Anthony Cole Training

JANUARY 4, 2019

2018 was a great year here at ACTG and we are excited to wish you a Happy 2019! However, the new year can be a bit overwhelming, don't you think?

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Sell Sales 153

Understanding the Sales Force

JANUARY 3, 2019

Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year. I’ve compiled a list of resolutions that all salespeople should make and follow.

Process 120

Process Sell Sales 120

Jeff Shore

JANUARY 3, 2019

By Amy O’Connor. I recently had the privilege of presenting a leadership legacy award at my company’s annual leadership summit. I had to give a short speech before presenting the award, and it forced me codify my thoughts on what traits create a lasting leadership legacy. All leaders set out with the best intentions. They all desire greatness.

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Trust Sales Presentation Conversion 113

Openview

JANUARY 2, 2019

The sales profession is one of the most difficult in America and it is constantly changing. Hundreds of books have been written on how to excel in it, and with good reason. It is an occupation filled with pressure, high risk and endlessly overwhelming opportunities. Despite this, more than one in eight jobs in the United States are full-time sales positions according to a study done by The Brevet Group.

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Pitch Customer Relationship Management Clients Sales 106

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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Anthony Cole Training

JANUARY 3, 2019

Sales success starts with a resolution, but finishes with a revolution.

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Sales Sell 152

Hubspot

JANUARY 4, 2019

Heading into a closing conversation with a prospect is always nerve-wracking. No matter how impressed they seemed during your demo or how enthusiastic your champion is, there's always a chance you'll lose to the competition, they'll decide to postpone their decision until next quarter, or they'll ask for a price you can't deliver. A "yes" or "no" hinges on far more than just the specific closing sentence or question.

Closing 101

Closing Contract Technique Drivers/motivators 101

Women Sales Pros

JANUARY 4, 2019

Often sellers don’t get to what’s of most interest to a prospect until 10, 20, 30 minutes or more into a demo. Turns out, that’s too late! Gong.io analyzed 67,000+ SAAS demos and found that “Following a linear path or going through a series of workflows before getting to the end result is an unsuccessful approach.” Traditional linear demos are ineffective: Traditional demos typically start with the salesperson walking through some slides that talk about his company, their customers, and the prob

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Technique Presentation Technology Technology 93

Partners in Excellence

JANUARY 3, 2019

I participated in a fascinating discussion about Disqualification. It was on LinkedIn, led by Steve Hall. Click on the link to look at the comments, it’s pretty interesting. But a part of the discussion was really intriguing and brought out how badly we understand pipeline’s and our numbers. As a result, we drive for the wrong things and fail to produce results.

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Pipeline Quota Gaming Start-ups 90

Hubspot

JANUARY 3, 2019

As a marketer, you need to record your computer screen more often than you’d think. Whether you’re teaching a new hire how to use a tool, explaining a complex project when an email just won’t do, or recording a personalized product demo, you need to know how to record your computer screen. Fortunately, we’ve put together a quick and easy guide for recording your computer screen on a Mac and Windows 10.

Gaming 98

Gaming Follow-up Product Start-ups 98

Membrain

DECEMBER 30, 2018

Our prospective customers are far more likely to want to engage with us if they believe that they are likely to learn something valuable from us. Most sales methodologies stress the importance of asking intelligent questions at the appropriate time and with the relevant context.

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Prospecting Customers Sales 89

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Engage Selling

JANUARY 4, 2019

??It is common for me to get questions like, “How do I get my sellers to reach their sales goals?” Here’s my answer. First of all, you have to make sure they know what your sales goals are.

Sales 87

Sales Drivers/motivators Sell 87

Partners in Excellence

JANUARY 1, 2019

Sales is about the only profession, where each fiscal year, we have the opportunity to start at zero. What we have done in the past year, good or bad, is past. We all have a clean slate to start all over again. As we look at this clean slate, we have an opportunity. We can continue to do the same things we have always done, replaying past years over and over, probably producing similar results.

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Start-ups Sales Product 89

Hubspot

JANUARY 4, 2019

Workplace culture and strong internal relationships are undeniably critical for your company's long-term success. Focusing your efforts on cultivating good relationships between employers and employees can help your Human Resources department mitigate conflict, build trust between team members, and decrease turnover rates. At its core, employee relations is a branch of human resources that deals with policies regarding your employees' relationships with their employers, and each other.

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Contract Negotiate Trust Strategize 92

RAIN Group

JANUARY 3, 2019

Most leaders agree the opportunity to improve sales performance through coaching is tremendous, including: Maximizing sales wins for their most important opportunities. Filling the pipeline with new, qualified opportunities. Maximizing sales to key accounts. Focusing sellers’ time on the most important activities. Developing skills, knowledge, and attributes to get to the next level of performance.

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Pipeline Drivers/motivators Sales 83

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

Promote

Heinz Marketing

JANUARY 3, 2019

By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series. We feature a new B2B sales, marketing or business leader with our own version of “How I Work” questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

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Gaming B2B Follow-up Start-ups 83

Partners in Excellence

DECEMBER 31, 2018

As we start a new year, perhaps your plans are locked in. But perhaps there is an opportunity to rethink or, even to reinvent what we think about the sales function and how we sell. So much of what we do is done just because, “That’s the way we’ve always done things.” We think we may have evolved, but in reality we’ve just applied a layer of technology and updated language and jargon.

