Sat.Jan 25, 2020 - Fri.Jan 31, 2020

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Top Habits of Highly Successful Sales Managers

Anthony Cole Training

The sales management activities that we perform today create the results that we achieve today. What activities are you doing now that are creating your current unsatisfactory results? How can you change them?

Sales 174
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How to harness cognitive bias to win more sales

Membrain

“I like the sound of your solution, but I’ve already spent a lot of money with this vendor, so we’re going to keep trying to make it work.” “You seem to have built an impressive solution, but we really put a lot into our in-house solution, and even though it’s not working right now, we like it, so we’re going to keep building on it.”.

Sales 157
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New Data Reveals a Finding That Correlates to Sales Success

Understanding the Sales Force

We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong!

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19 best sales influencers you must follow in 2020

Salesmate

Back in the days, students and knowledge-seekers used to choose a guru. One man that can teach everything from skills to the meaning of life. Now the time has changed, and one guru is not enough! You have to suck every drop of knowledge from industry leaders to be in the legend league. Especially in sales, you need to know everything best and worst of the industry, from news to new sales techniques.

Technique 143
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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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7 Tips for Creating a Knowledge-Filled Online Course

G2

Creating and selling online courses is one of the best ways to create an additional stream of income.

Sell 142
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Should Your Free Edition … Be Even Free-er?

SaaStr

Aaron Levie and Karen Appelton, his ex-head of partnerships came to the 2018 SaaStrAnnual.com to talk partnerships and one point on “free” deeply resonated with me. Aaron said he wished his API could be 100% free for everyone , for everything. He said he lamented that the reality was that wasn’t practical for Box’s current business — but he wished it could be.

Niche 138

More Trending

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How One Simple Strategy Changed the Candy Industry

Neuromarketing

A century ago, Edward Noble sold billions of Life Savers in a few years with a different approach to marketing mints. The post How One Simple Strategy Changed the Candy Industry appeared first on Neuromarketing.

Customers 130
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Oops! Bad reviews – How to close deals?

Salesmate

Type ‘business reviewing sites’ on Google’s search and it will give you many results such as G2 Crowd, SiteJabber, Capterra, Yelp, HundredX, Manta, Zomato, TripAdvisor. Oh, there are seriously too many reviewing sites for anything and everything on the internet. Besides these sites, how can we forget the popular social media sites like Facebook and Twitter, where hundreds of customers post their positive and negative feedback.

Closing 125
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5 Ways Buyers Ask For—and Get—Lower Prices

RAIN Group

Win-win negotiation is the way to go…except in one situation: when the buyer has their hand in your pocket. Whether they're doing it intentionally or just out of habit, sometimes buyers try to push down seller prices just to see if they can. When they do, you should counter with value , but you also have to signal as you respond, "That won't work. I know what I'm doing.

Price 122
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3 books every sales professional needs to read in 2020

PandaDoc

‘Tis the season of packed yoga classes, downloadable budget templates, and book recommendations. Whether you’re the type of person who sets resolutions or not, there is an undeniable sense of self-improvement in the air. Maybe you’ve set some goals, but they lean more professional than, uh, sweaty. If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspire

Cold Call 121
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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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Matt’s App of the Week: Boardable

Heinz Marketing

I’ve had the honor of serving on a handful of nonprofit boards recently, and the features of Boardable make communication, decision-making and efficiency far easier. Especially for boards that don’t meet as often or come from disparate locations, Boardable makes it easy to put all key documents, polling tools, scheduling and more in one place. From governance to parking lots of great ideas, it’s a great system and huge time saver.

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What Is Business Analytics and Why You Need It for Success

G2

When it comes to buzzwords used by businesses, analytics has got to be at the top of the most-used list.

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The Simplest Yet Most Difficult Sales Skill | Sales Strategies

Engage Selling

Silence is one of the simplest things a seller can learn to do, but it is the most difficult for them to execute in the sales process effectively.

Sales 112
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1+1+1+1=1

Partners in Excellence

I’m a great fan of Ray Dalio’s, Principles. Today, he posted one of his principles: 1+1=3. The principle is that people collaborating effectively can accomplish more together than they can individually. (For those of you that got MBAs in the 80s/90s, the “management speak” of this concept was “synergy.”). When I see high performing organizations, one of the characteristics is this concept of synergy.

Trust 107
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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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B2B Businesses and the Business of Being Good Community Members

Heinz Marketing

By Winfield Salyards , Marketing Coordinator at Heinz Marketing. In August of 2019, the Business Roundtable published an update to the Purpose of the Corporation. This update expressed a fundamental commitment to all stakeholders, including customers, employees, suppliers, communities, and shareholders. This moves away from the long-standing view that the prime directive of a corporation was driving shareholder profits.

B2B 118
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Crush These 14 Sales KPIs and Make Your CEO Happy

G2

There's much debate in the sales industry over what the most important sales metrics are. One size definitely does not fit all.

Sales 109
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Creating a Sales Culture: What It Is & How It’s Done

Sales Hacker

Your organization has a unique culture. Good or bad, planned or not, it does. And as a leader, it’s your responsibility to lead by example and help shape the company culture. So, how do you know if you’re doing the right things as a leader to make your sales culture an asset, rather than a liability? As a head of sales and senior leader, these are questions I get asked a lot.

