Engage Selling
AUGUST 9, 2016
They’re hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers? I’ve been working with executives for the last few years on sales coaching practices.
SBI Growth
AUGUST 4, 2016
Finding great sales talent isn’t hard. The real challenge is persuading the best talent to work for you. Assuming you have a good company culture, you’re respected in your industry, and your leadership team has a vision your employees can.
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Sales Latitude
AUGUST 18, 2016
Why is it so important to get in front of key decision makers and influencers on every sales opportunity? It’s simple: to expand your relationships and understand business needs and priorities in order to sign bigger deals faster, and meet or exceed quotas. Here are 3 proven ways to identify and win over top-level decision makers and influencers. 1.
Planview
AUGUST 9, 2016
Exciting things are happening at Spigit! We’ve just announced that we set yet another growth record with the first half of 2016 up by 60% and Q2 2016 was up by 120%, marking the sixth consecutive quarter of record new customer growth and revenue growth. This year has seen a lot of innovation here at Spigit: New game-changing product releases, including an all-new mobile experience.
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.
Geehan Group
AUGUST 17, 2016
Accordin g to 6sense CEO Amanda Kahlow, "Predicting buyers and the products they're interested in isn't magic—it's math. …And lots of behavioral, intent-related data."1. The 6sense math is paying off for its customers. Shortly after a first round of funding in 2014, the company reported that one of its customers closed $300 million in new business as a result of the 6sense method.2 More recently, 6sense announced Netsuite has seen an 8x lift in conversions and
MTD Sales Training
AUGUST 31, 2016
In days gone by, many companies used to rely on their USPs to carry them through. They touted their Unique Selling Points as their main competitive advantage and they proved to be very effective when prospects were searching for answers to their problems. As time has passed, however, the unique offerings companies had have been copied and surpassed by other companies, leaving those previous USPs in tatters.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
AUGUST 28, 2016
Many sales executives have yet to receive their revenue growth goal for the new year. Despite this, many SVPs will maintain that they can achieve this unknown target. If your sales strategy can be summed up as “I’ll hit the number.
Jeb Blout
AUGUST 29, 2016
You don’t send me flowers, you don’t sing me love songs, you hardly talk to me anymore. Barbara Streisand and Neil Diamond sang these words.
Planview
AUGUST 16, 2016
Several years ago I was working with the technology team supporting a very large player in the consumer packaged goods industry. This group was focused internally on how they might pursue collaborative innovation in order to serve their brand clients with more compelling insights. Our engagement was at the time when companies began taking big data seriously.
Sales Gravy
AUGUST 8, 2016
In an uncertain market, successful businesses realize that there is an opportunity to build, yet many put the brakes on their own success by feeding into the negativity around them. The market stinks. The economy is unstable.
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
MTD Sales Training
AUGUST 26, 2016
I’ve just finished reading Jeff Gitomer’s book “Customer Satisfaction is Worthless, Customer Loyalty is Priceless” and I’d really recommend you get a copy if you’re in customer service. It offers some interesting insights into service and some great stories that resonate in many areas. It got me thinking as to why I’m loyal to some companies and not to others.
Engage Selling
AUGUST 11, 2016
Are you actively seeking 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?
SBI Growth
AUGUST 21, 2016
Selling value is something inherently important to any top performing sales professional. Unfortunately, activity often takes the place of strategic focus in order to hit short term numbers. This results in a “race to the bottom” to close the deal. When your.
SBI Growth
AUGUST 16, 2016
“The Challenger Customer” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman was one of the most popular sales books last year. It was written as a sequel to the highly successful book, “The Challenger Sale.” Watch here as.
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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 16, 2016
How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team.
SBI Growth
AUGUST 25, 2016
As a new HR leader, there will be many challenges in your new role. But also many opportunities to impact the organization’s growth strategy. SBI recently interviewed Kristen McClain, chief human resource officer at Barcodes Inc. Watch as Kristen explains.
SBI Growth
AUGUST 11, 2016
When sales channels overlap in their functions, both costs and customer frustration increase. So, how can you best allocate the channel mix to control costs and assure your customer needs are satisfied? SBI recently spoke with Christopher Bray, the senior.
SBI Growth
AUGUST 9, 2016
Is your organization properly utilizing your ideal customer profile? It’s not enough to just have one. It should also be quantitatively defined, documented, and leveraged to prioritize your sales and marketing efforts.
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.
Planview
AUGUST 9, 2016
Exciting things are happening at Spigit! We’ve just announced that we set yet another growth record with the first half of 2016 up by 60% and Q2 2016 was up by 120%, marking the sixth consecutive quarter of record new customer growth and revenue growth. This year has seen a lot of innovation here at Spigit: New game-changing product releases, including an all-new mobile experience.
SBI Growth
AUGUST 30, 2016
Are your functional strategies in strategic alignment? Your strategy must be practical, yet also aligned across the business in order to hit your revenue growth goals. Yet, a staggering 91% of companies are still lacking this necessary alignment. Watch as.
SBI Growth
AUGUST 27, 2016
Content marketing is a key piece to any marketing strategy. And as such, there is a large amount of advice out there on how to best create your content marketing strategy. Which should you listen to, and which should you.
SBI Growth
AUGUST 13, 2016
Your marketing strategy is a critical piece to the revenue growth puzzle. Ignore it, and you will miss your number. We recently interviewed Mike Yardley, the chief integration officer at VML, a global marketing agency, about this topic. Listen as.
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
AUGUST 2, 2016
Data is everywhere. Channels are exploding, and technology is constantly changing. Marketing leaders now require detailed reporting in order to make data-driven decisions. And this requires the help of a “right hand”, otherwise known as marketing operations. My colleague, Mark.
Engage Selling
AUGUST 15, 2016
I’m so excited to be presenting at the upcoming Dreamforce. Make sure you join me and the rest of the amazing line up of speakers at the Sales Summit on October 4th.
Engage Selling
AUGUST 30, 2016
Did you just do a double take? Stop closing sales…isn’t that counter-productive to our sales success? You heard me right. Salespeople should not be attempting to “close” sales with clients. It’s all in the definition.
Engage Selling
AUGUST 19, 2016
Coaching, managing, leading – often sales professionals find it difficult to make the distinction. Learn the three keys you need to know about to be an effective coach. Want to drastically increase sales in your organization?
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?
Engage Selling
AUGUST 18, 2016
Prospecting – every salesperson knows how crucial a step this is to creating consistent sales and remaining profitable. Neglect prospecting and you may not feel the pain today, but the future will surely reflect your negligence!
Engage Selling
AUGUST 5, 2016
Boost prospecting efficiency on your sales team while also creating a coaching opportunity with this innovative method. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.
Engage Selling
AUGUST 14, 2016
It’s been an exciting weekend at the Olympic track this week and no one better displays the Olympic spirit than the two middle distance runners Mo Farah from Great Britain (Gold medal men’s 10,000 meters) and Ethiopia’s 3000 metre steeplechaser, Entensh Diro.
Engage Selling
AUGUST 2, 2016
What’s the easiest way to lose control of the sales process? I’m sure you’ve noticed, many salespeople hold off on presenting their price to a prospective client until the final written proposal.
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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