Sat.Jan 13, 2018 - Fri.Jan 19, 2018

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Do You Have Sales Growth Problems? Solution #4: Create a Selection Criteria Checklist

Anthony Cole Training

Whitey Kollmeier, my friend and greatest center of influence, told me a story about Coach Scolinos. In January of 1996 he was a speaker at the American Baseball Coaches Association. His topic: Stay at 17 Inches. He approached the stage with a home plate hanging from his neck.

Growth 151
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The 8 Questions Every Sales Manager Needs To Ask In A Deal Review

A Sales Guy

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Deal reviews are the critical tool for sales managers to determine the probability of a salesperson is going to be successful or not in making quota.

Intrinsic 130
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Trending Sources

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How to Coach a B2B Sales Team to Win Bigger and Better Deals

Openview

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? What if every rep was prospecting as well as the rep generating the most leads? Your team’s success starts with you. Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best.

B2B 104
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Solution Selling vs The Challenger Sale

Membrain

The Challenger Sale is essential reading for anyone in complex B2B selling and many enterprise sales organizations are embracing the concepts.

Sell 121
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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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When Good Prospects Can be Worse Than Tough Prospects

Understanding the Sales Force

I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I've been driving since 1972 and have driven in all kinds of conditions. Pitch black on a moonless night on a narrow winding road with no street lights; on a 4-lane highway in white-out conditions where you can't see where the sides of the road are, down-hill on black ice with zero control of breaking and steering; snow-covered, two-lane road with cars st

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18 Sales Podcasts Every Rep Should Check Out

Hubspot

Best Sales Podcasts. B2B Growth Show. The Advanced Selling Podcast. Sales Gravy. The Salesman Podcast. Linking Into Sales Podcast. In the Arena. The Ziglar Show -- Inspiring Your True Performance. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Accelerate! Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast.

B2B 101

More Trending

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Why Companies Need More Women in Sales

Score More Sales

As a champion for more women in sales and sales leadership, I could not have been more pleased to see this article written by Microsoft Inside Sales Chief of Staff and Microsoft Women Board Co-Chair Rahki Voria aptly titled Why We Need More Women in Sales.

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What You Should Know When Your Cold Prospect Suddenly Returns From the Dead

Understanding the Sales Force

Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written. I also posted a 6-minute cold-calling rant on LinkedIn that had more than five-thousand views after just a couple of days. The video, like the article, was about mindset, not scripting and tactics.

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The Ultimate Guide to Sales Scripts (With Examples)

Hubspot

Many salespeople believe they won’t sound good if they read from a sales script. While I agree you should never read from a script when selling , a sales script can greatly improve your results by preparing you with the best questions and lines to say and ask. First, let’s walk through the sales script creation process. You can follow this framework to craft your pitching strategy -- then simply plug in your unique value props into the template.

Sales 92
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Sales Conferences 2018: The Top 10 Events You Can’t Miss This Year!

Sales Hacker

Sales conferences hold a very special place in my heart. This is not only because I am the Director of Sales at an event software company, but also because I know I have a lot learn—and in-person events are my favorite way to get that learning done. Sure, there are plenty of great resources on the internet but nothing beats getting face time with prospects, peers and colleagues about their latest success and failures when it comes to working in this field we call sales.

B2C 88
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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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92% of Executives are Immune to this Sales Tactic | Sales Strategies

Engage Selling

?I don’t know how many of you visit my LinkedIn profile page, but I encourage you to go there because there’s a really active conversation going on around a number of my posts.

Sales 78
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After A Stroke, My Sales Skills Helped Me Recover. Here’s How.

Outreach

This post is part of Outreach's new blog series, Beyond the Number. We believe that salespeople are more than the number they carry, and that by celebrating the human side of sales, we help salespeople win bigger. Join the movement by sharing this post with the hashtag #beyondthenumber. It was a snowy February, one of the shortest selling months of the year.

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The Secret Tool You Can Use to Close Way More Deals

Hubspot

I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. The deal plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product. Why You Should Create a Deal Plan. Setting up a formal deal plan makes sure you and your prospect -- and anyone else associated with the purchase decision -- are on the same page.

Closing 91
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Outbound Sales Science: How Growlabs Went From $0 to $2.5M ARR in 6 Months

Sales Hacker

A proper outbound sales strategy has real science behind it. You can’t just start pounding the pavement with no direction and expect to achieve growth. Wanna know the secret sauce behind a scalable outbound process that leads to significant growth? Market Segmentation combined with tailored messaging. The key to achieving explosive growth is to start by identifying your Ideal Customer Profiles (ICPs) via segmentation, reaching out to them with personalized targeted messaging while building

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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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Benchmark Study: The State of Social Selling in Sales Force Enablement

SalesforLife

Over the past year, software for sales force enablement has emerged from the margins to take center stage in the evolution of the sales function. That’s one of the central findings from CSO Insights’ third annual, global Sales Enablement Optimization Study. A solid majority – 59.2 percent of companies surveyed – now report having a dedicated sales enablement platform.

Sell 70
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Leadership in the Midst of Disruption

The Sales Hunter

The sun will still come up in the morning. I use this line a lot as a way to keep myself focused on the big picture. This week I (along with much of the traveling public in the U.S.) have experienced weather delays that just never seemed to end. What I thought was going to […].

