SBI Growth
DECEMBER 25, 2013
'A top trend in B2B marketing is the adoption of the Marketing Operations role. Not surprising, International Data Corporate (IDC) weighs in this month. On Dec 17 th , IDC released its top 10 predictions for CMOs. Below is the excerpt from their press release. The Top 10 Predictions are: The CMO role becomes "open for definition" as today''s CMO job description becomes considerably more complex and critical.
MTD Sales Training
DECEMBER 9, 2013
'Technology has been a game-changer in every respect in our world. It’s driven everything from improvements in science to advancements in medicine. The world is an unrecognisable place from when. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Jeffrey Gitomer
DECEMBER 5, 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.
Engage Selling
DECEMBER 26, 2013
'Have you been working tirelessly on a deal with an influencer that you feel is going nowhere? It’s true, influencers cannot buy. They can only recommend to the people who can buy. But don’t underestimate them just because they aren’t the decision maker that you’re seeking. If the deal is feeling stuck, you have three […].
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
DECEMBER 11, 2013
'My dog Rocky gets her dinner every night at 4:00. At 3:55 on the nose, she starts her cajoling to get us up off our home-office chairs and onto the important business of providing chow. How she knows that it’s time, I don’t understand. But everyone with a dog will be shaking their heads right now in recognition of the phenomenon. As soon as she’s done eating her own dog food, she’ll look to see whether the cat has left any tasty morsels behind that she can sink her teeth into.
Sales Gravy
DECEMBER 13, 2013
Pitch-slapping someone will never earn trust and motivate people to buy from you. Unfortunately, many companies are still using outdated sales pitches as their selling strategy.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
DECEMBER 11, 2013
'We recently asked a company who have been using our services for the past five years why they actually stuck with us. You know the kind of thing…what have we done right, is there anything more. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
DECEMBER 7, 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.
Engage Selling
DECEMBER 24, 2013
'As we move closer to 2014, and sales kick off season in January, I’m going to be spending much more time in hotel rooms than at home (and more time in the air than on the ground!). I want to share a great customer service story I experienced last year at the Ritz Carleton Half […].
SBI
DECEMBER 18, 2013
'Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. Jonathan Farrington and Gerhard Gschwandtner gave their usual entertaining yet heartfelt commentary. You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources.
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
DECEMBER 11, 2013
Sadly, many sellers dont prioritize their clients correctly and end up wasting time that should be spent with those who have the largest ISO potential. So, how do we fix this?
SBI Growth
DECEMBER 20, 2013
'Sales Leaders have experienced a lot change in the past 10 years. Some have embraced it and some are still in denial. This blog represents a test. Look at the top 10 innovations and ask yourself each question below. Is your team embracing each trend or fighting them? As you go through the ten, grade yourself as a leader. Have you embraced, or been skeptical about each of them?
MTD Sales Training
DECEMBER 10, 2013
'I remember being on the road with a salesperson whom I was coaching to take up a senior sales position within the company he was working for. His business had called me in to help him improve, as it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
DECEMBER 17, 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.
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Engage Selling
DECEMBER 19, 2013
'You may find it interesting that our top sales performers we work with here at Engage Selling Solutions all look at closing a deal in an unconventional way. Where many people tend to consider a deal closed when a signature is quickly jotted at the end of a contract, top performers only consider a deal […].
SBI
DECEMBER 4, 2013
'Type “definition of sales enablement” into the Google Search bar and you’ll get 63,900 results. That’s rather astonishing. Clearly, it’s a popular topic. But equally obvious, is that people want to understand what the heck it means. The short answer as to why the definition is so cloudy is that it means different things to different people (so they can sell more).
Sales Gravy
DECEMBER 26, 2013
A truly successful CRM extends beyond sales to all groups within a corporation. The key success factor is the alignment of the sales process with other processes impacting the client relationship.
