Tibor Shanto

OCTOBER 4, 2021

By Tibor Shanto. I had the opportunity to dissect a recorded Discovery call with a team last week. Great exercise, more companies should follow their lead. A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well. For me an opportunity to validate an approach most mismanage, and I normally avoid. Specifically, how we use positive data in prospecting and Discovery, in this case the latter.

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Objectives and Key Results Drivers/motivators Prospecting Represent 307

ClickFunnels

OCTOBER 6, 2021

The post How To Sell Anything – A Practical Guide To Better Sales appeared first on ClickFunnels. Jordan Belfort and his blockbuster movie, The Wolf of Wallstreet, popularized the idea of being able to sell anything to anyone, a la “sell me this pen.”. Of course, that’s an oversimplification of the sales process. It provides no context as to who the potential buyer is, why they need a pen, or what special features the pen might have — all critical components of a successful sales dialogue.

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Sell Up-sell Negotiate Follow-up 215

Anthony Cole Training

OCTOBER 7, 2021

One of the most frequently asked questions we receive is “how do I/we increase sales” or “how do I become more successful in sales?” It starts with recognizing when your pursuit of a prospect is over. In this blog, the two fundamental truths of more effective selling.

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Sales Prospecting Sell 218

STAR Results

OCTOBER 8, 2021

How to Motivate Your Sales Team. Tap into the WHY! Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question, “how do I motivate and engage my salesforce?” As we all know, the answer is not so easy. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”?

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Drivers/motivators Objectives and Key Results Commission Sales 206

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Tibor Shanto

OCTOBER 4, 2021

Subscribe today , and take the Breakfast on the go! Mike Kunkle is a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement. He helps companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems.

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Clients Growth Service Sales 144

Gong.io

OCTOBER 6, 2021

Few things are as comforting as the presence of a dog in the workplace. Dogs greet you at the door, humor you in the conference room, nuzzle you at your desk. They roam the halls like zombies in search of a quick morsel, a friendly glance, a belly rub. Ya, having dogs at work somehow made you forget you were there at all. Gong embraces the company of dogs as well.

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Angle Represent Drivers/motivators Territory 153

SaaStr

OCTOBER 5, 2021

As it turns out, all of these are within your control [link]. — Robby Allen (@_RobbyAllen) February 23, 2021. We’ve talked a lot on SaaStr about great sales professionals, on driving up Revenue Per Lead, on not capping sales comp systems, and on why you need to manage out your worst reps (because leads are precious). What we haven’t done yet is put it all together in a simple, quantitative spreadsheet.

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Closing Quota Pitch Gaming 138

Martech

OCTOBER 8, 2021

If marketers don’t take control of how customers perceive their brands, customers will. “One of the things we’ve got to remember about customers is that they always like to attribute personalities to the characters they interact with,” said Terry Flynn, president of multichannel marketing company Market Chord, in his recent MarTech presentation.

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Presentation CRM Technology Technology 137

Membrain

OCTOBER 6, 2021

One thing that every sale involves is change. Unless you convince your buyer to change something in the way they are doing business, you won’t have a sale.

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Sales 136

The 5% Institute

OCTOBER 3, 2021

Want to know exactly how to handle sales objections with the 3 F’s method? The 3 F’s method is popular in the world of sales, because it can be an effective technique to overcome sales objections, without breaking rapport. So, what exactly is it? How does it work; and how can you use it correctly? In this article, you’ll learn why the 3 F’s method works, and exactly how to handle sales objections with the 3 F’s method.

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Objectives and Key Results Technique Objection handling Sales 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

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SaaStr

OCTOBER 8, 2021

As OpenView and many others have documented, Product Led Growth (“PLG”) is one of the dominant themes of the SaaS marketplace today. Unsurprisingly, Product Led Growth was one of the most popular discussion topics at SaaStr Annual 2021. If you missed out on attending SaaStr Annual 2021 – where our outdoor format earned an analogy to the “ Coachella of SaaS ” – or just want to understand PLG better, here are 6 sessions to study: PLG SaaStr Session #1: “Mastermind Masterclass: Beyond P

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Growth Product Presentation Engineering 135

Martech

OCTOBER 8, 2021

What were you doing when Facebook went down on Monday? If you were like many of your fellow marketers, you were tearing your hair out because you couldn’t access any Facebook-owned sites like Facebook, Instagram and WhatsApp. No social posting. No campaign research, launches or analysis. Gaahhhhh! But some resourceful email marketers seized the opportunity to launch quick campaigns that capitalized gleefully on the global outage.

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Real Estate Campaign Strategic planning Launch 129

Membrain

OCTOBER 3, 2021

Tell me, ever hear a salesperson say something like this: “Just had a great meeting. I think there is going to be $100,000 (or $10,000 or $1MM) of business there!”.

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Sales Meeting 131

The 5% Institute

OCTOBER 3, 2021

In this article, you’ll learn exactly how to do consultative selling, by following an eight step prescriptive formula. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A consultative sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale.

