SBI Growth
MARCH 2, 2017
Our show today demonstrates how to increase pipeline attribution, customer loyalty, and customer lifetime value through product marketing. Too often product marketing teams are focused on features and functions. Our conversation today is focused on associating product marketing excellence with.
Engage Selling
MARCH 16, 2017
Does your sales team know the difference between conversation and combat? Far too often, salespeople will get into verbal hostilities with their potential buyers. They hear a question or an objection and automatically go on the defensive!
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Service Excellence Partners
MARCH 12, 2017
Electric utility companies promoting power conservation programs discovered that simply informing consumers of their electricity usage relative to their neighbors lowered overall consumption. This type of normative social comparison has produced the same effects in other domains. Why does this work? How can the idea be used in Customer Success? Keeping up with the Joneses Homeowners typically receive letters from the power company showi ng how many kilowatt hours they’ve used over the past month
MTD Sales Training
MARCH 6, 2017
We had a sales call at our HQ (yes, we get them too!) and one of our sales team took responsibility for it. The caller was selling marketing services and promised a free 30-minute consultancy that would highlight where our marketing was working and where it wasn’t. But she said something that made my team member realise the company hadn’t done their homework on us. .
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.
RAIN Group
MARCH 15, 2017
With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins. At the same time, there are some sellers and sales organizations who are consistently winning sales against lower-priced competitors and growing their margins.
Planview
MARCH 3, 2017
Editor’s note: the following article is a guest post by Shay Namdarian, GM of Customer Strategy at Collective Campus. It is no coincidence that the most innovative brands in the world are also leading the way in customer experience. Brands like Apple, Disney, Zappos, and Amazon are front of mind during conversations about memorable customer experiences.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
MARCH 7, 2017
Is your sales team actively seeking out referrals from your current client base? According to recent studies, 78% of happy clients want to give out referrals. Yet only 8% of salespeople actually ask for them. Can you see the disconnect?
Sales Gravy
MARCH 29, 2017
The problem is that most managers and other figures of authority — Directors, V.P.’s, and even Business Owners — have never been taught how to properly exercise authority and command respect as leaders.
MTD Sales Training
MARCH 31, 2017
One of the biggest objections sales people face that causes most discussion is the issue of price. The holy grail of salesmanship is how to find the best way to convince their customers to pay the price they want for their services. Remember, price is always associated with value, so if the price issue is raised often, think about how you are building value initially.
ReviewTrackers
MARCH 21, 2017
Given the realities of today’s customer-led market and real-time customer feedback , it’s more critical than ever for brands to track, monitor, and listen to what customers are saying online. It’s not always easy, however, to get a handle on what they’re saying — and where they’re saying it. With so many platforms and channels to choose from, your customers are more empowered than ever to share their thoughts about and experiences with your 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
Planview
MARCH 23, 2017
Following on the heels of announcing the acquisition of Kindling and record growth in 2016 earlier this year, today Spigit announces its biggest product release to date plus a new addition to the team. We’re serious when we say this release is big. How big? Try this on for size. Spigit releases game-changing capabilities. Here are five of the new capabilities Spigit customers will have at their fingertips with the latest release: A new REST API that allows customers to integrate their innovation
SBI Growth
MARCH 14, 2017
Meet Dave, a mid-market tech CEO. He is smart, savvy, and universally respected by his employees and industry peers. He’s invested wisely in sales and marketing optimization over the years, and consequently his team makes the number more often than.
Engage Selling
MARCH 23, 2017
It’s frustrating. When you see a sales rep struggling month after month, and missing target after target, it’s enough to make any sales leader uneasy. The problem is most leaders handle poor performers the wrong way.
Sales Gravy
MARCH 29, 2017
The sales world is coming face to face with a cold hard truth: In this episode of The Marketing Book Podcast with Douglas Burdett, Jeb Blount explains that the sales profession is in the midst of a perfect storm.
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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.
MTD Sales Training
MARCH 29, 2017
Brand is often described as ‘a variety of something distinguished by some distinctive characteristic’. Apple’s brand, for instance, is characterised by the statement ‘Think Different’. It creates a label in people’s mind that attracts them and builds trust in the product or services. No matter what your brand is, you can make it stand out against competitors by putting the emphasis on what differentiates you.
