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 Summer's winding down, which means it's time to get out of vacation mode and into hustle mode. To get your head in the game, we've got a roundup of this week's top sales news stories, a profile on a VIP Emissary, and tips to get the most bang for your conference buck.

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Top Stories: The Week in Sales 8/28/2018

In our latest collection of top sales news stories, learn how you can use LinkedIn's advanced search capabilities to prospect, and why sending videos to your buyers (instead of cold calls) just might pay dividends. 

Reading time:  6 minutes

Meet Our Emissary of the Month: Thomas Martin 

What does a degree in naval architecture and machine engineering have to do with IT leadership? A lot, it turns out. This month, we talked with Thomas Martin, former CIO of GE Oil & Gas and VP of application transformation at GE Digital, about a career that took him from nuclear reactors to leading IT for one of the world's largest organizations. You might be surprised by what he has to say about the state of IT—and what enterprise sellers should do to sell more effectively. 

Reading time: 6 minutes

How to Use Conferences to Pump Up Your Pipeline

Don't get swept up in the excitement of time away from the office, free travel, and goodies at conferences and industry events. These arenas are vital opportunities to add new prospects to your pipeline—that is, if you know how to take advantage of them. Here's how to get the right insight into your prospects in advance and how to approach them IRL for maximum gain. 

Reading time: 5 minutes

Enterprise Sales Survey: What Do Salespeople Actually Make?

Take the Salary Survey

There's plenty of information out there on the types of salaries, benefits, and commissions salespeople command in general, but nothing that specifically points to enterprise sales. To help us compile that database, we made this confidential survey. It will only take a few minutes, and with your input, we'll be able to help executives get a better idea of what today's top talent expects, and give sellers themselves a better baseline when shopping for their next gig. 

Time required: 5 minutes

The Expert's Guide to Sales Intelligence: How to Choose the Right Tools and Build a Successful Strategy

There's a dizzying array of sales intelligence tools out there, but how do you know which ones are right for your team? And once you've got them, how do you make them work together effectively? Let our experts explain how to build a successful sales intelligence stack—and how to use it effectively.

Reading time: 25 minutes

 

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