MTD Sales Training
FEBRUARY 17, 2016
When working with clients’ demands, it is often seen that we react to their wishes quickly and efficiently. Or do we respond quickly and efficiently? Aren’t they the same thing? Don’t they mean. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Planview
FEBRUARY 2, 2016
Welcome to Spigit’s weekly roundup of innovation links, where we feature a carefully curated selection of our favorite content on innovation, crowdsourcing, and more from around the web. Here are 10 new discoveries from this past week. 1.Why Black Cabs Need to Innovate, Not Fight. Who it’s from: George Hill. The skinny: Uber launched in London in mid-2012.
Engage Selling
FEBRUARY 23, 2016
Sales is an interesting game. You never know when the most (seemingly) minor slip up can cost you. <– Click To Tweet Because of this, I want to highlight a few common, and not-so-common mistakes so that you can build awareness around them. Take time to read though each item on the list and consider […].
Gary Smith Partners
FEBRUARY 18, 2016
The post Stop Guessing! How to Measure Your Top Accounts on Salesforce Dashboards appeared first on The Gary Smith Partnership.
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.
Sales Gravy
FEBRUARY 15, 2016
The connection to sales is that we have a much greater chance of getting someone to take action when they place themselves in a situation where they see and feel a problem or pain.
MTD Sales Training
FEBRUARY 24, 2016
I went to lunch with a client a week ago and they insisted we go to a very specific restaurant not far from his office, but still a brisk ten-minute walk. We passed several buzzing and vibrant. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
FEBRUARY 25, 2016
I’m sure we’ve all been told how important it is to follow up on leads and get back to enquirers as soon as possible. It still baffles me why some people take days to get back to prospects that have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
MTD Sales Training
FEBRUARY 11, 2016
Very often, we ask companies to give us their marketing stance on their products and services and wait to see if they are appealing to us on a rational or emotional basis. By that, I mean do they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
FEBRUARY 4, 2016
Let’s face it, sales as we know it has changed, from how to attract distracted buyers to how to nurture a long-term relationship when loyalty is diminishing almost as quickly as our attention span. Fortunately there is new information that can help us make sense of this evolution, which in turn can help educate our […].
Engage Selling
FEBRUARY 2, 2016
This year, we’ve been blessed with an extra day! That’s right, because “February 29” shows up on this year’s calendar, we have an extra 24 hours to speed up, catch up or to simply use as a way to rest and recharge. Chances are, most sales leaders won’t look at their time this way. They […].
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
Planview
FEBRUARY 3, 2016
The team at Spigit is excited to share that Larry Freed, CEO and Managing Partner at 2nd Stage Partners, has joined our Board of Directors! A Legacy of Success. Before joining 2nd Stage, Larry was CEO and Founder of Foresee, a SaaS customer experience analytics company. Mr. Freed grew Foresee from founding to over 600 customers, bringing the organization to a successful exit.
Engage Selling
FEBRUARY 18, 2016
Mind reading probably isn’t going to work. Don’t you wish you could get inside the mind of your clients and find out what they, and other potential clients in their industry, really need? Let’s face it, if you had “inside information” about what your clients were truly seeking, and of course meet those needs, you could send your […].
Engage Selling
FEBRUARY 26, 2016
Nervous about social media? It’s a proven tool to drive more sales to your business, follow the simple strategies to successfully implement it – while avoiding the errors and hiccups!
Engage Selling
FEBRUARY 25, 2016
We’ve spoken before about client types that you should fire for the sake of your business’ profits and your team’s sanity. The truth is, a lot of damage can be done between the time that you take on a problem client and the eventual point where you let them know you’re not a good fit […].
Advertisement
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
FEBRUARY 10, 2016
I was lucky enough to watch a pod of humpback whales pass by our beach yesterday. I was on the shore and you could easily see them off in the distance breaching continuously for 15 minutes or more. Why do whales breach? Some say communication, to signal danger, a change in direction, or to woo a […].
