Jeffrey Gitomer
SEPTEMBER 29, 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
SEPTEMBER 23, 2014
'“The best CEOs I know are teachers, and at the core of what they teach is strategy.” -Prof. Michael Porter, Harvard Business School. Professor Michael Porter is a leading authority on competitive strategy. He chairs Harvard Business School''s program dedicated to newly appointed CEOs of large corporations. What’s interesting about his work is that he states most companies don’t have an actual strategy.
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MTD Sales Training
SEPTEMBER 9, 2014
'When discussions move round to the subject of sales, conversations often get quite negative. The profession has, in many circles, a bad reputation and it’s obvious to many that the salespeople they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
SEPTEMBER 25, 2014
'You’ve probably achieved a degree of success by doing the right things from the comfort of your office. If you’re taking the right steps directly from your office, well done! The good news is, if you’re maximizing your efficiency during your work hours in the office, you can expect to achieve great sales results! The […].
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
SEPTEMBER 4, 2014
'Complex sales can be hellish. They usually involve wider and deeper business challenges that require longer sales-cycles and result in larger average deal sizes. What turns ordinary people into Buyers from Hell is that they don’t wake up one day and say, “I know the exact extent of my challenges, who I should talk with, and what I need to know in order to solve them.” They might not even be convinced they need to be solved.
Sales Gravy
SEPTEMBER 29, 2014
Is there anything within this specialized world that is valuable for the continuing evolution of successful salespeople? The quick answer is yes. Here is what first responders do that will help you in sales.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
SEPTEMBER 8, 2014
'Last week I spent time onsite with a VP of Sales. As we were reviewing priorities for next fiscal year, I noticed hesitation. He was struggling on many of the items we discussed as top priorities. I sensed that something was holding him back. He knew he needed to make changes, but he was afraid to act. Fear was impacting his ability to lead.
MTD Sales Training
SEPTEMBER 29, 2014
'Have you a favourite restaurant? Car dealership? Clothes Shop? If you have, it’s probably because of the products they sell and the people who run it. Overall, though, we judge our favourite. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
SEPTEMBER 18, 2014
'How often do you track your growth accounts? In order to be successful with your growth clients, you should be tracking them on a regular basis. More specifically, you should update yourself on their progress on a monthly basis. This may seem counterintuitive, especially because I recommend tracking key accounts on a quarterly basis. But, […].
SBI
SEPTEMBER 24, 2014
'If you’re a sales productivity stat junky, you’re probably familiar with the one about how salespeople use their time. According to CSO Insights research, only 35% of their time is spent selling. Another common stat both Forrester Research and Corporate Executive board quote from their research is that 57% or more of a buyer’s decision process is complete before first contact with a vendor sales rep.
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
SEPTEMBER 20, 2014
Whether youre a business owner, sales manager or even a sales rep, you know that metrics are a crucial way to measure your performance, predict revenue, and evaluate progress made. But which metrics are the most important?
Jeffrey Gitomer
SEPTEMBER 3, 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
SEPTEMBER 1, 2014
'For most marketing leaders, the annual planning cycle is upon us or will be soon. Your teams are most likely putting together their wish list for next year. New tactics, content, channels and the next big ideas are on their list. You want to go into next year confident that you’ll contribute to the revenue goal. To prevent failure, here are 6 steps to include in your planning process.
MTD Sales Training
SEPTEMBER 3, 2014
'I once owned an old house and had to have it rewired. The electrics were basically shot and the place could have been a firetrap if I didn’t have something done pretty quickly. The electrician worked. [[ 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
SEPTEMBER 30, 2014
'Believe it or not, you can easily alienate, disengage and confuse your prospects within the first few seconds of a sales call. How you open a conversation with a prospect can truly make or break your chances for success with them. Unfortunately, most salespeople start sales calls in ways that repel prospects and clients. It […].
SBI
SEPTEMBER 8, 2014
'This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. 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 Umberto Milletti, CEO of InsideView. Nancy: What does InsideView do? What problem/s are you solving for sales and/or marketing organizations?
Sales Gravy
SEPTEMBER 18, 2014
Has your business become a revolving door for bad sales people? Everybody is busy and it's easy to hire the first person who can fog a mirror. But, hiring the wrong salespeople is costing you money.
