Sat.Oct 24, 2020 - Fri.Oct 30, 2020

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29 Consultative Questions to Help Increase Your Sales

Anthony Cole Training

What is the best way to stand out in today’s virtual, fast paced world with limitless information at our fingertips, social media and highly informed prospects? Make sure that you are a skilled consultant and are prepared and skillful at asking the right questions at the right time. The best way to cultivate a trusting relationship is to focus on your prospect and be genuinely curious about their business challenges.

Consult 145
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Google Will Soon Rank “Passages.” Does It Matter?

ConversionXL

On October 15, Google announced that it will integrate more artificial intelligence into its search algorithm, improve visual search, and work on 3D search functionality. When it comes to organic results, the biggest news is Google’s new focus on “passages”: By better understanding the relevancy of specific passages, not just the overall page, we can find that needle-in-a-haystack information you’re looking for.

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Good to great sales teams

Membrain

Jim Collins’ bestselling book, “ Good to Great ” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.

Sales 166
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Challenging The Status Quo

Partners in Excellence

A sale will never happen until the status quo is challenged in some way. Perhaps, the customer has experienced problems or challenges. Perhaps they are discovering new opportunities they want to pursue. They decide to change, initiating, among other things, a buying journey. Too often, the customer doesn’t recognize the need to change. They are too busy to notice things could be better.

Up-sell 161
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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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The Correlation Between Milestones, Sales Process and Sales Success

Understanding the Sales Force

The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays. The gatherings might be smaller and more localized, but the holiday won't pass by without us.

Process 147
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Online Classes For Sales Success – Yours For Free

The 5% Institute

To help you close easier, become more consistent at selling, and serve more clients – we’ve created online classes for sales success – absolutely free! Our mission at The 5% Institute , is serve Sales Professionals, Business Owners and Entrepreneurs so that they can serve more people, and make a bigger impact. Sales doesn’t need to be hard. What can make it difficult though, is following outdated methods, or scripts that actually repel your potential clients.

Sales 145

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The Power and Honesty in a L4M Model. Build One Now.

SaaStr

“To keep you honest, and help the entire company and team keep track of how you are really doing … build a simple, rolling, “L4M” (Last Four Months) model. It just takes minutes.”. The Power and Honesty in a L4M Model. Build One Now. | SaaStr [link]. — Jason BeKind Lemkin (@jasonlk) October 27, 2020. One thing I see most SaaS companies do a pretty poor job of until they have a great finance team is a go-forward model.

Finance 141
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The 5 Cases Salespeople Must Make to Drive Change and Win Sales

RAIN Group

At their core, top-performing salespeople are change agents. They recommend, advise, and assist buyers (what is typically known as consultative selling ), and they aren't afraid to push when it's in the best interest of their buyers. Indeed, top sellers are Insight Sellers. These people make five cases to ensure the value proposition for each buyer is as strong as it can be.

Consult 133
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What Vs How – Does It Make A Difference?

The 5% Institute

Using what vs how during your sales conversations, is a perfect example of how certain words and nuances could make a big difference. In this article, we’ll explore the difference between what vs how; and how the small word difference between the two could impact your closing rate, as well as your mindset. What Vs How – Does It Make A Difference? The Difference Between What Vs How.

Clients 145
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Is Your Business Client-Repelling? | Sales Strategies

Engage Selling

I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.

Clients 127
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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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How Remote Workforces Thrive: Enable Psychological Safety

Heinz Marketing

By Maria Geokezas , VP of Client Services. More organizations, like Microsoft and Google, have recently extended their work-from-home mandates into 2021. There are many others, who like us, have decided to adopt a broader policy to work remotely indefinitely as the new normal. Ensure Remote Workers Thrive. When business leaders decide to pursue a remote work environment, initial considerations focus on protecting or enhancing productivity and communication for co-workers who are not in the same

Meeting 128
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What’s Driving Your Customer’s Need To Buy?

Partners in Excellence

Understanding what’s driving our customers to change, to address a new opportunity, to solve a problem is critical to our success as sales people. We need to understand what’s driving their need to buy. However, too often, when I ask sales people about the need to buy, they describe it in terms of their products or solution category: “They need to buy HR Software” “They need to buy servers” “They need to buy IT Development services” “They nee

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The Sales Process Flowchart – A Detailed Guide

The 5% Institute

In this guide, you’ll learn the exact sales process flowchart steps that works absolute wonders for our Students, Sales Professionals and Business Owners all around the world. Learning and following a sales process would have to be the most important thing you’ll ever learn in sales, because it’ll deliver something you’ll need to thrive in selling. And that thing – is consistency.

Process 142
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The Word "AND"

KO Advantage Group

BUT vs AND. Interchanging these words can change how you communicate to others. I can do that, BUT there will be an additional cost. I can do that, AND there will be an additional cost. Yes, I can meet then BUT I have to talk to you about __. Yes, I can meet then AND I have to talk.

Meeting 118
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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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How to Escape the Sales “Feast or Famine” Trap

Sales Hacker

You’re on top of the world. The orders are pouring in. And with every sale, customers aren’t just buying your product or service, they were buying YOU. It feels great… at least until it doesn’t. Because a month or two later, things dry up. If they were buying YOU in the good times, what does it mean when they aren’t buying in the bad times? It’s the feast or famine trap.

Sales 122
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A Next Gen Sales Methodology

Partners in Excellence

Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology. The next gen methodology should be focus on helping the customer navigate their buying process more effectively.

