training

Inspired by the transformation that we’ve all seen firsthand in the sales industry over the last few years – from the disruptions of virtual selling and remote work to innovative companies and technologies bringing new alignment between buyers and sellers – Sandler is excited to announce our commitment to further champion the next evolution of… The post ?

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5 things you need to prospect on LinkedIn like a pro

SuperOffice

I know – prospecting is hard. And salespeople hate it. ??. In fact, more than 40% of sales reps consider prospecting the most challenging stage of the sales process. At the same time, prospecting is one of the most important parts of sales. Without it, your sales pipeline won’t be filled with sales opportunities. And the more opportunities (aka quality leads ) you have in your pipeline, the more chances you have to close deals.

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How to Approach Customers With Price Increases

Sales Gravy

On this episode of the Sales Gravy podcast, Jeb Blount (author of Selling the Price Increase) and Donald C. Kelly (host of the Sales Evangelist podcast) discuss how to approach customers with price increases. You'll learn techniques, tactics, and strategies for crafting price increase messages, planning price increase conversations, and compelling customers to accept price increases without losing their business.

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7 Signs of Team Disconnect

CMOE

Did you know that 5 in 6 employees feel disconnected at work? The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model. So, how can companies ensure that there is more engagement in work teams?

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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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Learning and Development Lessons from the Pandemic

The Center for Sales Strategy

The pandemic has brought about numerous changes in the way we work and interact within our organizations, and it has also affected the way we develop, deliver, and assess employee training. There has long been a push to incorporate more technology into training programs and the last two years have acted as the accelerant needed to push learning and development to new levels.

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Professional Character: Define it for Today’s Buyer

Engage Selling

Are you being intentional in how you define your professional character? So far in this series that looks at the four big, cold-hard facts that are radically reshaping the sales landscape today, I’ve talked about time-based branding and why it’s … Read More » The post Professional Character: Define it for Today’s Buyer first appeared on The Sales Leader.

Sales 150
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How CEOs Can Make the Most of Independent Board Members

SBI Growth

Last week, we assembled a group of Independent Board Members as part of SBI’s executive advisory board program. We focused on how these leaders are partnering with CEOs and their leadership teams in 2022, where they would like to see greater focus from the executive teams with which they partner, and how they’re helping their companies navigate the Great Resignation.

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What Makes Python the Excellent Choice For Startups?

Customer Think

Python, an open-source programming language, was released in 1991 by Guido van Rossum. Over the years, Python has grown to become one of the most popular programming languages used in both academic & commercial environments. Everyone knows that Python is the best programming language to use when creating an application from scratch. It effectively eliminates […].

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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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The 18 Best Places for Sales Reps to Research Prospects [Expert Tips]

Hubspot Sales

Sales reps run into trouble when they try to go into a call totally cold. The modern buyer doesn't have the patience to address basic questions with answers that anyone can find through a cursory search — nor do they have the time to fill you in on their challenges. If you pick up the phone without gathering any background information, at best, you stand to annoy the person — and at worst, you could be hung up on mid-sentence.

Sales 128
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3 Best Cold Calling Scripts and Tips

RAIN Group

Many people want to believe that cold calling doesn't work because they don't want to have to get on the phone. Indeed, there are many ways to do it wrong and fail. Many cold callers use deceptive tactics to get through and leave a bad taste in buyers' mouths.

Sales 133
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25 E-commerce Best Practices to Take Your Online Store to the Next Level

Groove HQ

If you run an e-commerce business, focus on these best practices to facilitate growth. The post 25 E-commerce Best Practices to Take Your Online Store to the Next Level appeared first on Groove Blog.

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Capabilities-driven Growth Strategy

Flevy

A business remains viable as long as it keeps growing. However, forecasting how much the business will grow in a year, or in a certain period of time, is a difficult proposition for any business leader. Likewise, it isn’t easy for the leaders to envisage the following scenarios: How much growth is necessary for their business? Should we settle for revenue growth or margin improvement?

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The Essential Guide to the Buying Experience of the Future

Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.