Sat.Oct 09, 2021 - Fri.Oct 15, 2021

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Sales Management Training: Coach Your People, They Want It!

Anthony Cole Training

Are you, as a sales leader, spending at least 50% of your time coaching your salespeople, helping them to develop their skills and become more productive? It’s time to inspect your own behaviors as a coach and mentor. How do you measure up? Set time on your calendar right now for specific, sales skills coaching with your salespeople.

Sales 289
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The Best Time For A Prospecting Call

Tibor Shanto

By Tibor Shanto. The generally correct answer is any reasonable time. Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. I know many salespeople hope they can know the exact time the right prey will be at the watering hole.

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5 Ways A Lead Generation Agency Can Help Your Business

ClickFunnels

The post 5 Ways A Lead Generation Agency Can Help Your Business appeared first on ClickFunnels. Want to make more money? Then you need to make more sales. And that starts with generating more and better leads. But as a business owner, you are probably already way too busy. So you might feel that there simply isn’t enough time in the day to give lead generation the attention it deserves.

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Why You Need To Hire A Coach

STAR Results

Why You Need To Hire A Coach. Do you have a coach ? If not, you could be limiting your career success. That’s because coaches help you identify and focus on what’s important, which accelerates your success. According to coaches.com, good coaches: Create a safe environment in which people see themselves more clearly; Identify gaps between where the client is and where the client needs or wants to be.

Sports 167
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Welcome to the Future of Hospitality: Smart Rooms Start Here

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

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Measuring Market Penetration with Brand Tracking (+ Metrics & Examples)

ConversionXL

You work tirelessly to understand your customer, market, and competition so you can differentiate. Voice-of-customer (VoC) research, user research, competitor research, and insights on jobs-to-be-done (JTBD) can inform your marketing strategy. . Brand tracking is how you measure if those efforts are paying off. Brand tracking provides both qualitative and quantitative answers to crucial questions: How do your customers perceive your brand?

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“The Joy Of Selling…,” Have We Lost It?

Partners in Excellence

As a preface, my friend, Hank Barnes , wrote me saying he and several others are declaring October 12 as “World B2B Pet Peeve Day.” He asked me to contribute a post commemorating this occasion. I struggled a moment. Regular readers know that I write a lot about “pet peeves.” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth.

Sell 157

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Privacy matters: Marketoon of the Week

Martech

In this week’s Marketoon, we see a less virtuous stance on privacy. Fishburne’s take: “We value your privacy” is one of those meaningless marketing phrases, like “your call is very important to us” or “we’re all in this together”, where actions speak louder than words. A Deloitte survey found that 91% of US consumers consent to terms of service without reading them.

Legal 145
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5 Top Customer Success Talks at SaaStr Annual 2021

SaaStr

Getting customer success right is one of the most powerful levers in SaaS: Upsell + expansion with existing customers costs 62% less than acquiring new customers ($0.63 upsell + expansion CAC vs $1.67 new customer CAC, per KeyBanc 2021 Private SaaS Company Survey ). Net revenue retention rate is very predictive of your overall valuation (per Gainsight + Bessemer Venture Partners ). .

Customers 145
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20 x Gap Selling Discovery Questions

The 5% Institute

Gap selling discovery questions are a crucial part of the sales process and can be the difference winning the sale, or getting another “I need to think about it” objection. There are various kinds of gap selling discovery questions; from learning how they buy, to handling sales objections early and finding pain points and desire. In this article, we’ll be exploring 20 x powerful gap selling discovery questions to help you with: Learning how they buy.

Sell 145
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The Monday Morning Breakfast For Champions Podcast – Episode 43 – Warren Coughlin

Tibor Shanto

Subscribe today , and take the Breakfast on the go! Warren Coughlin helps principled entrepreneurs build a Business That Matters. That is one that delivers to you, the owner, attractive profits and a fulfilling lifestyle while also creating positive impacts on customers, team and the larger community. In other words, it is one that helps make the world – or just your corner of it – a better place.

