SBI Growth
JANUARY 2, 2017
Today’s show is a demonstration on how a Chief Strategy Officer can help a sales team. A common challenge among sales leaders is taking strategic imperatives the CEO has laid out in the strategy and translating that into an operating.
Engage Selling
JANUARY 12, 2017
Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.
Planview
JANUARY 25, 2017
Spigit is off to a great start in 2017 after a very successful 2016. Last year we announced our strategy to extend our leadership in Innovation Management, and I’m pleased to say that we are firing on all cylinders, as Spigit has become the defacto standard for the enterprise. With the New Year in full swing, I’m excited to share a couple of big announcements with you.
Credo
JANUARY 18, 2017
To compete in student enrollment, many colleges and universities need to evaluate whether their facilities and campus amenities are up to par. When it comes to attracting new students, residence hall amenities play an important role in the decision process. After all, students spend 80% of their college experience outside of the classroom. That's why it is so important for institutions to make the investment in student housing.
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
JANUARY 30, 2017
If you work in the retail industry then this tip is just for you! No doubt, if you have worked on the shop floor, hearing those three dreaded words “I’m Just Looking” have annoyed you, aggravated you and made you quite angry at times. Well, many customers will say this as a stimulus response to get you off their back and to give them a “breather” whether they are actually buying or not.
Gary Smith Partners
JANUARY 4, 2017
The post How To Spot Neglected Accounts You Should Be Focusing On appeared first on The Gary Smith Partnership.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
JANUARY 24, 2017
Response rates are critical in sales. After all, of you can’t get a buyer to respond to a call or an email…you can’t start a relationship let alone close a sale.
Sales Gravy
JANUARY 18, 2017
First, get over the fact about how you dont want to text somebody because it may cost them. If thats your reason for not texting, then you are a member of the flat earth society!
Shapiro Negotiations
JANUARY 13, 2017
1. Mismanagement of expectations. Imagine going to a pizza shop and then being told it only serves sushi; disappointment is likely. The same goes for negotiations. If expectations aren’t managed properly, disappointment or frustration may ensue from a misalignment of expectations and reality, and may result in a less-than-ideal outcome for one or all parties.
MTD Sales Training
JANUARY 20, 2017
This blog post is not going to cover how to handle objections, instead we are going to cover the underlying reasons why prospects don’t buy from you. Objections are, after all, just reasons and points that your salespeople need answer to satisfy the prospect that your product does the job. Let me go through the 4 reasons why your prospects don’t buy 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
Planview
JANUARY 11, 2017
In a recent issue of Healthcare IT News , Adventist Health – whose innovation program is powered by Spigit – was profiled for its ability to unleash their employee’s entrepreneurial spirit to drive innovation. Here’s the big takeaway from the story. Small improvements make a big impact. Innovation isn’t always about the breakthrough ideas that revolutionize industries, or the entire world.
SBI Growth
JANUARY 4, 2017
Today’s article is a demonstration on how to determine which markets to compete in and which markets to avoid. As a guide, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Markets phase on pages.
Engage Selling
JANUARY 27, 2017
Most sales reps are making a fundamental mistake when handling the pricing objection. They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want.
Sales Gravy
JANUARY 5, 2017
If a salesperson gives out three business cards every business day, at the end of a month the individual would have passed out about 78 cards. He or she would have met and talked to 78 new opportunities, referral sources and leads.
Advertisement
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.
SBI Growth
JANUARY 13, 2017
Your sales strategy sets direction with an operational plan to achieve revenue growth objectives. It also determines which sales programs you will invest in to accelerate sales efforts, and which programs you will forgo. Evaluate if your sales strategy is a problem, download.
SBI Growth
JANUARY 5, 2017
There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task.
SBI Growth
JANUARY 8, 2017
Today in this post we will demonstrate securing and retaining the right talent for a transformation. Consistent quarterly performance depends on the right talent. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017.
SBI Growth
JANUARY 28, 2017
Are you building a “me too” brand? Your competitors are making the same claims and promises as you. They are even using the same words. Brands that are built on “who you are” and “what you do” do not result.
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.
SBI Growth
JANUARY 17, 2017
Today in this post we will demonstrate how to inject buyer behavior into product strategy. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the product strategy section and review the.
SBI Growth
JANUARY 4, 2017
Many CEOs and boards will tell you their corporate strategy is already designed to grow revenue. These executives wonder whether they really need a Revenue Growth Methodology to hit their objectives. They do, and here’s why: If you dig into.
SBI Growth
JANUARY 12, 2017
Today in this post we will demonstrate how to evolve your strategy to stay ahead of the market. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the corporate strategy section that.
SBI Growth
JANUARY 24, 2017
Today in this post we will demonstrate how to understand how executives make purchase decisions. Failure to understand exactly how executive decision makers inside your target accounts buy will result in poor win rates, long sales cycles, and you missing.
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.
Engage Selling
JANUARY 26, 2017
Picture this…you call into your bank for support. Upon dialing the number, you’re prompted by a machine to enter in your card number and other details.
SBI Growth
JANUARY 10, 2017
Today in this post we will demonstrate how to build high performance sales cultures where sales talent thrives. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy.
Engage Selling
JANUARY 3, 2017
This is one of the few times in a year where professionals across virtually every industry can look at their goals with hope and excitement.
Engage Selling
JANUARY 10, 2017
Home fitness is all the craze these days. You know, those big, bulky machines that supposedly deliver amazing results or certain 90 day programs that make you fit and healthy?
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 7, 2017
You are an overachiever, running on an expectations treadmill that never stops or slows down. You know you don’t get enough sleep. And you know it matters. After a good night’s rest, you are sharp. You think clearly. You are.
SBI Growth
JANUARY 2, 2017
The goal of today’s article is to make marketing scientific. Proving a marketing budget ROI is a priority as marketing leaders guide your teams to shift from art to science.
Engage Selling
JANUARY 5, 2017
You simply can’t sell to anyone and everyone. There are individuals and businesses who are going to be a right fit for your organization, and there are others that will be the exact opposite.
Engage Selling
JANUARY 6, 2017
My business mentor and good friend, Alan Weiss and I can agree on one thing. It doesn’t matter that you know your good, it matters that you know why you are good in the first place.
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.
Expert insights. Personalized for you.
118 
Let's personalize your content