MTD Sales Training
OCTOBER 7, 2015
When you hold a door open for someone to follow you, what do they naturally say to you? When you offer someone a compliment or admiring comment, what do they normally say back? You’ll probably answer. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
OCTOBER 20, 2015
The best salespeople are constantly looking for ways to improve. They are not staying static for extended periods of time because, let’s face it, if you’re not moving forward – you’re moving backwards! There’s almost nothing better than reaching (or exceeding) all of your sales goals for the year. A certain feeling of accomplishment is […].
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Planview
OCTOBER 15, 2015
What do Bruce Wayne, George Lucas, and the team at Polaris industries have in common? They’ve all conceptualized cutting-edge, one-of-a-kind vehicles built for power and speed, featuring elegant aerodynamic properties and the latest in automobile innovation. But only Spigit customer Polaris has crowdsourcing to thank for the unique design of the Slingshot, their recently-released three-wheel motorcycle that’s been compared to every superhero transport in the books.
Sales Gravy
OCTOBER 26, 2015
So, what to do? Your job, believe it or not, is to get past the gatekeeper with as little interrogation as possible (and with as little pitching as possible), and connect with the decision maker.
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.
Shapiro Negotiations
OCTOBER 23, 2015
Teleworking has become more popular as businesses shift increasingly to online assignments. Teleworkers have several advantages over traditional company employees. Many jobs allow them to set their own schedules. They can spend more time with family and friends, take off when needed, and enjoy built-in relaxation opportunities like reading, watching TV, or playing with pets on break.
Planview
OCTOBER 21, 2015
There are trends, and then there are transformations. In the open innovation space, one regularly leads to the other. Read these three in-depth industry reports to find out the new rules of the collaborative economy, why the United States is leading the way in turning customer feedback into innovative products, and what challenges are soon to crop up in crowdsourcing.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
OCTOBER 16, 2015
“Why” is not going to give you the answer you’re looking for. Instead, focus on the “What” and “How.” Looking for more strategies for creating massive sales success, get your copy of Nonstop Sales Boom?
Planview
OCTOBER 29, 2015
Sometimes bad habits don’t seem all that dangerous — at least in the short-term. After all, it can take years to see the lasting effects of say, eating more than your fair share of sugar, or ignoring that dull ache in your knee. But bad business habits can throw a major wrench in innovation before it even has a chance to get off the ground. Here are 10 things you might be doing without thinking that are killing your innovation efforts right now. 1.
Engage Selling
OCTOBER 1, 2015
It really has been a crazy few months here at Engage Selling. Working with so many different clients in such a short span really opens your eyes to new ideas, strategies and insights. I’m always open to embracing fresh new thinking! With that in mind, I want to share with you an important point which […].
Engage Selling
OCTOBER 2, 2015
What makes your business unique? Don’t let your answer be bland and similar to what your competition would say, you need real facts and data to drive your point home. Get your copy of Nonstop Sales Boom for in-depth strategies for creating sales success.
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
OCTOBER 22, 2015
You have a few top performers on your sales team. That means they don’t need to be coached, right? Wrong. Your top producing salespeople need to be coached just as much as your mid or bottom performing reps. In fact, it may be a wise decision to start coaching them even more! Why? Because by […].
Engage Selling
OCTOBER 15, 2015
Could your testimonials actually be repelling your potential buyers? Let’s face it, demonstrating social proof that your product or service actually creates results is a fantastic way to develop interest in your marketplace. The only problem? If your testimonials don’t contain the proper elements, not only will people not buy from you, but you’ll also […].
Planview
OCTOBER 2, 2015
The world has a lot of problems. But thankfully, the people that live here also have a lot of wonderful, amazing ideas to solve those problems — whether they’re to literally bring light to the developing world with soda bottles , or improve access to information and services for refugees. Crowdsourcing solutions gives us the best chance of driving real, lasting change — in fact, 85% of the 2014 Best Global Brands have used crowdsourcing in the last ten years.
Engage Selling
OCTOBER 25, 2015
Do you have the necessary data to help you be an effective coach to your sales team? Get top strategies for moving your sales results forward, get your copy of Nonstop Sales Boom?
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
OCTOBER 6, 2015
You’ve probably achieved a degree of success by doing the right things from the comfort of your office. If you’re taking the right steps directly from your office, well done! The good news is, if you’re maximizing your efficiency during your work hours in the office, you can expect to achieve great sales results! The […].
Engage Selling
OCTOBER 30, 2015
Would you take a hockey goalie and ask him to be your leading scorer? Would you take a brain surgeon and ask her to work on your heart? Absolutely not! So, why are so many organizations taking high-performing salespeople and turning them into managers without training? Want real strategies to build and develop your team? Get your copy […].