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Consult Sell Technique Clients 144

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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Force Management

OCTOBER 6, 2021

If you want to get your sales teams working smarter, you need a well-defined sales process and qualification approach. Why do so many organizations struggle with consistently qualifying and progressing the right opportunities?

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Sales Process 114

Martech

OCTOBER 7, 2021

Marketing work management platforms help marketing leaders and their teams structure their day-to-day work to meet their goals on deadline and within budget constraints, all while managing resources and facilitating communication and collaboration. Functions may include task assignments, time tracking, budgeting, team communication and file sharing, among others.

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Education Territory Clients Follow-up 127

Sandler Training

OCTOBER 4, 2021

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World. The post How to Succeed at Selling in a Hybrid World with Dan Tyre [PODCAST] appeared first on Sandler Training.

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Sell Process Sales 119

The 5% Institute

OCTOBER 7, 2021

In this article, we’ll explore the four most common sales objections, and how to handle them. Although many people teach sales scripts to overcome sales objections, we instead recommend two different methodologies. The first methodology is to prevent them from coming up in the first place. The second methodology is to use a framework, that works with your potential clients to help them overcome the sales objections themselves.

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Trust Sales Clients Pitch 144

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Heinz Marketing

OCTOBER 8, 2021

By Carly Bauer , Marketing Coordinator at Heinz Marketing. Think about all the times you had a really great experience as a customer- the way you felt after those experiences. Now think of those other times when your experience as a customer wasn’t the greatest, in fact you couldn’t believe everything that just happened. The feelings you felt after those experiences were probably very different, right?

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Customers Represent Service Price 119

Martech

OCTOBER 6, 2021

Fishburne’s take: As “ Shipageddon ” roils the best laid marketing plans, marketers will have to work even closer with their supply chain colleagues so they can communicate the right messages about the right items at the right time. Holiday messaging will start earlier than in year’s past and consumers will expect higher degrees of transparency.

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E-commerce Start-ups Customers 120

Predictable Revenue

OCTOBER 4, 2021

Learn how to build a winning playbook from scratch in 4 easy steps to create a repeatable, scalable sales culture. The post Build Your Sales Playbook in 4 Easy Steps appeared first on Predictable Revenue.

Sales 116

Sales 116

Partners in Excellence

OCTOBER 5, 2021

Do you know who your customer is? More importantly, do you know who your customer isn’t? Perhaps the biggest thing that impacts our performance is we don’t know who our customer, we define our ideal customer in such vague terms that we waste a lot of time and brand equity on customers that we should never be selling to. If my various inboxes are any indicator, the majority of sales and marketing people do no targeting other than, “Do we have an email?

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Customers Healthcare Pharmaceutical Manufacturing 109

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Heinz Marketing

OCTOBER 2, 2021

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. Why Content Isn’t King in Leadership Communications. I’m not saying information isn’t valuable, it is.

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B2B Education Campaign Start-ups 118

Spiro Technologies

OCTOBER 7, 2021

Percentages are important in sales, not the least bit because commission checks tend to be calculated as a percentage of our monthly quotas. Percentages also factor into much of our decision making, including what percentage of our day we choose to dedicate to prospecting versus follow-up and administrative work ( Spiro can help you eliminate much of the latter).

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Closing Referrals Commission Contract 111

RAIN Group

OCTOBER 6, 2021

For the best sales results, you need to have a highly motivated team bringing their A-game, day in and day out. Often, it's up to sales managers to make sure their team maintains this positive and results-driven attitude. But it’s not always easy.

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Drivers/motivators Gaming Sales 110

Martech

OCTOBER 4, 2021

Having a website search function is critical to any business’s success. However, many have a difficult time providing customers with relevant search results and gaining actionable insights from the data. “Site search is a misunderstood capability on our websites,” said Stephen Zakur, CEO at SoloSegment, in his talk at our recent MarTech conference. “As marketers, we often think about listening very closely to our customers, but we do that in kind of obtuse ways.

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A/B testing User Experience Engineering Campaign 110

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.

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Engage Selling

OCTOBER 8, 2021

One of my clients recently told me that they wanted to divide their sales team up into “hunters” and “farmers.” It’s not an ideal structure in my mind, but they wanted to go through with this and believed it was … Read More » The post Hunters vs. Farmers: Making It Work | Sales Strategies first appeared on The Sales Leader.

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Sales Clients Growth Sell 102

Heinz Marketing

OCTOBER 4, 2021

By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

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Pipeline Go To Market Cross-sell Sales 106

Predictable Revenue

OCTOBER 7, 2021

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 Write Proposals That Sell appeared first on Predictable Revenue.

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Sell Trust Prospecting Sales 104

JBarrows

OCTOBER 6, 2021

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episodes of all time! Episode #4: This replay of Episode 129 welcomes Tom Williams, Head of DealPoint (part of Clari), onto the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really make the difference.

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Follow-up Sales Trust Prospecting 88

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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