SBI Growth
SEPTEMBER 11, 2013
'Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Hands down. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). Think investing in email blasts is better? Slightly better maybe, but still an unimpressive 4.4% open rate (Google, 2013). Still not convinced? Read the 3 Reasons why you aren’t getting enough quality referrals.
Jeffrey Gitomer
SEPTEMBER 20, 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
SEPTEMBER 26, 2013
'Ever wanted to become the worst sales person of the year? No, we thought not! But you would be surprised how many sales people still have some (or all) of these of these bad sales habits. Take a long. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
SEPTEMBER 3, 2013
'With a new customer, there are many things to be done. What is the most important if you want to create new opportunities? Take the quiz and find out!
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
SEPTEMBER 25, 2013
'$44 Billion. That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. According to recently published research from MarketingSherpa’s 2012 Lead Generation Benchmark Report, “the creation and distribution of unique, engaging content is becoming increasingly critical to the success of any online outreach program.” [2].
Sales Gravy
SEPTEMBER 27, 2013
Planning for the New Year - Are You Set Up? Ken, are you crazy? I have not finished the fourth quarter yet! But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for the new year.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
SEPTEMBER 25, 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
SEPTEMBER 25, 2013
'For Part One, Motivation Directions, Click Here For Part Two, Frames of Reference, Click Here For Part Three, Matching and Mismatching, Click Here For Part Four, Convincer Strategies, Click Here Our. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
SEPTEMBER 9, 2013
'Join us September 11 2014 for a Free webinar: Playing Favorites Focusing on the Right Customers for the Biggest Sales Return from Your Time When time and resources are critical, you have to start by breaking the mindset that all your customers are equally important. In fact, treating them so threatens your ability to meet your sales goals. The […].
SBI
SEPTEMBER 17, 2013
'People don’t buy until a trigger goes off in their brain that causes them to look at their current situation in a different way. I think of these as “Aha Revelations.” No one will ditch the status-qua, leaving the safety and comfort of what’s known, for a new and different path until something spectacular and mind-shifting occurs.
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
SEPTEMBER 27, 2013
There are many opportunities for mistakes to be made in the key account management process. What is the Most Common Mistake Regarding Key Account Management? Key Account Management seems to be the buzz word in sales today.
SBI Growth
SEPTEMBER 26, 2013
'This post is written for Marketing Leaders who describe themselves as students of the craft. You are exposed to hundreds of pieces of content a day. You find yourself having no time to figure out what is relevant vs. noise. You are competitive and want to outmaneuver your competitors. Let me net it out for you. These tips represent best practices from leading Sales & Marketing organizations.
Jeffrey Gitomer
SEPTEMBER 11, 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
SEPTEMBER 23, 2013
'In Part One of this series, we looked at motivational direction. In Part Two, we discussed Frames of Reference and how they are diagnosed. Part Three covered how people match or mismatch in their. [[ 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
SEPTEMBER 1, 2013
'Here is what I am focusing on this month: Observations from the real World'
SBI
SEPTEMBER 10, 2013
'As those of you who read my last blog post know, I was vacationing in breath-taking Estes Park, Colorado last week. There’s nothing more rejuvenating then getting up and going outside. Hearing rocks crunch under my feet on the mountain trails, feeling cool air brushing my cheeks on the aerial tram, and inhaling nature’s perfect blend of pine and rain during the early evening thunder-storms was just what the doctor ordered.
Sales Gravy
SEPTEMBER 25, 2013
Sure-fire Ways to Be Data Savvy In this new four-part series of articles, were going to look at the steps you can take in your own business today to build a sales force that can help you steadily grow your presence in the marketplace in the years a
SBI Growth
SEPTEMBER 23, 2013
'Your Sales Strategy. It is one thing to have a sales strategy. It is entirely different to have one you and your team can execute. You know you need to begin planning for 2014 now. VPs of Sales are asking the question “What have I done before?”. You start building from that point. This is flawed. Why? Market conditions 12 months ago were very different.
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
SEPTEMBER 6, 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
SEPTEMBER 19, 2013
'In Part One and Part Two of this series, we identified two criteria buyers use to make decisions. Here, we discuss a third. First, a recap: People’s decision-making criteria will always give. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
SEPTEMBER 30, 2013
'For more on this, read the article: Sure Fire Ways to Build a Successful Sales Force – Part 1: Be Data Savy. Then test your knowledge with this quiz question! If you want to have bigger numbers to track due to increased sales, take a look at our new Sales Accelerator Progam!
SBI Growth
SEPTEMBER 19, 2013
'If you are like most of corporate America, your year is ending soon. You have started planning for next year. Part of that may include reviewing the success of some of your initiatives. Perhaps you: Rolled out a new sales process. Changed your sales compensation plan. Improved your new hire onboarding. Taking stock of this year’s initiatives begs the question: What was the impact?
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.
SBI Growth
SEPTEMBER 17, 2013
'2013 is the year Social Selling became Mission Critical. Companies are trying to grow new business. Yet many reps struggle to get that critical first meeting with a decision maker. Social Selling is a proven method of securing the first appointment with buyers inside of target accounts. There’s a lot written these days on Social Selling. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities.
SBI Growth
SEPTEMBER 22, 2013
'You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Poorly executing one of these major initiatives will cost you your job in 2014.
SBI Growth
SEPTEMBER 1, 2013
'This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive. Deploying those resources incorrectly can be even more expensive. If organized incorrectly, your team will miss the number. A symptom of this is: your revenue trends haven’t increased with your sales expense.
SBI Growth
SEPTEMBER 18, 2013
'Sales Leaders leverage Sales Training as a tool for improvement. HR Leaders in Learning and Development get tasked with making it happen. Both leaders should know what emerging practices are available. This will prevent wasting your sales or HR dollars on low-return methods. This article lists sales training poisons SBI has seen - and their respective antidotes.
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?
SBI Growth
SEPTEMBER 8, 2013
'As a Sales & Marketing Leader, you are responsible for driving lead generation. In 2013, leveraging social selling & prospecting has become mission critical. Your business development teams are using LinkedIn and you’ve equipped them with the best social selling tools. To be effective, carefully consider how you drive social media through the sales field.
SBI Growth
SEPTEMBER 20, 2013
'This article is about how to cut through the noise and evaluate your organization. It focuses on the forms of Discovery you need to get a true picture. The top sales executive in every organization faces the same problem: spin. Everyone in your org chart wants you to interpret the results a certain way. How can you find out what’s really going on? Learning the truth is critical for your sales strategy.
SBI Growth
SEPTEMBER 2, 2013
'Your reps don’t use the process because it was never fully adopted by the field. We write frequently about aligning your sales process to your ideal customer''s buying process. Here is a great recent post from my colleague Matt Sharrers on the topic. If you don’t do this, you’re mis-aligned with your buyers. Frustration results. The reps don’t use it because it doesn’t work.
SBI Growth
SEPTEMBER 16, 2013
'Q4 is quickly approaching, already clearly visible on the horizon. Now is the time to act and seize the day. Truly, the competition will be waking up soon to try and close the year strong. Your efforts this month and next will help to solidify your sales success. Recently we trained a team of 50+ sales reps from a B2B enterprise company. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?
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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