SBI Growth
AUGUST 7, 2014
'The wrong marketing strategy is the biggest threat to a Chief Marketing Officer''s success. A massive gap in market strategy for most companies is quality content. This is particularly true for social media content in a B2B marketing team.
Jeffrey Gitomer
AUGUST 1, 2014
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MTD Sales Training
AUGUST 21, 2014
'I remember years ago being on a training course where we were learning coaching skills. The facilitator was coaching someone to use a golf putter when they had never played golf in their life. It was. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
AUGUST 21, 2014
'If you’re like most salespeople, you probably dread at least one essential sales process such as prospecting. You’re not alone, no matter how much you love your job or your position, there is almost always that one task or process that you avoid as much as possible. If you continuously push back important tasks, your results […].
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.
Credo
AUGUST 13, 2014
Strategic thinking is at the heart of the “Surviving to Thriving” (Soliday & Mann, 2014) chapter on Planning and Innovation. John Bryson (2011), foremost expert on strategic planning for nonprofits, writes, “What matters most is strategic thinking, acting, and learning in a deliberative context. Strategic planning is useful only if it improves strategic thought, action, and learning; it is not a substitute for them” (p. xiv).
SBI
AUGUST 6, 2014
'The tango is a dance form that originated on the border between Uruguay and Argentina. Although it exists today in a variety of forms, one aspect is indisputably universal. Tango is a partner dance which means it involves a leader and a follower. One isn’t viewed to be superior to the other. Rather they are equal partners each needing a unique set of skills to perform their part of the dance.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
AUGUST 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.
MTD Sales Training
AUGUST 26, 2014
'It’s really quite simple when you consider it: customers become customers if you solve a business problem or create an opportunity for them. That’s basically it, really. But so many salespeople think. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
AUGUST 5, 2014
'My new book Nonstop Sales Boom is now available! Go now and put the strategies I reveal to work so you can create your very own sales boom! www.SalesBoomBook.com/go.
Sales Gravy
AUGUST 27, 2014
Jeb Blount, CEO of SalesGravy.com, recently had the opportunity to interview John Daly, Owner of The Moving Hand Writes, a successful consulting and freelance writing business.
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
SBI
AUGUST 28, 2014
'Want to accelerate your revenue marketing with tools that let you identify, prioritize and nurture leads? Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities. You’ll find them and more in our new Top Marketing Tools of 2014 guide. We’ve scoured the marketing landscape to identify what we believe are top tools for B2B marketers.
SBI Growth
AUGUST 24, 2014
'Predictability. A CEO needs it. The Board demands it. So what do you do if your team does not consistently provide revenue predictability? Have your Sales Leader provide a comprehensive Buyer engagement plan. The plan should include a well-drawn approach to prospecting and sales process. When executed correctly, this will lead to a full funnel and revenue predictability.
Jeffrey Gitomer
AUGUST 4, 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.
MTD Sales Training
AUGUST 28, 2014
'Some salespeople relish meeting new prospects. They love the anticipation of the initial stages, are keen and eager to assess the business opportunities and are happy to build relationships that. [[ 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
AUGUST 5, 2014
'“How do I build the perfect sales cycle or the perfect sales process?” If you find yourself asking this question, you may be in for a dissapointment when you hear my answer. I’m often asked questions like this and while I wish I could provide better news, there’s no such thing as the perfect sales process. […].
Sales Gravy
AUGUST 31, 2014
Managers who are on top of their game think differently. They understand that their job is to help each of their salespeople secure one more sale each hour, day, week, or month depending on the business and sales cycle.
SBI
AUGUST 12, 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 Kopcha, CEO and Presidentof Revegy. Nancy: What does Revegy do? What problem/s are you solving for sales and/or marketing organizations?
SBI Growth
AUGUST 18, 2014
'Is there another position in the company dealing with a higher degree of change? The CMO is clearly the toughest job in the company right now. The pace of change in the marketing world is increasing CMO turnover. As soon as you catch up, you’re behind again, something changed in the market.
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.
Jeffrey Gitomer
AUGUST 8, 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.
MTD Sales Training
AUGUST 27, 2014
'Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
AUGUST 26, 2014
'Are you frequently setting goals? When a plane takes off, the pilot knows all sorts of specifications so the destination can be reached. The exact coordinates of the destination, the amount of time it will take to get there, and other details are confirmed before takeoff to ensure the safe and timely arrival of the flight. […].
Sales Gravy
AUGUST 12, 2014
In this article, learn the wrong way to follow up on trade show leads and explore examples of how you should be calling those prospects.Question: "What's the best way to follow up on trade show leads?
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
AUGUST 20, 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 Jim Mooney, CEO of RO|Innovation. Nancy: What does RO|Innovation do? What problem/s are you solving for sales and/or marketing organizations?
SBI Growth
AUGUST 25, 2014
'I hear it all the time. “Consultants just tell me what I already know. They repackage the stuff we give them and present it as new.” Yes they do. Some of them. Every time they do, it hurts the consulting industry. This post will help you avoid hiring the wrong sales consulting firm.
SBI Growth
AUGUST 23, 2014
'“I don’t see the skill sets of the team getting better.” These are the words spoken by thousands of sales leaders across the world. They are reacting to declining or flat revenue results. Growing expectations from a CEO whose patience is running out. As a sales leader, you are being asked to solve this on your own. You already know the answer to the question. “I need more time to coach my people in the field.” The challenge is convincing your boss to buy into that
SBI Growth
AUGUST 21, 2014
'Are we going to win? When will the deal close? If these two questions aren’t ringing in your ears, you’re not in a sales job. All sales pursuits that go the distance reach a common crossroads. It becomes clear that the customer is committed to buy from someone. But: You cannot be sure it’s your deal. You might be leading; you may be trailing.
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
AUGUST 19, 2014
'Your team just landed that big deal. The one that has been out there for weeks. You feel great. Your rep is figuring out how to spend their commission. Your sales manager has that swagger. All is good; you made the quarter. Guess what? Today is a new day, with a new number. How do you replicate last quarter’s success going forward?
SBI Growth
AUGUST 10, 2014
'"Buyers may have a great experience during the self-directed portion of the buyer’s journey. But once the sales team engages, the experience degrades substantially. The result is frustrated buyers who take their business to a competitor who can meet their needs.” - SBI’s 8 th Annual Research Report.
SBI Growth
AUGUST 19, 2014
'Hubspot’s INBOUND 2014 Conference is one of the better conferences of the year. You should attend and can register here. Recently, I had a chance to ask Brian Halligan , Hubspot’s CEO, these 4 difficult questions: When you miss a revenue goal, how do you diagnose root cause? What causes you (CEO) to lose confidence in your sales leader?
SBI Growth
AUGUST 28, 2014
'If you are reading this blog then you are likely an advanced marketing leader. You want to stay ahead or you’re transforming an organization. I’m going to go deep with you on the most exciting new development in lead generation: Dynamic Lead Management Process.
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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