Engage Selling
NOVEMBER 9, 2015
Bah Humbug. I’ve officially jumped off the millennial bandwagon. In truth, I’ve jumped off all the generational stereotyping bandwagons and have decided to treat instead, people as individuals. Why this novel approach? This month I’ve been reading a lot about why people say Millennials are different. Of note they list: They want a culture of purpose They […].
MTD Sales Training
NOVEMBER 23, 2015
Why is it that many salespeople hate internal sales meetings? You know, the ones where everyone sits round a desk and covers off the trivia and very quickly get bored with the whole process because. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Planview
NOVEMBER 3, 2015
You’ve done the groundwork for creating a successful innovation program. You’ve learned what mistakes to avoid , and even moved forward with adopting innovation management software like Spigit to enable innovation in a way that’s valuable and repeatable. So why aren’t things taking off how you imagined they would? If you’re still struggling to make the connection between ideas and outcomes, here are 4 things you can do to invigorate your innovation program. 1.
Sales Gravy
NOVEMBER 18, 2015
Using tie downs is also instrumental in building that all important yes momentum. If the prospect keeps agreeing with you, then you can feel confident at the end in asking for the sale.
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.
Engage Selling
NOVEMBER 5, 2015
Could your sales team be too isolated? Back in July, I was working with an organization and we brought the whole sales team together. One of the first things we did is we asked each individual on the team to begin sharing examples, ideas, thoughts and success stories. We wanted to determine whether those success stories aligned […].
Engage Selling
NOVEMBER 12, 2015
Are your sellers falling short in their negotiations? “The more you sweat in peace, the less you bleed in war.” This great saying is a wonderful reminder for all salespeople, especially when it comes to negotiating. The truth is, most mediocre salespeople are playing more than they’re practicing. That is, they’re neglecting the preparation stage before their […].
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
NOVEMBER 10, 2015
You’ve observed others making mistakes and you’ve probably made a few yourself. Often, these mistakes are decisions which seem like a good idea in the moment, but cause massive complications in the future. The perfect example of this is salespeople who try selling to everyone. It does seem like a good idea. After all, the more sales the better…right?
Engage Selling
NOVEMBER 4, 2015
If you want to expand your sales with existing clients you must expand your relationships first. In this podcast I’ll share the 4 key questions you must ask yourself in order to build a client relationship matrix, expand your relationships, and start growing sales. If you want to expand your sales with existing clients you must expand your relationships first.
Engage Selling
NOVEMBER 3, 2015
What are you currently doing to separate yourself from other salespeople? I don’t recommend locking yourself in a room and working through your days without any interaction with your colleagues, but I do recommend taking steps to truly differentiate yourself and stand out from the pack. If you want to be the best, you must […].
Engage Selling
NOVEMBER 18, 2015
No matter what you want to believe, social media in B2B sales is here to stay! The question is not how to avoid it, but rather “what pieces should I use and how should I use them to attract and retain the best clients for my business?” Join me today for 8 specific ideas that […]. No matter what you want to believe, social media in B2B sales is here to stay!
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
Engage Selling
NOVEMBER 17, 2015
Not all clients are created equal. Nor should you be compelled to treat them equally. There’s no law stating you must sell to everyone, or keep servicing clients that are the wrong fit for your business. It’s as fair to say that your business has outgrown some types of customers as it is to say […].
Engage Selling
NOVEMBER 4, 2015
I love to travel and have never met a country that I did not enjoy and whose people I did not learn from. My belief is that we must embrace the differences in all cultures and learn to enjoy them while we are visiting, while also taking some of the best characteristics home with us to incorporate […].
Engage Selling
NOVEMBER 13, 2015
There’s no end to the amount of oblivious people in the world. Don’t let a member of your sales team suffer from this lack of presence! Want real strategies that you can use to boost your organization’s sales results? Get your copy of Nonstop Sales Boom!
Engage Selling
NOVEMBER 11, 2015
The buck stops with you! Far too many sales people allow their relationships to dwindle or be cut off after the sales is transacted. This will harm your ability to create a Nonstop Sales Boom. Today I’ll explain why you should always meet all of the members of the clients’ team before introducing them to […]. The buck stops with you! Far too many sales people allow their relationships to dwindle or be cut off after the sales is transacted.
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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
NOVEMBER 16, 2015
The Miami beach dining scene is always in flux. In fact, when Chris and I leave in April we always place bets as to which “new favorites” will still be around for us to enjoy when we return in 6 months. This year we had a number of casualties including two local spots, Sienna Tavern and […].
