Sat.Mar 31, 2018 - Fri.Apr 06, 2018

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The Whack-A-Mole Approach to Sales Management

Anthony Cole Training

It’s been a few years since I’ve been in a Dave and Busters establishment. There was a time when I would go at least once a year. When I was younger, my source of entertainment was hanging out at sports bars with pool tables, shuffleboards and basketball games. About 25 years ago, that entertainment became watching my kids enjoy the arcade games Dave and Busters offered.

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Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling

Understanding the Sales Force

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales. I have data that shows that the very people who don't score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling too.

Sell 111
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Listen Up, Sales!

A Sales Guy

Lately, I’ve noticed somewhat of an unfortunate pattern taking hold in sales. Scratch that, the use of “lately” is misleading; the trend has been more or less obvious for years. Here’s the thing: salespeople don’t listen to learn. Say what?! Here, I’ll repeat myself – all while looking at YOU, sales pro: you’re not listening to your prospect to learn.

Sales 88
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81 One-Sentence Sales Tips Every Rep Should Know

Hubspot

Sales Tips. Generate more leads by keeping track of less-obvious trigger events: Shifts in hiring, leadership change, etc. Make sure you’re accommodating your prospect’s agenda as well as yours. For every two benefits you give the prospect, ask a question confirming you’re on the right track. Listen to an energizing song before you make calls. You can close deals faster by sending your prospects three versions of the contract rather than two.

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Welcome to the Future of Hospitality: Smart Rooms Start Here

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

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Building A Profile of the Sales Rep of the Future

Sales Hacker

There’s a lot of talk these days about the future of sales. And a great deal of that discussion is propelled by just two little letters: AI. Obviously, I’m talking about artificial intelligence. By default, when you talk about AI, you’re not just talking about the tech behind it. You’re also talking about things that are far more impactful, like how it’s going to change the way we live and work.

Cold Call 100
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Speak With An End In Mind–A Guest Post From Diego Segura

Partners in Excellence

With the advent of fancy algorithms and analytics, online content is as curated and relevant to the individual as it’s ever been. Hop on Twitter at any given moment and you’ll be met with sports highlights, news bits, and 6 second videos of (arguably) funny people. Spend a couple weeks on the platform, and Twitter will begin to figure out that you’re more of a sports guy, and that you can’t help but click on a couple cute cat videos every once in a while.

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10 Sales Email Templates With 60% or Higher Open Rates

Hubspot

As a writer for the HubSpot Sales Blog, I'm always crafting new email templates. And my favorite source of inspiration is in HubSpot Sales -- I'll open up "Templates" and browse the real emails HubSpot salespeople are sending their prospects. Not only can I see average open rate for individual templates, I can also gauge their performance by response rate and click rate (i.e., how many recipients clicked on the links within the template).

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The 3 Biggest Mistakes Sales Reps Make on the Phone

Sales Hacker

How to Sell Over the Phone: Rookie Mistakes to Avoid. 1) Not picking up on pain or interest signals. 2) Failing to recognize and overcome objections. 3) Losing control of the call. Let me ask you a question. Do you get excited when you receive a cold call ? What about when you have to call into your cable, internet or phone provider? The lack of coaching, amongst other factors, has directly contributed to a negative stigma with sales people to the point where we now prefer other methods of commu

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Higher Sales Target? 2 Tips to Crush It! | Sales Strategies

Engage Selling

??????????How many of you have been asked to do less work than you did last year? No one has ever been asked that. Even my clients in shrinking markets are asked to do more sales.

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Here's how to tell if Membrain is right for you

Membrain

Choosing the right CRM for your organization can be tough, and fraught with perils. The wrong choice can be expensive both from a direct cost perspective, and in lost productivity and poor adoption rates.

CRM 87
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Automation, Evolved: Your New Playbook for Smarter Knowledge Work

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

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11 Free Resume Templates You Can Customize in Microsoft Word

Hubspot

No matter what industry you work in (or your experience level in that industry), a plain, black-and-white resume written in Times New Roman font can actually weaken a job application. But just because resumes have gotten more creative doesn’t mean you need special design software to make your application stand out. On the contrary, writing your resume in good old Microsoft Word is still the perfect way to develop your personal brand, while also communicating your experience and career goals.

Customers 101
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The 4 Most Important Cold Call Statistics for Sales Success in 2018

Sales Hacker

When it comes to cold calling , this right here is the worst advice: “You were born with two ears and one mouth—listen twice as much as you talk.”. The “name of the game” in cold calling is different than other types of sales calls, such as sales discovery calls. Cold calls are not necessarily about listening or asking great questions. They are about buying time, educating, and selling the meeting.

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How to Keep Competitors Out of Your Best Clients

Jill Konrath

When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So what could possibly be going wrong? It turns out, a lot!

Clients 82
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Sales Coaching Tips: Building a More Customer-Focused Sales Team

Topline Leadership

I have a challenge for you. The next time you’re talking with your salespeople, ask them to describe the steps of your company’s sales process. Chances are, most of them will have an answer. Then ask, “What are the steps of a customer’s buying process?” If your company is like many others, the odds [ ] The post Sales Coaching Tips: Building a More Customer-Focused Sales Team appeared first on TopLine Leadership.

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Get Higher-Quality B2B Leads That Convert!

