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Minds&More Marketing Sales Transformation
Tips, blogs, articles related to sales, marketing, change
Curated by Pascale Hall
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Relearning the art of asking questions

Relearning the art of asking questions | Minds&More Marketing Sales Transformation | Scoop.it
This Harvard Business Review article: relearning-the-art-of-asking-questions caught my attention this morning.“In today’s “always on” world, there’s a rush to answer. Ubiquitous access to data and volatile business demands are accelerating this sense of urgency. But we must slow down and understand each other better in order to avoid poor decisions.”In a world where the issues become more sophisticated, customers are in need of tailored solutions and measure on value based on results not necessarily on lowest price.Customers expect sales people to help them
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What the Iran Nuclear Deal Can Teach You About Negotiation

What the Iran Nuclear Deal Can Teach You About Negotiation | Minds&More Marketing Sales Transformation | Scoop.it
So you don't negotiate nuclear agreements. You can still learn plenty from watching the deal-making in Vienna. Negotiation expert Scott Wayne tells you how.
Pascale Hall's insight:

some good reminders of details we need to think of such as rhythm, location and negotiations are not about winning!

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Where is Google taking us?

Where is Google taking us? | Minds&More Marketing Sales Transformation | Scoop.it
Tim Adams was invited to hang out at Google’s California HQ, where some of the world’s brightest minds are working on innovations, such as driverless cars, that will transform our lives. But is society ready to go along for the ride?
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The four global forces breaking all the trends | McKinsey & Company

The four global forces breaking all the trends | McKinsey & Company | Minds&More Marketing Sales Transformation | Scoop.it
The world economy’s operating system is being rewritten. In this exclusive excerpt from the new book No Ordinary Disruption, its authors explain the trends reshaping the world and why leaders must adjust to a new reality. A McKinsey Global Institute article.
Pascale Hall's insight:

KAMs a good overview for your SWOT, PESTEL analysis for your account plans

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Making the Consensus Sale

Making the Consensus Sale | Minds&More Marketing Sales Transformation | Scoop.it
You have to align all the decision makers.
Pascale Hall's insight:

Only 50% of buyers are willing to advocate internally!

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Data Scientists Don’t Scale

Data Scientists Don’t Scale | Minds&More Marketing Sales Transformation | Scoop.it
Get value from your data with AI, not more PhDs.
Pascale Hall's insight:

What is the impact data will have on sales? It will search for trigger events that will fill our pipeline and provide us with action ideas at each stage of the sales process. The sales managers role will be in coaching focusing that the activities are done right!

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10 Ways To Look Smarter On LinkedIn [Infographic]

10 Ways To Look Smarter On LinkedIn [Infographic] | Minds&More Marketing Sales Transformation | Scoop.it
We've also crowdsourced over 50,000 sales reps over the world for the best tips and tricks on LinkedIn.
Pascale Hall's insight:

When was the last time you screened your Linked-In profile? This infographic will guide you through the process of improving your profile.

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Malcolm Gladwell’s 8 Keys to Having High-Value Conversations - |

Malcolm Gladwell’s 8 Keys to Having High-Value Conversations - | | Minds&More Marketing Sales Transformation | Scoop.it
[ Amacus ] = [ Informed Innovation in B2B Sales Productivity ]
Pascale Hall's insight:

This video is a Gem, yes active listening is hard!

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Is Social Selling really Selling? » Minds & more

Is Social Selling really Selling? » Minds & more | Minds&More Marketing Sales Transformation | Scoop.it
If you think that your business is not “ready for social” because in your industry “people buy from people”, well think again!
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A Refresher on Economic Value to the Customer

A Refresher on Economic Value to the Customer | Minds&More Marketing Sales Transformation | Scoop.it
Why should consumers buy your product?
Pascale Hall's insight:

With customer life cycles becoming shorter, we need to insure sales influence the value perceived

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Sales Processes... Let's Get 4 Things Straight

Sales Processes... Let's Get 4 Things Straight | Minds&More Marketing Sales Transformation | Scoop.it
20 years ago, I would have been kicked out of many sales executives' offices for praising the virtues of a sales process.  If nothing else, I would have sent the executives into a deep slumber.  Sales processes were the corporate equivalent of a wet blanket draped over the sales force's greatest and most cherished assets -- rock star salespeople.  You know, those enigmatic rainmakers who must be left alone to practice their craft without interference from rigid 'process people' who would undoubtedly stifle their singular brillia
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What Separates the Strongest Salespeople from the Weakest

What Separates the Strongest Salespeople from the Weakest | Minds&More Marketing Sales Transformation | Scoop.it
A new study reveals six variables.
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Four Forces Are Upending Everything You Thought You Knew

