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5 Essential Skills for Increasing Your Client Success

Understandably, 2020 has been a unique year for many sales reps. Many businesses have delayed or canceled investments in products and services until the COVID-19 pandemic is over and they can more accurately plan for the future, others have seen a surge in demand and require quick action and product education. In both scenarios,, the business-to-business (B2B) market is growing increasingly competitive. 

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3 Techniques for Selling to SMB Customers

I love playing softball. It’s a game we can play long into our later years, but it still requires skill and precision. The key to a big softball win? Lots of small hits. I’m amazed that when you play a game where it’s single hit after single hit, all of a sudden you look at the scoreboard and it’s 9-0 after one inning! Rarely do you hit homeruns in softball, it’s playing the smaller hits. That’s kind of like playing the SMB market -- smaller hits, but when you add them all up, you get a massive end-result. Small ball in business (SMB) is a winner, but it takes skill and precision.

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5 Tips for Hiring Outsourced Sales Professionals

Hiring outsourced sales professionals can be a quick, cost-effective solution for bolstering your in-house sales team. Whether you’re looking to expand into a new market segment, add specialty sales roles, incorporate Customer Success, or simply empower your in-house team to do more, outsourcing sales is a powerful and proven way to significantly grow your team’s capabilities.

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What to Expect in the Sales World in 2021

History will remember 2020 as a year that changed the world, including how it has affected how we do business. The chaos created by the COVID-19 pandemic has had a dramatic impact on global business, including B2B sales and marketing. The B2B sales trends you can expect to see in 2021 are going to be a direct result of the pivot that successful companies were able to make to deal with the economic downturn in 2020.

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How Does a Marketing Specialist Benefit B2B Sales?

We all know that B2B sales don’t just happen. Before you can work with prospects and close the deal, you need to have qualified leads that you can convert to sales, which is why the role of the marketing specialist is so critical to the B2B sales process.

The marketing specialist’s job is to generate sales using online marketing strategies such as social media, web marketing, direct email, webinars, blogging, and search engine optimization (SEO). It’s the marketing specialist’s job to add leads to the sales funnel, and that role has become more important as B2B customers have become more self-selecting.

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What Does Sales as a Service Really Mean?

Around the globe, the market for Sales as a Service continues to grow. Today, some of the world’s most successful businesses, including Amazon, Apple, Google and Microsoft, are augmenting their in-house sales teams with an outsourced model to drive revenue. 

But what exactly is Sales as a Service? The term can feel a bit ambiguous, so we want to take a closer look at what exactly it means and how companies can leverage it.

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How Does a High-Tech Field Rep Increase Sales?

The role of the high-tech field rep is changing and so is the way they are selling. The old method of overseeing the customer from lead capture to deal close and beyond is gone. High-tech field reps are now key members of a larger sales team, with each member playing a distinct role in the value chain. With the changes in the field rep’s role come new strategies to generate sales.

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Our Top 24 Free SaaS Brands Picks

Native cloud software is here to stay, and a surprisingly large number of software as a service (SaaS) offerings are free. Free SaaS applications can be invaluable, especially if you need to solve a problem in a hurry. In fact, many free SaaS applications are outstanding tools to increase productivity, address business challenges, and make it easier to work remotely, which is extremely useful with more employees working from home thanks to the coronavirus.

There are free SaaS solutions for almost every business need. We have collected a few of the most popular SaaS tools with free offers:

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4 Myths of Outsourcing Your Inside Sales Team

Sales as a ServiceⓇ continues to grow in popularity, with more and more companies outsourcing key sales processes to help meet their goals. Still, some sales leaders are hesitant to consider it, especially to support their inside sales needs.

We’ve noticed over the years that there are a few common myths about outsourcing inside sales—objections that many sales leaders seem to share. But we’ve seen for ourselves that these myths aren’t true. And for companies that are already leveraging Sales as a Service, these myths have been debunked in the form of a growing pipeline and increased revenue.

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How to Avoid the Quarantine 15

The COVID-19 pandemic has caused an incredible amount of disruption in our day-to-day lives. More of us are working from home, the gyms are closed, and summer travel plans have been put on hold. Meanwhile, we’re all experiencing plenty of newfound stress.

All of these changes have had a rapid and profound impact on our lives—and for many of us, our waistlines. A WebMD survey found that 47 percent of female respondents said they have experienced quarantine-related weight gain. For men, that number was 22 percent. 

But your new work-from-home schedule doesn’t have to equate to a more sedentary lifestyle. Here, we explore some of the top ways to avoid “the quarantine 15” while still leaving plenty of time to excel at your sales job.

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