SBI Growth
DECEMBER 12, 2012
SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Greg tells CMO’s that “The pressure is on”. “CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”. Marketing leaders need to drive a strong impact to show a return on investment.
MTD Sales Training
DECEMBER 3, 2012
Every year I attend about 200 or more exhibitions and trade fares around the world and it doesn’t matter what country I am in or what market the exhibition is representing I always meet with the same. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
DECEMBER 6, 2012
Tweet By Mitch Joel , President of Twist Image – an award-winning Digital Marketing and Communications agency. What if we started with business… how would we do? How badly do people want to be connected with brands? I’ve been thinking a lot about the pervasiveness of brands in the social media channels. From a business perspective, it could not make me happier.
Engage Selling
DECEMBER 18, 2012
Referrals are one of the most powerful tools to generate sales. So even why they ask, why don’t sales reps get them? Take the quiz and find out! And for more strategies based on this quiz question, check out the series of articles on referrals posted on www.EngageSelling.com. This one is the most recent. Dedicated to increasing your sales, 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
DECEMBER 4, 2012
Think about the most recent communication you sent to a prospect. Picture who the prospect was, what you wrote, and what your objective was. Do you have it in your mind? OK then. Let me ask you a few questions. Did you dip a feather into an ink-pot to pen the letter? Did you seal the envelope with a wax stamp? Did you give it to a carrier who then rode off along back-country roads or cobbled streets on horse-back to deliver it?
Sales Gravy
DECEMBER 28, 2012
Would you like a way to become instantly better at closing more sales over the phone? If so, then simply incorporate these "must know" questions into your first qualifying call and you will immediately have better results when you call back to close.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
DECEMBER 14, 2012
As 2012 comes to a close every “Sales Guru” out there is dusting down their crystal ball and making their “top 10 predictions for 2013” So here’s my take! Here are my top 5 predictions for the coming. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
DECEMBER 5, 2012
Tweet By Lisa Sasevich , known by many as the Queen of Sales Conversion. One of the reasons I’m known as the Queen of Sales Conversion is because I’m always showing you how to cash in on the low hanging fruit in your business. Two of my very favorite ways to do that are through upsells and cross-sells. They not only add more income, but they allow you to serve your clients more deeply.
Engage Selling
DECEMBER 31, 2012
'This podcast highlights how sales professionals can work more effectively. Continually work on proving you are trustworthy. Continue prospecting. Remembering that customers can buy anywhere so make sure you offer them a great relationship . This podcast highlights how sales professionals can work more effectively. Continually work on proving you are trustworthy Continue prospecting Remembering that customers can buy anywhere so make sure you offer them a great relationship Podcast Series: The
SBI
DECEMBER 18, 2012
I’ve been spending quite a bit of time, as I’m sure you have, thinking about next year. It’s hard to believe that 2012 is nearly behind us. We’ve been very fortunate this year to work with many wonderful sales software clients who are each striving in their own way to improve the way sales organizations operate and the success they experience.
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
DECEMBER 20, 2012
When we are unwilling to make excuses or place blame we have taken a powerful and necessary step to defining and achieving our success. "What's the BEST Sales Advice Youve Ever Received?
SBI Growth
DECEMBER 24, 2012
“With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift. Use it to compare your thought process to that of other executives. Are you ahead of the curve?
MTD Sales Training
DECEMBER 27, 2012
We have all heard the terminology about the so called “Hot Button.” “You have to find the prospect’s hot buttons…” “Push their hot buttons…” etc. But here is a question for you: [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
DECEMBER 4, 2012
Tweet By Darren Hardy, Publisher of Success Magazine. We all have our to-do lists that seem to keep growing even as you check off some tasks. Your workdays get longer, your time with family dwindles, and you find that even though you are in constant motion, you’re really standing still. Reevaluate how you spend your time and stop doing the time-wasters.
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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
DECEMBER 31, 2012
This podcast highlights how sales professionals can work more effectively. Continually work on proving you are trustworthy. Continue prospecting. Remembering that customers can buy anywhere so make sure you offer them a great relationship . This podcast highlights how sales professionals can work more effectively.
SBI
DECEMBER 11, 2012
Do you want to accomplish more in 2013? Do you want to do more? Learn more? Sell more? If you answered yes to any of these questions, you’ll need to do something or some things differently. Einstein of course defined “insanity” as doing the same things over and over and expecting different results. YOU are not insane. You know you need to embrace the concept of change but will you be the impetus of that change?
