December, 2011

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9 Coaching Keys to Sales Success

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

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5 Ways Companies Fail Their Sales Teams

A Sales Guy

Sales people are gladiators. They are independent fighters for the company, expected to fight the fight with whatever tools they have. Like gladiators, sales people are expected to win. There are no excuses for losing. They are expected to be gritty, resourceful, creative and driven. Sales people, like gladiators, are expected to just get it done. This independent, capable, accomplished, solo sales warrior ideal, however romantic, is a common notion.

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Looking For Ideas In All The Wrong Places

Partners in Excellence

Top performers–whether they are individual contributors, managers, or executives are always looking for new ideas. They are driven for improvement and innovation. But too often, our efforts are stymied. It’s hard to improve or innovate. Often, I think it’s a result of looking in the wrong places. When I get into discussions about this with people, I pose the question, “Where do you look for new ideas?

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5 of the BEST Sales Tips Ever | Sales Motivation and Sales Training

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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How to Improve Email Deliverability and Optimize Each Send

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.

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How to Hire the Right Social Media Manager the First Time

Closing Bigger

'Hiring a social media manager, social media coordinator, chief tweeter or whatever you might call it is a challenging endeavor. There are many brands which have experienced great success and many who have also shot the foot off of their brand on the internet. Social media is not a department or a cubicle, it represents the most powerful word of mouth (or word of mouse) channels that have ever existed.

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Want to Improve Your Sales? Start Reading.

Pointclear

Anthony Iannarino is an expert in B2B Sales and Marketing and an Executive Sales Coach and Consultant. Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog. There aren’t many salespeople or sales organizations that don’t wish for a silver bullet that would make producing sales results both easier and faster.

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Why Great Sales Managers are Almost Impossible to Find?

A Sales Guy

This question was posed over at the small business question and answer forum Focus.com yesterday; What are the essentials to become a great sales manager? The answers ranged from being a good communicator, to moving from getting results yourself to getting results through others, to accountability, to providing support and setting high expectations.

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Insight Based Selling — It’s Not Rocket Science

Partners in Excellence

There’s a lot of talk about Insight Based Selling. It’s a great conversation, but to some degree, I’m confused. Hasn’t it always been the sales person’s job to provide customers insight? I think most sales people recognize this, but the problem is the “insight” customers value has changed profoundly. Those sales people that have not recognized and adapted to that change are not providing insight—they’re wasting the customers’ time,

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18 Phone Sales Skills Tips You Can Use Right Now | Sales.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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The Ultimate Glossary: 120 Social Media Marketing Terms Explained

Hubspot

On the web today, things change fast. New applications launch every day, and existing applications continue to evolve and add new features. Just this year we witnessed the debut of Google+ and the introduction of Facebook Timeline. Even the Merriam-Webster Dictionary started adding a few to its collection! Thus, while we're all learning about social media and inbound marketing as well as teaching others about it, having a resource that quickly and clearly explains all of the basic terms and appl

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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The R and the I – What’s Engagement Worth?

Pointclear

Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data. Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A.

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Debriefs Effectively - 2 of 9 Keys to Successful Sales Coaching

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Why Arent Your Salespeople Selling? Fix Your Problem Now.

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Why the Traditional Sales Cycle is Wrong and What a Real Sales Cycle Looks Like!

A Sales Guy

If you’re operating from an old school view of the sales cycle, you’re leaving money on the table. Sales will take longer. Close rates will be lower. Sales cycles aren’t linear. Sales people don’t get stuck, they just keep working, putting in a lot of effort (moving up) and wasting time not getting any closer to the sale. The key is to stop moving up!

Sales 107
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Getting From Here …. To There

Partners in Excellence

Imagine a contest. You’ve landed in a city you’ve never been to before. You’re goal is to get to a certain location. Others are trying to reach that location, you don’t know who they are. The person that gets there first gets $10 Million. Motivated? You’ve been given a high powered car to get to your destination. You’ve been to “driving school,” and have learned the best techniques in driving the car.

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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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Top 5 Sales Motivation Tips | Sales Motivation and Sales Training

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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How to Create a QR Code in 4 Quick Steps

Hubspot

You're trying to convince your boss to transition away from old school print media, but old habits die hard. What do you do to boost website traffic, convert more leads , and grow your social media presence using direct mail and flyers? Get a QR code on those print materials! Although QR codes (quick response barcodes) are no longer brand spankin' new to the marketing scene, they have become more widely utilized, and the barrier to entry is lower than many marketers might think.