Four Forces Are Upending Everything You Thought You Knew | Minds&More Marketing Sales Transformation | Scoop.it
 Bold predictions based on intuition are rarely a good idea. Margaret Thatcher, as Education Secretary in 1973, famously asserted that the United Kingdom would not have a woman prime minister in her lifetime. IBM’s president, Thomas J. Watson, declared in 1943 that there was “a world market for perhaps five computers.” And, when movies with sound made their debut in 1927, Warner Brothers’ Harry Warner asked, “Who the hell wants to hear actors talk?”Today it's even more dangerous to make pronouncements about the future using intuition shaped by the past
Pascale Hall's insight:

Good article on key trends

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What Makes Great Salespeople

What Makes Great Salespeople | Minds&More Marketing Sales Transformation | Scoop.it
Three things they do better than the rest.
Pascale Hall's insight:

 sales success requires selling time, collaboration and doing the right actvities

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Breathing Is the Key to Persuasive Public Speaking

Breathing Is the Key to Persuasive Public Speaking | Minds&More Marketing Sales Transformation | Scoop.it
An overlooked way to sound more authoritative.
Pascale Hall's insight:

Good best practices to improve your public speaking, enjoyed watching the Margaret Thatcher  "before and after"  voice practice video. Something i'll use when facilitating presentation skills.

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Why Emotionally Intelligent People Are More Successful

Why Emotionally Intelligent People Are More Successful | Minds&More Marketing Sales Transformation | Scoop.it
Research shows that people with strong emotional intelligence are more likely to succeed than those with high IQs or relevant experience.
Pascale Hall's insight:

Beyond Reason of Shapiro is a great book to learn to create positive emotions!

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Influence People by Leveraging the Brain’s Laziness

Influence People by Leveraging the Brain’s Laziness | Minds&More Marketing Sales Transformation | Scoop.it
Our minds want to do whatever is easiest. Use that to your advantage.
Pascale Hall's insight:

Find ways to make desirable actions easy and undesirable actions difficult. Remember that the human cognitive system aims to get the best possible outcome for the least possible energy cost.

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What If Efficiency Is Not Your Problem? | Sales Enablement Perspectives

What If Efficiency Is Not Your Problem? | Sales Enablement Perspectives | Minds&More Marketing Sales Transformation | Scoop.it
Pascale Hall's insight:

Establish a culture of learning and coaching first.

A tailored coaching approach that’s specific to each individual on the sales team. When did you last do a won review with your sales teams?

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How to Give a Stellar Presentation

How to Give a Stellar Presentation | Minds&More Marketing Sales Transformation | Scoop.it
Don’t let fear get in the way.
Pascale Hall's insight:

Some good practices to prepare your presentations and reduce your fear. What I find most difficult are webinars, not knowing who your audience will be?

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SocialSellingRoutine30.png (1000x8120 pixels)

SocialSellingRoutine30.png (1000x8120 pixels) | Minds&More Marketing Sales Transformation | Scoop.it

Some good advice to start a social selling discipline

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To Win People Over, Speak to Their Wants and Needs

To Win People Over, Speak to Their Wants and Needs | Minds&More Marketing Sales Transformation | Scoop.it
Why empathy begets influence.
Pascale Hall's insight:

Listening and building empathy capacity

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Five Rude Emails You Send Every Day

Five Rude Emails You Send Every Day | Minds&More Marketing Sales Transformation | Scoop.it
Even the most likeable and well-mannered among us can still look like jerks in an email. Writing an email that comes across just like you do in person is a fine art.During a conversation, you adjust your tone, facial expression, gestures and posture in order to fit the mood of what you’re conveying. You do this because people tend to be much more responsive to how you say things than to what you actually say.Email strips a conversation bare. It’s efficient, but it turns otherwise easy interactions into messy misinterpretations. Without facial expressions and body posture to guide
Pascale Hall's insight:

The trickiest thing about emailing is making certain that people perceive your message the way you intend them to.

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How Social Selling Trumps Cold Calling: 5 Actionable Tactics

How Social Selling Trumps Cold Calling: 5 Actionable Tactics | Minds&More Marketing Sales Transformation | Scoop.it
As a sales professional, you know how important researching your buyer can be before you cold call or use any other tactics.
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How to move from transactional to Complex Selling?

How to move from transactional to Complex Selling? | Minds&More Marketing Sales Transformation | Scoop.it
Pascale Hall delivers some insight on how to move from Transactional to Complex Selling.
Pascale Hall's insight:

Hope you enjoy the webinar, thoughts, feedback welcome.

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