ReviewTrackers
MARCH 1, 2017
In case you haven’t heard, there’s a shift taking place in the automotive industry. After a century of the car being the center of the American dream, a symbol of individual freedom , automotive manufacturers are facing a new challenge. Car sharing, self-driving cars, and urbanization are just some of the trends paving the way for a new kind of thinking about the car in American culture.
Planview
MARCH 23, 2017
Following on the heels of announcing the acquisition of Kindling and record growth in 2016 earlier this year, today Spigit announces its biggest product release to date plus a new addition to the team. We’re serious when we say this release is big. How big? Try this on for size. Spigit releases game-changing capabilities. Here are five of the new capabilities Spigit customers will have at their fingertips with the latest release: A new REST API that allows customers to integrate their innovation
SBI Growth
MARCH 14, 2017
Utopia for a CEO is growing faster than your industry and your peers. A thoughtful go-to-market strategy is imperative to enable this growth. Here’s the catch: Many CEOs have risen to the top through finance, operations, or product management. With.
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.
Engage Selling
MARCH 30, 2017
You could be the world’s greatest salesperson selling the world’s best product, but if you can’t connect with your prospects, will your sales results reflect your expertise?
Sales Gravy
MARCH 24, 2017
Can you rely on cold calling as your one and only prospecting method for driving leads? Yes, you absolutely can. The challenge with that, though, is that whenever you employ just one method of reaching prospects, you are constrained to that method.
MTD Sales Training
MARCH 23, 2017
No doubt you’ve heard the stories of customers who have changed their buying patterns and switched the companies they buy from, based purely on the fact the salesperson left one company and went to work for another. Their allegiance was with the salesperson more than the company and their products. Why does this happen? It’s normally because the buyer trusts the salesperson much more than they do the company.
ReviewTrackers
MARCH 6, 2017
There is a vital shift happening right now in healthcare. People are bringing technology-fueled expectations to their patient experience, and they are demanding innovation in the way care is delivered and managed. Just like in retail, travel and transportation, financial services , automotive, and nearly every industry, the old fee-for-service and fix-what’s-broken approach is no longer enough.
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.
Planview
MARCH 17, 2017
Your innovation challenge can start out like a grand love affair, all parties filled with possibility and promise, and excited to work together towards a brighter future. However, as any veteran love-junkie knows, that initial spark becomes harder to maintain as time passes, and excitement tends to fizzle after the honeymoon period ends. What can this look like in the context of your innovation or continuous improvement program?
SBI Growth
MARCH 18, 2017
The most dangerous species of CEO is the product pusher. Ask any sales or marketing leader. The product-pushing CEO is even worse than frugal Fran, whom as Oscar Wilde quipped of a critic, “knows the price of everything and the.
Engage Selling
MARCH 28, 2017
You cannot grow your business with a particular client if you’re relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization.
Sales Gravy
MARCH 9, 2017
While a good sales coach has a strong internal drive to succeed, a great sales coach recognizes that itÂ’s all about helping each salesperson become the best version of themselves that they can be.
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?
MTD Sales Training
MARCH 21, 2017
Sometimes we learn lessons from unexpected sources. By being curious, keeping our eyes and ears open and seeing things from different perspectives, we pick up a lot of great ideas when we least expect them. I am intrigued by Sky Atlantic’s high-octane, high-finance series ‘Billions’, starring Damian Lewis as a multi-faceted billionaire, whose private and professional life is as incongruous with the real sales world as it could possibly be.
ReviewTrackers
MARCH 17, 2017
South by Southwest (SXSW), the annual conglomerate of film, interactive media, and music festivals in Austin, Texas, continues to amaze its attendees. This year, the ReviewTrackers team once again conquered SXSW. We hung out at events, watched movies in our cozy Airbnb, ate amazing food at Forthright and Moonshine Grill, and fell asleep in a coffee house after hosting three events in 24 hours.
Planview
MARCH 16, 2017
Your innovation challenge can start out like a grand love affair, all parties filled with possibility and promise, and excited to work together towards a brighter future. However, as any veteran love-junkie knows, that initial spark becomes harder to maintain as time passes, and excitement tends to fizzle after the honeymoon period ends. What can this look like in the context of your innovation or continuous improvement program?
SBI Growth
MARCH 18, 2017
Joining us for today’s show is Biju Baby, a Vice President of Global Sales Operations who knows a thing or two about supporting revenue growth. His company has seen an impressive 54 quarters of sequential revenue growth and Biju has.
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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