SBI Growth
JUNE 7, 2017
Revenue attribution is one of the most important KPIs a board member can review. If your CMO is not currently reporting on revenue attribution, it’s imperative that they start immediately. Download our SBI Magazine Special Issue: Revenue Attribution. Revenue attribution involves.
Engage Selling
JUNE 5, 2017
Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from “days of yore.
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Sales Latitude
JUNE 29, 2017
It’s hard to play the long game in sales. Especially since it takes many contact points before you may ever sell to a customer or prospect. And, the long game requires you to do many different things, which at times may seem counterintuitive to making your annual quota. A Quality Pipeline. Your management is always asking where you stand against your quota, how much is in your pipeline, how you rank the risk of the deals in your current pipeline, and other important questions to understand the a
MTD Sales Training
JUNE 28, 2017
Your ability to uncover needs in your customer’s business is one of the areas that will make you stand out from the competition. It can differentiate you, your services and your products because it offers a perspective that few buyers may be able to see themselves. That outsider viewpoint can make a big difference to the buyer, as they can often be immersed in the minutia of everyday business and miss the big picture.
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
JUNE 14, 2017
By: Mary Flaherty and Mike Schultz. If there's a black box in the world of sales, it's prospecting. What to do, how to do it, and what it means to be good at it. And with all the conflicting advice out there, it's especially difficult to figure out where to start and how to get better.
Planview
JUNE 15, 2017
89% of Spigit customers are leveraging ideation to create a culture of innovation. That’s a stat we uncovered in our 2017 Business Innovation Report. Establishing a culture of innovation is a hot topic. It’s on the shortlist of strategic initiatives executives around the world are implementing to transform their organizations. However, it takes investment both from a resource and effort standpoint.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
JUNE 30, 2017
Turnover, specifically sales turnover hurts your business. How do I know this? Recently, I’ve been working with some clients who have suffered some devastatingly bad losses because of sales rep turnover.
Geehan Group
JUNE 22, 2017
In my B2B Executive Playbook , I take my readers through the four steps that can simplify strategic planning, focus product development and sales and marketing efforts, and most importantly, create a clear path to market leadership. In this four-part series, Avoiding the Pitfalls to B2B Success, I review the common pitfalls that challenge B2B firms.
MTD Sales Training
JUNE 29, 2017
Many companies we have worked with have measurements to ascertain the satisfaction of their customers with the products they sell, the back-up services they offer and the overall experience that their customers enjoy. However, it is possible that you could have a very satisfied customer who doesn’t use your services that often. It has to be appreciated that satisfaction does not always equal loyalty.
Pinnacle View
JUNE 15, 2017
In this guide: 1. USE ADVANCED LOCATION TARGETING. 2. IMPLEMENT SMART A/B TESTING. 3. USE THE FACEBOOK PIXEL. 4. RUN ADS IN PRECISE TIME FRAMES. 5. SELL THE SOLUTION NOT THE PRODUCT. Making effective Facebook ads is no easy task. At any given moment, your ad is competing with other businesses for a small portion of a user’s screen. Once your ad is in front of a potential customer, then it’s fighting the hardest battle of them all – the fight for attention.
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
JUNE 22, 2017
How does tech titan Amazon out-innovate its competition time-after-time? They do one thing more frequently than most. In an article on Business Insider , CEO of Amazon Web Services – Amazon’s cloud computing business – Andy Jassy discussed what makes the massive billion dollar company different from the competition: “When our leaders walk into a meeting, they are looking for a way to say yes.” This tendency to say yes explains how the company has achieved so much since its founding:
SBI Growth
JUNE 20, 2017
Our expert practitioner today is a Chief Technology Officer who knows a thing or two about the science of understanding buyer behavior to accomplish a product-market fit. To follow along, download our 10th annual workbook, How to Make Your Number in.
Engage Selling
JUNE 29, 2017
How much attention are you paying to the way your sales team is engaging with their buyers? Why, you ask?
Geehan Group
JUNE 15, 2017
In my B2B Executive Playbook , I take my readers through the four steps that can simplify strategic planning, focus product development and sales and marketing efforts, and most importantly, create a clear path to market leadership. In this four-part series, Avoiding the Pitfalls to B2B Success, I review the common pitfalls that challenge B2B firms.
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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
JUNE 14, 2017
Many times, you will get to the position in the sale where you and the prospect are discussing moving forward with your product or service, and the progress stalls because the prospect fears making a mistake. Indecision is caused by people having fears that something will go wrong or another choice may have been better. The word ‘decision’ comes from a root word meaning ‘to cut off’.
