Anthony Cole Training

MAY 8, 2020

In today's blog, we discuss how your organization can go above and beyond to create loyal client advocates for your business.

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Clients Consult Prospecting Product 180

Neuromarketing

MAY 5, 2020

Sensory marketing is possible for intangible products, services, and ideas. Here are examples from Friction by Roger Dooley. The post Sensory Marketing for Intangibles appeared first on Neuromarketing.

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Service Product 130

Cerebral Selling

MAY 4, 2020

In my last two VP of Sales roles, I found a surprising trend. There was a high degree of correlation between my team’s win rates and the amount of time spent in the discovery phase of the sales cycle. In fact, the relationship across dozens of sales reps in different geographies was clear: the more efficiently we moved a customer through the discovery phase, the greater our win rate.

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Sell Objectives and Key Results E-commerce Pipeline 130

A Sales Guy

MAY 3, 2020

A sales discovery meeting is by far the most important part of a sales process. There is no more important element to selling than the discovery process. Yet, too many salespeople fail at it. They get lost in the questions. They meander from topic to topic, desperately searching for some simple problem or issue they can attach their product to, in order to quickly get to the demonstration or presentation part of the sale.

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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

Gong.io

MAY 6, 2020

What’s worse than hearing “ I’m not interested ,” “ Your price is too high ,” or “ I don’t have budget ”? These six words: “I need to think about it.” . This phrase can come down on you like a ton of bricks. . The deal had legs. The finish line was in sight. You were ready to hit “closed won.”. Aaaaaaaand it’s gone. Or is it…? To find out how this phrase truly impacts deal success, our Gong Labs team turned to the data.

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Contract Meeting Closing Pipeline 128

Membrain

MAY 3, 2020

Working remotely has suddenly become the new normal, and I suspect many leaders have discovered that this remote work thing can actually work, even once the current crisis is resolved.

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Sales 119

Partners in Excellence

MAY 3, 2020

The current pandemic and financial crises create an unprecedented opportunity to engage our customers in high value and impact ways. In normal times, helping the customer understand and committing to change is, often, the biggest challenge. It is human nature to resist change. Unless the pain of doing nothing is greater than the pain of change, the rational decision for many is to do nothing.

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Engage Selling

MAY 8, 2020

I know these are challenging times for all of us individually and for our businesses. And now, in particular, is the time to absolutely micro-manage your metrics. You need to be on top of your business metrics like never before.

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Sell Sales 103

Membrain

MAY 6, 2020

Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that they are the primary decision-maker.

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Sales 117

Gong.io

MAY 6, 2020

Today, the US Patent and Trademark Office issued patent #10,642,889 titled “Unsupervised automated topic detection, segmentation and labeling of conversations”, which protects our technology for understanding topics in customer conversations. I thought it would be useful to share the essence of the technology, and how it came about. The goal: understanding conversations beyond keywords.

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Technology Technology Price CRM 96

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

The 5% Institute

MAY 7, 2020

If you look at companies that perform very well with their sales teams versus those that perform averagely – the difference usually will be the better company has a sales enablement strategy in place. Sales enablement is crucial to your staff’s success, and in this guide, you’ll learn why. In this article, we’ll cover: What is sales enablement? Why is sales enablement important?

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Objectives and Key Results Sales Clients Consult 98

SalesHood

MAY 2, 2020

Alignment between departments is essential for an effective sale enablement program. Companies with aligned sales and marketing teams can provide much more marketing-sourced revenue and significantly higher sales win rates. That number can also be further improved if operations, human resources, and product teams participate in the sales enablement process as well, [ ] The post How to Build a Business Case for Sales Enablement and Garner Executive Buy-In appeared first on SalesHood.

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Sales Process Product 96

Score More Sales

MAY 6, 2020

You have leveled out and adjusted to the new reality of selling today. Great job -- but what happens now?

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Sales Sell 120

SaaStr

MAY 4, 2020

Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales ??. At least, close the first 10 customers yourself. If you don’t, you’ll never have any idea how to do it. And the odds your first rep succeeds goes way, way down. OK assuming you know how to do it (you’ve closed 10+ customers yourself) … then you do you structure your first team?

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Sales Closing Price Up-sell 94

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

Promote

The 5% Institute

MAY 6, 2020

Knowing how to consistently close a deal is one of the most important things to learn in sales. Without consistent sales; it’s difficult to plan and forecast , because you’ll constantly be in feast and famine mode. The way in which we teach how to close a deal, is by using a consistent system; or framework. In this article, you’ll learn how to close a deal with ease, by using a framework we call The 5% Sales Blueprint.

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Closing Objectives and Key Results Technique Objection handling 98

Hubspot

MAY 8, 2020

Following the success and buzz around Instagram Stories, Facebook Stories, Snapchat, and now LinkedIn Stories , Twitter is experimenting with its own ephemeral content feature. In March, Twitter announced it had begun testing a new feature called "fleets," short for "fleeting tweets" in Brazil. Fleets, which aren't yet available in the U.S. , are similar to that of Instagram Stories.

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Promote Follow-up Up-sell Start-ups 101

Force Management

MAY 6, 2020

Right now, sales leaders around the globe are trying to determine what is the best course of action for their sales teams. Perhaps they planned a training initiative that they put on hold or they’re waiting to roll out a new solution to their buyers, and they’re trying to wait for the right time to start ramping up their sales team on the new strategy.

