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Inside Sales (Sep 11th, 2019)

1. Sales enablement platform Mediafly has acquired another tech company, iPresent, to bolster its sales tools products. Mediafly will now have more robust ROI/TCO calculators, enhanced CRM integrations and an upgrade in AI and machine learning offerings. The acquisition is designed to give end-users a path to value-based selling and will help scale the products to meet the needs of large enterprise. -- DEMAND GEN REPORT

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2. Salesforce is spending a sizable (but undisclosed) amount of cash on a new advertising campaign to reintroduce itself. After big-money acquisitions of Tableau and Mulesoft ($21.8B in total) the company, despite its enormous reach, wasn't as well-recognized in the, say, data visualization realm. Most people understand that the company manages sales and client relations but with the recent acquisition binge, it has become a more dynamic company which in turn complicates messaging. The new marketing campaign is entitled “We Bring Companies and Customers Together” and is designed to show that the company has various cloud-based technology offerings for all types of enterprises. -- CNBC

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3. Good salespeople are born but good sales leaders are made, is how conventional wisdom goes. In this article from Forbes, Kevin Kruse, Founder + CEO at LEADx, lists habits sales leaders need to develop to become successful. Among them is to learning to give effective feedback, becoming masterful at one-on-ones and learning to leverage strenghst and weaknesses of their reps. -- FORBES

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4. Podcast: The Sales Evangelists -- B2B sales optimization

In this episode, Bill Bice, CEO of  boomtime, talks about "analysis paralysis" when it comes to gathering data in marketing to generate leads. He also talks about being a big fan of the Challenger Sale techniques as it uses key insights into big organizations to drive sales efficiencies and get more closes. In addition, he says that micro-commitments (an email address, say) are important in capturing leads from a company's website. -- THE SALES EVANGELISTS

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5. Account-based marketing works well for the marketing team but a sales alignment strategy is also effective. The often siloed team's respective leaders should figure out which accounts make most sense to target, identify buyer roles, create account relevant messaging and synchronize account plans and goals. -- SALES HACKER

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6. MarketingProfs reports on a survey conducted earlier this year to find out what priorities are most important to sales leaders. The report says that the top considerations are to improve how reps communicate value, increase the productivity of the sales team (via tools), ramp "land and expand" strategies and grow renewals. -- MARKETINGPROFS

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7. Kurt Sima writs about overcoming sales objections in media sales that apply to most sales verticals. Sima says that when it comes to price the sales rep should lead with empathy and then show undeniable value; when faced with the "we don't have the budget" ploy the salesperson should make sure they are talking to the decision-maker as they can often get creative in getting more cash to spend. -- THE CENTER FOR SALES STRATEGY

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8. Spendesk, a Paris-based spending management platform for SMEs, has raised $38.4 million in a Series B round led by Index Ventures. Its platform offers online and physical payment methods with approvals, camera receipt capture, real-time spend analysis and invoice management for the sales team and other revenue departments. Employees can use the service for unique use cases according to role -- for instance, the sales team can get a budget for sales tools and spend where it sees fit using a virtual card. -- TECHCRUNCH

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9. A successful sales manager starts with a change in mindset and beliefs, writes Anthony Iannarino. He says that sales managers must accept the notion that when numbers are down they have to take the blame and they must be responsible for setting standards and, more importantly, upholding them. Iannarino also says that the entire team (including the sales manager) should see quotas as everyone's goals -- not merely individual's. -- THE SALES BLOG

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10. In a bit of sales advice meant for newer reps, Mark Hunter writes about using voicemail to prospect. Hunter says not to over-complicate the message, generate genuine interest by creating value and to not "sell" in the message but seek to get to the next step -- a discovery call. -- THE SALES HUNTER

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William Wallace is a sales veteran and journalist with years of experience in such diverse realms as High-Performance Computing, Big Data, education software and SaaS products. When not hunting for the next sales/business opportunity, he is a self-professed foodie and published writer with an abiding passion for all forms of expression.

Editor: Kim Lyons (Pittsburgh-based journalist and managing editor at Inside).

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