Sat.May 23, 2020 - Fri.May 29, 2020

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How and when to leave Salesforce CRM

Membrain

So, you’ve come to the conclusion that Salesforce is no longer the right tool for your team. It’s too big, too complex, too cumbersome, too expensive, too messy. Or you’ve simply decided that you’re ready for something that will truly enable your team to achieve world-class sales effectiveness.

CRM 161
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17 Common Virtual Selling Mistakes to Avoid

RAIN Group

There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.

Sell 145
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8 B2B Link-Building Strategies That Never Go Out of Style

ConversionXL

There are only a few things I love as much as link building. . Owning a new pair of high-end shoes has to be one of those. Damn, I’ll admit—I even have a tradition of treating myself with a beautiful new pair after a successful business trip or client acquisition. As a result, my closet is full of shoes that I’ve bought and worn only once. Above, you can see one of my fav pairs of those red-soled shoes (you got the brand, right?

B2B 142
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How often to follow up on sales leads?

Salesmate

You might have heard the adage, “The fortune is in the follow-up.” This is definitely true in sales. For converting leads into sales, you need to follow-up consistently. Prospects have a lot on their plate, so they might not remember your product. They are like those busy neighbors who are lost in their world. You need to knock on their door and remind them that you exist.

Follow-up 137
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5 Ways You Can Win Faster with Gen AI in Sales

Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.

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The obvious benefits of taking a team approach

Membrain

According to recent research it has been suggested that team selling increases your chances of closing a deal by more than 250% compared to selling solo.

Closing 147
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50 Top Tips To Take Friction Out of Your Sales Processes. And Close More, Faster.

SaaStr

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. I put together an excerpt video here of a few of my thoughts … but even better, we got great #1 top ideas from everyone from the GM of Shopify Plus to the CRO at Brex. I think it would be a tremendous exercise to share these ideas with your team and see what folks think they should change / implement at your startup.

Closing 132

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The 9 Talent Strategies That Drive Customer Experience Success

Miller Heiman Group

Our Customer Experience Best Practices Study revealed that organizations reporting the most successful customer experiences—ones that lead to greater customer loyalty and higher spending per customer—have four key characteristics in common: They have executives who walk the talk. Their customer experience practices translate strategy into action. They follow journey maps that eliminate silos between marketing, sales and service teams.

Customers 127
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Think Like Your Competitor to Beat Your Competitor | Sales Strategies

Engage Selling

I want you to think like your competitor. Why? Thinking like your competitor will help you figure out where you’re weak and strong in the accounts you’re managing, which can lead to retention and growth activities.

Growth 124
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Booking sales follow-Up calls: 7 tips for success

Salesmate

For sales reps, one of the most gratifying feelings is getting a prospect on a call after weeks (sometimes even months) of chasing. However, if you’ve worked in sales long enough, you know by now not to get too excited. Statistics show that 80% of sales require 5 follow-up calls in order to close. The first time you interact with a buyer is really only the beginning of a much longer sales process.

Follow-up 122
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Predict Conversions and Close With Product Qualified Leads

Sales Hacker

There’s a dominant, new trend in sales qualification, and it’s quickly replacing the traditional MQL and SQL lead filtering systems, particularly in the SaaS space. It’s called Product qualified leads (PQL). And it’s taking for a good reason — it’s a much better predictor of conversion. But what is a PQL? Why is it better? And how do you incorporate these leads into your sales funnel?

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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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This (surprising) cold email CTA will help you book A LOT more meetings

Gong.io

It’s time to hit Send. . Your email is air-tight. . You’ve done your research. . The opening line is personalized. You even have a crisp “why you, why now” line. . You’re about to let it fly, but something still feels off …. And it’s your CTA. Should you ask for a specific time to meet? What about suggesting a conversation instead? Or… maybe just ask whether they’re interested?

Meeting 112
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What Market Narrative Are You Shaping To Help Your Customers?