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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

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Goal Attainment Is More Than Making The Number!

Partners in Excellence

Over the past couple of weeks I’ve had a lot of conversations about sales performance. It’s largely driven by planning for the next calendar year. Too often, I get the comment, “People are making their numbers, but we aren’t achieving our goals!” Too often, the driving metric for sales performance is “the number,” quota, or the revenue goal.

Territory 140
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What marketers should know about customer journey analytics

Martech

Data analysis goes hand in hand with customer experience in the modern marketing landscape. Marketers should examine audience data from each touchpoint in the sales cycle, a process professionals call “customer journey analytics.” “As marketers, we know that nothing happens in a silo,” said Amber Toro-Keech, Marketing Data Scientist at Disruptive Advertising, a recent MarTech session.

Customers 137
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7 x MLM Closing Questions To Close Sales Easier

The 5% Institute

MLM closing questions are an excellent question type to add to your overall sales conversations and sales strategy ; because when used right – they work! Effective MLM closing questions open up dialogue with your potential clients and help you recruit more people, as well as sell more products or services consistently. In this article, we’re going to look at seven MLM closing questions that will help you achieve your aspiring goals and MLM targets.

Closing 144
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Leadership Insights to Share With Your Front-line Managers

Force Management

Your front-line managers can be one of the most valuable assets for any sales organization. Top sales leaders should always be looking for ways to support and enable these critical team players. Our own Paddy Mac (In official terms, Force Management’s Senior Director of Consulting and Facilitation Patrick McLoughlin) is loud and proud when it comes to enabling managers.

Consult 136
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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

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Here’s what everyone gets wrong about sales, according to a buying facilitator

Membrain

If you’ve ever had a conversation with Sharon-Drew Morgen, you know she doesn’t mince words when it comes to what sales leaders get wrong about sales. For more than 40 years, she’s been a thought leader and a provocateur, challenging the way we think about what we do and how we do it.

Sales 136
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B2B Lead Generation: The What, Why, and How

G2

Generating leads isn’t just a priority for small businesses and startups anymore. Corporations and larger businesses need to keep up with growth and profitability targets by bringing in new customers with the increasing competition from smaller rivals. A good lead generation engine can deliver outsized results and set the business to grow for several years.

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How To Improve Your Sales Team’s Performance

The 5% Institute

In this article, we’ll look at eight powerful tips on how to improve your sales team’s performance. Knowing how to sell your products or services consistently is the lifeblood of any business. By learning, and then more importantly – implementing these tips, your sales team will be in a much better position to crush their goals. Learn more: How To Stop Winging It, And Learn Exactly How To Close Consistent Sales With Ease.

Sales 143
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5 Key Ways to Get More Leads from Your Trigger Offers

SalesProInsider

Trigger events. Those events that trigger something that is changing, has changed unexpectedly, or may need to change soon also trigger some sort of emotional reaction for people! And those emotions create an opportunity for you to connect to people you already know and leverage those existing relationships into opportunities to meet new people. How?

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State of AI in Sales & Marketing 2025

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

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5 Interesting Learnings from GitLab at $250,000,000 in ARR

SaaStr

So GitLab is one of those ones that sort of … always was doing well. It was exciting at YC 2015 Demo Day. It was exciting as it scaled to be a more “enterprise” Github at first. And the engine really never stopped running, evolving into a dominant DevOps Platform for software development. Today, it’s IPO’ing at $250m in ARR, growing a stunning 69% year-over-year, with 3,600+ customers at $5k or more in ACV.

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Loyalty Is an Inside Job, Too

Engage Selling

Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. But what about within your organization? It matters here, too. Especially now: everyone’s scrambling to keep their best people … Read More » The post Loyalty Is an Inside Job, Too first appeared on The Sales Leader.