Engage Selling
FEBRUARY 7, 2016
After a much needed, quiet three weeks at home, I started to travel for myself and clients in late January. Here is the round-up of the good, the bad, and the unexplainable. The Rio Mar Wyndham in Puerto Rico is a massive resort on a gorgeous stretch of beach. Family friendly but also with a […].
Engage Selling
FEBRUARY 16, 2016
Following last month’s post of what to stop doing in 2016 today, we will focus on what you can do to accelerate sales in 2016: 1. Create an Account Management plan that includes a monthly touch point with all of your current customers. This could be a phone call, business review, courtesy call, email, call […].
Engage Selling
FEBRUARY 15, 2016
In honour of Valentines day. They key to lasting sales success is: Love what you sell Love who you sell it to Love who you sell it with Love who you sell it for Love the markets and territory you serve Love the results your client’s receive from what you sell Love sharing the love testimonials […].
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
FEBRUARY 12, 2016
Setting goals is supposed to move your business forward. Making this mistake, however, will more than likely lead to your sales members leaving your company! Have you picked up your copy Nonstop Sales Boom yet? Gain valuable sales leadership insights to move your business forward.
MTD Sales Training
FEBRUARY 9, 2016
No matter how good you are at your sales job, there are situations that we have no control over, and that includes the job market. If you’re in the unhappy position of looking for work, here are some ways that we recommend in order to keep yourself motivated : . Make sure you start every day effectively . Think about the actions you can take in the first minutes of the day, as this time can have a big effect on the rest of the day.
MTD Sales Training
FEBRUARY 5, 2016
I had an interesting meeting a week back with a prospect I had never heard of. Here’s what happened: my team fielded a call from someone who was adamant they needed to speak to me, and me only. He was the Marketing Director of a large company here in the Midlands and he wasn’t going to put the phone down until he spoke to me. He said to me “Sean, I want you to help us with our marketing.
Engage Selling
FEBRUARY 5, 2016
Setting goals for your team is one thing…getting them to buy into it is an entirely different ball game. Get your copy of Nonstop Sales Boom for more insights on how to manage your sales team effectively to produce results.
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
FEBRUARY 1, 2016
So, your company has spend gigillions of pounds or dollars on leads and passed them onto you. Your job is to seek out the decision-maker and make them say ‘yes’ to an appointment and ultimately sign up to buying your products and services. You pick up the phone and, when connected to the decision-maker , start giving them reasons why they should drop everything they were doing and have a good conversation with you instead.
Sales Gravy
FEBRUARY 29, 2016
Do you ask for it in a round-about, soft way and then give up if your prospect says no? Or do you even ask for it at all? How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coca Cola?
Sales Gravy
FEBRUARY 23, 2016
Sales people are made, not born. Its the people who do the work, who learn to market themselves, follow-up, handle rejection, persist and maintain a winning attitude that win in the sales profession. 1.
Sales Gravy
FEBRUARY 24, 2016
For the most part, overcoming the price objection is one of determining what the prospect really needs not necessarily what they want! One of the most common issues that arise in discussions with clients is the subject of price.
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?
Sales Gravy
FEBRUARY 22, 2016
The important part is getting the readers to reply. If you can start a conversation with a prospect, even just over email, your chance to close the deal skyrockets. You and I both know you arent a spammer.
Sales Gravy
FEBRUARY 18, 2016
Isnt that what salespeople do every day? They leave money on the table for the privilege of talking about themselves. The reason we cant stop talking about ourselves is because it feels so good.
Sales Gravy
FEBRUARY 19, 2016
As the salesperson attempts to connect with the buyer through a sequence of voicemails and emails, the salesperson should treat the process like a dialogue. Even though buyers do not always call back, they are usually listening.
Sales Gravy
FEBRUARY 16, 2016
When the customer is talking just put your engine in park, shut it off and just listen. Maybe some of the best advice out there! When I was a rookie sales person many years ago, I made a big mistake. It was one of my first sales calls.
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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