Engage Selling
OCTOBER 9, 2015
Are you treating the development of your resale channels exactly as you would your own sales team? For in-depth strategies for creating sales success, get your copy of Nonstop Sales Boom.
Engage Selling
OCTOBER 27, 2015
After a week of touring ancient cities on the Rhine including visiting a good selection of castles, fortresses and churches, I discovered that I most enjoy them! They offer a complete glimpse into the way entire towns lived, the ways families came together and went about their daily lives, and how they protected their lives. One […].
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
OCTOBER 21, 2015
It’s been a busy summer on the road and I’ve captured some gems from my work with clients that will help you accelerate sales. Join me on this podcast as I share these nine random but powerful sales tips that are sure to help you succeed. It’s been a busy summer on the road and I’ve captured some gems from my work with clients that will help you accelerate sales.
Engage Selling
OCTOBER 8, 2015
Is there a seller or sales leader in your office who just seems to have it all? They speak confidently, not only with their clients but also with their peers and superiors. It doesn’t matter if they’re dealing with a frontline buyer or the executive team of a major account, they’re calm, collected and seem to have […].
Engage Selling
OCTOBER 14, 2015
Don’t hire an external sales trainer! Use the experts inside your own team instead. In this podcast I discuss how to create a special project team of internal trainers that will accelerate your results and improve implementation. Don’t hire an external sales trainer! Use the experts inside your own team instead. In this podcast I discuss how to create a special project team of internal trainers that will accelerate your results and improve implementation.
Engage Selling
OCTOBER 13, 2015
How often do you track your growth accounts? In order to be successful with your growth clients, you should be tracking them on a regular basis. More specifically, you should update yourself on their progress on a monthly basis. This may seem counterintuitive, especially because I recommend tracking key accounts on a quarterly basis. But, […].
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.
Engage Selling
OCTOBER 28, 2015
It’s always best to learn from your peers and avatars. Today I’ll share ideas from real sales teams that will help you develop deeper client relationships and increase your repeat sales. It’s always best to learn from your peers and avatars. Today I’ll share ideas from real sales teams that will help you develop deeper client relationships and increase your repeat sales.
Engage Selling
OCTOBER 29, 2015
Could you be pushing potential buyers away? All of us (alright, most of us) know that sales is all about building relationships with people. Far too many salespeople though, don’t realize that first impressions are made and ruined within seconds upon meeting or speaking to someone. And, during these crucial opening seconds, the majority of […].
Engage Selling
OCTOBER 7, 2015
In today’s podcast I’ll share 10 tips to help you recognize the right sales leadership candidate for your sales team. If you are looking for a new sales leadership job (or your first ne) you can use these tips to ensure you impress your interviewer and land the job! In today’s podcast I’ll share 10 tips to help you recognize the right sales leadership candidate for your sales team.
Planview
OCTOBER 27, 2015
Over the weekend, we watched an awesome Q&A between Innovation Enterprise and Spigit customer Metlife ’s John Geyer. As Metlife’s Senior VP of Innovation, Geyer spends quite a lot of his time thinking about intelligent design and collaboration, and just about everything he does is in an effort to drive innovation deeper into the DNA of one of the world’s leading life insurance companies.
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?
MTD Sales Training
OCTOBER 28, 2015
Your sales manager will tell you many times that you need to make all your calls and get as many appointments as possible. You need to build your numbers and create more opportunities; talk to more people and follow-up your calls. You don’t really need to be told all this. You’re professional enough to know your routine; you just need to set yourself up for the day, and that starts before you make your first call of the day.
MTD Sales Training
OCTOBER 14, 2015
Years ago, I was working with a salesman who considered himself to be one of the best in his business. If he ever failed, he said that it was the prospects that the company gave him that caused the problem, not him. If profits from his accounts were down, it was the customer’s fault for wanting something for nothing. It was never his problem. I had the ‘privilege’ of going on two calls with him while I was consulting with his company.
MTD Sales Training
OCTOBER 29, 2015
There is a saying that goes: “Many people want to have before they be and do. The truth is that you need to be and do before you have.”. I’m sure you’ve heard people say that they will do things they want to do and be the kind of person they want to be when they have the things that will enable them to do so. Instead, we need to be the kind of person and do the kind of things that encourage us to have the things we want.
MTD Sales Training
OCTOBER 19, 2015
We’ve all been there before – those deals that have gone all stale and quiet. It can’t be a coincidence that every time you call the once keen prospect – they’re away from their desk, on another line or in meetings! You’ve called and emailed to the point where any more would deem you a pest! So, how do you re-engage with these prospects?
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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