Customers 134
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6 Strategies for Sales Prospecting Success

RAIN Group

I recently conducted a webinar for a client on sales prospecting. Leading up to the webinar, I asked what questions the client had about prospecting so I could tailor the content to their particular challenges. I guess I shouldn't have been surprised when I only got one response. And that’s not because they are masters of prospecting—quite the contrary.

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6 key elements of a great agile marketing backlog

Martech

While agile marketing is more about culture and people than processes and tools, sometimes you just need a really good workflow to get into the rhythm of agile. Having a great agile marketing backlog can make an impactful difference for teams. After working with hundreds of teams over the past decade, I’ve boiled it down to six key elements of great agile marketing backlogs. .

Technique 131
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The Intersection of AI and Sales: Personalization Without Compromise

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

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Most Salespeople are Underdogs Like the Boston Red Sox

Understanding the Sales Force

Anyone who has followed this Blog over the past 15 years knows that other than sales, the only thing I write about nearly as much is baseball. A Google search from within the Blog yields 605 results, and a search on my son playing baseball over the past twelve years yields 208 results. I haven't really mentioned baseball 605 times, but I have probably written about it 150 times!

Gaming 131
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The Holistic Data View from RevOps

Sales Pop!

This is the next article in our continuing series on RevOps—revenue operations—and how Pipeliner CRM equates with RevOps. We quoted renowned management consultant and author Peter Drucker in our last article: “You can’t manage what you can’t measure.” Carrying on from there, you can only measure something when data is not manipulated and is complete, correct, and holistic.

Pipeline 130
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What Intent Data is and Why You Need It

Heinz Marketing

By Payal Parikh , Director of Client Engagement at Heinz Marketing. There’s been a buzz in the industry around customer intent data. It’s the next shiny object that is luring B2B marketers so they can gain and provide more insights into their prospects and have a better shot at closing a deal. But what exactly is Intent Data? It is a dataset of an individual that shows what they are interested in and, therefore what they are likely to do next.

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How the pandemic affected marketing technology replacements

Martech

For the past few weeks, we’ve been highlighting the changes marketing teams made to their technology stacks in the past year and found that despite the upheaval of the coronavirus pandemic organizations replaced plenty of tools and platforms. However, the MarTech Replacement Survey did discover that the pandemic affected how teams staffed up to manage these new technologies.

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Maximizing Profit and Productivity: The New Era of AI-Powered Accounting

Speaker: Yohan Lobo and Dennis Street

In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.

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How To Attract High-Quality Clients Without Wasting Money On Advertising And Techy Funnels

Predictable Revenue

The only reason a prospect will hire you is because they trust you can solve the problem they have. Learn how to hook them with solid proposals. The post How To Attract High-Quality Clients Without Wasting Money On Advertising And Techy Funnels appeared first on Predictable Revenue.

Clients 124
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How To Build A High-Performing Sales Team For Your Small Business

Sales Pop!

Small businesses need to get their sales right to match their revenue and growth goals. But they seldom afford large teams with star employees. The secret lies in creating a high-performance team capable of achieving more with less. But it can be trickier than you imagine as you need to think beyond picking sales ninjas. You have to find the best fits and train and develop them down the line.

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New Research: The New Sales Enablement Standard

Heinz Marketing

By Jamie Montoya , Client Engagement Manager. In collaboration with Mindtickle , we surveyed over 280 sales and revenue leaders to discover tactics, processes, and technologies today’s sales teams use to build comprehensive and effective sales enablement programs. Our research aimed to explore the importance and need for investing in a comprehensive sales readiness strategy to drive a continuous state of excellence within revenue organizations.

Quota 128
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Nothing is wrong with your ABM strategy, but your execution fails

Martech

The verdict is in: Sales and Marketing are aligned on ABM strategy but are falling short on execution. While 96% of Sales and Marketing leaders agree that personalized communications to prospects are the most effective, the majority agree that feasibility is a major challenge to personalization at scale. Stop missing opportunities! It’s time you got the most out of your investments in ABM.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.