Sat.Aug 28, 2021 - Fri.Sep 03, 2021

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Prepare For The Post Labor Day Sprint

Tibor Shanto

By Tibor Shanto. While the calendar may not agree, Labor Day, from a sales standpoint, is the end of Summer. Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. Much more than in other years, it is important to get ahead of things, and take steps to prepare for the post Labor Day sprint.

Referrals 300
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The Sales Coaching Conundrum

Anthony Cole Training

The dictionary defines a conundrum as “a confusing and difficult problem or question.” I believe it is safe to say that we can put sales coaching into that category. In today’s blog, I want to give you some sales coaching tips that will improve your sales coaching skills.

Sales 169
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Don’t let the uncontrollable control

Membrain

Some of you know that I am a golf fanatic. I love the walk through nature, the camaraderie of my golf buddies, and the competition it provides me against the course.

Sales 149
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The Proven Sales Process Steps To Close Easily

The 5% Institute

In this article, we’ll detail the proven sales process steps that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale.

Closing 145
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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.

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The Monday Morning Breakfast For Champions Podcast – Episode 36 – Scott Lesse

Tibor Shanto

Subscribe today, and take the Breakfast on the go! Scott Leese is one of the top startup sales leaders in the country. Through domestic and international consulting, he has trained an army of salespeople thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO & Founder of both Scott Leese Consulting, LLC; and SurfandSales.com.

Consult 245
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Podcast 213: Tim O’Neil on Growing Organizations to Break the Predictable Growth Model

JBarrows

Tim O’Neil, CRO at Alation, joins John this week to continue to conversation from the last few weeks about the new career path of the SDR. They discuss a new model of how to grow organizations internally to break the predictable growth model that could be the novel way companies go to market. This episode is: for leadership to take back to your org and think about if this is a good idea to implement, and if you’re a rep, you should pay attention to the companies that are currently going th

Growth 145

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The MEDDIC Sales Process – How It Works

The 5% Institute

In this article, we’ll explore something called the MEDDIC sales process; including how it works, and how it can benefit your sales conversations to close more sales. The MEDDIC sales process has been popular since the 1990’s; and still works well if you use it in your consultative sales process today. Keep reading to learn how you can also utilise it within your own business or sales function.

Process 145
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What human salespeople can learn from fungal “sales associates”

Membrain

Daniella Floss is the manager of Rhizosphere Research at Valent BioSciences. She’s a leading expert on the topic of communication between plants and fungus, and her work is changing the way humans conduct agriculture.

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Email marketers don’t have time for shiny new things

Martech

I’m looking forward to MarTech on Sept. 14-15, when I join Kath Pay (Holistic Email Marketing), Jennifer Cannon (Shotflow) and Kim Davis (MarTech and Third Door Media) to talk about new developments email marketers need to know about. . One of those issues is the perennial “bright-and-shiny” disease. It can be just as contagious as you-know-what.

Campaign 132
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Spanish Audiobook for Brainfluence

Neuromarketing

Roger Dooley's Brainfluence has been translated into eleven languages, but the new Spanish reading is the first audio audio translation. The post Spanish Audiobook for Brainfluence appeared first on Neuromarketing.

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Prepare Now: 2025s Must-Know Trends For Product And Data Leaders

Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

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The Solution Selling Process – A Complete Breakdown

The 5% Institute

In this article, we’ll detail the solution selling process that works perfectly for Sales Professionals and Business Owners in service based and consultative industries. Learning, implementing and following a sales process is one of the most important things you can learn in sales. A sales process will give you consistency and will simple to use framework to guide your potential clients towards the sale.

Process 144
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Podcast 214: Shelly Gupta Correa on a Journey of Career Change at 30 and Flexibility in Life

JBarrows

JB Sales’ newest trainer, Shelly Gupta Correa, joins John this week to talk about her journey on growing up without conforming to cultural norms, tough career decisions and changes, and evaluating her values and priorities in life. Shelly’s greatest lessons have come from taking different risks and becoming a parent, and she’s ready to encourage others who have been thinking of starting a new path.

Follow-up 126
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Marketing transformation is accelerating: Wednesday’s Daily Brief

Martech

MarTech’s daily brief features daily insights, news, tips, and essential bits of wisdom for today’s digital marketer. If you would like to read this before the rest of the internet does, sign up here to get it delivered to your inbox daily. Good morning, Marketers, and Happy September! This is a big month for us and our readers. The MarTech conference is just around the corner, on Sept. 14 and 15. ( Free registration here. ) And even before that, our annual MarTech Replacement survey

Represent 127
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B2B Reads: Avoid Pitfalls, Sell More By Saying Less, & Best 4-Letter Words

Heinz Marketing

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Five Ways to Avoid the Pitfalls of Binary Decisions. Which decisions, with what stakes, and on what timeline—these are just a few of the contextual factors most of us would want to consider before answering.

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Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

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5 Signs It’s Time to Move On From a Deal

Spiro Technologies

Time-management is one of the trickiest aspects of sales. On any given day, salespeople must decide where to focus their attention, and given the limited number of hours we all have to work with, spending time on something that won’t move the needle can be one of the most counterproductive things a professional seller can do. This becomes even more challenging when we’re spending time working with (or chasing) a prospect.

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How to Grow Your App Startup Organically with App Store Optimization (ASO)

ConversionXL

App store optimization (ASO) is about getting your mobile app in front of the right users at the right time. With 2.22 million apps available in the Apple App Store and 2.89 million in the Google Play Store, you need the best possible strategy to help your app stand out. . In this post, we’re sharing how ASO helps you increase traffic and downloads, the specific on-metadata vs. off-metadata factors that matter, and how to leverage ASO mechanics to maximize conversions.

