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Sales / January 27, 2017 Why Sales Teams Crave Storytelling Training
Why Sales Teams Crave Storytelling Training

By Andy Raskin

Two months ago, I launched a landing page to explore demand for strategic storytelling training among CEOs and their leadership teams. I had been delivering that training (and still do) as part of strategic messaging projects, and was curious about demand on a standalone basis. I gave the landing page the following headline: “Strategic Story Training for CEOs and Senior Executives.”

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Sales / January 26, 2017 13 Communication Skills That Are Crucial to Sales Success
13 Communication Skills That Are Crucial to Sales Success

By Leslie Ye

Good communication is crucial to sales success.

Sounds obvious, right? You can’t make a sale unless you’ve demonstrated value to a prospect. You can’t do that unless you’ve understood their problems and devised a strategy to solve them. In turn, you can’t do that until you get your prospect to tell you what’s wrong. And so on, and so forth …

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Sales / January 25, 2017 How to Be Charismatic: The 9 Habits of Insanely Likable People
How to Be Charismatic: The 9 Habits of Insanely Likable People

By Scott Tousley

If a conversation ends after “So what do you do?” … things can get awkward.

At this point, we don’t know what else to say. We stink at small talk. We are shy. We are insecure. We’re introverted. Whatever the reasoning or logic, awkward conversations are, well, awkward. It’s uncomfortable for everyone.

But no one wants to feel awkward. 

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Sales / January 25, 2017 3 Reasons Your Expensive Sales Training Will Fail
3 Reasons Your Expensive Sales Training Will Fail

By Jeff Hoffman

Sales training is a big investment. Not only are you paying for the training itself and related expenses, your sales team is losing prime selling hours to attend workshops and sessions.

Nonetheless, this investment can reap significant dividends. CSO Insights' 2016 Sales Enablement Study found successful training can increase quota attainment up to 38% (depending on the focus of the training).

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Sales / January 25, 2017 What Is the Future of Sales? [Survey]
What Is the Future of Sales? [Survey]

By Mimi An

What tasks have gotten harder for salespeople to do In recent years? Every year, HubSpot publishes the State of Inbound report, and we've recently incorporated sales themes into our study. Inbound sales is an intrinsic part of the inbound methodology and we plan on continuing to benchmark sales priorities, challenges, and trends.

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Sales / January 19, 2017 The Simple Change That Can Make Your Prospecting Calls More Successful
The Simple Change That Can Make Your Prospecting Calls More Successful

By Aja Frost

Every afternoon, I take a 10-minute walk outside. This walk clears my head, boosts my energy, and helps me spend the last hours of my workday as productively as possible.

It turns out I’m not the only one who’s noticed the benefits of a daily walk. On the Top Sales Dog blog, Dave Clemens suggests salespeople walk around while they call prospects.

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Sales / January 13, 2017 The Surprising Word That's Killing Your Sales Pitch
The Surprising Word That's Killing Your Sales Pitch

By Aja Frost

In 1985, Coca-Cola held the number one position in the cola industry. But Pepsi was gaining popularity -- and Coca-Cola’s team worried their market share might soon slip away.

They decided to make a bold move. On April 23 of that year, Coca-Cola released a brand-new version of their eponymous drink: “New Coke.” It was the first time the company had altered its formula in 99 years.

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Sales / January 12, 2017 The One Word That'll Transform Your Negotiations
The One Word That'll Transform Your Negotiations

By Aja Frost

As a former FBI kidnapping negotiator, Chris Voss knows how to navigate extremely tense situations, work with unpredictable personalities, and successfully broach difficult topics. As he explains in his book, “Never Split the Difference: Negotiating As If Your Life Depended On It,” these skills often allowed him to successfully trade money for lives.

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Sales / January 11, 2017 Even the Most Motivated People Will Fail Without This Personality Trait
Even the Most Motivated People Will Fail Without This Personality Trait

By Jordan Fried

There are always a few position-specific skills necessary to get to the top of your profession; whatever it may be. But right at the top of any list is work ethic and motivation. No one makes a success of themselves or their business without the drive and determination to maximize their potential and their ability.

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Sales / December 30, 2016 The One Habit to Develop Above All Others in the New Year
The One Habit to Develop Above All Others in the New Year

By Mike Renahan

I hate waking up. All my life I’ve been able to stay up late and sleep until noon, no problem. Working or studying until 3 a.m. has always made me feel productive.

Nonetheless, I’m consistently reading about the success of early birds. There are hundreds of blogs referencing studies that scream getting up early is the right thing to do … but to me, working late and sleeping in is just, well, easier.

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Sales / December 29, 2016 4 Signs Your Prospect Can Actually Drive the Deal Forward
4 Signs Your Prospect Can Actually Drive the Deal Forward

By Aja Frost

When you’re alone, deciding where to eat doesn’t usually take long. If you’re with someone else, it’s a slightly lengthier process -- they have different (sometimes conflicting) preferences, dietary restrictions, and budgetary restraints.

Add two more people to your dinner plans, and you might spend an hour selecting the restaurant.

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Sales / December 29, 2016 3 Conversations Sales Should Have with Marketing to Close More Business in 2017
3 Conversations Sales Should Have with Marketing to Close More Business in 2017

By Joel Capperella

The 2016 State of Inbound report shows an alarming chasm growing between Sales and Marketing where perceived lead quality is concerned. According to the survey data, salespeople largely prefer leads generated from their own prospecting efforts or referrals over those generated by the marketing team.

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