SBI Growth
NOVEMBER 21, 2013
'As CEO, you feel like you have seen this movie before. Sales gets off to a fast start at the beginning of the year. Come Q4, that lead has evaporated and now sales is threatening to miss the number. They struggle to close deals. Excuses come from every direction. Your sales leaders will frantically try every trick in the book. The victims here are your potential customers who have to deal with a barrage of sales tactics.
MTD Sales Training
NOVEMBER 5, 2013
'As a sales manager, you probably have the responsibility of manning your company’s exhibition stand. But like most sales managers I have met with over the years, it’s unlikely that you have received. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Jeffrey Gitomer
NOVEMBER 29, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Engage Selling
NOVEMBER 28, 2013
'Did you know that closing a deal isn’t a true success unless you’ve asked the right questions? Today’s new, emerging economy requires proper closing techniques in order to close profitable business, build long-term relationships and to create a long-term competitive advantage. Many of the closing techniques that are currently in place leave the customer feeling […].
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
SBI
NOVEMBER 13, 2013
'Next week I’ll partake in the world’s largest migration of the Salesforce CRM ecosystem. Destination, as always, is San Francisco. For four days, the city will be over-taken by more than 120,000 visitors clamoring to attend any of the 1250 sessions, an expanded Cloud Expo offering more than 350 exhibitors, and a smorgasbord of parties, after-parties, and after-after-parties.
Sales Gravy
NOVEMBER 7, 2013
The real question regarding your success in this business model is not can you sell lipstick, or shampoo, or vitamins. But rather, can you recruit, train and manage amazing people.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
NOVEMBER 25, 2013
'As sales people we just need a hook and some bait! What I mean by this is that we need something to work with – something to draw our potential customer in. We need an “in” We need. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
NOVEMBER 10, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Engage Selling
NOVEMBER 27, 2013
'Opening the door to additional conversations with your potential clients provides you more opportunity to gain their business. Stamping the word “DRAFT” on your next proposal with a new client will provide you with this valuable opportunity. Trust me, sounds crazy but it works! Opening the door to additional conversations with your potential clients provides you more opportunity to gain their business.
SBI
NOVEMBER 25, 2013
'Think of the last time you were in a social situation and you weren’t sure what you should do or how you should behave. Did you take your cues from those around you who appeared comfortable and experienced in the situation? In uncertain situations, we don’t like to take the lead, so we wait for others with more experience to signal what to do and when.
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Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Sales Gravy
NOVEMBER 25, 2013
In a consultative sales environment technology should only be utilized to support the sales process, but never to replace it. People want to feel special and they don't want to be viewed as a mass target.
SBI Growth
NOVEMBER 19, 2013
'Sales reps want solid materials to support them in sales campaigns. Today this means having the right content at the right time. Having the right content enables the sales rep to have the best chance to make a sale. How does this happen? It starts with the Marketing departments buyer centered marketing strategy. In this post, I’ll discuss 5 critical actions that need to take place to enable your sales force.
MTD Sales Training
NOVEMBER 20, 2013
'Pete Cashmore, the CEO of Mashable, spoke recently about what he does at weekends to ensure that he has a good work/life balance and prepares himself for the week ahead. The link to his article is. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
NOVEMBER 25, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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Engage Selling
NOVEMBER 20, 2013
'Hong Kong is the fastest moving city I have ever been in. People are on the go every minute of the day. Racing from one meal to the next, and one appointment after another from what appears to be 6 in the morning to 10 at night. Every restaurant we have been to,Escalator switching times (local or international), has been packed to the gills, the streets are teeming with people at all times of day, and the subway jam packed.
SBI
NOVEMBER 6, 2013
'SH??baNG. noun. 1. An entire system, everything, the works, groups of people, the whole package. “the owner is running the whole shebang ” 2. A place of shelter, a place to gather. There are two definitions of the word shebang. One has to do with the entirety and cohesiveness of something, and the other has to do with a place to gather.
