Tibor Shanto

AUGUST 24, 2021

By Tibor Shanto. If you follow this blog, you know our tag line is “execution, everything else is just talk!”; And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. For many, including myself, a key attribute is curiosity; but it is one thing to talk about it, different to execute.

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Objectives and Key Results Quota Technique Prospecting 326

STAR Results

AUGUST 26, 2021

Sales Manager’s Success Checklist. Do you have a success checklist to see if you are on track for a successful year? How can you assess if you are on track? It is far too early to look at sales early. Go through the checklist below and see how many items you have completed ensuring that you are on track. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success.

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Quota Sales Represent Start-ups 279

Anthony Cole Training

AUGUST 26, 2021

The bank CEOs we work with know they know that a banking sales training approach will help them by putting a structure in place for all to follow. In this blog, we discuss the 5 keys to choosing and implementing a better banking sales training program.

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Sales Customers 261

Gong.io

AUGUST 24, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Subscribe here and follow me to read upcoming research. Three days ago, I sent a flawless cold prospecting email. . It was personalized, to-the-point, and had a highly effective CTA. .

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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

Tibor Shanto

AUGUST 23, 2021

Subscribe today, and take the Breakfast on the go! Shawn is driven by a passion to help business owners, executives and leaders accelerate their sales results. A consultant, author and speaker, he has held senior executive roles in both for-profit and not-for-profit organizations. Shawn’s published two books, The Unstoppable Organization and Operational Empowerment , and his insights can frequently be found online in publications such as Fast Company and INC magazine.

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Consult Sales Prospecting 261

STAR Results

AUGUST 22, 2021

Sales are Down. … What is the Boss Going to Say? I always hated having to explain why sales are down. There is never a good answer. Sales executives and managers have no shortage of challenges. I can remember numerous times. I faced challenges when sales were off. One year in February we were already behind budget in sales. I knew I had to do something.

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Sales Launch Gaming Follow-up 169

ConversionXL

AUGUST 24, 2021

With U.S. News declaring it the number one job in sales and marketing, and a median average salary of around $142,000 in the U.S., it’s no surprise that people are looking at how to become a marketing manager. Perhaps you want to move up the ranks at your current company, or maybe you’re looking to change careers. Before you invest the time and effort it takes to get into the role, it’s essential to understand the responsibilities it entails.

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Promote Campaign Pitch Niche 141

Membrain

AUGUST 22, 2021

When buyer/seller harmony is achieved, more than a sale is made. Value is exchanged. Yet, for a number of reasons, sellers are about as in harmony with their buyers as I am in singing along with the radio.

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Sales 140

The 5% Institute

AUGUST 26, 2021

In this guide, you’ll learn exactly how to sell high priced products, by using a proven step by step formula we teach Sales Professionals and Business Owners around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling. And that thing – is consistency.

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Smarter With Gartner

AUGUST 22, 2021

Earlier this year, Christie’s announced two major firsts for an auction house: It would accept cryptocurrency, and it would offer for sale a purely digital work backed by a unique nonfungible token (NFT). The work, by digital artist Beeple, sold for more than $69 million. It forms part of an entirely new means of monetization — and potentially a whole new digital ecosystem.

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Technology Technology Trust Engineering 145

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

Martech

AUGUST 25, 2021

“I was just being selfish. I wanted a way to talk to people who understood what I was doing — which is the entire ethos of community.” “A lot of people feel isolated and wonder why they can’t find someone that gets them — and you can find that online in the right places.” The first comment came from Mike Rizzo, telling me how the MO Pros community of marketing operations professionals started out as a Slack channel.

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Retail B2B Pipeline Technology 144

Selling Power

AUGUST 25, 2021

An effective territory management strategy is critical to ensure that salespeople are motivated to hit targets and that an organization’s sales strategy is successful.

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Territory Drivers/motivators Sales Process 136

The 5% Institute

AUGUST 25, 2021

Although there are so many publicized sales tactics out there; in this article, we’ll discuss five proven and effective sales tactics that still stand the test of time. Sales tactics can dramatically increase your revenue when you practice them consistently. Read on to learn how you can implement them into your day to day sales activities. Sales Tactics – 5 x That Still Work Effectively.

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Drivers/motivators Sales Presentation Clients 145

SaaStr

AUGUST 24, 2021

Q: What are the best marketing techniques for an early stage SaaS startup? My list of things that almost always work: Try everything — and Double Down on anything that works. If your price point is very low, this sometimes doesn’t work. But in general, most startups find that at best 1–2 channels really work for them. It could be a partner program, or an app listing.

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Niche Referrals Technique Start-ups 132

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

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Martech

AUGUST 23, 2021

Dr. Carmen Simon is a neuroscientist and the Chief Science Officer at Corporate Visions, a company that provides science-backed marketing and sales training programs to enterprise clients. B2B DecisionLabs, the research arm for Corporate Visions, conducts studies focused on observing people’s behavior as they make choices and decisions. “We conduct neuroscience studies, which is what I am mainly involved in,” said Dr.

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Drivers/motivators B2B Promote Campaign 132

Partners in Excellence

AUGUST 24, 2021

Change is a popular topic. Simultaneously, we celebrate, embrace, resist, and fear change. We initiate endless change initiatives. The process of recognizing the need to change is invigorating. We do a lot of analysis, there are innumerable meetings talking about the need to change, discussions of the options, planning for the change. Then we implement change initiatives, often with a bang.