SBI Growth
SEPTEMBER 12, 2014
'You have a consistent record of successful accomplishments. You beat your number every year. Yet you are always passed up for an internal promotion. This pushes you to look outside the organization. Almost like an NFL free agent, you test your value in the market. The problem is that you keep being rejected from other companies. This leaves you asking yourself, “What skills as a Sales Manager am I missing?".
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
SEPTEMBER 7, 2014
'The right marketing strategy provides: Twice the job tenure. Double the personal brand presence. Performance that beat EPS (Earning Per Share) estimates 88% of the time. Are you performing at this level?
SBI Growth
SEPTEMBER 11, 2014
'There is one month left in Q3. This is the time of year leaders begin to plan for 2015. As you look back on 2014, did your marketing team accomplish their goals? Did your team provide enough leads for your sales leader? As you review your performance, and contemplate next year, you have two choices.
SBI Growth
SEPTEMBER 21, 2014
'The CEO is demanding results and it doesn’t get any easier next year. In my last post, I discussed how the annual marketing planning cycle is upon us. I gave you the 6 steps to include in your planning process. However, there is one critical step you must complete before planning.
SBI Growth
SEPTEMBER 15, 2014
'Pop quiz! Who is training and who is enabling? Scenario : Two Sales Leaders – Edward and Jason – recently participated in SBI’s Annual Sales Strategy Workshop. Each needed help developing their 2015 sales strategy. Both were asked how they enable their sales guys to be successful. Here were their responses: Edward – “We have training, ongoing coaching and resources to help the team.
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 Growth
SEPTEMBER 9, 2014
'Children believe in myths. Adults know better. When it comes to Sales Operations, it’s better to believe in fact over fiction. In SBI’s Annual Research Report we gathered facts about the best sales teams. We asked: “What are the top 10% of sales teams doing differently that is contributing to their outstanding performance?” One answer: strategy.
SBI Growth
SEPTEMBER 5, 2014
'Yes! Sales Enablement is a critical part of your new sales strategy. Sales Enablement is the vehicle for execution and adoption. Your sales strategy is ‘stuck’ without Sales Enablement. SBI’s latest Research Report finds that 78% of Sales Organizations have the wrong sales strategy. So revisiting your existing strategy is the right thing to do.
SBI Growth
SEPTEMBER 16, 2014
'You’ve prepared for 2015. The sales strategy is set. You’ve defined your market and key buyers. The team has been structured to maximize revenue efficiency. The new compensation plan aligns with your sales strategy. Everything is perfect on paper. Now comes hard the part. Your team must execute the plan.
SBI Growth
SEPTEMBER 14, 2014
'CEOs and SVPs of Sales often disagree on sales strategy. The CEO is asking for growth, but is balancing multiple other strategic initiatives. Sales Leaders are focused on making the revenue growth number. In addition, product and operations leaders are lobbying for more funding. The CEO is asking them to achieve specific goals. If sales isn’t aligned, each department pulls in different directions.
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
SEPTEMBER 20, 2014
'Top performing sales professionals inherently know the strategic importance of selling value. Too often, activity takes the place of strategic focus to hit short term numbers. This leads to a “race to the bottom” to get the deal. Products and services get commoditized. The value of a sales professional becomes nonexistent in customer eyes.
SBI Growth
SEPTEMBER 19, 2014
'As products and services mature, they become commodities. Price pressure kills margins. A sales executive recently told me, “There’s margin in the mystery.” When special features become table stakes, buyers are not willing to pay a premium. For those who are fighting in a competitive market, this resonates. For those who are selling bleeding edge products, it’s only a matter of time.
SBI Growth
SEPTEMBER 22, 2014
'Q4 is around the corner. It''s annual planning season. Next year’s number has been handed down. Your sales leader is going to want to know your strategy for next year: How many heads will you need? How will you fill the pipeline with new opportunities? How will you fill open territories? These are just a few questions to answer. Bottom line, you will be asked about your strategy to make next year’s number.
SBI Growth
SEPTEMBER 3, 2014
'Annual planning is on the horizon. The process begins in much the same way it did last year for many organizations. Oftentimes the interchange between the senior management and sales leadership is the same. From year to year there is little to no change.
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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