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Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

Pointclear

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors.

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A Christmas Present (Sort of)

ConversionXL

If it’s not obvious yet, my specialty is conversion optimization. My goal is to help you convert more customers through the advice on the blog, but now I want to do something more. Here’s the Christmas present: I will look at your website and make specific suggestions for improving your conversion rate. The catch: my feedback and suggestions will be public, published in a post on my blog with screenshots and everything.

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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 Destruction of the Corporate Ladder.

A Sales Guy

The corporate ladder is being destroyed, can you see it? Christine Cacioppo over at Union Square Ventures wrote a great post yesterday called, What Comes Next? Christine is an analyst at USV and has seen over 160 start-up’s this year. She’s attended just about every tech start up incubator there is. Knowing this, I was very interested in her thoughts.

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Being Wrong — It Can Be A Great Starting Point

Partners in Excellence

A number of years ago, I was prospecting. It was a mid-sized company. I had a very good referral to the CEO. In researching the company, I discovered some fairly big risks to their growth. I also discovered some opportunities they were missing in addressing certain part of their market. I prepared for the meeting with the CEO. My goal was to discuss their priorities and strategies, to use these risks and opportunities as potential discussion points to stimulate the discussion and to explore

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7 Things Salespeople Should NOT do in 2012 | Sales Motivation.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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The Ultimate Cheat Sheet for Creating Social Media Buttons

Hubspot

Social media is an extremely valuable tool for promoting your great marketing content. But with so many social media platforms providing their own individual content sharing and follow buttons, it's often difficult to differentiate between which social media button to use for what purpose. Be confused no more! We've put together a handy, comprehensive guide to help you understand the differences between the share and follow buttons/links for the top 4 social networks as well as how to implement

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The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

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How to Hire the Right Social Media Manager the First Time

Closing Bigger

Hiring a social media manager, social media coordinator, chief tweeter or whatever you might call it is a challenging endeavor. There are many brands which have experienced great success and many who have also shot the foot off of their brand on the internet. Social media is not a department or a cubicle, it represents the most powerful word of mouth (or word of mouse) channels that have ever existed.

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Why Do YOU hate Calls from Salespeople?

SBI

If you’re a manager, there’s no doubt you measure reps’ performance to some extent, by the number of cold calls they make. We expect reps to barrel ahead and blast through the barriers. No excuses. But you know it can be difficult. The beginning of a new year is a great time to think about the steps you can take to make their job easier.

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How to Know if You are GREAT at What You Do

A Sales Guy

Are you GREAT at what you do? How do you know? The Doer: The Doer delivers. They meet or exceed expectations regularly. The Doers meet quota, achieve goals, execute and deliver consistently. The Doers are the backbone to work. The Doers go the extra mile. They have a phenomenal command of the craft. The Doers apply industry known rules and information better than anyone.

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Putting A “Face” To Our Customers

Partners in Excellence

As sales people, we work with customers every day. We see them, we’re in their offices, we talk to them. They’re very real (sometimes too real) to us. Customers–each of them—are very important to us. Sometimes, it’s frustrating, people in our companies don’t seem to be as customer focused as we are. Many of the people we work with aren’t as sensitive to customers as we are.

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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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6 Tips to Jump Start 2012 Sales Now | Sales Motivation and Sales.

The Sales Hunter

Home. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Training. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Blog. FREE Resources. Sales Articles.

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How Timeline Radically Changes Your Facebook Marketing Strategy

Hubspot

In the early days of social media, the fact that the shelf life of Facebook posts were much longer than tweets was often discussed. But as the years have passed, Facebook has changed immensely. Homepage feeds now have a Twitteresque feel with live updates from friends, otherwise known as the Ticker. The most recent posts that appear on a Facebook feed are now a direct result of the latest content being published.

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How to Find Sales Sanity and Have a Prosperous New Year

Sales Gravy

You've heard Albert Einstein's famous definition of insanity: doing the same thing over and over again and expecting different results. Here's my corollary: Focus on new ideas and actions and expect better results.

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Making Money Monday:Your personal philosophy for success | Sell.

Engage Selling

Sell 80
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

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