Sales Gravy
NOVEMBER 26, 2013
To create a positive attitude that encourages sales people to see every person who comes to a store as a potential commission or sale, these tools must be applied consistently and fairly across the entire sales team.
SBI Growth
NOVEMBER 12, 2013
'Increasingly, companies are missing the number because they lack a formal sales strategy. Your industry peers are getting smarter. Many are not making the number because a sales strategy is absent. You may be wondering how prepared your sales team is heading into next year. It’s likely the board has increased your number. This year felt like a stretch for you.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
MTD Sales Training
NOVEMBER 26, 2013
'One of the most difficult conversations you’ll probably have is the one where the prospect can’t make their mind up, is indecisive or doesn’t know how to make a commitment. Mainly, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
NOVEMBER 6, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Engage Selling
NOVEMBER 21, 2013
'Is your business experiencing wild swings in revenue? Contrary to popular belief, putting too much emphasis on closing business is actually counterproductive to increasing your revenues. Every time you close a sale you should be adding three to four more leads to your pipeline. When you’re concentrating too much on closing business it detracts focus […].
SBI Growth
NOVEMBER 20, 2013
'A few years ago, I interviewed Brent for a B2B sales rep job. Like others, he gave solid answers to my questions about his experience and credentials. But something clearly set his interview apart from the other candidates. I couldn’t put my finger on it right away. Brent was clearly an “A” player. His track record was impressive. After the interview I was puzzled by exactly what made him unique.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
SBI Growth
NOVEMBER 15, 2013
'Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution. You double-check everything you’re doing; and find no root causes on your end. If you are like most CMOs, here’s the problem: You’re way ahead of Sales. The competencies required by Sales for Marketing to be successful are just not there.
SBI Growth
NOVEMBER 2, 2013
'A key challenge for every marketing team is producing quality content. The solution is to create an internal content marketing capability. The primary drive behind producing content internally is creating buying process content. This is content that aligns with the prospects buying process. It pulls prospects through the buyers journey faster Your internal team has more product knowledge than any 3rd party content writer.
SBI Growth
NOVEMBER 10, 2013
'It’s an unfortunate reality. More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales.
SBI Growth
NOVEMBER 23, 2013
'It’s been two years since The Challenger Sale was published. The book''s premise is simple: the most successful reps are not relationship builders, but “Challengers”. Challengers have a deep understanding of their client’s business and industry. They are comfortable questioning conventional thought and provoking new ideas. Since this publishing, many B2B sales organizations have embraced this methodology.
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
SBI Growth
NOVEMBER 1, 2013
'Top sales reps share a common trait. They are determined to keep getting better. That explains the runaway success of a post by Steve Loftness six months ago. Why Top Sales Reps Will Be Unemployed in 2 Years set an SBI record for most views in one day. The post offered advice for top sales reps to avoid becoming obsolete. The post was widely read, shared and tweeted.
SBI Growth
NOVEMBER 9, 2013
'There is one factor that is extremely limiting to sales processes worldwide. Most do not accurately follow the ebb and flow of buyers. A customized sales process is an excellent tool. However, it cannot be viewed in isolation. Instead, you must account for the fluidity in the buyer’s journey. You can do this by incorporating dynamic personas and buying process maps.
SBI Growth
NOVEMBER 3, 2013
'In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. 76% of executives want to know their customers better. The internet has forever changed how organizations engage with customers. The fact is that buyers complete 60% of the purchasing journey on their own. You have to ask yourself the question. How well does your team know the customer?
SBI Growth
NOVEMBER 30, 2013
'For most of us, the fiscal year ends just 29 days from today. This December has 22 business days. But depending on your company’s holiday policy, you may have as few as 15. How should the top sales leader in the company utilize this limited time? Download the SBI Sales SVP New Year’s Guide here. It’s a concise guide to our best articles about managing this time of year.
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
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