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Measuring Small Business Marketing Success

Measuring Small Business Marketing Success | Digital Marketing | Scoop.it
Measuring small business marketing success isn't as easy as your overall business profit and loss statement or balance sheet. Marketing success can be difficult
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Asking Better Questions Starts with Clarifying Your Own Intent

Asking Better Questions Starts with Clarifying Your Own Intent | Digital Marketing | Scoop.it
If you'd like to ask your buyers better questions, start by figuring out what you really want to know. These 3 examples will help you get started.

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How Sales & Marketing AI Will Transform Growth Roles

How Sales & Marketing AI Will Transform Growth Roles | Digital Marketing | Scoop.it
Techopedia defines artificial intelligence or AI as an area of computer science involved in the creation of intelligent machines. Learning, the ability to manipulate and move objects, and problem sol…

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The 8 Essentials to a High Performing B2B Sales Organization

The 8 Essentials to a High Performing B2B Sales Organization | Digital Marketing | Scoop.it
There is a lot to get right if you are trying to build a high performing sales organization. That's because sales organizations are complex systems.

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10 Things That Matter to Customers and How These Affect Your Business [Infographic]

10 Things That Matter to Customers and How These Affect Your Business [Infographic] | Digital Marketing | Scoop.it
If you’re working in customer service and in IT technical support, now’s the right time to focus on figuring out what matters to customers.

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The "Golden Talk-Listen Ratio" and How It Will Help Close More Sales

The "Golden Talk-Listen Ratio" and How It Will Help Close More Sales | Digital Marketing | Scoop.it
After analyzing over 25k sales conversations using our tool, we found that top performing sales professionals speak an average 43% of the time, while their clients speak for 57% of the conversation.

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The Science of Increasing Customer Loyalty

The Science of Increasing Customer Loyalty | Digital Marketing | Scoop.it
A common misconception about conversion optimization is that your work ends when the user converts. This is a limited way of viewing things, however, and you’re likely leaving a lot of money on the…

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Building a Sales Forecasting Strategy that Works | The Sales Insider

Building a Sales Forecasting Strategy that Works | The Sales Insider | Digital Marketing | Scoop.it
Are you always caught off guard by the end of the quarter? Learn how to create a killer forecasting strategy and crush your quota with time to spare!

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Creative Ways For You to Overcome Objections – Part 5

Creative Ways For You to Overcome Objections – Part 5 | Digital Marketing | Scoop.it
by Jeff Shore This is the final blog post on a series about overcoming objections. You can access the entire series here. So you’ve done everything you can, but you just couldn’t overcome that one gnarly objection. Alas, your customer purchased somewhere else. What do you do now? How do you recover? We are winners, right? Losing sucks! But it doesn’t have to be a total loss. Here’s how to recover and even benefit from lost sales. 1. Stay Positive – Don’t Stress Over the Uncontrolla

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3 Enablement Levers to Maximize the Lifetime Value of Sales Talent

3 Enablement Levers to Maximize the Lifetime Value of Sales Talent | Digital Marketing | Scoop.it
74% of companies are spending more on enablement efforts, but are struggling to quantify the value of what activities have the highest impact on rep

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Creative Ways For You to Overcome Objections – Part 4

Creative Ways For You to Overcome Objections – Part 4 | Digital Marketing | Scoop.it
By Jeff Shore Is it a “Must Have” or a “Nice to Have”? The fact of the matter is that compromise is a part of every purchase decision. Every single one. There is no such thing as perfect – ever. When I’m buying a product, I am subconsciously seeking to determine my acceptable level of compromise. You cannot tell me that everybody is driving their perfect car. You cannot tell me that everybody is wearing exactly the design of clothes they want to wear – or that they’re living in

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Creative Ways For You to Overcome Objections – Part 3

Creative Ways For You to Overcome Objections – Part 3 | Digital Marketing | Scoop.it
By Jeff Shore If you’ve been in sales for any length of time you know that a customer objection is a problem… a problem that must be solved. In my first blog, we discovered that the definition of an objection is the gap between the ideal that the customer is looking for and their perception of what is actually being offered. This dynamic happens in almost every purchase process. It’s a rare occurrence when a customer finds exactly what they’re looking for. We determined that a custome

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21 Habits to Become a More Effective Salesperson

21 Habits to Become a More Effective Salesperson | Digital Marketing | Scoop.it
The habits that helped one sales team go from 80% to 105% of quota in one day.