SBI Growth
DECEMBER 21, 2013
'You’re asking yourself “Why aren’t my prospects responding to my campaigns?” or “Why isn’t my customer count growing?” The warnings are clear; lack of new logo acquisition and increased churn. Minimal change in cross-sell / upsell as a percentage of total revenue is another. Here’s the bad news: your target audience just isn’t listening. The fact is customers and prospects aren’t responding to your campaigns.
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
DECEMBER 4, 2013
'It happens every day in most sales interactions. You’re having a great conversation with the prospect, building up value and creating real desire in their minds for your solution. They seem to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
DECEMBER 10, 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.
Engage Selling
DECEMBER 18, 2013
'To maintain and grow your customers, you must learn to provide both tangible and intangible value. These tips will help you showcase your full value leading to client loyalty and growth. To maintain and grow your customers, you must learn to provide both tangible and intangible value. These tips will help you showcase your full value leading to client loyalty and growth.
SBI Growth
DECEMBER 29, 2013
'Interviewing for the VP of Sales requires a lot of preparation. Many candidates spend hours honing interview responses. However, surprisingly few candidates spend enough time developing questions they should ask. This a big mistake. Sometimes the VP of Sales position is a great new opportunity. Other times, it is a role destined for failure. To understand whether the job is suitable, candidates must ask the right questions.
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
DECEMBER 2, 2013
'As CMO, you’re constantly trying to answer these 2 burning questions: Are customers responding to our marketing campaigns? What are we doing to adjust to the market demands? Perhaps in the past you laid out a multi-year marketing plan, or simply went year-to-year. World class CMO’s are perfecting the agile approach to marketing campaigns. The agile approach is paying off.
SBI Growth
DECEMBER 8, 2013
'“How can we effectively improve the performance of our sales team?” In this post, you’ll hear about Jeanne, the HR business partner to sales at a software company. You may recognize your situation in her story. Today''s post includes insight on what can go wrong with sales performance. It also includes the free downloadable SBI guide: 8 Steps to Sales Process Improvement.
SBI Growth
DECEMBER 18, 2013
'50% of solving a problem is defining it correctly. If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. A few recent examples: Selling to the C Suite. The Death of Event-Based Training. Increasing New Hire Productivity. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number.
SBI Growth
DECEMBER 5, 2013
'We’ve all had Bad Customers. The ones that buy a little yet complain a lot. The ones that distract you from making your number. Sound familiar? Then it’s time to identify them, fire them, and look to greener pastures. Yet even the obvious escapes us. Sometimes we tolerate a lower standard because “that’s just the way it is.” This article and download will provoke you to make change.
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
DECEMBER 19, 2013
'A few weeks ago, I was talking to an SVP of sales. The topic was his number. The company’s revenue is in the $700M range. He had been given an aggressive goal for 2014. To say he was concerned about hitting the number would be a huge understatement. He was practically in a panic. "I completely lost the battle on the 2014 revenue number” he said. “My boss gave in to the CFO.
SBI Growth
DECEMBER 9, 2013
'A critical issue you face as CEO is how to increase sales productivity. As you head into 2014, you have identified or hired your key sales players. This team is going to help you make the number. You know your tenured reps can get the job done. The unknown factor is the crop of new sales reps. Two-thirds of organizations say ramp takes 15 to 18 months at the very least.
SBI Growth
DECEMBER 30, 2013
'Marketing leaders should feel great about having a solid marketing plan locked in. Deep down CMO''s know they won’t get past January without changing the plan. Requests from sales leadership will alter the plan. Proactively embrace sales kick-off to validate and generate momentum for the plan. For most B2B companies the annual sales kick-off occurs in January.
SBI Growth
DECEMBER 10, 2013
'At this point, your 2013 sales number is essentially decided. Your thoughts should now turn to 2014. How will you attack the New Year with confidence? Do you have the team you need to have a successful Q1? If you fell short of your number this year, there are reasons. It is very possible that those reasons lie within the team you have assembled. Chances are, there are unfortunately some weak links in your team.
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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