Partners in Excellence

The pandemic is impacting everyone and everything in profound ways. Few of us have seen this level of disruption in our life times, something that impacts every individual, in every country, and every business and community in the world. Many are reeling with the personal, organizational, and community impacts. Each of us is searching for answers–often the questions are unanswerable, currently.

Customers 110
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Aligning project management and CRM: The secret to A+ business outcomes

Salesmate

For many of us, project management and CRM (Current Relationship Management) are two distinct processes that are largely different from each other. However, in reality, they aren’t. The range of activities carried out under both these management disciplines tends to achieve a common goal, that is, to satisfy customers and stakeholders alike. Most business leaders and even the individuals working in different project management and CRM roles fail to recognize the common ground between the two.

CRM 121
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Social Media Marketing: How to Get Started

Heinz Marketing

By Pei-Ming Tokuda , Marketing Intern at Heinz Marketing. In the age of social media , it’s no secret companies need to be active on these platforms so not to be left behind. One amazing aspect of social media platforms is hey are free and reach millions around the world. As social media continues to grow, it can be hard to navigate each platform and get your brand noticed by your intended audience.

B2C 109
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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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How to Run a Successful Grassroots Marketing Campaign [+ Examples]

Hubspot

When I try to think of marketing campaigns that were emotional and memorable, one of the first ones that comes to mind is the Dove Real Beauty campaign. The reason? Dove uses grassroots marketing strategies to create targeted content that their audience wants to share with everyone they know. As a marketer, that might seem like a daunting task. However, grassroots marketing can actually be cost-effective and achievable for any brand.

Campaign 101
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What’s The Purpose Of A Pipeline Review?

Partners in Excellence

I sit in dozens of pipeline reviews. They all tend to have the same format, someone displays a pipeline chart–sometimes a standard report in the CRM system, too often, an excel extract. The report typically has a list of deals, target close date (usually we are focusing on this month or this quarter), and expected deal value. The deals may be positioned in sales stages, with subtotals for the total value of the deals in each stage, and the total value of the deals in the pipeline.

Pipeline 105
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The 6-Step Cold Calling Framework (How to Cold Call, with Examples)

Sales Hacker

Cold calling is (and will always be) a foundational skill in sales. But it can be daunting if you’re new to it. If you want to learn how to cold call — or just improve your skills — your best approach is to watch what experienced sales reps do, listen to recordings , and of course, study cold calling examples. Having said that, you’ll continue to struggle if you don’t understand the underlying structure of a successful cold call.

Cold Call 100
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Top 10 Videos of the Week: Veeva, TripActions, G2, Podium, Intercom, and More

SaaStr

As we’re all watching more YouTube in shelter, I’ll continue to highlight the 10 Most Popular Videos of the Week. Generally, excluding the Top 10 from last week so we surface fresh content. #1: Veeva: The Biggest Vertical SaaS Success Story of All Time (a SaaStr Classic). This one from 2017 Annual is really one of my favorite deep-dives with one of the top SaaS CEOs of all time.

GTM 99
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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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24 LinkedIn Stats That Marketers Need to Know in 2020

Hubspot

With nearly 700 million active users in 2020, LinkedIn's expanded from a networking site for professionals to one of the top social media platforms. By now, most of us have used LinkedIn to market our brands , post industry thought leadership , or look for our dream jobs. As LinkedIn's continued to evolve by adding new features, like live video, it's steadily grown its user base.

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Selling Through Crisis: 4 Ways Your Cancelled Events Can Still Generate You B2B Leads and Sales

Predictable Revenue

With the arrival of the COVID-19 crisis and trade shows and conferences being cancelled left and right, many B2B businesses are now left scrambling to figure out how to survive without their best weapon. The post Selling Through Crisis: 4 Ways Your Cancelled Events Can Still Generate You B2B Leads and Sales appeared first on Predictable Revenue.

