SBI Growth
JANUARY 13, 2014
'“The only thing that is constant is change.” – Heraclitus. The beginning of the year can be filled with challenges, such as: Getting back to work after the holidays. Preparing for the BIG kickoff meetings. New products or services in your portfolio. Changes in personnel. A higher sales number to hit. As a sales representative these are a few of the hurdles you may face.
MTD Sales Training
JANUARY 29, 2014
'The Sales Manager’s Guidebook contains a wealth of valuable information for sales managers, split up into 3 manageable volumes which cover the main aspects of sales management. From the Guidebook you. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Jeffrey Gitomer
JANUARY 22, 2014
'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.
Engage Selling
JANUARY 23, 2014
'Would you like to speak to more decision makers and close more deals in 2014? You can do so simply by rethinking how you attempt to connect with the decision makers. Most salespeople will generally only reach out via telephone or email, and will give up if they hear nothing back, this is a grave […].
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
JANUARY 29, 2014
'Last week, I wrote a post called “ Uh Oh! One of the Oldest Tenets in Sales is Just Plain Wrong ” debunking the myth (or at least disputing it) that people decide with emotion and justify with logic. The reason it’s wrong is that both are equally involved in making the decision even while they’re often at odds with one another. If we can understand how they are intertwined, we can provide better service to our prospects and customers during the decision process.
Sales Gravy
JANUARY 15, 2014
The challenge is that sellers are still going into situations with pre-molded ideas of value for a generic group of people, and proposing that it will refer to a specific scenario.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
JANUARY 7, 2014
'One of my trainers recently asked a course delegate what his favourite ‘closing’ statement or question was. We often invoke this kind of discussion on our programmes, just to see if. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
JANUARY 16, 2014
'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.
Engage Selling
JANUARY 31, 2014
'Before you do any finalizing of your territory plans, do you have a concrete and thorough understanding of the market you’re looking to enter? By having a proper understanding of the target market, you are able to make your decisions based on solid facts and not just what you believe the facts to be. I […].
SBI
JANUARY 21, 2014
'If we can get our prospects to know the benefits of our products and services and how those benefits can impact their business, then they will buy. Except, of course, we know that isn’t true. Other things matter, like whether they have the authority and the budget. That’s why BANT (Budget, authority, need and timing) was created—to help salespeople remember that it’s not just about whether or not a prospect values your offer.
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
JANUARY 14, 2014
The philosophy behind strategic questioning is to encourage a dialogue which creates or discovers information rather than just communicating information that is already known.
SBI Growth
JANUARY 10, 2014
'You just got your new quota and it’s gone up. Now you need to roll it out to your management team. You know there is going to be pushback from your team. Don’t panic, it’s not the end of the world. Top sales leaders know how to communicate and roll out a sales plan. Here are some ways to make it painless. Start Early. As soon as the new quota is approved- it’s time to get moving.
MTD Sales Training
JANUARY 14, 2014
'Stephen Covey is, and always will be, one of the most influential figures not only in my life, but in many people’s lives I know. His death tragically cut short an input to humanity that will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
JANUARY 30, 2014
'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.
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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
JANUARY 29, 2014
'Classifying accounts for growth is critical. Learn how the Sales Leader Classification model will help you avoid a classic mistake most sellers make when deciding how to classify their clients. Classifying accounts for growth is critical. Learn how the Sales Leader Classification model will help you avoid a classic mistake most sellers make when deciding how to classify their clients.
SBI
JANUARY 14, 2014
'The revenue funnel, as it’s now called, consists of the marketing funnel and the sales funnel. Marketing drives engagement with prospects, nurturing leads until they’re considered to be MQL’s (marketing qualified leads). At that point, they turn them over to sales to develop into opportunities. More and more, Marketing is expected to automate this process delivering leads in bulk, after their online footprint indicates a propensity to buy.
Sales Gravy
JANUARY 30, 2014
When you achieve leverage, your client will transform into an advocate. They will provide testimonials, references and case studies powerful enough to attract other prospects to you without you asking them to do it.
