SBI Growth
MAY 27, 2017
I’m excited to introduce a Chief Executive Officer who knows how to direct his sales force to the highest opportunity revenue sources. Executive leaders of every function should prepare to take notes from today’s guest who will share how to.
Engage Selling
MAY 29, 2017
After a week in Mykonos, Greece, I’ve determined that Myconians are the most hospitable people in the world. And, I believe that the best investment any hospitality business can make is to send their people to Mykonos for observational training.
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Planview
MAY 11, 2017
Last week was Spigit’s 2017 Ignite conference. To say that it was inspirational is an understatement. From a scientist who led the innovation team that developed the Ebola vaccine, to a world renown innovation author, to the VP of Watson Strategic Partnerships at IBM Watson, Ignite 2017 was one for the record books. Throughout the conference, which included exclusive innovation strategy workshops for Spigit customers, there was no shortage of useful insights attendees walked away with.
Pinnacle View
MAY 11, 2017
2017 is a big year for Digital NewFronts. NewFronts, run by the IAB, are an annual series of events and presentations from digital media companies featuring pitches aimed at both video content creators and advertisers. During this year’s May event series, 32 separate digital media companies will host their own NewFronts. The companies presenting include big names like Twitter, DigitasLBi, Turner, and Google.
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.
MTD Sales Training
MAY 3, 2017
Harvard Business Review (HBR) discussed an interesting concept recently (Sept 2016) where they were comparing what customers actually buy and what sellers offer to sell. Of course, people don’t buy the product for what it is (hence features and advantages are becoming less salient to consumers) but they do buy what it will help the customer to accomplish.
Sales Gravy
MAY 24, 2017
You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you. Walt Disney When I read this quote, I immediately resonated with it.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
MAY 5, 2017
In a previous video, we talked about the concept of learning by doing instead of learning through a training workshop or a facilitated training event.
Planview
MAY 25, 2017
A common misconception about. ideation software. is that it’s exclusively for innovation departments to use to generate breakthrough products and services. It is called “innovation” software after all, right? While that is one of its use cases, the reality is it can be used for so much more. Software solutions that power ideation programs around the world are continuing to evolve and expand in capabilities opening the door for other business units beyond the innovation department – from HR to p
Pinnacle View
MAY 5, 2017
. The latest decree by the “Coalition for Better Advertising, a group including Facebook, Google, and the Washington Post, states that the worst digital ad formats may be completely blocked by online platforms. Annoying pop-ups, invisible exit buttons, full-screen takeovers, you get the gist. This is great news not just for internet users, but for digital media publishers as well, including big businesses like Google, to digital strategy consulting firms like Pinnacle View.
MTD Sales Training
MAY 30, 2017
So, you’ve got the appointment… I recommend that you send some further information to the client BEFORE you meet with them. I’m not talking about an information pack here or a brochure. Instead, I am talking about sending them something that will position yourself as an expert. Something that will get them to know you better. I usually send our clients a physical sales tips newsletter full of ideas and strategies to improve their sales.
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
MAY 16, 2017
Sales Gravy recently had the opportunity to speak with Kevin Davis, author of the brand new book and online sales training program, The Sales Manager's Guide to Greatness.
SBI Growth
MAY 28, 2017
Recruiting sales personnel is a never-ending HR and Sales task. SHRM.org studies show a shortage of skilled workers to be a continual hot trend. This is compounded with a retiring Baby Boomer generation and global talent competition. You can’t afford.
Engage Selling
MAY 4, 2017
A key distinction between top sellers and top sales leaders is that top sales leaders must be excellent team players, whereas top sellers do not.
Planview
MAY 11, 2017
Last week was. Spigit’s 2017 Ignite conference. To say that it was inspirational is an understatement. From a scientist who led the innovation team that developed the Ebola vaccine, to a world renown innovation author, to the VP of Watson Strategic Partnerships at IBM Watson, Ignite 2017 was one for the record books. Throughout the conference, which included exclusive innovation strategy workshops for Spigit customers, there was no shortage of useful insights attendees walked away with.
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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.