Sales Gravy
DECEMBER 19, 2012
Coaches may or may not be formal. In fact, some coaches may be performing these tasks naturally and providing valuable guidance simply by behaving in a way which comes naturally to them.
SBI Growth
DECEMBER 17, 2012
Acquiring new customers is a marathon event made up of quarterly sprints. Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. Marketing leaders need a proven framework to unlock the potential of your marketing team. The Marketing Implementation Assessment Tool provides the following benefits: Maximize Feasibility of Success.
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
DECEMBER 19, 2012
Are you sick of all of the wonderful pitches, tips and magical scripts you’ve heard on cold calling? Are you also tired of listening to the naysayers that cold calling is impossible, useless and has. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
DECEMBER 17, 2012
Tweet The key to mastering any kind of sales is switching statements about you, how great you are, and what you do, to statements about them, and how great they are, and how they will produce more and profit more from ownership of your product or service. HERE’S THE SECRET: Take the word “we” and delete it. Delete it from your slides, your literature, and ESPECIALLY from your sales presentation.
Engage Selling
DECEMBER 28, 2012
'I’ve taken the liberty of creating a ‘Reasons Not To’ checklist for you: That’s not the way we do things around here. But, I’ve always done it this way in the past. We’ve never done that before. We tried that before (in 1812) and it didn’t work. Nobody else in our business does it that way. It doesn’t work in our kind of business.
SBI
DECEMBER 31, 2012
Moving Conversations Beyond Product and Price. Sales conversations inevitably follow a specific course, down one topical trail. It’s a well-worn and often quite predictable track called “product and price.” To improve the chances of gaining a new customer, you try to steer the conversation in a more solution-targeted direction. Your intention of course is to engage the buyer in a higher quality discussion that addresses their unique challenges and objectives rather than your features and
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
DECEMBER 17, 2012
The people you do business with deserve to be served by only the best. If that isnt you, move aside and let the professionals do the job the right way. Caring About the People You Do Business With How do you view the people you do business with?
SBI Growth
DECEMBER 27, 2012
Fear is preventing you from reaching your goals. As a VP of Sales, your fear of failure is holding you back. You have sales productivity problems that are causing you to miss the number. Will you get a leg up on your peers if you solve the problem? Yes. Will you expose yourself to undue scrutiny if your solution is wrong? Maybe; so you avoid the risk.
MTD Sales Training
DECEMBER 20, 2012
With 2012 drawing to a close, I wanted to share with you the top 10 blog posts from the MTD Sales Training blog in 2012. All of these posts have been voted for by you as being the most interesting, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
DECEMBER 13, 2012
Tweet ’Twas the night before Christmas… and all the stores were closed. Why? They needed a few hours to get ready for the AFTER Christmas sale. All of the retail elves were home with the rest of us, anticipating the festival of unwrapping and judging the value and likeability (return-ability) of presents received. The holiday season is a make-it-or-break-it time for most retailers and many businesses.
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
DECEMBER 28, 2012
I’ve taken the liberty of creating a ‘Reasons Not To’ checklist for you: That’s not the way we do things around here. But, I’ve always done it this way in the past. We’ve never done that before. We tried that before (in 1812) and it didn’t work. Nobody else in our business does it that way. It doesn’t work in our kind of business.
SBI Growth
DECEMBER 25, 2012
This post is written for the head of sales. We will discuss 3 leading indicators to spot looming sales turnover. 1. Your front-line Sales Managers don’t add sufficient value. 2. Your Reps are underpaid in the market. 3. Your hiring process isn't executed consistently. Before we get into leading indicators, let's explore exit interviews. Exit interviews help determine why turnover happened after the fact.
SBI Growth
DECEMBER 26, 2012
One thing is abundantly clear. The pace of technology and buyer behavior transformation continues unabated. Assessing their impact on marketing strategies makes for tough annual planning on the right formula to connect with buyers. (Download this Marketing Plan Assessment Tool to rank your planning ideas across Impact & Ease of Execution.). From my point of view, three big trends will affect marketing planning in 2013.
SBI Growth
DECEMBER 23, 2012
Here is a great tool to help CEOs ensure your sales team is forecasting revenues correctly. Nothing upsets the board more than an inaccurate forecast. Projecting $10M in revenues for next quarter and landing a $7M result is painful. The challenge is knowing whether or not your forecast is real. The Issue. Most CEOs I talk to feel their pipeline forecasts are about 50% accurate.
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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