SBI Growth
OCTOBER 19, 2016
We recently spoke with Kay Kienast, the head of marketing for Seagate Technology’s EVault division. Kay has served as an executive marketing leader for Xerox’ enterprise division, Lexmark, Cisco, and notable startup Avocent. The topic of our interview is the importance.
Engage Selling
OCTOBER 20, 2016
Trying to motivate a member of your sales team to break out of a sales slump? No matter their skill level, ambition, and work ethic, even the best of salespeople go through a period where they create less than desirable results.
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MTD Sales Training
OCTOBER 20, 2016
We were working with a client recently who asked us if we could discuss strategies on how to become a preferred supplier to their customers. . I must admit to feeling a bit puzzled. My consultant asked them, “Why do you want to only become a preferred supplier?”. The answer was along the lines of ‘isn’t that what very supplier should want to attain… preferred status?
SBI Growth
OCTOBER 18, 2016
On this week’s SBI Insider Video Podcast we discuss the topic of competitive advantage. How to select your competitive advantage to win, how to validate it in the market and how to align the organization to deliver on the advantage.
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.
Engage Selling
OCTOBER 18, 2016
Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my years of consulting, I have rarely (and I mean rarely!
Engage Selling
OCTOBER 21, 2016
I’ve been giving a lot of thought to what makes a successful salesperson and I realize that one of the key components of all the top performers that I talk to is resilience.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
OCTOBER 17, 2016
Our value proposition is the reason why customers choose one company over another. Something has to eliminate a customer’s pain or deal with one or more areas of gain before they decide to go for that solution. Your value proposition, therefore, should clearly show how your solution creates better results than any of the competitors. These are the questions you should be asking to ascertain how you offer more to customers than anyone else: In what way does my solution add value to this specific
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