SBI Growth
SEPTEMBER 14, 2016
The pressure on B2B CMOs is heating up. Research shows CEOs are beginning to turn their attention on marketing strategy. Is this good news for you? For world-class CMOs with stellar marketing strategies, this is fantastic news. These executives salivate at the prospect.
MTD Sales Training
SEPTEMBER 29, 2016
Many sales people between sales meetings or between calls are blinkered to the sales opportunities around them. They take too much time to reflect on previous meetings, and some sales people will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Engage Selling
SEPTEMBER 27, 2016
Have you ever wondered what makes you and your business more interesting to your prospects and clients? It isn’t hourly updates on social media or a picture with a celebrity.
Planview
SEPTEMBER 15, 2016
Today, we’re proud to share the release of a new book authored by Doug Collins, VP of Innovation Architecture at Spigit. This book, titled Great Question! Generating Effective Questions for Successful Outcomes, is intended for the leader of a group of people who would like to help that group identify the critical question for the purposes of innovation, collaboration, and problem solving.
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.
Jeffrey Gitomer
SEPTEMBER 22, 2016
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Geehan Group
SEPTEMBER 14, 2016
When we wrote The B2B Executive Playbook , I had every hope it would forever change the hearts of minds of B2B enterprise. Recently, however, my colleague and B2B strategy guru @seangeehan received the following email from “Still B2Cing," so I guess our work is not completely done. Oh yes, we’ve seen this situation many times, and it is particularly pernicious as the challenge lies on two fronts: The overall enterprise has both B2B and B2C markets , such as a manufacturer who se
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
SEPTEMBER 15, 2016
You’ll have heard of the ‘elevator speech’, that first few seconds’ introduction that can make or break a conversation you have with a prospective client. It’s called the elevator speech because it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
SEPTEMBER 23, 2016
I have been spending a lot of time in workshops so far this year and the number one thing sales reps ask me is how you move beyond the pricing objection and here is what I’m discovering.
Planview
SEPTEMBER 14, 2016
Editor’s note: The following Q&A is an extension of a webinar about external innovation hosted by Doug Williams, Director of Innovation Strategy at Spigit. The questions were provided by webinar attendees. Q: When it comes to external innovation, can you provide some examples of incentives for participation? Also, can you give some examples of exchange of values?
Jeffrey Gitomer
SEPTEMBER 26, 2016
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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
Gary Smith Partners
SEPTEMBER 1, 2016
The post Import Orders Into Salesforce To Optimize Account Revenue appeared first on The Gary Smith Partnership.
SBI Growth
SEPTEMBER 19, 2016
Your sales operations team must improve the efficiency of the sales team. Instead, sales ops has become a catch all that gets assigned the work no one else wants to do. On this week’s SBI Sales and Marketing podcast we.
MTD Sales Training
SEPTEMBER 27, 2016
Many salespeople have left their personal and career development up to their company, and that’s not a good thing. Your company and boss are up to their ears in working on the urgent stuff, the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
SEPTEMBER 21, 2016
I’m not ready to stop sharing the Wells Fargo fiasco and what it means for us as professional sellers. Today, we are hearing about sales targets. The average American has 3 accounts at their bank.
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Sales Gravy
SEPTEMBER 27, 2016
If a businesss professionals cant provide the red carpet treatment or any help at all what is the point of spending money on technology and marketing? I dont understand.
Jeffrey Gitomer
SEPTEMBER 1, 2016
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Shapiro Negotiations
SEPTEMBER 15, 2016
Sometimes leads are already interested before you start your pitch, but how you attempt to influence them will make or break the deal. There’s a big difference between influencing and selling – your audience is less likely to take your words to heart if you come off as pushy, rehearsed, or “salesy.”. When it comes to influencing people , a few key strategies will lead you to more effective interactions with more positive results.
SBI Growth
SEPTEMBER 28, 2016
Sales Enablement is the new kid on the block for many organizations. The question has become, who owns Sales Enablement? The answer is stunningly simple: Sales. Sales Enablement needs to be a centralized function within sales for a number of reasons. Here’s.
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.
MTD Sales Training
SEPTEMBER 13, 2016
I was talking to a sales manager recently, who was concerned about one of his salespeople. This person was suffering from a negative mind-set, where if he didn’t sell or at least get the appointments. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
SEPTEMBER 8, 2016
Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal.
Sales Gravy
SEPTEMBER 18, 2016
Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in the first place.
Jeffrey Gitomer
SEPTEMBER 15, 2016
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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.
Credo
SEPTEMBER 14, 2016
Credo consistently views an institution through the lens of student success, with a focus on setting strategic goals and measuring progress toward growth milestones. For Avila University, it was a matter of being more focused than in the past – from enrollment growth and student outcomes, to the learning environment and its recognition and reputation in the community – in order to attract more best-fit students.
SBI Growth
SEPTEMBER 15, 2016
On this week’s SBI Video Podcast, we spoke with Todd Doolittle, the head of sales operations at Concentra, a national leader in occupational health. Todd was recently appointed to this role after many successful years in other sales roles. Watch.
MTD Sales Training
SEPTEMBER 2, 2016
Sales is one of the most fluid of industries, mainly because of the massive amount of changes that it has been involved in over the years. The only consistent factor that has existed has been change. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
SEPTEMBER 13, 2016
Let’s call a spade a spade. What Wells Fargo did was illegal. They used private customer information create bogus accounts, forged signatures and authorized charges that customers were not made aware of.
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?
Sales Gravy
SEPTEMBER 12, 2016
Always close your message with YOUR proposed next step and a call to action. John, Ill follow up with a call on Thursday. If you want to connect about this sooner, you may reach me at email and phone. This tells John three important facts.
Jeffrey Gitomer
SEPTEMBER 6, 2016
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Planview
SEPTEMBER 23, 2016
In the wake of new technological advances in pretty much every industry, a growing number companies have identified a new way to surface new opportunities for driving both business and societal value. What is it? Crowdsourced innovation, managed by innovation management software. Crowdsourced innovation is simply the process of gathering and surfacing ideas and solutions at scale from the people that know your business best – your workforce, customers, and partners.
SBI Growth
SEPTEMBER 17, 2016
How well do you understand your competitors? All markets have competition, but do you understand the best way to win? Listen as my colleague, George de los Reyes, Principal at SBI, and I discuss how to increase revenue growth by.
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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