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.                                                     Veille pour une meilleure Performance  Commerciale                                                                                                        Articles classés par thème sur  :       http://venteetmarketingdigital.blogspot.fr/
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The Job of the Salesperson is to Help Prospects Navigate Their Buying Journey

The Job of the Salesperson is to Help Prospects Navigate Their Buying Journey | VEMD | Scoop.it
Don’t be so consumed with selling that you forget about the journey the buyer is on. Help the buyer navigate the journey.
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3 Reasons Why You Make More Sales with Goal Clarity

3 Reasons Why You Make More Sales with Goal Clarity | VEMD | Scoop.it
Nowadays, so much attention focuses on the how of goal-setting. Unfortunately, we spend far too little time thinking about why we set goals. Goal achievement is a noble pursuit. But we are infinitely more successful in reaching our dreams when we have a well-defined awareness of goal clarity.
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Comment les leaders du ecommerce utilisent les différents canaux marketing | Comarketing-News

Comment les leaders du ecommerce utilisent les différents canaux marketing | Comarketing-News | VEMD | Scoop.it
Comment les 50 plus grands e-commerçants français utilisent-ils l'email marketing, les applications mobiles ou les réseaux sociaux? Quels sont, selon eux,
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3 exemples de processus de vente qui échouent trop souvent

3 exemples de processus de vente qui échouent trop souvent | VEMD | Scoop.it
Pourquoi 3 de processus de ventes classiques mais erronés et incomplets nuisent à la performance en vente de vos équipes.
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Vers une relation client de plus en plus déshumanisée ? | Comarketing-News

Vers une relation client de plus en plus déshumanisée ? | Comarketing-News | VEMD | Scoop.it
La réalité virtuelle et les chatbots devraient jouer un rôle central dans les interactions avec les marques d’ici 2020. En effet, selon les résultats d'une
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The Marketing Mix of Small Business Owners [Infographic]

The Marketing Mix of Small Business Owners [Infographic] | VEMD | Scoop.it
Marketing Strategy - Some 53% of small business owners say social media is now their main tactic for online marketing, according to recent research from Vistaprint Digital.
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Asking for Referrals More Effectively | 4 Common Mistakes

Asking for Referrals More Effectively | 4 Common Mistakes | VEMD | Scoop.it
Bill Cates, Referral Coach responds to a reader question regarding asking for referrals more effectively. Can you relate to these 4 prevalent mistakes?
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Top 10 local search insights of 2016

Top 10 local search insights of 2016 | VEMD | Scoop.it
Columnist Wesley Young of the Local Search Association looks back at 2016 to find the top 10 insights that local search marketers should remember in planning for the year ahead.
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Top B2B Sales Questions, Answered: Taking the Relationship to the Next Level

Top B2B Sales Questions, Answered: Taking the Relationship to the Next Level | VEMD | Scoop.it
So you’ve identified a lead, matched it to an account, and now you’re hard at work building a relationship. That’s great. But there are additional stumbling blocks that many sales reps run into…
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10 Ways Content Marketing and Sales Teams Can Work Together

10 Ways Content Marketing and Sales Teams Can Work Together | VEMD | Scoop.it
Here are 10 ways to have marketing and sales work together, and improve your bottom line – Content Marketing Institute
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Why Managing Sales Performance Means Measuring Activities

Why Managing Sales Performance Means Measuring Activities | VEMD | Scoop.it
Sales metrics focused on controllable sales activities can be managed by the sales manager and directly influence the performance of a sales organization. But they must be tracked to be managed and impact revenue. Here’s why.

3 Reasons to Measure Sales Activities for Better Performance
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Le "made in France", plus qu'une mode - HBR

Le "made in France", plus qu'une mode - HBR | VEMD | Scoop.it
Acheter français est devenu une véritable tendance qui a permis l’émergence, au cours de ces dernières années, d’une multitude de marques portant haut l’étendard bleu-blanc-rouge. Le style à la française a rarement été autant mis en avant par la mode hexagonale. Animées d’une créativité et d’un dynamisme sans pareil, couplées à un vrai …
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8 Essential B2B marketing trends for 2017 - Smart Insights Digital Marketing Advice

