Sales Gravy
JANUARY 31, 2011
Sales, like dating, takes insight, skill and discretion to know when your customer is truly interested. Your potential customers may play some of the same games that are present in the dating world. Will they agree to a second meeting?
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SBI
JANUARY 9, 2011
One of the most valuable assets a company has is their contact database. In fact, an inventory of prospect and customer names is just as important as product inventory. People would lose their jobs if they let 40% of the company’s product inventory spoil every year. Yet, according to the U.S. Bureau of Labor Statistics , 37.2 percent of the total workforce was hired into new jobs in 2009 (not including people who got new jobs with the same employer).
Sales Gravy
JANUARY 31, 2011
If you cannot reasonably expect to accomplish your “needs goal” at your next event, there is a problem with the fit of the event itself or the approaches you have selected for that event.
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.
Sales Gravy
JANUARY 28, 2011
Years ago, I was taught that “the close” is an affirmation of the conversations a salesperson has had with the prospect. The problems arise if the qualifying steps were not as strong as they needed to be to set up the closing in an effective way.
Sales Gravy
JANUARY 27, 2011
Because of the personnel cuts over the last 24 months, youÂ’ve probably noticed (even at your own company!), that many companies have laid people off and more work is required of those who are still employed.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Sales Gravy
JANUARY 12, 2011
When I ask salespeople what value they bring to their buyers, I usually get a typical answer that is full of a lot of smoke puffery. When I ask this question of buyers, and in particular professional buyers, I get an entirely different answer.
Sales Gravy
JANUARY 11, 2011
People don't always buy based on the lowest price, and no one believes that the lowest price ever equals the best offer. Customers who buy a product or service because it's the cheapest are not loyal.
Sales Gravy
JANUARY 6, 2011
Work on getting everyone you can influence to be proactive about being positive. Get your family or roommates started on seeking out good news to share. Post positive quotes or sayings around the house.
Sales Gravy
JANUARY 21, 2011
People refer business to you not for business reasons, but for personal reasons. That is why a request for a referral from one of your clients can only come from you.
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 31, 2011
“If you can find good people, they can always change the product/service. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea.
Sales Gravy
JANUARY 31, 2011
Why should anyone make a decision quickly if they don't have to? More often than not, the buyers believe that by waiting, they will get a better deal.
Sales Gravy
JANUARY 10, 2011
It’s often said that knowledge is power – what should you know about your prospects that would have better prepared you for the outcome just described.
Sales Gravy
JANUARY 12, 2011
So let's discuss how to go about establishing an environment where excellence is expected. There are two components to this equation.
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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 25, 2011
Engage Selling
JANUARY 27, 2011
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.
Sales Gravy
JANUARY 12, 2011
I once heard that someone who doesn't read is no better off than someone who can't read.
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
JANUARY 23, 2011
Even for the smallest of companies, this year will bring a renewed enthusiasm for tightening up the sales and marketing process. There are just too many reasons not too. And there are plenty of software tools to make the job easier. If you’re one who has vowed to take charge in 2011 and deploy the right tools to get the job done, we want to help. We are publishing a long list of sales and marketing software buyer’s guides throughout 2011.
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?
Sales Gravy
JANUARY 31, 2011
"A goal is nothing more than a dream written down with a deadline."I am frequently asked what I think the single most important factor is in determining the success or failure of a salesperson.
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