ReviewTrackers
MAY 22, 2017
“We care deeply about our customers.” Or: “We ❤️️ our customers.”. We’ve seen a number of companies use either of these taglines or some other similarly customer-focused phrase in order to profess their undying, indissoluble love for their customers. They pop it into their marketing materials, business cards, staff lapel pins, About Us pages, social media bios, e-mail signatures, what-have-you.
MTD Sales Training
MAY 26, 2017
I often meet salespeople in my visits to clients and ask them for their favourite strategies when it comes to sales. Sometimes they tell me a couple of ideas, but mainly I’m met with a blank stare or a mumbling of some quote or other they’ve heard over the years. Why is it so important to have a strategy when you are selling? Because it helps you build confidence when you are working with prospects and clients, and enables you to change direction when buyers put up obstacles or objections.
Sales Gravy
MAY 31, 2017
By and large, bigger accounts spending bigger money have a bigger decision to make. Their risks are greater. So its less likely you can win a large client by meeting with only one decision-maker.
SBI Growth
MAY 11, 2017
Joining us for today’s show is Steve Blum, an executive sales leader who knows how to Make the Number with channel partners. I’ve known Steve for a long time and he’s always been on the leading edge of channel management.
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
MAY 19, 2017
Last week, we talked about proposal formats. Therefore, it makes sense that we talk about presentation formats this week. I believe that you should always present in person when possible.
Planview
MAY 25, 2017
A common misconception about innovation software is that it’s exclusively for innovation departments to use to generate breakthrough products and services. It is called “innovation” software after all, right? While that is one of its use cases, the reality is it can be used for so much more. Innovation software solutions that power ideation programs around the world are continuing to evolve and expand in capabilities opening the door for other business units beyond the innovation department – fr
ReviewTrackers
MAY 23, 2017
The customer journey is a series of steps a consumer takes when engaging with your company. This journey consists of, and begins and end with, different interactions and experiences that occur at different touchpoints: a call with a sales rep, an in-store visit, a conversation on social media or online review site, an inbound call, an advertisement, or a website visit.
MTD Sales Training
MAY 25, 2017
Do you want to be mediocre, average, unexceptional or ordinary? Thought not! Those aren’t qualities that usually come to mind when we consider successful salespeople. We like to think of ourselves as successful, positive, popular, prosperous and, yes, outstanding. So, what characteristics would support your quest to be the best? What would we expect of salespeople who make an impact and achieve success?
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.
Sales Gravy
MAY 31, 2017
When I got back to the office that Monday, I found that the top producers were already there and they had even written some deals already. When I was about to go home at 4:30pm, they were still there, in full swing.
SBI Growth
MAY 4, 2017
The million-dollar question is where would you invest an extra million dollars in discretionary budget? In Interview after interview with top B2B Chief Marketing Officers, the universal response has been Content Marketing. Why? Top marketing leaders know that satisfying the.
Engage Selling
MAY 11, 2017
Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend.
Planview
MAY 23, 2017
When establishing an innovation program, business leaders often struggle with forecasting the potential economic impact. To address this, Spigit commissioned Forrester Research to conduct an independent study examining the value customers receive from implementing Spigit’s ideation management software. To quantify the complete value of Spigit’s ideation management, Forrester analysts conducted in-depth interviews with business leaders from five long-time customers in order to measure the total e
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?
ReviewTrackers
MAY 4, 2017
Welcome to This Week In Reviews , a weekly digest of the most important stories about online reviews, customer feedback, and customer experience. This week: A new study finds that reviews are helping independent hotels drive revenue. Subscribe to receive these stories and more every week in your inbox. Email *. Name This field is for validation purposes and should be left unchanged.
MTD Sales Training
MAY 22, 2017
“Hi! Mr. Jones, my name is…” . That’s it! That’s about all you have to say on the telephone today for some prospects to realise five things instantly! . Number one, they know that you are NOT a friend or an acquaintance. . Two, they know that this is NOT a social call. Three, they know that you probably should not be trusted. Four, you are invading their privacy and number five; they know that you eventually want money. .
Sales Gravy
MAY 30, 2017
Far too often companies spend large amounts of money on websites, advertising, branding and marketing campaigns, yet when those campaigns generate an incoming lead, they fail to deal with it properly!
SBI Growth
MAY 23, 2017
Joining us for today’s show is Loren Brockhouse, a Senior Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster. To follow along, download.
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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