Sell 63
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4 Simple Strategies for Creating a Better Sales Forecasting Model

Hubspot

Sales forecasting is a necessary -- but sometimes painful -- part of preparing for the upcoming fiscal year and managing sales goals along the way. Since leaders can’t use a crystal ball to predict the future, they are left analyzing quantitative, and sometimes qualitative, data to anticipate future sales. This sales forecasting process becomes problematic when sales teams and executives confuse “optimistic goals” and “accurate forecasting.”.

Angle 81
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99 Motivational Sales Quotes To Inspire Your Team

Sales Hacker

I love reading sales books just like most sales nerds. That said, most salespeople are very busy and don’t have time to read books. With the swamped salesperson in mind, I’ve compiled 99 of my favorite motivational sales quotes to allow you to quickly gain knowledge from the greatest sales books of all time. Sales is an extremely tough grind.

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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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Personalization: Take a Few Minutes to Understand Your Buyer

SalesforLife

When I transitioned to the B2B sales world, I was still stuck in the mindset that more dials = more meetings. Although to some degree I still agree with that statement (the higher volume of activity a sales professional does can increase their success), I now know there’s more to it.

B2B 63
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Leveraging Your Information Advantage

Partners in Excellence

In the “good old days” of selling (if there ever were any), a lot of sales people reveled in their “information advantage.” Prospects and customers relied on sales people to educate them on products and solutions. Those days are long gone, customers are self educating on the web. They no longer have to rely on sales people for that information.

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The Ultimate Guide to Agile Sales

Hubspot

What is agile sales? Agile sales takes project management strategies from the IT world -- such as sprints, daily stand-ups, and constant iteration -- and applies them to selling. This methodology helps sales teams be more flexible, data-driven, and effective. Why should you care about agile? There are three changes in the sales world that should make you sit up and pay attention.

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Announcing The Sales Hacker Top 50 Awards!

Sales Hacker

2017 was an incredible year for sales and marketing, and WE KNOW 2018 will be even better ! With that in mind, we wanted to start a new tradition here at Sales Hacker, of rewarding the best in class practitioners from the year before. Introducing, our 1st Annual Sales Hacker Top 50 Awards ! We’ve seen many other industry awards become popularity contests between influencers and thought leaders, (which is well deserved) but we wanted to provide an opportunity to finally show love and appreciation

Sales 69
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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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How To Coach Your New Sales Rep To Build An Account List

SalesforLife

When you add new sales reps to your team and don't have an account list ready for them to start calling on, it doesn't mean they have nothing to do. In fact, they can start building a leads list on their own leveraging your existing customer base and toolset. Here are six steps to help your new hires get started from day one without an accounts list.

Sales 62
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2018 Sales Management Critical Issues, Part 2

Partners in Excellence

The first post in this short series focused on Talent Management. Without a strong base of the right people in each role, it’s impossible to develop and sustain high performance in the organization. This post, and the next one, will focus on various issues of complexity. Understanding the impact of complexity on each of us, our partners, and our customers; doing everything we can do to radically simplify the things we do are the next areas of management focus.

Sales 59
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Use Design Thinking to Solve Your Toughest Marketing Challenges

Hubspot

Modern day marketing is a realm overflowing with data and tests aimed at shedding light on your customers' true desires. Yet marketing teams still tend to prioritize gut instincts over insights. When faced with a big challenge or new initiative, we often rely on past experiences and existing knowledge to determine future actions. In other words, we do what we think we should do.

UX 77
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The Hidden Influencer in Your Sales Process

Engage Selling

There is an influencer in your sales process that often remains hidden. But, you need to know about it if you’re going to have success in 2018 and beyond. Want to know exactly what it is?

Process 54
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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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The Millennial Paradox: “What Do I Say to My Prospect?”

SalesforLife

“What do I say?” This is easily within the top 3 most commonly asked questions from sales leaders and sales professionals when learning new digital engagement best practices.

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How to Gather and Use Social Media Data for Sales Advantage

Adaptive Business Services

As a sales rep you are probably struggling with lack of information that is being passed to you. This makes it difficult for you to sell and often good leads may seem as bad due to lack of proper data. Typically, the sales team receive most leads with limited amount of information often with the information been acquired through marketing forms. Perhaps it has been enhanced by your sales operations department so they can send the leads specifically to you by knowing that the prospect is located

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YouTube Has Updated Its Partner Program Requirements -- Here's What Marketers Need to Know

Hubspot

YouTube announced yesterday that it has modified the eligibility requirements for its Partner Program (YPP), which will change the ways and ability Creators can monetize their content on the platform. Here's what we know so far -- and how marketers can prepare. What YouTube’s New Partner Program Requirements Mean for Marketers. Changes to the YouTube Partner Program.

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Why You Should Never Use Bullet Points In Your Sales Prospecting Emails

SalesFolk

I recently did a critique of a bad cold email that had a lot of bullet points and jargon. I shared that video on various channels such as LinkedIn, and ended up getting over 20,000 views on the video in less than 24 hours, along with dozens of positive comments and engaging questions from people just like you. ( Thanks for that if you watched the video, liked it, or commented!

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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.