SBI Growth
JULY 8, 2017
“Everything should be made as simple as possible, but not simpler.” Albert Einstein’s famous aphorism originally applied to scientific principles but it’s valuable in many walks of life. For example, as a B2B marketer you want to track revenue attribution.
Planview
JULY 28, 2017
Since its founding in 2005, Facebook has become one of the most innovative companies in the world. They’ve used their influence as the number one social network masterfully, evolving into an ecosystem of brands – Instagram, WeChat, Aquila (Facebook’s Internet plane), and others – all aligned to further the company’s mission of giving people the power to build community and bring the world closer together.
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Engage Selling
JULY 11, 2017
Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately. Uncoachable sellers are unable to improve because they are unwilling.
MTD Sales Training
JULY 19, 2017
No matter how long you have been in sales, you will inevitably experience the ups and downs of the business world and create opportunities from them or suffer from the pain of lost sales. It would be wonderful to always maintain a high profile with all your customers, and be on top of your game at all times. But what about the times when things don’t go according to plan?
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.
Tenfold
JULY 18, 2017
To grow a business these days, one needs to understand why traditional sales and marketing strategies are failing and how to develop a sales marketing strategy that works. What is Sales Marketing? A well-crafted combination of sales and marketing is necessary for successful business growth. Sales entail the direct one-on-one interactions, those interpersonal connections that directly add revenue to the bank accounts.
Matthew Barby
JULY 26, 2017
I’d like to take you on a quick journey back to the year 1998. A number of important things happened […]. The post A Look to the Future: Speed, Convenience and the Rise of AI appeared first on Matthew Howells-Barby.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Planview
JULY 27, 2017
The views in this blog post represent the viewpoints of the guest author, and may or may not reflect the viewpoints of Spigit. **. When it comes to providing value, SaaS businesses have it very different. Unlike their e-commerce counterparts (which provide value based on price), SaaS companies provide value with customer service experience. Businesses might measure customer experience on various parameters, but the majority of customers measure it against one metric – time.
Louise Collins Associates
JULY 20, 2017
What makes an account plan great? For me, a great account plan is something that tells the account story. Now, I am not talking about a lengthy novel here! It is much more difficult to write a succinct summary than it is to write a lengthy story. So the first thing to realise, is that writing an account plan takes skill, practice and a reliance on some core guiding principles.
MTD Sales Training
JULY 17, 2017
If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. You need to unearth the pain, the desire and the motivations that will get your prospect to take action. Now in an ideal world your prospect will answer your questions EXACTLY the way that you want them to so that your product/service benefits match them like fitting a hand into a glove!
Tenfold
JULY 21, 2017
Emotional intelligence (EI) refers to a person’s ability to recognize emotions within themselves and others, and understand these emotions. It is the ability to use emotional cues as guide to one’s thoughts, behaviors and actions. An emotionally intelligent person is able to adapt to changing environments, and continue to work towards a goal. If this sounds like the description of a successful salesperson, you’re correct.
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
Credo
JULY 11, 2017
The recent edition of the Chronicle of Higher Educations's “ Presidents Share What Works ” surfaces several themes, which we see daily in our strategic planning work—e.g., faculty involvement, transparency, new ideas—but what caught our eye was one of the subtler themes and its implications: strategic planning as an iterative process.
SBI Growth
JULY 10, 2017
Today’s show is a rare opportunity to hear from an entire B2B marketing leadership team on a key topic that will make or break the year for most companies. We are going to demonstrate how to design marketing campaigns that.
Engage Selling
JULY 7, 2017
Many sales managers are complaining about their top sellers because they’re not team players. It goes without saying that top sellers have to be acting in a legal, moral, and ethical manner at all times.
Planview
JULY 11, 2017
In the wake of new technological advances in pretty much every industry, a growing number companies have identified a new way to surface new opportunities for driving both business and societal value. What is it? Crowdsourced innovation, managed by. innovation management software. Crowdsourced innovation is simply the process of gathering and surfacing ideas and solutions at scale from the people that know your business best – your workforce, customers, and partners.
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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.
