Sat.Oct 12, 2019 - Fri.Oct 18, 2019

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Setting Sales Managers to Fail

Engage Selling

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. He gave new meaning to the term “hands off.

Sales 100
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What Is Strategy Selling? A Detailed Guide

The 5% Institute

Strategy selling, also known as strategic selling; is the step by step system you put together to serve more qualified clients and win more sales. There should be numerous parts to focus on when strategy selling; from your overall arching sales and marketing plans, your prospecting efforts, and of course – your step by step sales process. In this article, we’ll be looking at the different parts of your strategy plan, and what you can do to implement this.

Sell 98
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Trending Sources

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A fresh perspective on the Challenger Sale research

Membrain

First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. Together with its successor “The Challenger Customer” (which I believe is an even more influential book), it served to introduce powerful new perspectives about today’s increasingly complex B2B sales environment.

Sales 97
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How to Generate Leads on LinkedIn, According to LinkedIn's VP of Marketing

Hubspot

As a marketer, you're undoubtedly aware of some of the major social media sites you can use for lead generation. I'm willing to bet you've already heard about the importance of Instagram, Facebook, and Twitter -- and if you use all three as part of your lead generation strategy, you might think you're all set. But if you're not using LinkedIn as a lead generation tool, you could be missing out on a major opportunity to grow both brand recognition and revenue.

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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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Deal Strategies, Helping The Customer Buy

Partners in Excellence

Recently I wrote, “ What If We Kept The Target Close Date Sacred ?” It focused on improving our pipeline management, discipline, and integrity. But the way we address these issues is in our deal strategies and how we engage the customer in each deal. Most of the time and too much of our training focus on the things we must do to sell our solutions to the customer.

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Who is Your Sales Superstar?

Anthony Cole Training

Throwback Thursday Post:

Sales 124

More Trending

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The Ultimate Guide to Hiring a PR Agency in 2020

Hubspot

Vanessa Carlton said it best: Your company is making its way downtown, faces pass, and you're "success" bound. See what I did there? Anywho, your company is on its way. But how do you communicate that with your stakeholders and the public? Between blog writing, drafting ad copy, and setting up an email workflow, it's hard to make time for brand awareness and media management.

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Why Your Sales Reps Can’t Automate Referral Leads 

Women Sales Pros

Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. While there’s much to be said for efficiency, there are no shortcuts when it comes to relationships with customers. And without strong relationships, you can forget about getting referral leads. Top salespeople know existing clients are their best source of referrals to new clients.

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5 Tips for Recruiting More Women in Sales

Outreach

According to a recent study, gender diversity in the workforce can lead to more innovative and productive companies , when measuring their market value and revenue. But there’s a catch: the companies have to believe and genuinely champion that gender diversity is important, and not merely a line item on their job listings page. So how do great companies bring more women into their companies, including sales organizations?

Sales 77
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Leads Vs Opportunities – What’s The Difference?

The 5% Institute

Leads vs opportunities – what are they, and what’s the difference between both? Getting your leads vs opportunities mixed up can be a confusing exercise and affect your sales prospecting efforts. In this article, we’ll look at what’s the difference between leads vs opportunities, and how to approach each in their different contexts. Leads Vs Opportunities – What’s The Difference?

Clients 98
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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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9 Insider Tips for Closing More B2B Sales

Hubspot

It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding.

B2B 92
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If You Want to Hit The ’20 Plan … You Gotta Be Making the Hires Now

SaaStr

A few seasons back, we wrote a post on hitting how in SaaS, you have to be putting the resources in place by Q3 to hit the plan for the next year. We update this post a bit annually as we head into next year’s planning procress. I still see most startups way behind on their 2020 planning, and most importantly, hiring, at this point in the year.

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Sales Process and Why So Many Salespeople Lose Their Way

Understanding the Sales Force

Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic. It was almost as scary as the plane's rocky decent from 30,000 feet in gale-force winds last night or driving in a blizzard!

Process 68
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Why Sales Is Not a Profession

The Sales Hunter

Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass. The sales manager knew me well from my work with him at a previous company. The longer the conversation, the more animated we both became.

Sales 71
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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 Marketers Reveal How They Understand & Influence Consumer Behavior

Hubspot

As Elle Woods once said, "Whoever said orange is the new pink was seriously disturbed.". If you haven't seen Legally Blonde , Elle was referring to an attempt made by a brand to influence consumer behavior. However, its attempt fell short because the fictitious company failed to align with its target audience. According to Salesforce , 76% of consumers expect companies to understand their needs and expectations.

Retail 77
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Why is it dangerous to accept too high of a valuation from an investor for a startup company?

SaaStr

Why is it dangerous to accept too high of a valuation from an investor for a startup company? A lot of VC advice is a bit self-serving. There are risks with a too-high valuation — but also benefits: A high valuation has two core advantages for founders: Less dilution. Not only does this mean you own more, but it also means you can sell more later for the same amount of dilution.

Price 75
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What We Learned from Our Customer Community at Highspot Spark

Highspot

After stepping into The Standard at High Line NYC, Alyce Bernstein, a marketer at Euler Hermes, was hoping to walk away from Highspot Spark with a handful of best practices and new industry connections. What she got was much more. “I have filled multiple pages in a notebook with ideas,” she told our team afterward. Alyce’s experience was no happy accident — Highspot Spark is an annual customer roadshow designed to help sales, sales enablement, and marketing leaders learn from o

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The Fourth Quarter: What's Your Plan?