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Lead Nurturing: The What, Why and How

Lead Nurturing: The What, Why and How | Digital Marketing | Scoop.it
If your goal is to truly excel in sales – be the best salesperson that you can be or put together the most effective sales team – you have to get to the heart of the craft. What drives sales? Why…

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The #1 Way to Grow Your Small Business

The #1 Way to Grow Your Small Business | Digital Marketing | Scoop.it
PublicDomainPictures/Pixabay Having concerns on how you can develop and grow your small business towards success is a question on all small business owner’s minds. I’ve had countless prospects ap…

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Magic Needs Analysis Questions

Magic Needs Analysis Questions | Digital Marketing | Scoop.it
What really makes a needs analysis question magical is that it is relevant to the prospect’s situation today. Simple.

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Drilling into the need beyond the need

Drilling into the need beyond the need | Digital Marketing | Scoop.it
Bob Apollo of Inflexion-Point expands on Theodore Levitt's idea that 'people don't want to buy a quarter-inch drill - they want a quarter-inch hole'

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Bots - What Every Sales Leader Needs to Know - Now!

Bots - What Every Sales Leader Needs to Know - Now! | Digital Marketing | Scoop.it
Bots. The words stir up fear and controversy. Learn why your business needs to deploy this powerful technology now & read a case study of how this works.

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Practical Decision Making: getting it righter | Sharon Drew Morgen

Practical Decision Making: getting it righter | Sharon Drew Morgen | Digital Marketing | Scoop.it
Until a decision gets made - to adopt an idea, buy something, agree to negotiation terms, choose one thing over another, or take action in any way - there can

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The 3 Questions You Must Answer at the Start of Your Sales Conversation - Sales Pro Insider

The 3 Questions You Must Answer at the Start of Your Sales Conversation - Sales Pro Insider | Digital Marketing | Scoop.it
Even with a scheduled appointment, you might get shut out in the first minutes (or moments) if you aren’t prepared for a productive start to the conversation.
You see, your prospect has some immediate, and often subconscious, questions in their head that must be answered quickly.

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Loyalty Does Not Exist

Loyalty Does Not Exist | Digital Marketing | Scoop.it
We tend to think that delivering above-and-beyond expectations is the surest way to grow your business with a key client. The data say

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“No decision” to Buy: It’s Way Too Common - SalesPOP!

“No decision” to Buy: It’s Way Too Common - SalesPOP! | Digital Marketing | Scoop.it
Research shows that the dreaded “no decision to buy” is far too high in most sales organizations. How can you overcome this barrier?

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What is a Sales Quota Or Goal? Definition and Meaning

What is a Sales Quota Or Goal? Definition and Meaning | Digital Marketing | Scoop.it
It’s the number that agent’s go frantic about every working day. It’s the number that decision-makers look at to know whether their current frontline is effective or not. Yes, these are sales q…

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How EGO Kills Your Sales Efforts | A Sales Guy

How EGO Kills Your Sales Efforts | A Sales Guy | Digital Marketing | Scoop.it
A companies ego is one of the biggest hinderences in growing revenue. Companies are too focused on THEM and not enough on the customer.

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5 Ways to Generate Word-Of-Mouth as a Small Business

5 Ways to Generate Word-Of-Mouth as a Small Business | Digital Marketing | Scoop.it
  Humans rely on their network to make decisions about where to go, what to do, and what to buy. 92% of consumers trust referrals from people they know, and 77% of consumers are more likely to b…

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6 Ways to Respect your Customers

6 Ways to Respect your Customers | Digital Marketing | Scoop.it
Do you know that both Google and Facebook know who you are, what you browse and what ads you click on? Consumers seem to have allowed this final barrier to their privacy fall without a fight. Perhaps…

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