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Launch Meeting Process Sell 123

The 5% Institute

AUGUST 24, 2021

One of the most powerful sales closing techniques you can use , is something called the summary close. So what exact is the summary close, and how does it work? In this article, we’ll look at what the summary close is, why it works, as well as some of the key ingredients you need prior to using it. The Summary Close In Sales – How It Works. What is The Summary Close?

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Closing Drivers/motivators Technique Sales 145

SaaStr

AUGUST 25, 2021

Twilio’s NRR since 2019. Pretty consistent. A question so many of us had in the earlier days of SaaS was … will we max out all our bigger customers? We all saw especially larger customers buying more and more each year, but most of us founders a generation or so ago in SaaS worried we’d max out our larger accounts. That at some point, NRR might settle down closer to 100% for bigger customers, and maybe much lower for SMBs.

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Customers Sell 130

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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

Martech

AUGUST 24, 2021

Tiktok and Shopify have announced TikTok Shopping, making Shopify the first commerce platform to link with the rapidly growing social video network. This partnership boosts the social commerce landscape, a market projected to bring in up to $36 billion in revenue this year in the U.S. alone. The new in-app shopping experience will let Shopify merchants connect with their TikTok profiles to create a mini-storefront for consumers.

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E-commerce Drivers/motivators Entertainment Pitch 125

Gong.io

AUGUST 23, 2021

What is call recording? How can I set it up? Does it even work?? Spoiler: It does. Big time. We’ve put together the all-time, most-asked questions about sales call recording. And are giving you answers so you know exactly what to expect if you bring call recording software into your team. Let’s dive in. Question 1: How does call recording work?

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The 5% Institute

AUGUST 22, 2021

Putting together sales KPIs are one of the most important activities you can do as a Sales Professional or Business Owner. But what exactly are sales KPIs – how do you do it correctly, and what are its benefits? In this article, we’ll look at what sales KPIs are, the benefits of putting together sales KPIs, and some examples you should consider for your business or sales role.

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Objectives and Key Results Sales Closing Presentation 145

Heinz Marketing

AUGUST 27, 2021

By Maria Geokezas , Vice President of Client Services. During these last few days of summer, as kids head back-to-school, the weather cools and you finish that chewing-gum-for-your-brain beach read, it’s the perfect time to recommit to your professional development goals by picking up one of these B2B business books. Finding the right one can be intimidating.

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B2B Cold Call Sales Technique 122

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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

Martech

AUGUST 24, 2021

Dubai, UAE – June 21-24, 2021: Scene at Arab Health 2021 – the largest healthcare trade exhibition in the Middle East – held at Dubai World Trade Centre during the global Covid-19 pandemic. A new wave of caution for in-person gatherings is sweeping over marketers as the COVID-19 Delta variant is causing cases to spike, especially in areas with lower vaccination rates.

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Territory Transportation Healthcare Networking 125

Sales Nexus

AUGUST 22, 2021

What are the advantages of strategically using email in marketing your business? In this podcast, SalesNexus CEO Craig Klein continues the conversation with MarTech Podcast host Benjamin Shapiro about the advantages of email marketing. Here they delve into the different ways businesses can integrate email in their marketing strategy. In particular, they look into how you can use email as your sandbox for marketing strategies.

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Campaign Territory B2B Service 122

SaaStr

AUGUST 22, 2021

Recently Bessemer Venture Partners did another great deep give on Cloud metrics at the Cloud 100. They’ll update their classic “State of the Cloud” on Sep 27-29 at SaaStr Annual 2021 in the SF Bay Area so come join us there for the latest! A few metrics really stood out to me this year: Their “Cloud 100” top private Cloud and SaaS companies are now worth on average a stunning $5.2B.

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Heinz Marketing

AUGUST 26, 2021

By Carly Bauer , Marketing Coordinator at Heinz Marketing. This past month, it was my turn to select and lead our team’s LinkedIn Learning Discussion session, something we rotate on a monthly basis. These discussions as a team are great opportunities for us to better educate ourselves in different areas of marketing, develop and create great conversations amongst team members and work better, together.

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Start-ups Closing Education Trust 120

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

Martech

AUGUST 24, 2021

As customers demand increasingly personalized digital experiences , the data that fuels those experiences is fast becoming a marketer’s best friend. The good news: You’ve never had access to this much customer data in your life! (And recent Salesforce study suggests more is on the way: Marketers expect a 40% rise in the number of data sources they use between 2021 and 2022.).

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Sales Nexus

AUGUST 23, 2021

Are you looking for another way to reach out to your customers? Another way to get their attention is through SMS marketing. When done right, it could yield advantages to your B2B marketing campaigns. In the third episode of this MarTech Podcast series, SalesNexus CEO Craig Klein and Martech Podcast host Benjamin Shapiro explore how to appropriately utilize SMS marketing to communicate with your customers.

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Campaign B2B Cold Call Technology 119

SaaStr

AUGUST 26, 2021

You need startup folks to succeed at a startup. BigCo folks just don't know how to succeed without a brand + tons of resources. But. Many startup folks have no idea how to work at scale. If they start early enough, they can often learn on the job. But after that, it gets too late. — Jason BeKind Lemkin (@jasonlk) August 25, 2021. So this is the time of year when someone on Team SaaStr quits.

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Start-ups Customers Growth Sales 112

Heinz Marketing

AUGUST 22, 2021

By Cameron Katoozi , Marketing Consultant at Heinz Marketing. Do you currently work for a small business, or maybe you own a start-up? One of the biggest headaches, especially when your team is growing, is scheduling appointments and meetings internally and with clients. You don’t know your co-worker’s availability off the top of your head, and maybe they’ve blocked out time in their day between meetings to get urgent work done.

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Appointment Healthcare Meeting Clients 117

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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