UX 121
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MarTech Replacement Survey finds marketing transformation is accelerating

Martech

Ever since we coined the phrase “ MarTech is marketing ” in 2019, it has only become clearer to us that the art of building brand, prospects and customers today cannot be separated from the tools we use to power those activities. But it’s also clear that the pace of transformation is leading marketers to continually evaluate their tech stacks as platforms add features and new tools emerge that enable marketers to create, integrate and orchestrate better than before.

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Brittany’s App of the Week: Flipboard

Heinz Marketing

By Brittany Lieu , Marketing Consultant at Heinz Marketing. Although I am no longer in the business of media monitoring as a PR specialist, part of me will always be keen to consume news that is most relevant to me. Whether that be getting local updates on the COVID-19 situation, specific industry news, or maybe content marketing inspiration, Flipboard curates a news feed for you.

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How to Optimize Call Monitoring: Automate QA and Elevate Customer Experience

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

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10+ Signs of a Mediocre Hire

SaaStr

Q: What do mediocre employees do that the best employees don’t do? My list of what mediocre employees do: Unable to hit deadlines. This is different than missing a few, with a proper heads-up. Get angry when they fall behind. Instead of quietly stepping up and just getting it done. Refuse to own a quantitative KPI or goal. They don’t want to own a number.

Trust 120
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The Power Of Being Intentionally Polarizing In Business: 4 Ways To Make Your Product, Culture, Branding, And Marketing Stand Out

Gong.io

I think playing it safe is the riskiest thing you can do as a business leader—and being subtle is boring. Customers don’t pick up on subtleties. They’re bombarded with too many types of messages and ads every day to notice you if you’re doing what everyone else is doing. Which means, if you want to stand out, you have to do so in a way that isn’t subtle. .

Product 118
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Gartner: Marketing budgets slashed in 2021

Martech

Marketing budgets as a percentage of revenue fell in 20201 to “their lowest level in recent history,” analyst firm Gartner reported in The State of Marketing Budgets 2021. Budgets were almost cut in half, falling from 11% in 2020 to 6.4% in 2021. More predictably, CMOs reported shifting offline spend to digital channels, pure-play digital accounting for over 72% of the total budget. 29% of work outsourced to agencies has been brought in-house. .

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4 Tips to Improving Your WFH Experience

Heinz Marketing

By Rachel Degginger , Marketing Consultant at Heinz Marketing. As a majority of companies continue having their employees work from home, sometimes staring at the same walls can get boring. With our environment being more ever-changing than ever, it seems like we are more unsure than ever when it will be safe to return to work in a full capacity. Here are 4 tips that have helped me improve my WFH experience. 1.

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How to Prove Marketing Value: Demonstrate Content ROI and Contribution to Sales

Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

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The Top 6 Reasons to Come to SaaStr Annual 2021

SaaStr

There’s something really magical that happens when you gather with your peers. People with the same interests, the same challenges, the same unknowns. Folks who not only understand you, but also thrive in the same state of startup terror or euphoria. . While SaaStr Annual has massively grown over the past few years, the core of what makes it great remains the same – gather with your tribe, share that knowing nod, and learn from each other.

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Sandler Research Center Report: What Buyers Want Now

Sandler Training

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020. The post Sandler Research Center Report: What Buyers Want Now appeared first on Sandler Training.

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The Real Story on MarTech: The case for Digital Asset Management

Martech

A picture tells a thousand words, right? Yet many marketers struggle to find and deploy the right imagery and videos for marketing campaigns and personalization programs. Too often they turn to outside agencies to recreate visuals at great expense, rather than figure out how to access all the diverse assets their firm has already created. While some of the most sophisticated enterprises have figured out how to effectively manage assets, some of you are just starting out on this journey.

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Loyalty Is Your Job, Not Theirs

Engage Selling

“Buyers have changed and loyalty’s dead now. Customers don’t care about the relationship anymore!” I’ve been hearing that whine a lot from sellers. Most recently, it was from a client of mine, saying: “I’ve been supplying my long-time customer with … Read More » The post Loyalty Is Your Job, Not Theirs first appeared on The Sales Leader.

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Business Intelligence 101: How To Make The Best Solution Decision For Your Organization

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

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Networking is Now OPEN for SaaStr Annual 2021!!

SaaStr

Meet Your Mentors for SaaStr Annual: . It’s time to Meet Your Mentors for SaaStr Annual 2021! We’re officially launching our networking today! This year, our mentorship program will be hosted via Braindates and feature a mix of 1:1s, small groups, roundtables, VC office hours, Meet a VC and more! Here’s a look at just a few of our mentors and their roundtables: How to Build an Effective Community Program with Casey Renner, Partner @ OpenView.

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What Is Insight-Based Selling?

RAIN Group

Insight selling is the process of creating and winning sales opportunities and driving change with ideas that matter. There are two applications of insight selling: interaction insight and opportunity insight.

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Writing customer stories to improve team collaboration

Martech

For a long time, we’ve taken a very task-centric approach to marketing. While having each owner write out their own task is quick and easy, and oftentimes a good way to work, writing work in a story format may be better for instilling the value of team collaboration. The story approach has been long used by agile software teams, and you may be familiar with the term “user stories.” User stories were created to get rid of heavy documentation and to spur a conversation with the team. .

Customers 123
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The Buyer Intent Playbook: How Marketers Can Utilize Intent Data

G2

Fact or myth: Great products don’t need marketing.

Product 115
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Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.