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45 Emerging Technology Stats to Know in 2020

Hubspot

As a writer who loves covering emerging technology and human being, I'm surrounded by technology. Each morning, I wake up to my Amazon Echo's alarm and ask Alexa about the weather. On my train ride home from work, I'm taking Snapchat selfies using AR filters. When I get to my house, I ask Alexa to turn the lights to a specific hue. Then I ask my smart TV to launch Netflix or play a basic VR game on my Google Cardboard.

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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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Personas Aren’t Enough: Three Things You Need to Bring Them to Life

Heinz Marketing

By Matt Heinz , Founder and President of Heinz Marketing. Don’t get me wrong, customer personas are a great start. If you have documentation on who your customers are – their roles, their objectives, their tendencies and needs – that’s a solid foundation. Unfortunately, many personas just aren’t actionable. In other words, looking at many one-page personas we see on a regular basis, there isn’t a clear next step.

B2B 101
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The 20 Trending VC Sessions at 2020 SaaStr Annual!!

SaaStr

It’s still early — the 2020 SaaStrAnnual.com isn’t until March 10-11-12 in the SF Bay Area — but we can already start seeing some of the hottest VC sessions at Annual. There will be almost 1,000 (!) VCs at Annual and folks will be handing out term sheets! A bunch of sessions aren’t even up yet — for example, we just added David Wadwani, ex-CEO of Appdynamics, now the newest partner at Greylock — so take these trends with a grain of salt.

Finance 99
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Four Steps to Sales Excellence: How to Define, Measure, and Sustain Sales Growth

Highspot

Many in the business world would agree. Desire for continuous outperformance is an imperative of any fast-growing company. But like the great athletes of our age, modern leaders know growth doesn’t come from pure luck. Excellence starts behind the scenes. In this guide, we’re pulling back the curtain to show you what goes into defining, achieving, and maintaining sales excellence and will answer such questions as: What is sales excellence?

Growth 98
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5 Ways Working Remotely Changed the Way I Think About Teamwork

Hubspot

For the last three years I’ve been an architect on the Hipchat team working remotely, with the rest of my team working far, far away from me in San Francisco and Austin. People talk a lot about remote work these days, but as with most things, you never truly know until you’ve experienced it. I’ve learned quite a bit about remote teamwork along the way as an architect and developer.

Teamwork 101
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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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The Discovery Call – Your Ultimate Guide

The 5% Institute

The sales discovery call is one of the most important parts of the sales process , because it can be the difference between starting a new relationship with a client or revisiting the process for a new potential client. But what is a discovery call? And what should you do on your discovery call to ensure you succeed? In this article, you’ll learn: The definition of a sales discovery call.

Clients 98
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SMB Sales Made Easy: A Step-by-Step Manual

G2

What would you choose: working on a $1M deal for a year or having a million smaller deals close during the same period?

Closing 96
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Make Every Seller a Top Seller

Highspot

But while the philosopher’s stone is a legend, research shows that mapping the success patterns of high performers can create a more effective salesforce. The key is combining the right technology and processes — and applying them at scale. To show you how it’s done, we spoke with JP Mantey, Director of Sales Enablement and Culture at Icertis.

Growth 97
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Types of Blogs that Make Money in 2020

Hubspot

Blogs are all about you — what you want to write about, create, and share with the world. That's probably the best part about them:the opportunities are endless. You've probably come to this post because you know you want to start a blog, but have no idea what you want to write about, or how your blog can stand out against the millions of others published on the internet.

Sports 101
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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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Sheena’s App of the Week: Tribute

Heinz Marketing

By Sheena McKinney , Executive Assistant to Matt Heinz, President of Heinz Marketing. This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. . I little over a year ago we celebrated our 10-Year Heinz Marketing anniversary.

Product 94
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Part Two: Introverts Can Sell | Energy Rules [Podcast]

Sales Gravy

In part two of Jeb Blount's (Inked) conversation with Mathew Pollard (The Introvert's Edge), the two authors discuss why it's so important that you understand your energy rules. For introverts to be successful in sales, it is critical that you take steps to protect your energy so that you can be the best version of you. Listen to Part One of Introverts Can Sell Listen to Part Three of Introverts Can Sell Listen to Part Four of Introverts Can Sell Listen to Part Five of Introverts Can Sell Liste

Sell 94
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What are some of the most common techniques used by salespeople?

SaaStr

Q: What are some of the most common techniques used by salespeople? In SaaS, I think the most common one I see is simply lying to a buyer that doesn’t know software. I see this all the time: For example, a little while back, someone on our events team bought a piece of software that the sales rep promised him integrated with everything in our stack.

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Twitter Topics: How to Use It & What Marketers Need to Know

Hubspot

According to a report from Mention, roughly half a billion tweets are published on Twitter every day. The platform, which enables you to tweet out your thoughts or content in under 280 characters, is swirling with constant conversations about trends, news, and other insights. With all of these tweets, thoughts, discussion threads, and trending hashtags, it can be hard to cut through the noise and find content around topics you're actually interested in.

Follow-up 101
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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.