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Sales Consult Sell Process 86

Score More Sales

JANUARY 3, 2019

A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond. One of those points – “The New Era of Tech Hiring Will Be For Non-Tech Jobs” (which includes SALES) supports our point of view about NOW being the time for more women and people of color to consider a career in B2B sales.

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Sales Support B2B Sales 75

Sales Hacker

JANUARY 4, 2019

Summary: One of the earliest steps in my professional journey — a stint as an SAT and ACT preparation instructor for college-bound students — has unexpectedly prepared me for training sales talent. Here’s what standardized test prep has in common with coaching sales professionals in high-pressure settings. As a college freshman, choosing to teach SAT and ACT test preparation courses to high schoolers was pretty much a no-brainer.

Represent 74

Represent Sales Education Start-ups 74

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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.

Pipeline

Membrain

JANUARY 2, 2019

You know this story. Sales thinks marketing is out of touch. Marketing thinks sales is lazy.

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Sales 96

Partners in Excellence

JANUARY 3, 2019

Long time readers of the blog will know for the past 18-24 months I’ve been obsessed with the concept of micro-improvements—how do I get 1% better each day? For closed to two years–well up to 6 weeks ago—I tracked and scored myself on a series of questions. Thing like, “Did I set clear goals for the day; Did I do my best to achieve those goals; Was I getting the right exercise; Am I minimizing distractions… ” For over a year, scoring myself every day, re

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Follow-up Gaming Meeting Closing 81

Hubspot

JANUARY 2, 2019

An online photography portfolio is often going to be the first introduction potential clients have to your work, so it's critical you create a memorable and sleek website to display your content. Additionally, many potential clients will use your photography portfolio as an opportunity to check out past clients with whom you've worked to get a gauge for how legitimate you are.

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Clients 77

Heinz Marketing

DECEMBER 30, 2018

Screen Time is an app that comes preloaded on iPhones (or available with a system update) that tracks the time you spend on your phone on specific apps and how many times you pick it up. While Screen Time is specific to iPhone users, there are tons of similar apps available for Android or other operating systems ( here are a few ). The app breaks out your screen time between different categories such as social networking, productivity, and other – allowing you to see how much time you spend on d

Drivers/motivators 69

Drivers/motivators Networking Product 69

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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

Campaign

Predictable Revenue

JANUARY 4, 2019

The very foundation of the Predictable Revenue methodology is designing, and building, efficient outbound sales teams that generate consistent new pipeline. The post The unpredictable, complicated nature of ad sales appeared first on Predictable Revenue.

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Pipeline Sales 65

criteria for success

JANUARY 3, 2019

Welcome, 2019! A new year means a new you - but in order to make this year better than the last, you need to hunker down and start planning for your success! The key here is that you must be willing to put in the work. You have to get rid of that negative "head trash", identify [ ] The post 5 Key Steps to Planning for Success appeared first on Criteria for Success.

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Sales 64

Hubspot

JANUARY 2, 2019

On most stock image websites, the pictures you download are usually so big they can fill up your entire screen. Needless to say, blown-up images don’t usually enhance the aesthetics of your content. But manually resizing images with one of your computer’s built-in programs can be a tedious task. Fortunately, there are a number of free tools on the internet that can quickly resize your images -- without making you download any new programs.

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Heinz Marketing

DECEMBER 31, 2018

By Matt Heinz, President of Heinz Marketing. Over three years ago Sales Pipeline Radio , began. We’re live every Thursday at 11:30 a.m. Pacific. The show is thirty minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

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Pipeline B2B Sales Start-ups 65

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Gaming

Outreach

JANUARY 2, 2019

Email can do a lot of things. On one hand, it can be used to find the answer to your most nagging questions; and on the other it can make you seethe with righteous fury on the other. . Invented in the 1960s, email certainly is old school. But like the most dedicated student on campus, email still earns the highest grades — and will likely graduate at the top of its class.

B2C 63

B2C Retail Gaming B2B 63

Jeff Shore

DECEMBER 31, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Colleen Kirk and Jeff get into the topic of psychological ownership. When does your customer own something? Is it when you close the sale? Is it when they walk away with what they’ve bought? Would you believe that they might own it before they talk with you? Often times people fall in love with a product and just the act of touching it gives them a feeling of ownership.

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Territory Retail Price Technique 59

Hubspot

JANUARY 3, 2019

Companies often need mission statements to define their values, and ensure they're remaining focused on reaching their goals without getting side-tracked. At its core, a good mission statement helps a company demonstrate who they are, and how they're different from other businesses. For instance, consider JetBlue's mission statement -- "To inspire humanity -- both in the air and on the ground.".

Education 76

Education Represent Networking Technology 76

Heinz Marketing

DECEMBER 29, 2018

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Ten Questions You Need to Ask When Planning Next Year. Some great questions to ask yourself while planning for the new year.

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B2B Lead generation Customers Sales 61

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.

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