Jeffrey Gitomer
JULY 30, 2014
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SBI Growth
JULY 1, 2014
'Herman Miller coined the term “Engine of Prosperity” when referring to their workplace concept of the Living Office. It presents a fundamental shift in the way that individuals work and collaborate. Can you say the same for your sales culture?
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MTD Sales Training
JULY 1, 2014
'We see many salespeople through our sales workshops, our consultancies and coaching programmes and through our one-to-one sessions by phone or email. The variety of viewpoints and ideas are. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JULY 31, 2014
'Is your market slowing down? Be sure not to get caught up in a “slow down” mindset! While most salespeople will complain about the market, the successful salespeople will be looking for ways to turn a negative situation into a positive one. The majority of salespeople fail to realize that a market slowing down is […].
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
JULY 16, 2014
'This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. Full disclosure, Nancy Nardin, CEO of Smart Selling Tools is also a Co-Founder of Hushly. This week I interview Geoff Rego, CEO and Co-Founder of Hushly.
Sales Gravy
JULY 30, 2014
I am going to speak in broad generalizations regarding five things most salespeople dont want to do and how you can motivate them to do the tasks that need to be accomplished.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
JULY 30, 2014
'Great sellers repeatedly grill themselves with two questions: How much more time does this opportunity merit? How can I be more certain of my judgment? Use the Buyer Alignment Guide to create razor-sharp execution. Protect yourself from hope, the great thief of your valuable time.
MTD Sales Training
JULY 22, 2014
'It’s fascinating to see the changes that are going on in the world of selling. If you Google books on the subject, the plethora of ideas and techniques could leave you reeling in its complexity. If. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JULY 29, 2014
'If you’re a professional salesperson, there’s a good chance that you’re also a professional traveler or will become one in the near future. Let’s face it, traveling can be an extremely stressful and energy draining experience. Missed flights, lost itineraries, lack of sleep, lost passports, bad weather, long lines at the border, car searches, obnoxious […].
SBI
JULY 29, 2014
'This post is part of a series of Executive Interviews of top sales and marketing solutions company. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Darren Chamberlin, CEO and President of Perenso. Nancy: What does Perenso do? What problem/s are you solving for sales and/or marketing organizations?
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
JULY 30, 2014
There is no such thing as a born salesperson. Successful salespeople are men and women who have prepared themselves with the knowledge and professional skills needed to succeed and who have the inner drive to be the best they can be.
Jeffrey Gitomer
JULY 25, 2014
'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.
SBI Growth
JULY 23, 2014
'One of the biggest challenges facing CEOs is the oversight of the sales force and sales leaders. It can be challenging to maximize sales productivity. Like anything else, it’s a balancing act – finding that point where productivity peaks. Considering that fewer than 7% of CEOs have sales experience, this balancing act becomes even more tenuous.
MTD Sales Training
JULY 10, 2014
'In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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
JULY 24, 2014
'Just like many other things in life, keep the word variety in mind when it comes to your sales if you want see greater results. If you’re only using one or two pipeline streams to create more success with your prospecting, you are likely either currently experiencing or will experience less than impressive sales results. […].
SBI
JULY 9, 2014
'Let’s be real. No one likes to be sold. Today’s buyers are no different in that regard but there is one difference; they’re more rebellious than ever before. That’s because the Internet has sped the dissemination of information at an unimaginable rate and the information has emboldened buyers with a new level of purchasing control. The availability of paper and the invention of movable type spread the dissemination of ideas from the 15th century and on helping to spawn the European Renaissanc
Sales Gravy
JULY 30, 2014
Every business owner/sales manager has the ability to provide at least one of the four things every salesperson need, right now. And every one can learn to provide all of them by using the tools and assistance available.
Jeffrey Gitomer
JULY 7, 2014
'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.
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
JULY 19, 2014
'Your call plan (you do have one, right?) is playing out just like you designed it. Prospect is eating out of your hand. Pretty soon you can close this deal. Then…Wham! An objection surfaces that you didn’t see coming. You lose traction, struggle for a response. You might lose credibility…and the deal.
MTD Sales Training
JULY 8, 2014
'Many of our clients have products and services they are proud of, and we are proud to work with them as clients. Many of their salespeople have been on our programmes and have proved themselves to be. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JULY 17, 2014
'Have you ever just wanted to fire a client? Perhaps they demanded too many things, were consistently rude, or did not fit well with you, your team or your services. While you are sometimes able to tweak your own services or set out guidelines that are mutually acceptable to all parties, there are times where […].
SBI
JULY 22, 2014
'If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. Scott Brinker of Chiefmartec has created a marketing solution map for each of the past few years. In 2011, the map contained approximately 100 companies. In 2012 it grew to around 350. He skipped 2013, perhaps because the market was moving too fast because, as of the 2014 version, the map has grown to a staggering 950 companies.
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 28, 2014
Ken Thoreson, Acumen Management Group, Ltd. president, is a sales leadership professional who operationalizes sales management systems and processes to pull sales results out of the doldrums into the fresh zone of predictable revenue.
Jeffrey Gitomer
JULY 21, 2014
'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.
SBI Growth
JULY 7, 2014
'In all professions, talent is a key element to success. This is most obvious in sports but can be said for all professions. Put the most talented team on the field and you’ll often win. Notice I didn’t say always. The majority of your “A” sales players are talented. They have the needed competencies to succeed. But, even the most talented won''t exceed if the right performance conditions are not in place.
MTD Sales Training
JULY 17, 2014
'When an asset such as stock, property or personal property increases in value without any improvements or modification being made to it, it’s called appreciation. Certain things have the potential to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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?
Engage Selling
JULY 8, 2014
'As a salesperson, you are undoubtedly aware of the massive power that testimonials can provide you. However, many salespeople struggle with receiving testimonials because they simply do not do enough to make it a priority. Consider an individual who is trying to get into shape. They may buy all of the right food and even […].
SBI
JULY 2, 2014
' The article that follows is a reprint from my column in the July Top Sales World magazine, the one online magazine I never miss. The July issue includes a number of articles I found to be quite interesting including but not limited to: Why Being a B2B Buyer Is Different – Consumerization is a Poor Comparison By Tamara Schenk, The #1 Roadblock to your Prospecting Success by Bernadette McClelland, and 5 Questions to Assess Your Impact As a Leader by Keith Rosen.
Sales Gravy
JULY 28, 2014
Julie Hansen, the CEO of Performance Sales and Training, has helped salespeople all over the world gain a critical edge by applying the power of acting and the performing arts to sales presentations and other key customer interactions.
Jeffrey Gitomer
JULY 28, 2014
'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.
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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