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10 Sales Tips for Winning Interactions from the Pros

10 Sales Tips for Winning Interactions from the Pros

mcheung
Written by mcheung December 7, 2015

Selling isn’t easy. Being a sales rep means always prospecting, presenting demos, cold calling, and ultimately, trying to provide value throughout the buying experience. However, a majority of reps seem to be failing at this last point, as Forrester reports that executive buyers consider only 19% of their meetings with salespeople to be valuable.

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Sales Enablement
How to Create Winning Marketing Content for Sales [Infographic]

How to Create Winning Marketing Content for Sales [Infographic]

mcheung
Written by mcheung November 13, 2015

High quality, resonating content has become one of the most powerful ways to connect today’s sales reps with today’s buyers. Unfortunately, today’s buyers are increasingly difficult to win over with content. As sellers continue to share product- and company-centric content, buyers become less interested, less willing to engage with them, and generally less receptive. In…

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Marketing Performance
How to Improve Customer-Focused Marketing with Sales Enablement

How to Improve Customer-Focused Marketing with Sales Enablement

mcheung
Written by mcheung November 2, 2015

I recently read a Forrester report about making your B2B marketing succeed in the “Age of the Customer.” It explains some of the hurdles holding back B2B marketers from optimal effectiveness in the current customer-centric sales landscape and offers some suggestions for improvement. What is surprising is that it’s not our marketing strategies themselves that…

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Marketing Performance, Sales Enablement
The 3 P’s of Successful Sales Interactions

The 3 P’s of Successful Sales Interactions

mcheung
Written by mcheung October 13, 2015

According to a Forrester Research study, approximately 60% of executive buyers are unsatisfied with their interaction with sellers. Today’s buyers have access to a virtually endless supply of information, and, as a result, place an unprecedented burden on sellers to demonstrate value. In order to meet this challenge and have successful sales interactions, sales reps…

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Sales Enablement
5 Productivity Hacks for Outside Sales Reps

5 Productivity Hacks for Outside Sales Reps

mcheung
Written by mcheung August 27, 2015

As an outside sales rep, you are a very busy person. From traveling and meeting with prospects to growing existing business, you are consistently the face of your organization. As busy as you are with scheduling meetings and making the most of your time on the road, you are also one of the largest influences…

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Sales Enablement