2019

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Who’s Coaching the Coaches on Coaching?

STAR Results

Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching.

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Why Farming for is More Efficient Than Hunting for Technology Revenue Growth

TSIA Sales

There’s an age-old categorization in technology Sales between “hunters” vs. “farmers” Account executives, who go out and land the “big deals” are known as the hunters.

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Trending Sources

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10 Tips To Help Your Sales Team Meet Their Full Potential

James Meincke

Meeting 130
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12 Cognitive Biases E-commerce Marketers Need to Know

Neuromarketing

Understand how customer brains work - these are the most important cognitive biases for e-commerce marketers. The post 12 Cognitive Biases E-commerce Marketers Need to Know appeared first on Neuromarketing.

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Selling With Video – Your Guide to the Benefits of Video-Based Training

Speaker: Don Schmidt - WW Sales Enablement Director, Inside Sales MongoDB

The power of video is working for a growing roster of organizations, whether working with a live mentor or scaling programs with artificial intelligence. Take advantage of this exclusive webinar to learn how to use video coaching to your advantage!

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9 Things Terribly Wrong With Sales Today

A Sales Guy

Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility. Sales is the greatest profession in the world in my opinion. Sales makes the world go round.

Sports 120

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Know the Influencers Who Make More Sales Possible

Engage Selling

Previously, we looked at how important it is to beware of talk traps.

Sales 100
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Get Out the Map: Aligning Sales Processes to the Buyer’s Path

Miller Heiman Group

In 1492, Christopher Columbus set sail across the ocean blue with the goal of finding riches in the East Indies. However, though he had a clear goal, he didn’t have a map, so he fell well short of his intended destination, landing in the Caribbean islands instead. Despite what many believe, he didn’t discover continental North America or even set foot there.).

Process 97
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Is Your Value Proposition Strong Enough?

Jill Konrath

I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”. Selling Tools

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What Is Sales Enablement?

SalesHood

Sales Enablement is the alignment of people, processes, and priorities with relevant learning, coaching, and communications delivered at the right time and correlated to sales performance outcomes.

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7 Ways to Supercharge Your ABM Strategy with Real-Time Intent

Streaming real-time intent is a homerun for marketing and sales’ account-based marketing (ABM) strategies. With real-time buyer insights, you can be first-in-line to provide solutions and lead better, hyper-personalized conversations.

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Planning to Win: Your Sales Negotiation Checklist

RAIN Group

Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Research buyer wants and needs through sources other than the buyer.

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8 Ways to Use Social Media to Boost Your Nonprofit Marketing

Learn Hub | G2

Your supporters are online – learn how to connect with them on social media. Management

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Why Farming for is More Efficient Than Hunting for Technology Revenue Growth

TSIA Sales

There’s an age-old categorization in technology Sales between “hunters” vs. “farmers” Account executives, who go out and land the “big deals” are known as the hunters.

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11 Tips for Improving Your Sales Process in 2019

CloserIQ

Process 109
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Digitizing Logistics: Harness the Power of Data in 4 Steps

Entering a new demand gen position in a volatile market is nerve-wracking. In demand generation, data is essential for knowing who you should target and how. In this eBook, you’ll learn how to identify and target your ideal prospects using different types of data.

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Non-Profit Persuasion Lesson from Jay-Z

Neuromarketing

Rapper Jay-Z used a classic influence principle for non-profit persuasion. The post Non-Profit Persuasion Lesson from Jay-Z appeared first on Neuromarketing. Neuromarketing fundraising non-profit nonprofit personalization reciprocation reciprocity rolex

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A More Beautiful Question – Change

A Sales Guy

I absolutely love this. I talk about change in Gap Selling and how the discovery is critical to creating the gap. When you’re asking your buyers questions, your helping them look at things differently and are setting the stage for them to change. And that’s your job as a sales person. the brain finds ways to “reduce our mental workload” and one way is to accept without question (or even to just ignore) much of what is going on around us at anytime.

Sales 110
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Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home.

SaaStr

(Note this is an update / refresh of our classic 2014 post). There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later?

Intrinsic 106
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The Right Way to Handle Objections

Engage Selling

There’s a right way and a wrong way to handle objections. Let’s start with the wrong way. What countless sellers do when they’re “thrown a curveball” from a prospect is they freeze up, begin stuttering or show visible signs of … Read More » Observations from the real World client attraction Client Communication client loyalty client relationships Client Success Engage Selling Solutions Lead Up!