Engage Selling
NOVEMBER 19, 2015
It hurts. You get a phone call from a loyal client and they give you notice that they are moving on to another product or service that fits their needs better than your current offering. Or, they may just flat out terminate their working relationship with you on the spot. The end result is the […].
MTD Sales Training
NOVEMBER 30, 2015
It’s a tough question, this one. Your prospect has gone out to tender or has asked other companies as well yours to present their solutions. They are someone you would like to work with but you’re. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
MTD Sales Training
NOVEMBER 24, 2015
The dictionary defines philosophy as ‘a system of principles for guidance in practical affairs.’ When we philosophise about something, we think deeply and critically about the way things. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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
NOVEMBER 20, 2015
Excuses are doing nothing but taking away from your results. Be prepared for the objections you encounter! Want to learn how to create more client success in your business? Get your copy of Nonstop Sales Boom!
Planview
NOVEMBER 17, 2015
What is idea software? Idea software, often referred to as idea management software, is a powerful solution that you can use to ask for, collect, analyze, and track ideas from diverse groups of people, also called a “crowd.” For businesses, this typically means employees, but many companies also use it to solicit and vet new ideas from their customers and partners, too.
Planview
NOVEMBER 16, 2015
Prioritizing digital innovation is only one of the many challenges leaders face in today’s idea-driven business climate. And it’s not something to table until bandwidths and budgets are better — it’s critical right now. Company leaders need a simple but effective way to align existing resources to better focus on digital innovation, or they’re putting their businesses at risk of becoming irrelevant and unable to keep up with competitors.
Planview
NOVEMBER 13, 2015
Welcome to our brand new weekly link roundup, featuring a carefully curated selection of hand-picked links to great content on innovation, crowdsourcing, and more from around the web. Here are our 10 favorite discoveries from this week. 1. 5 Requirements of a Truly Innovative Company. Who it’s from: Harvard Business Review. The skinny: Renowned innovation leader, management expert, and founder of Strategos Gary Hamel explains which essential parts of the innovation engine you’re prob
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.
MTD Sales Training
NOVEMBER 11, 2015
A salesperson attended one of our programmes recently and asked ‘how many ways are there to measure whether you are successful, other than meeting your sales quota?’. It’s a good question and many people would say there’s probably only one success factor that matters; hitting your figures each month. But is it possible that you could be successful by other means?
Engage Selling
NOVEMBER 27, 2015
I’ve said it before – sales lessons can come from unlikely sources. This week, I’ll share with you the attitude lessons that we’ve learned from our puppy Russell. Get your copy of Nonstop Sales Boom and accelerate your sales to new levels!
Engage Selling
NOVEMBER 24, 2015
One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline. I know, it’s intuitive as a salesperson to sell as much as possible, but effective salespeople know how to pick and choose which prospects to sell to. They know the good from the bad. The reality […].
Planview
NOVEMBER 26, 2015
It’s the season of turning leaves, warm sweaters, hot drinks, hearty foods, and for many (including the team here at Spigit), giving thanks. And that’s exactly what we want to extend to you — our amazing customers, loyal readers, and passionate advocates and partners. In other words, our crowd. From the very bottom of our innovation-loving, idea-having hearts, thank you.
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
NOVEMBER 26, 2015
“Is it possible that what we’re selling is just priced too high?” Many businesses struggle with their pricing models. Is it too high? Is it too low? Is our product line even worth what we’re asking consumers to pay? Questions like these tend to pop up quite often. There’s a constant back and forth that […].
Engage Selling
NOVEMBER 25, 2015
Stop Stereotyping! And especially about generations. All generations are unique. Today I discuss the importance of finding people that work well with your team and treating them as individuals. This is the key to a successful team. Stop Stereotyping! And especially about generations. All generations are unique. Today I discuss the importance of finding people that work well with your team and treating them as individuals.
MTD Sales Training
NOVEMBER 6, 2015
Last week, one of my trainers and I were on our way to visit a prospect when we stopped off at a Starbucks for a drink. We ordered our favourites and sat down. I was just looking around while we waited for our drinks to be delivered to our table, when I noticed the pricing on the menu on the wall. Frankly, I had never paid much attention to the prices; I just ordered what I wanted in the size I wanted.
MTD Sales Training
NOVEMBER 5, 2015
So, you’ve been in your current role for a few years and achieved a relative degree of success. Now, though, you’ve seen your enthusiasm and drive start to wane. You’re concerned because you don’t want to look back in five or ten years and feel you’ve wasted your career. You seriously are concerned that you’re in the wrong job. There are many more people than you would imagine who share these thoughts.
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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