B2B marketers face a number of challenges, including: continuously generating great leads converting leads to active sales prospects finding vendors that deliver real results Aggregage has proven content syndication, webinar, online advertising and intent signal marketing programs that deliver higher-quality leads. More than 700 companies have already benefited from our programs.

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5 SMART Goal Examples That'll Make You a Better Marketer

Hubspot

When I was 14, my dream was to play college baseball. But I had one small problem: I only weighed 100 pounds. And even though I still had four years to bulk up and improve my skills, I knew I had a long way to go. Fortunately, my coach always knew how to keep my drive alive. After a grueling practice or workout, he would harp on how the long-term is just a series of short-terms.

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Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part One)

Sales Hacker

The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part One) appeared first on Sales Hacker.

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The March Madness Results Are In: Email Copy that Converts

Outreach

The results are in from our sales email March Madness challenge are in, and much like actual March Madness this year, they're full of surprises. So many surprises that no respondent got more than 4 of the 6 questions correct! To help crack the code on sales emails, I chatted with resident outbound email expert and Director of Sales Development, Steve Ross, to figure out why certain content drives positive responses and why others flop.

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LinkedIn Basics Too Many Sales Reps Mess Up

SalesforLife

LinkedIn is a critical tool in any social seller's toolbox. While a great social selling strategy leverages many more tools than LinkedIn alone, the platform can be a powerful way to learn about prospects and promote a seller's own brand.

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State of AI in Sales & Marketing 2025

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

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The Ultimate Relationship-Building Email Template [96% Success Rate]

Hubspot

Business professionals are busy people, and the last thing they want is an email from someone who needs a favor. Messages like these can be a distraction and burden. That’s why when I network and send outreach emails, I am careful to always ask for advice and not a favor or handout. In fact, as I wrote my new book, Wait, How Do I Write This Email? , a collection of 100+ templates for networking, job search, and LinkedIn, I used this tactic multiple times.

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Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part Two)

Sales Hacker

The post Exclusive: How Drift Flipped Traditional Customer Acquisition on its Head (Part Two) appeared first on Sales Hacker.

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Designing Effective Sales Comp Plans: The Dos and Don’ts for Every Sales Leader

Openview

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. For Fun!) and exceptions. The most recent revision of the comp plan was pushing a particular product – if you sold module X, your commission for the entire deal would be 20% higher.

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You Need to Dump This Stereotype

Engage Selling

Millennials in the professional world have been a hot topic for the past few years.

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The Intersection of AI and Sales: Personalization Without Compromise

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

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How to Create an SEO Strategy for 2018 [Template Included]

Hubspot

Here's a cliche among digital marketers: Search engine optimization (SEO) isn't what it used to be. Here's a true statement you don't hear as often: Your SEO strategy for 2018 shouldn't focus on keywords. These days, most businesses understand the basic concepts of SEO and why it's important. However, when it comes to developing and executing a sound SEO strategy for your business, just creating content for the keywords your customers are searching for is both arduous and, well, wrong.

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Modern Sales Coaching in 2018: Goodbye Fluff, Hello Processes

Sales Hacker

The post Modern Sales Coaching in 2018: Goodbye Fluff, Hello Processes appeared first on Sales Hacker.

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Innovation Marketing is All About Coloring Outside the Lines

Heinz Marketing

By Rebecca Smith , Senior Marketing Consultant at Heinz Marketing. Marketing is a lot of trial and error with plenty of uncertainty, and though it’s backed by data, there are times when it can be subjective in nature. As a marketer, you want to accomplish what others haven’t accomplished before. You want to find the golden ticket before anyone else does.

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5 Reasons to Invest in Social Selling Training

SalesforLife

Social selling tactics have taken over the world of sales. In fact, 98 percent of companies say they plan to implement social selling tactics in the near future if they haven’t done so already. A large number of businesses have already made this strategic move.

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Maximizing Profit and Productivity: The New Era of AI-Powered Accounting

Speaker: Yohan Lobo and Dennis Street

In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.

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9 Things You Should Never Say to a Prospect Over Email

Hubspot

Things to Say On the Phone. “I wanted to follow up on the proposal.”. "Do you have any questions about the contract?". "Have you had time to read through the proposal?". “I just wanted to introduce myself.". “Thanks for the introduction, [coworker]. I’m looking forward to working with you [prospect].". “Great to meet you [prospect]! Let me know if you have any questions.”.

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Where’s The ROI on Events? It Starts With This Event Strategy Template

Sales Hacker

The post Where’s The ROI on Events? It Starts With This Event Strategy Template appeared first on Sales Hacker.

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“How I Work”: Jeff Coveney, President at RevEngine Marketing @RevEngineMarket #HowIWork

Heinz Marketing

By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite features in Inc Magazine (similar to Lifehacker’s This Is How I Work s eries too). For a few years now we have followed suit, featuring a B2B sales, marketing or business leader answering some great questions. You can catch up on everyone we’ve featured thus far in the “How I Work” series here.

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5 Ways to Be a Successful Account Executive

SalesLoft

As an Account Executive, how many times have you dreaded making a sales call, wondering if the prospect really wanted to hear from you? Sales is a tough job, but it can also be very rewarding. The latest surveys and research indicates that customer experience is the most significant differentiator these days. Customers expect their experience with a company to include Nordstrom-level service.

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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.