Clients 98
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6 Proven B2B Marketing Strategies and How to Use Them

Bold tactics. Innovative ideas. Thriving revenue growth. Behind every great B2B marketing campaign is an amazing story. Learn the strategies behind six winning B2B marketing campaigns — directly from the marketers that made them. Read the stories now!

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Digital Selling Framework: Strategy First, Execution Every Day

SalesforLife

At Sales For Life, we’re huge proponents of strategy over execution. Here’s why. The number one prob lem sellers have with pipelin e creation or business development is that they and their managers believe that doubling, tripling, or 10x-ing down on activity levels is the only way to increase pipeline. That being said, there are many organizations where sellers aren’t doing enough to influence a sales outcome).

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It’s Not Small Talk; It’s Smart Talk

SalesProInsider

For two weeks I looked forward to a sales appointment. An appointment where I was the buyer, not the provider. My company desperately needed the service being offered and I had high hopes I was going to get a solution to a nagging issue. Imagine my surprise then when Mark showed up at my office, sat at my table, opened his portfolio and said, “Well, I typically like to just get right into it.”

Sports 92
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Is the Motivation Pendulum Swinging Back?

Membrain

If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. I’m fortunate to have access to this large database and all the information it provides.

Sales 91
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Is Your CRM Data-Driven or a Data Dump?

Miller Heiman Group

Ostensibly designed to help sellers close more deals, in many organizations, the CRM is just another administrative task on a salesperson’s already crowded plate. It’s a way for sales managers to monitor deal status that adds little, if any, value to their selling activities. But this approach to CRM is changing. More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights.

CRM 91
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Your Ultimate Guide to the Trends Shaping Marketing Data

In Salesforce’s latest Marketing Intelligence Report, hear from 2,500+ global marketers on how they are leading with their data, from business growth to customer satisfaction, data privacy, and more. Get the report now!

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8 Best Free 3D Printing Software to Try in 2019

Learn Hub | G2

While the general public may view 3D printing as a way to create fun knickknacks, the reality is that 3D printing has evolved in a way that is advancing modern health care, manufacturing and architecture. Marketing

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LAER: The Roadmap for Revenue Growth

TSIA Sales

Land, Adopt, Expand, Renew—Well before its official debut in Technology-as-a-Service Playbook in 2016, TSIA proposed the LAER model as the ideal framework for technology business growth, and it has become far more than just an acronym since then.

Growth 195
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4 Pillars to Make You an Exemplary Sales Leader

Jeff Shore

By Amy O’Connor. I recently had the privilege of presenting a leadership legacy award at my company’s annual leadership summit. I had to give a short speech before presenting the award, and it forced me codify my thoughts on what traits create a lasting leadership legacy. All leaders set out with the best intentions. They all desire greatness. No leader ever wakes up in the morning and says “boy, I hope I really screw up this leadership thing today.”.

Trust 91
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Brainfluence Now Has An Italian Translation

Neuromarketing

Roger Dooley's book Brainfluence has just been released in an Italian translation. The post Brainfluence Now Has An Italian Translation appeared first on Neuromarketing. Neuroscience and Marketing Books brainfluence italian neuromarketing translations

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Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

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Finally – Sales Training That Doesn’t Suck

A Sales Guy

Not many salespeople enjoy sales training. The idea of taking an entire day out of the field sit and listen to some so-called expert, who hasn’t sold in years tell you how to sell isn’t what most salespeople pine for in their day-to-day. The exception to that is Gap Selling. And that’s why spots are going fast, for our May 16th Sales training. Once a quarter we ofter limited seats to a Gap Selling training for the public. This is only the second time we’ve done this.

Gaming 103
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How To Drive Up Your Average Deal Size. And Remember — Almost All Pricing is Relative.

SaaStr

You could spend days reading about pricing and pricing strategies in software on the web, but a lot of this content doesn’t really hit one, basic fundamental point — there is no real reason any particular piece of software should cost anything in particular. Or something. Or a lot.

Price 106
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Do Less, Achieve More

Engage Selling

Yes, it is possible to do less and achieve more. As I’ve touched on recently, the general mantra for professionals in today’s world is “more, more, more.”

Sell 90