Sat.Sep 29, 2018 - Fri.Oct 05, 2018

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Salespeople, Why is Everyone Playing from the Same Playbook?

A Sales Guy

I think too many sales organizations, their salespeople AND their sales leaders are playing from the same playbook. Why? I don’t see enough innovation. I spend an incredible amount of time with salespeople and sales leaders, and the most common thing I see is how similar they all are. Most everyone hires based on the same hiring principles. Most everyone prospects using the same prospecting principles.

Cold Call 117
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The Simple Secret to Doubling Your Income in Sales

Women Sales Pros

What would it mean to you if you doubled your income—with the same number of customers? Think about how it would feel to give the same amount of effort and earn two, three, or many more times as much. Last month, I conducted a training with a large software company and discovered their top rep, Trina, earns more than five times as much as the lowest performer in her company—while talking to the exact same number of customers.

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3 Steps to Communicating Your Value by Painting a New Reality Picture

RAIN Group

One of the greatest difficulties in sales is helping buyers understand what outcomes they will achieve when they work with you. Creating a picture of what outcomes are possible with the solution you present is imperative for two reasons: Buyers need to be convinced of the positive outcome—and that you can achieve it—or they likely will not purchase.

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Do You Have a Mastermind Group Challenging You?

Jeff Shore

By Jeff Shore. ?I want to talk today about mastermind groups. I believe very strongly in the concept, strongly enough that I am a part of four different mastermind groups. For those of you who are not quite sure, mastermind groups are like-minded individuals who come together on a regular basis to share ideas, frustrations, best practices, etc. At times they are organic and self-led, but more commonly they are paid programs.

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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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Confronting ‘The Challenger Sale’

Membrain

The Challenger Sale has been called the best marketed but worse executed sales program in history. Is this assessment fair or evidence of sour grapes from a few industry experts who wish they could claim the 800,000+ graduates and 500,000+ books sold since 2011?

Sales 95
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7 Comma Rules Every Writer Should Know

Hubspot

In the beginning of 2018, one missing comma in a Maine state law cost Oakhurst Dairy five million dollars. The absence of the Oxford comma made two overtime-exempt tasks, packing and distributing food products, read like one activity, so any worker who distributed but didn't pack any food products or vice versa sued the dairy company for their unsettled overtime pay.

Product 100

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How to Help Non-Sellers to Sell | Sales Strategies

Engage Selling

???Recently, I have been working with a lot of professionals where selling isn’t their primary role. These may be account managers, recruiters, engineers, or project managers.

Sell 91
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“Take Your Eyes Off The Ball”

Partners in Excellence

We all know the importance of focus, of eliminating distractions. I’ve written about it in this blog. Book after book, blog posts all preach the concepts of disciplined focus, minimizing distraction, keeping our eyes on our goals, keeping our eyes on the ball. It’s very important, too few people do this–generally top performers are viciously focused.

Sports 90
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The Ultimate Guide to Google Search Console in 2018

Hubspot

What is Google Search Console? GSC (formerly Google Webmaster Tools) is a free platform for anyone with a website to monitor how Google views their site and optimize its organic presence. That includes viewing your referring domains, mobile site performance, rich search results, and highest-traffic queries and pages. At any given time, I have GSC open in two to 10 tabs.

CTR 97
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3 Negative Consequences to Micromanaging Your Sales Team

Jeff Shore

By Ryan Taft. ?“Micromanaging is one of the best management styles in existence,”…said no employee ever. If you are a manager reading this you need to ask yourself a question: Do I trust my team? Here’s how you know the answer…if you ask them to do it and then give them step-by-step instructions of what to do and are constantly checking (a.k.a. “nagging”) to see if it was done, and how it was done, then odds are that you are a micromanager.

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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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Beware of The Player-Coach

Engage Selling

A huge mistake growing businesses make is assigning an individual as a “player-coach.” That is, assigning a role that is both coaching and managing a team while also having their own territory or clients that they manage on their own.

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Sales And Sales Management Is Broken

Partners in Excellence

I have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven’t had the opportunity to read it, make sure you take the time to download and study it. It’s filled with fascinating analysis, each chart presents huge opportunities for performance improvement. The chart I keep coming back to is their 2018 SRP Matrix, reproduced below: Usually, as we look at charts like this, we focus on comparing Level 1, Level 2, Level 3 performances, perhaps being som

Sales 88
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35 Useful Outlook Keyboard Shortcuts To Save You 15 Minutes A Day

Hubspot

Attention Outlook users: we have something for you: a compilation of the best Outlook tips for organizing your inbox. These shortcut keys will change the way you email. In fact, after taking just two minutes to learn them, we've began saving 15 minutes a day in email. To help others do the same, we organized these keyboard shortcuts based on the three types of email views: Inbox View, Conversation View, and Compose View.

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Episode #084: How to Stand Out in Sales with Lee Salz

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Lee Salz joins Jeff to talk about how our customers commoditize us. In his new book Sales Differentiation, Lee shows that our customer is most likely using a matrix to try and find the lowest price. So, what will make you stand out in the sale? Experience? Service? As a sales professional. could it be as simple as asking for your customer’s mission?

Price 84
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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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5 Signs Your Star Salesperson Will Make a Terrible Sales Manager

Sales Hacker

The Cautionary Tale of James and Kim. The call came in. It was like so many calls I had received before. Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. When James’ supervisor left he made it clear he wanted to move up in the organization and Kim and the other members of management thought it was clearly the right thing to

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CEO: Here are 4 things your sales director is hiding from you

Membrain

I had an interesting conversation with the founder of a sales technology company recently. Their technology was designed to provide greater transparency into the inner workings of sales departments, sales managers, and individual salespeople, in order to equip sales directors to provide better leadership for more effective sales execution.