Sales Gravy
JUNE 29, 2017
Recently I had the unique opportunity to sit down with Tom Hopkins and discuss the rules of sales. In this short video clip Tom discusses the power of planning and writing down your goals and why you should never give up on your dreams.
Planview
JUNE 15, 2017
89% of Spigit customers are leveraging ideation to create a. culture of innovation. That’s a stat we uncovered in our 2017 Business Innovation Report. Establishing a culture of innovation is a hot topic. It’s on the shortlist of strategic initiatives executives around the world are implementing to transform their organizations. However, it takes investment both from a resource and effort standpoint.
SBI Growth
JUNE 13, 2017
Our expert practitioner today is a Chief Human Resources Officer who knows a thing or two about sourcing the right executive talent to achieve the corporate strategy. Today’s topic is focused on how to match the capabilities of the executive.
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
JUNE 21, 2017
Based on my work over the last year here are the top 6 reasons I see sales teams not live up to their sales potential: The manager’s belief system drives your seller’s behaviors. Outside trainers are hurting your growth potential.
Geehan Group
JUNE 1, 2017
In my B2B Executive Playbook , I take my readers through the four steps that can simplify strategic planning, focus product development and sales and marketing efforts, and most importantly, create a clear path to market leadership. In this four-part series, Avoiding the Pitfalls to B2B Success, I review the common pitfalls that challenge B2B firms.
MTD Sales Training
JUNE 6, 2017
Getting prospects to reply to your emails can seem daunting. You put it all together, you give details about your products and how good they are, you make special offers, send them all off and then wait for the replies to pour in, with orders attached. Yeah, right! How can you build more chances that you’ll get replies to your emails? Simply by putting yourself in the mindset of the receiver.
Sales Gravy
JUNE 22, 2017
We get bombarded by more information in one day; than my grandmother received in her entire lifetime!! Tweets, voice-mail, e-mail, phone calls, billboards, websitesÂ…So what are you doing to keep your focus each and every day?
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
JUNE 28, 2017
Recently I had a chance to read a terrific article in the most recent issue of the MIT/Sloan Management review about internal crowdsourcing. Co-authored by Lale Kesebi at Spigit customer Li & Fung (watch her awesome presentation at Ignite here to get inspired ), I recommend it to anyone considering doing ideation with an internal crowd. I thought I would spend some time sharing a topic that the article touches on – when is it better to do ideation with an internal crowd versus an external cr
SBI Growth
JUNE 6, 2017
Today’s show will demonstrate how to create new markets through the development of new products. On the show today is a Chief Executive Officer who has grown his company by creating new markets. Our focus will be on how to.
Engage Selling
JUNE 16, 2017
Most companies take a reactive approach to client retention and that is the wrong way to think about this issue. That means two things.
ReviewTrackers
JUNE 7, 2017
Customer experience looked very different in the early 1900s than today. At that time, customers were just beginning to experience the option to return items, for example. This type of experience was unique and part of a new type of consumer culture. Today, customers still want an experience that exceeds their expectations, but the experience itself has transformed to become more complicated and complex than ever before.
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
JUNE 26, 2017
Motivating a Sales Team is mission critical to successes. However, it is very easy for a sales manager to THINK that he or she is sufficiently motivating the team simply because no one offers any objection or criticism. Since the sales team is not complaining, I must be doing everything right? Wrong. Now in answering this question, let me say that it may not be what you or anyone else expects to hear.
Sales Gravy
JUNE 21, 2017
ItÂ’s evident that time is a critical factor in completing sales, building and keeping the relationship. Given that, what strategy does your dealership have in place to shorten the time it takes to close a deal?
Planview
JUNE 22, 2017
How does tech titan Amazon out-innovate its competition time-after-time? They do one thing more frequently than most. In an article on Business Insider , CEO of Amazon Web Services – Amazon’s cloud computing business – Andy Jassy discussed what makes the massive billion dollar company different from the competition: “When our leaders walk into a meeting, they are looking for a way to say yes.” This tendency to say yes explains how the company has achieved so much since its founding:
SBI Growth
JUNE 15, 2017
Modern marketing organizations operate as revenue centers, not cost centers. CEOs at top-performing companies utilize revenue attribution to understand which activities produce revenue bookings. Revenue attribution models give executives a clear line of sight from the corporate strategy through customer.
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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