Sales 126
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How do you decide between hiring a VP or Director/Manager of Product?

SaaStr

Not sure if you need a VP or "just a manager"? The answer is almost always VP, after even $1m ARR. — Jason BeKind Lemkin (@jasonlk) October 27, 2020. Hiring too junior a resource to own product is almost always a huge mistake — 9 times out of 10. You can take a lot of “stretch” risk in sales. Sales breeds leadership. But what I’ve seen time and time again is “product managers” who haven’t actually owned anything.

Product 114
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Do Sales Managers Discriminate When Hiring Reps for “Cultural Fit?”

Topline Leadership

Surveys have found that 82% of managers worldwide consider culture fit one of their top priorities when hiring people. That matches my own experiences, leading me to this question: do sales managers unknowingly discriminate when hiring reps for culture fit? So I was intrigued when I recently read an article by Lauren Rivera, professor of [.]. The post Do Sales Managers Discriminate When Hiring Reps for “Cultural Fit?

Sales 112
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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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Ask Your Sales Team These Questions

Engage Selling

It’s easy to get “bogged down” by our daily tasks, calls, meetings, emails, coaching, and so on.

Sales 132
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How Do Customers Prospect?

Partners in Excellence

Maybe it’s just me, but have you experienced this hugely annoying trend—both in LinkedIn and though email? It’s customers prospecting–looking for solutions to their problems. Every morning, I find my inbox filled with all these annoying emails/InMails. “We are looking to buy electronic components to use in a new consumer product we are developing.

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Roundtrip Revenue & Buying Your Customers’ Products: Probably, Just Do It

SaaStr

If you’ve been around since the earlier days of the internet , a certain phrase may send shivers up your spine — “Roundtrip Revenue.” People went to jail at AOL for this , overstating revenue by as much as $1 billion that wasn’t really real. It was just matched against AOL purchases, making the revenues in essence nonexistent.

Product 114
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How to Design a High-Performing Sales Enablement Program

Sales Hacker

Every successful sports coach will tell you that games aren’t just won on the field or court. They’re won during planning and practice. The same can be said for sales enablement. Earlier in my career, I helped build a global sales enablement team at Oracle Marketing Cloud that designed, deployed, and measured a sales onboarding program integral to a business unit responsible for $675M in annual recurring revenue.

Sales 106
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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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Why Frontline Managers Should be the Stars of Your Sales Enablement Strategy: Top Five Takeaways

Sandler Training

Astute organizations realize that just as important, if not more, is the notion of Sales Manager Enablement. This includes providing frontline managers with the tools, training and technology they need to elevate the skills and stature of their sales team. The post Why Frontline Managers Should be the Stars of Your Sales Enablement Strategy: Top Five Takeaways appeared first on Sandler Training.

Sales 102
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Four Areas of Sales Effectiveness to Assess Before Next Year

Force Management

If you’re responsible for your sales organization’s success and need to make an immediate impact — we’ve outlined a roadmap you can use to scale success. Assess your sales organization’s ability to execute in these four areas of sales effectiveness.

Sales 89
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The 3 Stages of the Interview Process

criteria for success

Do you know the best stages of the interview process to hire rock-star salespeople? As a sales manager, a strong team is the best asset you can have. But in order to build a great sales team, you need to hire the best possible candidates for the job. Screening candidates through a detailed and thorough interview process allows you to find those superstars that’ll elevate your team’s collaborative efforts.

Process 98
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How to Use a 10-K Report to Find Gold and Make More Sales

Sales Hacker

If you’ve yet to add the 10-K to your sales arsenal, you’re missing out. A 10-K is a document filed annually by public companies that outlines their financial performance. This report is more detailed than an annual report and is required by the U.S. Securities and Exchange Commission (SEC). It’s all there. Financial reports, mergers, acquisitions, risks, deals, and more.

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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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Sales Forecasting – What Is It And How To Do It Effectively

Salesmate

Like a crystal ball, sales forecasting will surely not show you an exact view of the future. However, it will do give you some predictive insights into what is likely to happen in a specific time frame in context to your sales. Based on those predictive insights, you will be able to make well-informed decisions for achieving better sales outcomes. Thus, sales forecasting is essential for any sales-driven organization.

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5 Interesting Learnings from Zendesk. As It Crosses $1B in ARR.

SaaStr

So Zendesk has become the latest SaaS leader to cross $1B in ARR. Woah!! I remember back in the day when Salesforce thought Zendesk was just a cute little app they could clone and beat with Desk.com. Well, what happened there? Desk.com is long gone to the dustbin of history. And Zendesk crossed $1B in ARR, growing 24%. $1b ARR for Zendesk. PRETTY SOLID [link]. — Jason BeKind Lemkin (@jasonlk) October 29, 2020.

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How Email Can Help You Manage The Dreaded Backorder

ConversionXL

Ecommerce customers are used to getting what they want, when they want. And with any delay like a backorder, you risk losing revenue and increasing churn. A backorder email marketing strategy ensures that customers: Get updates as soon as you have them; Get answers to their questions quickly; Stay excited about what they’ve ordered. This article will help refine your backorder email strategy as well as help you build trust with customers and decrease the chances of a refund during those inevitab

Retail 90
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Client Retention: It’s Personal

Sandler Training

One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times. The post Client Retention: It’s Personal appeared first on Sandler Training.

Clients 94
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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.