SBI Growth
MAY 11, 2017
Joining us for today’s show is Steve Blum, an executive sales leader who knows how to Make the Number with channel partners. I’ve known Steve for a long time and he’s always been on the leading edge of channel management.
Engage Selling
MAY 11, 2017
Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend.
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Planview
MAY 11, 2017
Last week was Spigit’s 2017 Ignite conference. To say that it was inspirational is an understatement. From a scientist who led the innovation team that developed the Ebola vaccine, to a world renown innovation author, to the VP of Watson Strategic Partnerships at IBM Watson, Ignite 2017 was one for the record books. Throughout the conference, which included exclusive innovation strategy workshops for Spigit customers, there was no shortage of useful insights attendees walked away with.
Pinnacle View
MAY 11, 2017
2017 is a big year for Digital NewFronts. NewFronts, run by the IAB, are an annual series of events and presentations from digital media companies featuring pitches aimed at both video content creators and advertisers. During this year’s May event series, 32 separate digital media companies will host their own NewFronts. The companies presenting include big names like Twitter, DigitasLBi, Turner, and Google.
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.
SBI Growth
MAY 9, 2017
Joining us for today’s show is Christopher Fris, an executive sales operations leader who knows how to enable revenue growth in a meaningful way. Today’s topic is focused on how Sales Operations enables the sales plan. During our discussion, Chris and.
Engage Selling
MAY 12, 2017
I would like to talk to you about a proposal format that you can customize for whatever business you’re in. You can use this whether you’re in a products business, a service business, or a hybrid of both.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
MAY 12, 2017
All our research is showing that, in the future, the role of the salesperson will not be to sell anything. Prospects can now research company information, reviews, feedback, and all manner of information online, so the need to have a salesperson presenting and demonstrating benefits is becoming less and less necessary. If the role is going to change so significantly, what can you do to be ahead of the game?
SBI Growth
MAY 6, 2017
Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We first met Jennifer a few years.
Engage Selling
MAY 6, 2017
Word-of-mouth marketing is one of the most powerful tools in sales today and yet it remains deeply misunderstood and under-used.
Planview
MAY 9, 2017
Your organization embraces a culture of quality. You seek continuous improvement. At some point the lean practice came to make sense to you. The possibilities of seeing the whole. The rationale of starting with the customer and working your way back into the organization from there to create the value stream. The energy that comes from getting everyone on the same page in terms of the problem to be solved: the waste to be removed.
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
MAY 8, 2017
You can find a ton of material on terms, phrases and magic words to use while attempting to close a sale. Some closing statements and remarks may be very helpful and some may make no difference. However, one question is extremely damaging and will often kill the sale. “What do you think?”. While this question may seem harmless and necessary, it is the opposite.
Sales Gravy
MAY 9, 2017
I realized years ago that my job is not selling cars. My job is to give customers every possible detail and every reason to make the decision to work with me, my dealership and our products.
ReviewTrackers
MAY 11, 2017
Welcome to This Week In Reviews , a weekly digest of the most important stories about online reviews, customer feedback, and customer experience. This week: Two healthcare industry thought leaders say the industry needs to use the patient perspective as a metric to assess the value of healthcare. Subscribe to receive these stories and more every week in your inbox.
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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.
Sales Latitude
MAY 11, 2017
Most sales people hate working on their account/territory plan. Not surprisingly, they’d rather work opportunities. But, hold on a second – are they not one and the same? We’ve all heard the stories of the “one and done” account/territory plan: you do it once a year to show to management, then put it in your desk drawer. Or, the trash. The Typical Account/Territory Plan.
Sales Gravy
MAY 9, 2017
This technique builds value in the most important part of any sales transaction you and your belief in your product or service. You hear it all the time if your price is higher than your competition youre told to build value.
ReviewTrackers
MAY 8, 2017
Customer experience (CX) — defined as “the cumulative impact of all interactions and experiences between your business and the customer, at every touchpoint across the entire customer journey, and viewed entirely from your customer’s perspective” — has become one of today’s most important business benchmarks. CX is also a great competitive differentiator, helping companies respond to and exceed customer expectations, improve satisfaction, drive loyalty, reduce churn, and increase revenue.
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.
Sales Gravy
MAY 10, 2017
Start setting your own expectations, using your own sales process, and building the tools you need. Make it happen. You dont have to change jobs yet. So often when sales reps arent selling the first inclination is to blame the sales rep.
Sales Gravy
MAY 10, 2017
This makes the salesperson a shrewd negotiator, choosing to negotiate with the weaker party, making it more likely that a deal is done. One of the things I hear from sales leaders most often is that their sales force cannot negotiate.
Sales Gravy
MAY 9, 2017
Winning is the result of excellence, not the other way around.Too often we recognize and reward only outcomes and thus miss out on the opportunity right under our noses to help our salespeople become truly excellent by improving their processes.
Sales Gravy
MAY 8, 2017
What is important to remember is in todays competitive world your prospects and customers are watching every move you make. Imagine how mispronouncing or forgetting a clients name can change that persons perception of you.
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.
Sales Gravy
MAY 8, 2017
More than half of the sales deals Im called to look at and advise on how to move it forward have an unauthorized person down as the decision maker. Sell your incentive and close the deal.
Sales Gravy
MAY 8, 2017
You show your value by engaging with them in the exact same way as you would the decision maker.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
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