8 Essential B2B marketing trends for 2017 - Smart Insights Digital Marketing Advice | VEMD | Scoop.it
The key trends that business-to-business marketers need to act on in 2017 Since we're fast-approaching 2017, it's a natural time for all marketers to revie. Marketing topic(s):B2B Digital Marketing. Advice by Robert Allen.
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Optimize These Two Sales Metrics and Watch Your Closure Rate Jump | SalesAndMarketing.com

Optimize These Two Sales Metrics and Watch Your Closure Rate Jump | SalesAndMarketing.com | VEMD | Scoop.it
After having spent 18 years of selling to corporates, SMBs, channel partners in every model conceivable – direct sales, channel sales, inbound sales, outbound sales, business developmentalish sales (where your contracted customer doesn’t pay – but someone else does), I have come to realize there are some sales metrics which are active and relevant to every one of them. I have listed them here, and would love to hear from other experts/customers if they have any more to add
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A Sales Funnel…or a Sales Pipeline? - Pipeliner CRM Blog

A Sales Funnel…or a Sales Pipeline? - Pipeliner CRM Blog | VEMD | Scoop.it
In your sales organization, are you running a sales funnel or a sales pipeline? There is a clear difference.
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Net Promoter Score: Vanity or Value Metric? | OpenView Labs

Net Promoter Score: Vanity or Value Metric? | OpenView Labs | VEMD | Scoop.it
Has net promoter score become more ego booster than value metric? The key is ensuring it's just one part of the CX equation. Here's how.
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What New Research Tells Us About Customer-Centric Sales

What New Research Tells Us About Customer-Centric Sales | VEMD | Scoop.it
So, how can sales teams, in particular, innovate to stay ahead of increasingly sophisticated customer expectations? It starts with elevating the sales role to one of a personalized consultant — a trusted advisor with the customer’s unique requirements at the forefront of all that they do. Seventy-six of consumers and 83% of business buyers say it’s very important or absolutely critical to work with someone focused on helping achieve their needs, not just on making a sale.

The need for change isn’t lost on sales teams. In the “Second Annual State of Sales” report, Salesforce Research discovered trends on how sales teams are taking steps to be more customer-centric. Here are some findings that stood out to me:
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Ad extensions for the entire decision journey

Ad extensions for the entire decision journey | VEMD | Scoop.it
How can you use ad extensions to move potential customers further down the sales funnel? Columnist Mona Elesseily shares some tactical advice.
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Pourquoi ne remportez-vous jamais les appels d'offres ? - HBR

Pourquoi ne remportez-vous jamais les appels d'offres ? - HBR | VEMD | Scoop.it
Vous avez déjà raté des appels d’offres sans comprendre pourquoi, et alors que votre proposition vous semblait être la meilleure ? La raison est simple : l’offre présentée n’est pas la seule à entrer en ligne de compte dans le processus de décision du client. Quand une entreprise reçoit un …
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Etat des lieux des pratiques marketing en B2B | Comarketing-News

Etat des lieux des pratiques marketing en B2B | Comarketing-News | VEMD | Scoop.it
Moins évolué, en retard par rapport à ce qui peut se faire en B2C... le marketing B2B n'a pas toujours eu bonne presse et a régulièrement été pointé du doi
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How to Shorten the Customer Path to Purchase - Pipeliner CRM Blog

How to Shorten the Customer Path to Purchase - Pipeliner CRM Blog | VEMD | Scoop.it
If you happen to know how to shorten the path to purchase with every customer you come across, won’t that be great?
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Sales Compensation Planning for 2017

Sales Compensation Planning for 2017 | VEMD | Scoop.it
Creating a Sales Compensation Plan for 2017 When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for many companies with diverse pr…
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Comment la nouveauté et la serendipité améliorent la satisfaction client

Comment la nouveauté et la serendipité améliorent la satisfaction client | VEMD | Scoop.it
Les algorithmes de recommandation pourraient conduire, s'ils étaient reprogrammés, à encore plus de satisfaction client. Découvrez comment.
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8 Things High Performing Sales Organizations Do

8 Things High Performing Sales Organizations Do | VEMD | Scoop.it
Here are 8 observations about high performing sales organizations: Manage with Proper Metrics - High performing sales forces use a prope
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Five Steps to Integrating Your Blog, Social Media, and Email Marketing

Five Steps to Integrating Your Blog, Social Media, and Email Marketing | VEMD | Scoop.it
Marketing Strategy - How do you unify efforts with different team members, initiatives, and strategies for your blog, email, and social media marketing? You need a content strategy that accounts for eac
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