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The 2018 Guide to Successful Brand Positioning in Your Market

Hubspot

What sets you apart from the competition? Successful companies like Coca-Cola and Band-Aid have one important thing in common: a strong brand. In fact, their brand names have become generic terms for all similar products in their niche. If you cut yourself, do you ask for a bandage or a Band-Aid? A strong brand should be a priority for all businesses striving for success -- and the proof is in the numbers.

Niche 90
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How Do I get Started with my 2019 Sales Plan?

SalesforLife

Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now.

Sales 85
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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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How the Agile Approach Can Ramp Up Sales Onboarding

Sales Hacker

Sales onboarding – every company does it, but few do it as well as they’d like. According to a report from The Sales Management Association, 62% of companies consider themselves to be ineffective at onboarding. When sales onboarding is ineffective, the costs are high – not only for the sales department but for the entire organization: Underprepared sales reps can damage your business reputation and may not sell to buyers the way they like to be sold to.

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The Evolution of CRM: What’s Next?

Miller Heiman Group

Notice anything different? Don’t worry, your eyes aren’t playing tricks on you. Miller Heiman Group is excited to present our updated website. The new look, tone and user experience reflect our commitment to our roots in sales, service and research, while recognizing our evolution into technology and analytics. I’ve been thinking a lot about the future as Miller Heiman Group prepared for this launch — and, in turn, about the past.

CRM 71
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What a HTTP 500 Internal Server Error Means and How You Can Fix It

Hubspot

Troubleshooting a HTTP 500 Internal Server Error is like solving a mystery. You don’t know what exactly happened or why it happened -- all you know is that something’s wrong and you need to fix it. To guide you through the hassle of troubleshooting the dreaded HTTP 500 Internal Server Error, let’s go over what it exactly means and its most common causes and solutions.

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The $700 Breakfast

Smart Calling

A couple of weeks ago, on the beautiful Amalfi coast in Italy, in Positano, we had breakfast one morning at a small open-air restaurant perched high atop the hill, looking down on the postcard-like beach and bay. As we walked out Pam said, “Let’s take a quick look in here,” pointing toward the clothing boutique next door. The shopkeeper, a petite Italian woman in her 30’s greeted us with a smile and “Buongiorno.”.

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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

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Matt’s App of the Week: Samaritan

Heinz Marketing

Typically I like to feature tools here that everyone can use right away. And although this app is currently only available in Seattle, the idea behind it was so inspiring to me this past week I wanted to share it with you. There are homeless and disadvantaged people all around us. Many of them aren’t just very similar to us, they are us. We are so similar in our hopes, our fears, the opportunities and luck and serendipity that helps some of us succeed while others struggle.

Closing 71
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Practical Ways Sales Reps Can Prevent or Heal from Burnout

Accent Technologies

If you’re experiencing burnout, it’s important to know that you will get through it. Things might seem hopeless at the moment, but you have the ability to emerge better and stronger than ever before. Sales is a challenging field that requires high levels of persistence. Because of the high demands placed on us by our profession, we have to take great care not to fall into one of the stealthiest occupational hazards in the workforce: burnout.

Sales 69
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Domain Authority: The Ranking Factor Every SEO Should Know About

Hubspot

Even the best on-page SEO efforts aren’t enough to rank on Google. Today, the search engine accounts for over 200 factors when it determines a SERP’s pecking order, so it’s nearly impossible to optimize your website and content for each of its ranking factors. But even though you can’t optimize for all of Google’s ranking factors, you can still optimize for one of the search engine’s most important ranking factors -- domain authority.

CTR 78
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How to Use AI to Find Sales Talent and Motivate Teams

Selling Power

Here are some ways sales managers can leverage the power of artificial intelligence (AI) to create, keep, and incentivize teams to close the sale.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

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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Reinventing Reporting for Marketing Performance

Heinz Marketing

By Brenna Lofquist , Marketing Consultant for Heinz Marketing. Throughout the history of Heinz Marketing blog posts, reporting has been mentioned a number of times but it’s a very important topic and we are going to write about it again! I still hear people talking about reporting, sometimes it might be they aren’t sure what to report on or even how to do it, so I thought I would jot down a few helpful tips and additional notes to think about.

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How to Build a Successful Environment for Sales Organizations

Outreach

Here’s a riddle for you: The majority of leaders never think about it. It’s often not even an afterthought and most don’t know it exists. Yet it’s one of the most powerful things a leader can create so that his or her team outperforms the competition. Stumped? The number one thing that’s missing from most organizations is environment. The environment that you as a leader create for your team shapes and defines its continued success or ultimate failure.

Sales 68
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The Heart Knows What The Head Needs

KO Advantage Group

So I got asked something that lingered in my head a while recently. Someone who attended my event walked up to me and said, “Kim, you talk so much about empathy when it comes to the sales cycle.”. Empathy is a powerful leadership trait and it’s what separates effective leaders from the not-so-amazing ones, given that this raw feeling comes naturally.

Clients 63
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9 Employee Satisfaction Survey Questions That Will Reveal a Lot

Hubspot

Employee satisfaction is critical for more than just glowing Glassdoor reviews -- it can also mean all the difference for your company's long-term growth. Consider this: from 1998 to 2005, stock prices for companies listed in Fortune's "100 Best Companies to Work For" rose 14%. In comparison, companies not on the list reported a 6% increase. Coincidence?

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.