SBI Growth
AUGUST 4, 2017
Joining us for today’s show is Loren Brockhouse, a Senior Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster. It’s difficult to grow.
Engage Selling
AUGUST 17, 2017
Stop hanging on to poor sales performers! It’s becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight.
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MTD Sales Training
AUGUST 30, 2017
When you call someone for the first time, it can be a bit unnerving to get their voicemail. But it needn’t be, if you prepare effectively. It always surprises me how many salespeople are not prepared for voicemail. These days, buyers are busier than ever, and even if they are available, may put their phones through to voicemail, simply because they don’t have time to take calls.
Tenfold
AUGUST 16, 2017
From The Terminator to Blade Runner, pop culture has always leaned towards a chilling depiction of artificial intelligence (AI) and our future with AI at the helm. Recent headlines about Facebook panicking because their AI bots developed a language of their own have us hitting the alarm button once again. Should we really feel unsettled with an AI future?
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.
Planview
AUGUST 15, 2017
What is the relationship between access to education and access to water sources in the developing world? How does an improvement in one influence the other? How does local rainfall affect child health and nutrition over time? To better understand complex and connected challenges in the developing world, the United Nations (UN) , the international organization tasked with bringing nations together, turned to Spigit to power their open innovation challenge , #SDGInsights.
RAIN Group
AUGUST 9, 2017
Alison Brooks and Maurice Schweitzer, two researchers at the Wharton School at the University of Pennsylvania, conducted an experiment to induce varying levels of anxiety among negotiators. One group was subjected to the not-so-melodious screeching strings from Psycho. The other group was treated to calming Water Music by Handel. After listening for a while, the groups were sent off to conduct simulated negotiations.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
AUGUST 25, 2017
I’ve had many opportunities recently to sit in during sales meetings and presentations, and I have to be honest. Awful is the really the only word that comes to mind.
MTD Sales Training
AUGUST 24, 2017
How confident do you feel in asking for referrals ? If you’re like most salespeople we meet on our programmes, the answer will range from ‘not very’ to ‘about as confident as a snowman in summer’. How, then, do you build that confidence so it becomes a natural way to gain more business from your current clients’ database? Well, firstly you need to set yourself up right in order to be referred.
Tenfold
AUGUST 30, 2017
Information in today’s digital milieu has always been a double edged sword for sales and marketing. It works for you if you can control it. Information comes from your sales team, your website and your press releases. Outside that – it’s a free-for-all. As we all know, the latter is the reality. What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms.
Planview
AUGUST 25, 2017
People who apply a practice to their work—a design thinking practice or a lean practice, for example—talk about being on a journey. By journey they mean that, wherever they are in their understanding and application of a practice, they can see the steps they will take to gain more proficiency. Practitioner communities at times identify people who are far along in their journey as “black belts” or “sensei.
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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
S4 Consulting
AUGUST 31, 2017
Here’s a question: when was the last time you conducted an objective , multi-level assessment of the health of the relationship with your most critical customers? B2B relationships need to be measured on multiple customer levels. The traditional study that typically gets responses from only the technical user of your product or service puts you in the position of being easily blindsided.
SBI Growth
AUGUST 7, 2017
World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. For many marketing leaders the sales team’s QBR is an afterthought. To prepare, review the marketing strategy introduction of the How to Make Your Number in 2018 .
Engage Selling
AUGUST 24, 2017
The best product in the world won’t save the day if your sales reps are delivering flat presentations. Let’s face it, some salespeople oversell, some salespeople undersell, some might find a happy medium but lack confidence in their delivery.
MTD Sales Training
AUGUST 16, 2017
Objections occur for many reasons. Maybe you haven’t built up the value of your solution. It could be the buyer has a similar solution and doesn’t want to change. Or they don’t trust that your products are right for them or their business. Don’t be put off by objections. If you walk away at the first sign of resistance, you will fall at most hurdles.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Pinnacle View
AUGUST 22, 2017
Several of our startup clients have ambitious goals for growth, but aren’t able to put enough focus on marketing due to limited time, money, and resources. These factors stand in the way of increased exposure for countless new businesses. There’s no denying that focusing on product quality should be a top priority for any serious startup. The product is key, but your market can’t buy what they don’t know exists.
