SBI Growth
JULY 21, 2013
'The sales field is suffering. Customers are suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014.
Jeffrey Gitomer
JULY 2, 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.
MTD Sales Training
JULY 16, 2013
'As a sales manager, there are many responsibilities that you hold in terms of results as well as performance. You’re paid for the results you achieve; the more you achieve , the more successes. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JULY 16, 2013
'I thought you would enjoy a post on the Globe and Mail today: Even if you’re able to eradicate the dysfunction from your sales team, it doesn’t mean you’ve necessarily created a high-impact team. Here are six strategies that will energize your team and help to boost their performance. Enjoy! Colleen.
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
JULY 9, 2013
' “The undirected worker spends more of his time walking about for materials and tools than he does in working; he gets small pay because pedestrianism is not a highly paid line.” Henry Ford. Henry Ford is of course renowned for forever changing the way the automobile industry manufactures cars. Ford hated waste and saw it as the underlying cause of both high automobile prices and poor wages.
Sales Gravy
JULY 30, 2013
Dont let the lies, bad excuses, poor reasons and damaging justifications get in the way of selling yourself and your professional services. If you want to succeed, you must never let these lies leave your lips.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
JULY 8, 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.
MTD Sales Training
JULY 24, 2013
'Many surveys have been carried out asking for business-buyers’ reactions to salespeople who approach their businesses. Many buyers are impressed by the level of knowledge that some salespeople. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JULY 1, 2013
'Could you be heading for a revenue crash? Here are six often missed warning signs: Your sales team views client attraction or prospecting as drudgery work Poor performers are in place for more than two quarters in a row Sellers believe that the after sale client enablement or the post sale on-boarding is not their [.]. Could you be heading for a revenue crash?
SBI
JULY 16, 2013
'Most organizations live and die by quota. Quotas are derived from financial projections which are created and necessary for companies to operate. We rely on quotas as a method for measuring sales rep performance. They need to have a number to shoot for and we need to know whether they are performing as expected. In many ways, it’s easy to understand why we focus so intently on quota.
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
JULY 23, 2013
Its a choice you make about whether you want to accept the boom-bust cycle as part of your business, or whether you opt to work harder to find a better way to manage your work and your staff.
SBI Growth
JULY 30, 2013
'Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Are your marketing campaigns generating the desired return on marketing spend? How are you supporting the new “A” players in sales? How are you supporting social selling?
Jeffrey Gitomer
JULY 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.
MTD Sales Training
JULY 17, 2013
'One of the biggest frustrations I hear from salespeople is the inability to get their prospects to open the emails that they send to them. Many think that just because the product they sell will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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
JULY 3, 2013
'Chad Barr from the Chad Barr group interviews me on how to get more sales for your business this year! Chad Barr from the Chad Barr group interviews me on how to get more sales for your business this year!
SBI
JULY 30, 2013
'To increase sales productivity, you have to reduce or eliminate the tasks that aren’t productive. In Sales, we refer to the most productive tasks—communicating with prospects and customers—as ‘selling’ tasks. All other tasks are often referred to as ‘non-selling’ tasks. Research shows that on average, sales reps spend only 35% of their time selling.
Sales Gravy
JULY 22, 2013
Unfortunately, it is common to hear, I am just the way I am. It is my nature and temperament. Impossible to change. This is absolutely untrue. In the face of negativism, change is not only possible but highly recommended.
SBI Growth
JULY 22, 2013
'Receiving the email or phone call from your boss is never pleasant. “All hiring is on hold until further notice. We are short of our bottom line number. The CEO wants to approve all hires until the beginning of next year. This means no hiring except in extreme circumstances. You have to make the rest of 2013 with the sales heads you have.” Now you must make the number with less than a full team.
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.
Jeffrey Gitomer
JULY 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.
MTD Sales Training
JULY 31, 2013
'Now that the British Summer is finally underway and we have been able to enjoy several glorious weeks of sunshine, I bet a fair few of you have been enjoying a refreshing glass of Pimms and lemonade. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JULY 25, 2013
'One of the biggest challenges facing Sales Leaders is producing consistent results versus boom and bust from month to month, quarter to quarter. Have you experienced this? What do you think causes it?
SBI
JULY 23, 2013
'What if you were given notice today, that your sales plan will double in 2014? You will not be allowed to hire new reps, or rely on new products or new markets to hit the number. Would you have doubts about your ability to achieve the new objective in the year ahead? I’m betting your answer is YES. That’s because you know it’s absurd to think you can obtain different results in the future without changing something about the way you do business currently.
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
JULY 19, 2013
Years ago I learned a technique so simple, so powerful that the first time I tried it I couldnt believe how effective it was. In fact, at first it was so simple that I found it hard to use!
SBI Growth
JULY 23, 2013
'Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. Leads are being nurtured daily by reps through their LinkedIn updates and Twitter Feeds. Sales cycles that begin with an online referral are closing more rapidly. Your message is resonating with buyers earlier in their buying process.
Jeffrey Gitomer
JULY 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.
MTD Sales Training
JULY 9, 2013
'One of the hardest situations for a salesperson to deal with is when a prospect is using an existing supplier and is satisfied with the arrangement. Often, clients get used to a supplier and fall. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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
JULY 24, 2013
'Here are my top 10 thoughts for the month.
SBI Growth
JULY 12, 2013
'As a CMO you''re constantly being criticized for not measuring the return on marketing spend. The back and forth is: “I need more marketing dollars”. The response “What are we getting for what I’m spending now?” The CEO may even be considering moving marketing under sales. At least the Sales team is carrying a number. Forbes highlights the confusion among executives over what the CMO priorities should be.
SBI Growth
JULY 31, 2013
'It does not reflect the way your customer buys. They are experiencing a different buyer. You are winning deals but not as fast as years prior. Deal size is not growing as expected. As a sales leader, you know the importance of field execution. A big part of execution is how the team uses the sales process. The process is adopted, but the results are not evident.
SBI Growth
JULY 8, 2013
'Social selling is a technique being adopted by many B2B sales organizations. This technique is an emerging best practice that helps Reps make their number. Social selling addresses the increasing community of buyers that leverage social media. However, company policies against social media are hampering many a sales team. In this post, I outline the 4 main components of social selling.
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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