SBI Growth
JANUARY 6, 2014
'You’ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. And what has it gotten you? The same recycled reps that come with Rolodex in hand. They guarantee new business is just a call away. When evaluating potential candidates, you’ve probably asked, “How do I know if they’re legit?” If this sounds familiar, you’re not alone.
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
JANUARY 21, 2014
'How do we sell to people who we would describe as ‘difficult’? Have you had those occasions when you just think, ‘What have I done to deserve this prospect?’ We all have. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
JANUARY 20, 2014
'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.
Engage Selling
JANUARY 27, 2014
'Are you looking to better your chances at receiving internal referrals? Our new Sales Accelerator Program is designed to help you do that as well as accelerate your sales results this year!
SBI Growth
JANUARY 25, 2014
'This post is for CMOs who are newly hired or evolving. Your #1 goal entering a B2B organization is to drive results. How does the modern CMO drive results? First they think like Billy Beane, the GM of the Athletics baseball team. Billy’s team evolved to leverage sophisticated metrics called sabermetrics to attain success. The sabermetrics were better indicators of offensive success & wins than traditional baseball statistics.
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
JANUARY 20, 2014
'B2B CMO’s are focused on driving revenue into the pipeline. Success is largely determined by the quality of campaign offers. Yet there’s little attention within marketing teams on developing quality offers. Every CMO is looking for ways to increase performance. Optimize campaigns at the offer level to increase campaign results. Even a small change in conversion effectiveness can change a failed campaign into a robust ROI.
SBI Growth
JANUARY 5, 2014
'I am big on New Year’s resolutions. It’s a great opportunity to challenge yourself to grow, both personally and professionally. Resolutions are all about setting challenging goals and holding yourself accountable to achieve them. In this post I want to recommend three ideas to raise your game in 2014. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team.
SBI Growth
JANUARY 2, 2014
'This much is clear. Last year you missed the number. What’s not clear is why. At the end of Q2 your pipeline was healthy. You were on pace to hit your goals. Somehow the pipeline collapsed. By the end of the year 40% of your reps hadn’t made quota. So how were your forecasts so far off? As a Sales Operations leader, you use the pipeline to build budget and allocate resources.
SBI Growth
JANUARY 23, 2014
'It’s a topic that won’t go away. Marketing is not driving the quality sales leads the field needs. It is causing your pipeline to clog. Very few leads from marketing convert to accounts. You’re hearing it from your Sales Managers and reps. Your VP of Sales is sick of the excuses. He tells you to produce more consistent forecasts ASAP. You must come up with an effective fix.
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
JANUARY 11, 2014
'Have you ever presented a “ sales golden nugget ” that your audience didn’t understand? It is so compelling, yet your sales training class did not grasp it. Did you look around the room to see if they were still listening? Did anyone wake themselves up with a “snore”? This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery.
SBI Growth
JANUARY 30, 2014
'As sales leader in a small or medium-size company, your resources are limited. Many times there’s not a process to get stuff done. You get one or two chances each year to execute an initiative. Even if you pick the right one, how can you pull it off? How do you ensure it will work? Far too many organizations spend more time on strategy than execution.
SBI Growth
JANUARY 18, 2014
'Sales people quit when they lose confidence. The top 20% of reps are confident because they consistently hit quota. You don’t make the number on the top 20%. You make it on the magic middle. The Magic Middle is the 70% of reps performing somewhere between poor and excellent. This is the group that keeps sales leaders up at night. As the head of sales you need to retain them and improve their performance.
SBI Growth
JANUARY 14, 2014
'As CMO, you are expected to contribute to the revenue goal. The benchmark for this contribution is 30%. How are you going to get there? More email campaigns? Those don’t work anymore. Email open rates have declined to 4.4%, according to Google. The chances of getting an email through to the decision maker is very low. And the chances of them taking the call to action are even worse.
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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