In a highly competitive, high volume sales landscape, deals are made and closed quickly. The pace of business is accelerating, and so are sales cycles. To gain and maintain a competitive edge, sales teams and sales leaders need streamlined, efficient processes. Yet many businesses have complex...
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The research is clear: Creating urgency when you sell can help dramatically increase the number of sales you close. When prospects don’t feel any sense of urgency to buy your product or service, they’re much more likely to drag their feet. They might even give you the dreaded “I need to think it...
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As a customer, you probably feel like you click with some companies more than others. Perhaps it's the clever branding or awesome customer service that draws you in. Your connection with the company is also influenced by the structure of that company. For manufacturers, the distance between the...
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For Presidents’ Day, we flipped back through the history books to find a few pieces of advice that apply as much to life as to sales teams. Here are four of our favorites — along with sales stats from the “State of Sales” report — to motivate your sales team this week.
1. “It is amazing what you...
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You already know what Quote-to-Cash (QTC) is...
The next step to a better sales cycle is finding opportunities to increase speed, accuracy, and productivity within that process. Figure out where improvements can be made by mapping out your QTC!
Quote-to-Cash is the last mile of your sales cycle,...
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Note: This blog post is the third in a three-part series about how sales leaders can be more successful by working with their Salesforce admins. Read part 1 here and part 2 here.
Have you set big sales goals for the year? As you think about how to achieve your top priorities as a sales leader,...
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If someone asked you what the weather was going to be like tomorrow and you responded, “pretty much like today”, you’d have a 70% chance of being right.
This was the deceptive simplicity my friend Chris Scott and I contemplated as we were sitting in an undergraduate synoptic meteorology together...
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Word-of-mouth marketing is one of the most powerful tools in sales today and yet it remains deeply misunderstood and under-used.
In my extensive sales training work in North America and abroad—even when I’m working with highly experienced professionals—I find many can’t fully explain word-of-mouth,...
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The good news in video for sales is that it’s getting easier to make B2B videos that feel less like advertising and more like part of the conversation.
This is a result of several trends:
more people using video in social media
tools for making interactive web videos that behave like apps
the...
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