MTD Sales Training
JULY 13, 2017
Do you sometimes find it strange that a sportsperson or experienced actor would admit to feeling nervous before a big performance or game? Surely their knowledge and familiarity with what they have to do would allay any fears they might have? Well, it shows we are all human. No matter how many times you may have performed, even at the top of your form, fear is one thing that connects us all.
Tenfold
JULY 15, 2017
Business guru and well-known provocateur Tom Peters once addressed a crowd of over 400 sales and marketing executives saying : “I hate sports analogies. They’re just a bunch of male macho…” Yet, in the world of sales and marketing, sports analogies are de rigueur and tossed around like a basketball during March Madness. To properly understand the difference between sales and marketing, however, another analogy seems more suitable: that of musical theater.
Sales Gravy
JULY 24, 2017
Every business and business person has Objectives. If you change your narrative from pain to Objectives, you will be communicating to, and heard by a greater segment of the market.
SBI Growth
JULY 27, 2017
Today we demonstrate how to design marketing campaigns that generate revenue. It is hard to execute a Marketing Strategy to grow revenue faster than your competitors. The Revenue Growth Diagnostic tool will help you assess your marketing strategy to pinpoint keys to.
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
JULY 27, 2017
Far too many companies out there simply aren’t growing. They’re stagnating – once exciting results have been relived quarter and quarter and year after year and they’re itching to see greater revenue. Does this sound like you?
Planview
JULY 6, 2017
Our clients in the construction business tell me that the industry enjoys flush times, once again. The leaders of these firms say that they marked 2016 as the year in which they felt that they could put the dark days of the 2007-08 recession behind them, once and for all. Many construction firms are family led. Employees become extended family. Memories of business lost and layoffs chill them to this day.
MTD Sales Training
JULY 10, 2017
So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! Shame on you! So you might have briefly scanned their website but that’s just about it. Well, here are 5 areas to prepare for the sale now so it will give you more focus: Know Your Objectives.
Tenfold
JULY 18, 2017
Salesforce is arguably the best CRM application you can use to align your sales operations with current sales practices. It helps you manage your leads, opportunities and clients efficiently. You can look forward to continuity in your operations, even when you lose employees or bring new people in. It helps you stay on top of your sales pipeline, observe faults and gaps in your process, and tweak where necessary; you have historical and real-time data to help in decision-making.
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
JULY 26, 2017
Instead of the marketing phrase click here, use read how now or youll want to read this before you send another prospecting email. Doesnt that sound much more intriguing?
SBI Growth
JULY 18, 2017
Today’s guest is rare marketing leader with 20+ years of B2B marketing leadership experience who can demonstrate a masterful blend of strategy and tactics for campaign planning. As marketing shifts from art to science, marketing leaders with an engineering background.
Engage Selling
JULY 15, 2017
In my last article, I talked about the importance of being able to anticipate lost customers as part of having a healthy growth strategy for your business. That included a case study that identified several loss triggers.
Planview
JULY 6, 2017
Our clients in the construction business tell me that the industry enjoys flush times, once again. The leaders of these firms say that they marked 2016 as the year in which they felt that they could put the dark days of the 2007-08 recession behind them, once and for all. Many construction firms are family led. Employees become extended family. Memories of business lost and layoffs chill them to this day.
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
JULY 26, 2017
Even if you’re not aware of your body language, other people you are with are. The signals you give unconsciously may affect the other person unconsciously too, and if they are negative signals, it could affect the process of communications without either of you understanding why. This is why it’s so important to be totally aware of what your body is saying, especially when carrying out a sale.
Tenfold
JULY 23, 2017
In every effective list of metrics contact centers must follow to ensure success, there are three things constant in them: quality scores, service level, and right party connects. You see them almost ubiquitously, but how do you get all three working for your contact center? The answer’s literally in front of you—a phone dialer of course. While quality scores comes as a by-product of an effective phone dialer app, the two others are rather direct results of the tool’s reliability.
Sales Gravy
JULY 25, 2017
Turns out three years prior, I had interviewed him for a sales job but decided not to hire him. Shortly thereafter, hed landed a sales job with another division of our company.
SBI Growth
JULY 6, 2017
You’ve heard it before. “Marketing doesn’t get it. I need leads, not messaging.” Or, “The marketing guys don’t do anything for me. If they would just give me their budget, I could hire 15 more salespeople and make the number.” Revenue.
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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