Force Management

Now is the time many of us assess how our year has gone. Some of you may be scrambling to make the number, hinging the year on a few deals that you're waiting to close. Others of you may be riding out the quarter, perhaps pushing some deals into next year to give yourself a little runway.

Closing 60
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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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Remote HubSpot Employees Give 8 Tips for Working From Home

Hubspot

At INBOUND this year, HubSpot CTO and co-founder Dharmesh Shah announced that our company now has more than 200 remote employees globally. Remote work is becoming so valuable to prospective employees that the second-most searched word on HubSpot's career page is "remote.". Clearly, people love the idea of working from home or a location outside the office.

Meeting 76
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5 Reasons Your Sales Technology Investment Will Fail

Heinz Marketing

By Matt Heinz , President of Heinz Marketing. TL:DR answer: It’s not the tech’s fault. Get these five things right first or the tech has no chance to help you. A few weeks ago I had the honor of participating in a roundtable discussion hosted by Jonathan Farrington centered on the role, impact and importance of technology in driving successful sales.

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How the Right Questions Help Your Customers Realize What They Want

Miller Heiman Group

More than half of B2B respondents to the CSO Insights 2018 Buyer Preferences Study said they found value in discussing their situations with salespeople, while only 2.6% preferred to avoid sellers entirely. The remainder fell in the middle: they found some sellers helpful, while others wasted their time. It’s no wonder, then, that buyers often don’t view sellers as a valuable resource when making a purchase decision.

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Why Do 95% Of Customers Buy The Last Day Of The Quarter?

Partners in Excellence

If I’m to believe the pipelines I spend lots of time reviewing, there is an odd phenomenon, at least 95% of customers make their purchase decisions and issue POs on the last day of the quarter. At least that’s the data sales people tend to share with me. Every pipeline I look at says the same thing. I got to wondering about that. Since we are in Q4, I think it’s remarkable and very kind of customers to come in from their holidays on December 31, to hand us POs.

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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 Get on Board With the Digital Transformation [+ Templates]

Hubspot

Ten years ago, I couldn't have cared less if the new burger place downtown had a website. Now, I don't trust one that doesn't. Consumer buying behavior has drastically changed -- today, the majority of consumers are purchasing products online, including almost 70% of millennials. In 2019, almost two-thirds of businesses ( 64% ) have a website. If you don't have one, you could be falling behind your online competition.

CRM 75
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5 Effective Things We Did to Move Upmarket and Built Pipeline with Mapistry (Video + Transcript)

SaaStr

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? At Mapistry, moving upmarket is exactly what CEO, Allie Janoch, set out to do two years ago and in this talk, she and Lauren Alexander, Mapistry’s VP of Marketing and Demand Generation, will share the playbook they have developed for generating warm leads in a market of buyers unused to purchasing software.

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Other Surprising Truths About Rep Coaching

InsightSquared

I was thrilled when the InsightSquared team asked me to guest post on their blog. I loved presenting at Ramp 2019 , and am excited to continue sharing all of the best practices we learn from our customers here at Chorus.ai. In a previous life, I ran the training and enablement function at InsightSquared. It was there that I fell in love with sales readiness.

Quota 59
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Becoming a Master Networker – Progressive Engagement

Adaptive Business Services

One goal in social networking is to connect with others , in a meaningful manner, and then to develop these relationships. Our primary goal should be to do this with the right people … those who we can best assist with achieving their desired results and vice versa. . Twitter is fairly simple and straightforward. You follow somebody then see if they will return the favor.

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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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What Exactly is a Company's CMO?

Hubspot

Whether you interact daily with your company's CMO or are considering hiring one for your own company, it can be tricky to identify what a CMO does and why a CMO is critical to your company's success. In fact, a quick LinkedIn search of "Chief Marketing Officer" results in people with bios ranging from "creating customer-first interactions that ultimately drive loyalty and evangelism" to "coordinating marketing budgets in accordance with our organizational goals on a daily basis".

Growth 73
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5 Benefits of Content Marketing and How it Can Help You Sell

Closer's Coffee

In today’s digital age, customers are becoming smarter and more conscious about the products they buy. In fact, recent statistics from GE Capital Retail Ban reveal that 4 out of 5 of buyers will conduct extensive online research before committing to any kind of purchase. In other words, simple sales talk is no longer going to cut it. Today, brands are turning to more audience-oriented marketing — more specifically, content marketing.

Sell 60
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Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki

Predictable Revenue

Enterprise deals are tough, long, and require a robust product to compete. Find out how Proposify went from selling self serve deals to working with enterprise clients. The post Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki appeared first on Predictable Revenue.

Clients 58
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Move the Deal Episode 17: Using AI to Improve Talent Strategy with Talkpush’s Max Armbruster

Miller Heiman Group

This week’s episode of Move the Deal features Max Armbruster, founder and CEO of Talkpush. Based in Hong Kong, Talkpush brings artificial intelligence to large-scale recruiting to make hiring and finding talent easier. Subscribe to the podcast on your favorite podcast network: iTunes | Stitcher | Spotify | Google Play. Delivering a Seamless Hiring Experience.

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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.