Sales Gravy
AUGUST 15, 2017
It doesnt matter how talented a salesperson is, how many skills they have or what techniques theyve learned, if they are not able to mentally execute that knowledge than it is as valuable as not having any knowledge at all.
S4 Consulting
AUGUST 13, 2017
The most effective Strategic Account Management Programs (SAMPs) we know of share a mutually beneficial relationship with their suppliers. That means they deliver superior value to their customers that in return deliver superior value back to them. Defining these two-sided values requires that firms know—or be willing to learn—what they do not know about their strategic customers.
SBI Growth
AUGUST 7, 2017
Joining us for today’s show is Natalie Fedie, a Vice President of Customer Success who knows how to grow and retain customers. Today’s topic is dedicated to the topic of Customer Success. Natalie and I leverage the How to Make.
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.
Engage Selling
AUGUST 10, 2017
Your sales team needs to know how to pivot. Anyone can memorize a sales script – but it’s an essential skill for salespeople to be able to handle all elements of a real-world conversation, including those dreaded objections.
MTD Sales Training
AUGUST 9, 2017
You’ll have read lots of information on what you need to do to improve your sales. I have thought about it from a different perspective and come up with things that you shouldn’t do! Keep away from these concepts and you should avoid a lot of the traps associated with failure, many times without even knowing the reasons why. Don’t Do Things That Will Make You Someone You’re Not.
ReviewTrackers
AUGUST 11, 2017
Online reviews and public feedback from other patients are an important research tool for healthcare consumers. . According to Software Advice , 62 percent read online reviews as the first step to finding a new doctor or physician in 2016. That is up from 25 percent of patients in 2013. Indeed, more patients than ever are turning to the many sources of information online (reviews being one of the most important) in order to research and find healthcare providers.
Sales Gravy
AUGUST 29, 2017
The secret to an organized closet is to never bring in anything new unless you first get rid of something old. I recently sent out a survey to my colleagues, asking them to evaluate my personal brand.
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.
Louise Collins Associates
AUGUST 29, 2017
The situation today. The reality of Key Account Management (KAM) in most Pharmaceutical and Medical Device organisations is that it is largely something that is viewed as a sales activity. Therefore, it is no surprise that, in general, current KAM metrics centre around sales targets and activity. However, if we consider the behaviours required for Pharmaceutical and Medical Device organisations to succeed as we move towards increasingly complex healthcare environments, we need to question the re
SBI Growth
AUGUST 29, 2017
Joining us for today’s show is Brad Reynolds, an executive who knows a thing or two about running a strategic sales operations function. Today’s topic is focused on how Sales Operations improves the efficiency of the sales team to increase.
Engage Selling
AUGUST 4, 2017
Recently, I stayed at a Ritz-Carlton and was blown away by one simple gesture that left an impact on myself and my husband. In my latest video, you’ll learn the concept behind “marselling.
MTD Sales Training
AUGUST 14, 2017
Here are three critical questions you need to confirm with your customer before you have a hope in progressing the sale: Who Is Going To Make The Decision? That’s pretty obvious, but do you know who the key influencers are, too? Who are the people the decision-maker is going to take counsel from, ask approval of, or commit the product and services to?
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?
ReviewTrackers
AUGUST 30, 2017
There are different stages of the work process, a nd those stages require different types of external environments for focus, says Marilyn Puder-York, psychologist and executive coach. That’s why the variety of work rooms – quiet rooms, open areas, rooms to collaborate, and low-level noise rooms – is a vital component to any office that seeks to create a productive culture and foster employee well-being.
Sales Gravy
AUGUST 29, 2017
Since knowledge is power, use these high yield questions to learn more about your buyers needs and you will have a much stronger platform to sell from than your products alone can provide.
Planview
AUGUST 29, 2017
A thoroughly modern, hybrid fusion of Wall Street and Silicon Valley, FinTech – or financial technology – has often been hailed as the next big thing. Though the hype may have initially outpaced reality, the fledgling movement has rapidly evolved in recent years to become a force in the financial services space. Now, it promises to bring further disruption and fundamentally alter the way businesses grow, manage their finances and most importantly, meet the needs of their customers.
SBI Growth
AUGUST 12, 2017
Joining us for today’s show is Chris Walter, a Vice President of Strategy who knows how to build a sales force. Today’s topic is dedicated to the topic of attracting and retaining top sales talent. Chris and I leverage the.
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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