Selling and buying has been happening for thousands of years. But with advances in technology and more data and information available than ever before, it has become more complex to sell products and services. It’s no longer just about a pitch and a handshake. As selling has become more complex...
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Sales professionals have an arsenal of sales tools at their disposal, but one of the most powerful sales tools is the sales demonstration. Delivering an impactful sales demonstration is not as easy as it may seem. It certainly takes practice and refinement, and once a sales professional approaches...
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The salesperson’s tools are basic. You need a computer, a phone, social skills, plenty of grit, and industry know-how. But in my opinion the most important weapon of the trade is language. Everything else is secondary. If you don’t know your way around words, you won’t effectively communicate with...
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Salesforce recently announced the launch of Salesforce Lightning at a global broadcast which took the entire Salesforce community by storm. Salesforce Lightning combines the new Lightning Experience and the new Lightning Design System with Lightning Components and Lightning App Builder, extending...
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When my co-founder Adam Evans and I started RelateIQ back in 2011, we saw the potential of data to power better relationships and smarter decisions. Large amounts of data is generated from daily business interactions and communications; so if past behaviors could be indicative of future outcomes,...
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What drives sales performance and productivity? There are many voices trying to answer that question. At CSO Insights, now integrated with MHI Global, we have spent the last 20 years studying the evolution of sales and researching the differences between world-class sales performance and all the...
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As a B2B marketer that is hyper-focused on getting our Sales team to use our content, there are three numbers which I find a constant personal challenge: 87, 40 and 60.
According to the CEB, 87% of new training content shown to salespeople is forgotten after 30 days. The CMO Council found that...
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This is the final post in our four-part Data Strong Organization infographic series. Be sure to check out our Sales , Marketing, and Sales Ops infographics.
When CRM is working to its full potential for your business, it’s a beautiful thing. Employees are working efficiently, performing high-value...
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In a 2012 presentation for Corporate Visions, Scott Santucci of The Alexander Group (at the time, with Forrester Research) noted that CEOs are increasingly worried that their selling systems are not adapting quickly enough to accommodate changing business strategies.
In response, we're seeing savvy...
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