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Sales Start-ups Technology Technology 80

Heinz Marketing

MAY 8, 2020

By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. Most of my digital marketing career has been running campaigns for eCommerce companies. In this setting, we would live and die by analytics and pivoted daily based on what the data was telling us. Shifting to the B2B space, I was surprised by the lack of reporting, tracking, and reporting options available in many of the tools.

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Click Through Rate CTR Campaign B2B 93

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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

The 5% Institute

MAY 4, 2020

In sales, positioning yourself as a trusted advisor can mean the difference between having ‘an OK’ sales career – and absolutely thriving in your industry. So, what is a trusted advisor; and how do you position yourself in this way to your potential clients? In this article, you’ll learn: What is a trusted advisor? Behaviours that’ll break trust. The six traits you’ll need.

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Trust Clients Presentation Finance 98

Hubspot

MAY 7, 2020

A sound content marketing strategy is one of the better ways a business can help shape its brand identity, garner interest from prospects, and retain an engaged audience. It lets you establish authority in your space, project legitimacy, and build trust between you and who you're trying to reach. As you can assume, it's well worth understanding. But that's easier said than done.

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Engineering Presentation Represent Prospecting 101

Adaptive Business Services

MAY 6, 2020

Not that long ago I was reading an article on “sales data” that was written by a man who I highly respect … David Brock. As David pointed out … sales has more data points to analyze than ever before. The problem is … are they looking at the right data and are they deriving the correct conclusions from reading it? Does their analysis lead to the most effective solutions?

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Referrals Appointment Cold Call Construction 87

Heinz Marketing

MAY 7, 2020

Laura Huang researched and wrote Edge: Turning Adversity into Advantage months ago, well before the current pandemic. Her lessons, however, are particularly valuable in this moment. Dealing with imposter syndrome? Addressing flaws and adversity head-on? Flipping stereotypes in our favor? If you sometimes feel you’re hitting the same wall over and over, you’re not alone.

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Drivers/motivators Growth Start-ups 97

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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

SaaStr

MAY 6, 2020

Q: Are Silicon Valley VC firms suspending or significantly cutting down on startup investments during this pandemic given the vast economic uncertainties of this time, or is it business as usual? I’m glad you asked! First, come here from 20+ of the top VCs in SaaS and Cloud for FREE at our next big digital event, the next SaaStr Summit: The New New in Venture on May 27th.

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Start-ups Meeting Closing 88

Hubspot

MAY 5, 2020

A few years ago I was at one of those Big Group Dinners with my marketing team and our clients. There were about 15 of us. I liked the group, but I do not like Big Group Dinners — because at Big Group Dinners you eat and drink too much and you have to pretend you're not tired and you wouldn't rather be in bed sleeping. At this particular Big Group Dinner, I was exhausted.

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Clients Start-ups Engineering Growth 100

Sales Hacker

MAY 5, 2020

It’s like a sudden punch to the gut, isn’t it? We’ve all been zapped into unchartered territory by COVID-19 , and our personal and professional mettle is being put to the test. For SDRs and marketing teams especially, the old sales playbook is a thing of the past. The seismic impact of COVID-19 has blurred the lines of normal and introduced a new playing field.

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Sell Objectives and Key Results Price Territory 88

Heinz Marketing

MAY 5, 2020

By Winfield Salyards , Marketing Coordinator at Heinz Marketing. Times of crisis are when real leadership is forged, and leaders are sifted from the rest. How we respond in these times of crisis define who we are as business people as well as our company and team values. As has been rehashed over and over recently, we are in a time of crisis. With that in mind, I want to go over 5 things I have been thinking about in the way I have been comporting and working.

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Prospecting Customers 91

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

KO Advantage Group

MAY 6, 2020

Sales can be a dog-eat-dog world. But developing strong relationships can boost your career. We have found 5 quotes for you to reflect on. We hope you find them as insightful as we did! What do these quotes mean to you? Discuss below! Project: Knockout is out now! This unique video series is all about inspiring entrepreneurs to sell their services at a premium price.

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Price Service Sell Sales 83

Hubspot

MAY 6, 2020

In 2016, Facebook released Live video on their platform. And in the past year, the time people spent watching Facebook Live has quadrupled. In fact, one in five videos on Facebook are now live streams. As we came into a new decade, it seemed the initial live streaming frenzy on Facebook had calmed down. But today, remote work and digital events are the norm.

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Campaign Launch Education Entertainment 100

Sales Hacker

MAY 5, 2020

As a result of the COVID-19 pandemic, companies of all sizes have been forced to adjust on the fly to maintain stability within their organization. With the business landscape changing overnight, sales departments and sales professionals are among the most affected. To better understand the impact of the pandemic on the sales industry, we sent out a 38-question survey to nearly 472 sales organizations in a wide variety of industries.

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Cold Call Quota Represent Pipeline 88

Heinz Marketing

MAY 6, 2020

By Matt Heinz , President and Founder of Heinz Marketing. Our DNA is wired for face to face communication. Not phone calls. Certainly not emails. The written word is relatively new in the history of mankind. Literacy is far newer than that. Emails are just 25-30 years old. Face to face communication? It’s been there since nearly the beginning. And as tired as many of us are getting to those back-to-back Zoom meetings, we also know – we feel – that those extra emotional connections we get b

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Meeting Presentation Prospecting Sales 90

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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