B2B 99
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The Top 5 Personality Traits for Problem Solving in Sales

criteria for success

What does it take to be a great problem solver? What personality traits does one need to develop in order to excel in sales? If you want to be a successful salesperson (and problem solver), it is critical that you work on the following traits. Top 5 Personality Traits for Problem Solving in Sales. 1. Adaptability. A good problem solver can adapt easily.

Sales 98
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Consistently Increase Sales With These 10 Methods

The 5% Institute

In this article, you’ll learn 10 effective ways to increase sales on a consistent basis. These tips work best for Sales Professionals and Business Owners who sell by using consultative methods ; meaning you’ll speak with your ideal clients face to face or on the phone, before a sale is generally made. From learning why people buy, to executing on a consistent process – these 10 tips will help you increase sales and make a bigger impact.

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10 Ways to Leverage Buyer Signals and Drive Revenue

In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.

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The 13 Best Email Template Builders for Any Budget

Hubspot

Email marketing is an undeniably powerful strategy for lead acquisition and customer retention — in fact, 59% of marketers say email is their biggest source of ROI, and 93% use email as a major channel for content distribution. Of course, creating an email marketing campaign isn't easy, and it might require you to build a template using HTML so you're not designing and altering every new email from scratch.

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Virtual Selling Is Here To Stay: 3 Benefits of Remote Sales

Sales Hacker

Virtual selling is more than just a workaround for social distancing. It’s become clear that virtual selling offers long-term benefits in a post-pandemic world. Many sales leaders are already preparing for a future where effective virtual selling is a normal, ongoing business practice. In this article, we’ll look at the three key benefits of continuing to sell virtually over the long term.

Sell 94
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How to Create an Effective Engagement Schedule

Heinz Marketing

By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. When it comes to a new client engagement, having a clear and defined schedule is essential. This is true not only for your internal team who will need to know which tasks are assigned to them and when, but for your client as well. Giving your client insight into what’s happening behind the scenes allows them to better understand the work that goes into each deliverable.

Clients 93
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7 sales challenges faced by sales reps (with solutions)

Salesmate

Every sales rep wishes to end their month on a happy note celebrating their wins. But sadly, for most of the sales reps, it ends with the disappointment of unfulfilled targets. Sales reps are often plagued with challenges that affect their sales results. The issue is that sales reps overlook these challenges and continue selling but that brings them back to the same disappointing sales results every month. .

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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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19 Ways to Effectively Increase Your Conversion Rate

Hubspot

Have you ever heard the term "analysis paralysis"? It's the concept that too many choices can inhibit a person's ability to make a decision. It's like when a visitor is on your website and there are too many places to look or there's a confusing design. When this happens, visitors won't convert. As a marketer, it's important to remove any type of barrier to conversion.

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Salesforce and Workday: ?Yes, Covid-19 is Slowing Us Down. But We Are Still Growing?

SaaStr

It can be hard to know what to make of the world today. On the one hand, unemployment is at close at an all-time high, and many businesses are either shut down or crippled. On the other hand, as a group, SaaS stocks and companies are at an all-time high: The root cause may be as simple as most of the decacrorns in SaaS seems to be getting a “Covid boost” Zoom, Atlassian, Slack, RingCentral, Five9, etc. all support work-from-home.

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“Right Now, You Are Selling Money”: Highlights from Featured Book Club Author Tom Searcy

Heinz Marketing

People buy safe. They will say yes if you can help take fear off the table, if you can lower the likelihood of failing. This was one of numerous insights shared by Hunt Big Sales and How To Sell In Place author Tom Searcy in last week’s installment of our Sales Book Club (no reading required!). A healthy portion of the conversation focused on reducing barriers and building immediate value for prospects buying in the current uncertain environment.

Sell 90
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The Difference Between Managing and Coaching Your Salespeople

Sandler Training

Sales leaders often become confused by the differences between coaching and managing. The post The Difference Between Managing and Coaching Your Salespeople appeared first on Sandler Training.

Sales 84
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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.