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Questions Are Key For Discovery Calls [Roundup]

how-are-enterprises-embracing-social.jpgWelcome to your weekly roundup for June 23-30. This week we’ve got new research by Forrester, takeaways from our latest social selling summit and the perfect combination of question volume for crushing your discovery calls. Enjoy.

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Blog Sales Management

Sales Manager Fail: Why Do You Keep Missing Quota?

sales-manager-fail-quota.jpgWe’ve all heard the corporate jargon “Management By Objectives,” a classic framework that C-Level execs use for their leadership team. This system keeps the boardroom focused on what Franklin Covey would call “the rocks” of the business. I as a CEO use MBO’s for our senior leaders of each business unit.

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Blog

Marketing Technology: Martech Made in Canada

 

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Blog

150 Reasons Why Toronto is the Perfect Destination for a Content Experience

 

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Blog

How To Roll Out Social Selling [eBook]

Today, the modern buyer is digitally driven, socially connected and mobile empowered. Old tactics are increasingly less effective, disrupting how organizations reach and sell to their buyers. How can your organization gear up for change to meet the modern buyer online?

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Blog Social Selling

1 Hour, 9 Meetings: How To Structure Executive Social Selling Power Hours

social selling power hourI recently sent out a new set of invites for our social selling executive power hours. One of my reps, we’ll her call Meg, asked me what they were about and I detailed a little bit about the sessions and how they typically run.

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Blog Sales Enablement

The Most Common Sales Enablement Mistakes And How To Fix Them

common-sales-enablement-mistakes.jpgSales leaders: if you’re at a company that can afford the luxury of sales enablement, you know there’s a huge opportunity for boosting quota and win rates. It’s been proven when sales enablement steps it up, everybody wins. Even if you’re at a smaller company, those spearheading traditional sales enablement functions can still take away how to improve their efforts from this post.

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Blog

Match Your Sales Strategy to Revenue Growth Drivers [Roundup]

Welcome to your sales weekly roundup for June 16-23. This week we’re circling back around to some valuable sales posts that snuck past our radar: how savvy sellers can react to customers’ information overload, how CEOs can match their sales strategy to revenue growth drivers and some key definitions you should know as they relate to social selling.

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Blog Social Selling

The 7-Step Plan To Convince Your Boss You Need Social Selling

7-step-plan-social-selling.jpgGetting a social selling program started is turning out to be a tough sell for many “change agents” within companies. While size and vertical of the company doesn’t seem to be a factor, maturity of their market certainly does. We know this after speaking with, literally, thousands of people across the world.

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Blog Infographics

Customer Dysfunction Has Made B2B Buying Harder Than Ever [Infographic]

Think customers know how to cut through the mirage of information from salespeople, evangelists and content marketers to make informed buying decisions? Think again, says some of CEB’s latest research.