SBI Growth
OCTOBER 1, 2013
'The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. CEO''s don’t accept activity reports from Sales leaders without revenue results. Expectations of marketing accountability have increased to the level expected of sales performance. It’s easy to get caught up in reporting activity and miss the big picture.
MTD Sales Training
OCTOBER 8, 2013
'I’ve had the privilege of working with many salespeople in my career and have seen a great number of successes gained by these highly-prized professionals. Sometimes, I’m asked what makes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Jeffrey Gitomer
OCTOBER 17, 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
OCTOBER 31, 2013
'They can reach us in our homes. They track us down when we’re at the office or on the road. And unless you’ve spent the last 30 years living on the moon or under a rock, odds are, you’ve fallen prey to them more than once. Bad salespeople. Not just bad—beyond bad.
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
OCTOBER 9, 2013
'Two years ago, I wrote about the perfect sales tool and included a wish list of capabilities that simply didn’t exist back then. Certainly as a group, no one product could proclaim to include all features and many singular features weren’t available in any product. Alas, it’s been two years and still no product has been invented that comes anywhere close to what I described.
Sales Gravy
OCTOBER 4, 2013
Passion Will Take You Only So Far Self-discipline is a powerful, potent and priceless trait of successful people. Its a quality people admire and secretly wish they possessed.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
OCTOBER 1, 2013
'It’s always a wonderful moment when you get to the point of no return. Yes, that emotive moment when the prospect sees how much better off they would be if they agreed to your bended-knee plea to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
OCTOBER 1, 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
OCTOBER 30, 2013
'These tips will help you determine who the serious buyers are and in the end, will save your sales members time and money. These tips will help you determine who the serious buyers are and in the end, will save your sales members time and money. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!
SBI
OCTOBER 30, 2013
'We live in a scarey time. Decision-makers are under pressure and short on patience. In a word, they’re easily spooked. They look for reasons to run away—or to avoid salespeople in the first place. Put these five tips into practice and assure your prospects they’ve got nothing to fear. Listen and hear: Listening is not the act of waiting for mental cues that you can build your sales message around.
Advertiser: ZoomInfo
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
OCTOBER 29, 2013
"I'm struggling to hit my quota and the month ends in a few days. What can I do?" Sales Answer: OK so here's the problem: You're stressed! Bills are piling up and the month is closing in on you fast.
SBI Growth
OCTOBER 31, 2013
'Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). At 8 hours per day, that’s 1,856 hours per year you can somehow monetize. A field Sales Rep should be spending around 64% of those available hours selling. What if you spent an hour or two more per week selling? You would close a few more deals per year. How do you achieve that?
MTD Sales Training
OCTOBER 10, 2013
'We get hundreds of salespeople going through our sales courses each year. We often ask them, “What are your goals, hopes, dreams? What do you want to be?” Among the many answers we get, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
OCTOBER 12, 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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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.
Engage Selling
OCTOBER 24, 2013
'Let’s talk about customer loyalty, after all, you need a loyal customer first before you can up-sell and have them buy more, right? While customer loyalty does lead to repeat business and more sales, most people have the equation backwards. The truth is the more people buy from you, the stronger the loyalty. The top […].
SBI
OCTOBER 2, 2013
'Salespeople know they won’t close a deal if they can’t make the connection between their solutions and a high-value outcome. Yet executive buyers believe only 8% of salespeople are focused on driving a “valuable” end result for the buyer.[1] That buyers feel their needs are being ignored by salespeople surely can’t be for lack of trying.
Sales Gravy
OCTOBER 28, 2013
No sales rep ever lost a deal or an account for out-hustling the competition. Its important in all aspects of business to work hard and give it your all. But in sales, its essential. Your competition doesnt care about your mortgage.
SBI Growth
OCTOBER 26, 2013
'The correct implementation of Social Selling gets your team appointments inside target prospects. These meetings are net new sales opportunities you wouldn’t have otherwise had. This drives an increased number of qualified buyers of your product into the funnel. Your team sells more. Revenue increases. The incorrect implementation of Social Selling drives no new revenue.
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
OCTOBER 15, 2013
'Training Alone Won’t Develop Sales Leaders UK companies spent a combined £13 billion on sales training last year. They made this investment with the hope that training would dramatically improve. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
OCTOBER 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
OCTOBER 23, 2013
' Learn how to frame your sales pitch in such a manner that it creates a sense of urgency for your clients to buy. Learn how to frame your sales pitch in such a manner that it creates a sense of urgency for your clients to buy. Podcast Series: The Sales Leader 3D Sales Training System accomplishing goals closing Colleen Francis Engage Selling Solutions Lead Up!
SBI
OCTOBER 16, 2013
'CRM as a strategic advantage. Implementing CRM across your sales organization is a big and exciting deal. After what was likely a long needs-analysis and a long period of researching the various CRM options, you have—or had—high expectations. What were they? Were you expecting to have a great deal more insight into your sales pipeline? Were you expecting to gain a better way to judge the forecast?
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.
Sales Gravy
OCTOBER 28, 2013
CRM as a strategic advantage Implementing CRM across your sales organization is a big and exciting deal. After what was likely a long needs-analysis and a long period of researching the various CRM options, you haveor hadhigh expectations.
SBI Growth
OCTOBER 19, 2013
'The Achilles'' Heel is defined as a fault or weakness that causes or could cause someone or something to fail. B2B CMO''s largely do not have direct reports with expertise in demand generation. This is a major weakness heading into 2014. The pressure to provide marketing contribution to the funnel is greater than ever. The specialist roles involved in executing world class B2B marketing in 2014 is complex.
MTD Sales Training
OCTOBER 31, 2013
'There’s one bug-bear that most salespeople tell us about when we run programmes for them. And it’s the lack of ability to get the decision-maker’s name when calling a company. Now, I totally. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
OCTOBER 22, 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.
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?
Engage Selling
OCTOBER 17, 2013
'Do you find yourself struggling when you have to present to a senior decision maker of a company? I am often asked how salespeople can make this process simpler so I have created this 7-step plan to make it really easy for you to get through a presentation with high-level managers and/or officers. 1. Prepare! […].
SBI
OCTOBER 23, 2013
'According to research by CSO Insights, companies with a sales process and the technology to support it are more likely to hit quota. At the same time, research by Objective Management Group concludes that 91% of companies do not have a sales process. CSO’s research seems reason enough to decide it’s high-time to implement a formal sales process at your company.
Sales Gravy
OCTOBER 25, 2013
Know the Sales Landscape English navigator Henry Hudson learned the hard way in the 17th century what can happen when you dont know a landscape well. His ill-fated fourth voyage to the arctic ended when his ship became locked in ice for months.
SBI Growth
OCTOBER 10, 2013
'Let’s recap the time you have sucked out of the sales rep’s day. Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. The goal is improved efficiency and sales rep effectiveness. The statistics support the majority of automation implementations fail. You’re trying to help but you’re killing the sales teams’ selling time in the process.
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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