Try New Things to Grow Your Sales
Engage Selling
JULY 19, 2016
Working with so many different clients across a variety of industries really opens your eyes to new ideas, strategies and insights. I’m always open to embracing fresh new thinking!
Sat.Jul 16, 2016 - Fri.Jul 22, 2016
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Use This Wording When Revealing The Price To Your Prospect
MTD Sales Training
JULY 19, 2016
Have you ever been on the phone or in front of someone who is trying to sell you something, and then when the issue of price comes up, they say something like, “Are you sitting down?” or “I hope. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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How to Take Charge of Your Product Roadmap
SBI Growth
JULY 21, 2016
Is your product roadmap connected to your sales strategy? If not, it’s likely you will miss your revenue growth objectives. SBI recently spoke with Merijn te Booij, the executive vice president of product strategy at Genesys. Watch as Merijn discusses.
Practical Ways to Improve Employee Engagement
Planview
JULY 22, 2016
Editor’s note: Last month, Maggie Riad, VP of Innovation Strategy at Spigit, held a webinar: ‘10 Ways to Increase Employee Engagement in your Innovation Program’. This article is a continuation of this webinar, which you can watch on-demand , where Maggie answers several questions that came up but didn’t have a chance to answer. Q: How do we make it easier for employees to understand how their engagement affects our innovation program?
2024, The Year of the Customer
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.
How to Speed Up Your Deals
Engage Selling
JULY 21, 2016
You may have noticed this interesting trend… Lost deals tend to be the same ones that stagnate during the proposal phase.
Here Are 2 Different Ways To Influence Your Prospects…
MTD Sales Training
JULY 21, 2016
A book that holds pride of place in my library is Robert Cialdini’s “Influence”, where he talks about the principle of social proof. Cialdini states that “95% of people of imitators and 5% of people are initiators.”. He means by this that most people are influenced by the actions of others, rather than furrowing their own trough and taking the risks of being a tail-blazer.
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More Trending
The Biggest Challenge in Business: "Helping People Make a Change"
Sales Gravy
JULY 18, 2016
Your prospect has a problem worth solving. This is how new opportunities are created, and it is also how you remove your competitor and displace them. If only it were this easy.
Willing to Take the Leap to Perpetual Growth?
Engage Selling
JULY 16, 2016
In my work with top performing sales teams I’ve found that leaders who exhibit three consistent traits create perpetual revenue growth. 1. Enforcing a High-Performance Culture In a typical sales organization 10 percent of salespeople overachieve.
Thank You, Customer Success, for Uniting Marketing and Finance
Geehan Group
JULY 19, 2016
“Over the years, I have come to dislike marketers,” a CFO at a $350M company recently told me. “I have found they just aren’t good business people.” I couldn’t help but smile and explain to him how his mind was about to change. During the past several weeks, I've had the opportunity to work with my colleague Sean Geehan and the smart folks at Strikedeck to better understand the nuts and bolts of B2B marketing’s new priority, Customer Success.
SBI’s First Ten Years
SBI Growth
JULY 17, 2016
Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.
How to Stay Competitive in the Evolving State of Martech
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
Prospecting: The Lifeline to Your Revenue Stream
Sales Gravy
JULY 22, 2016
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. Its universally known that sales professionals hate cold calling.
Why Sellers Need to be Specialists | Sales Tips
Engage Selling
JULY 22, 2016
How well do you know your clients’ business problems? Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.
Does SPIN Selling Have a Place in Your Sales Strategy?
SBI Growth
JULY 16, 2016
We recently reviewed SPIN Selling, the seminal work by Neil Rackham. My colleague Andrew Urteaga, Principal at SBI, and I discuss the sales methodology in detail. Listen as we discuss how it stacks up in today’s marketplace, and also within.
A Game Plan for Dealing with the Non-Decision Maker
Sales Gravy
JULY 20, 2016
99.9% of the time when a sales person asks a non-decision maker if they can speak with their boss, the sales person is rejected. Its a FAILED sales strategy. Yet, most sales people keep running that same play and get nowhere with it.
1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?
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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.
Play Hard: Sell Like You Are On the Highlight Reel
Sales Gravy
JULY 21, 2016
Succeeding in sales requires a lot more effort than it used to. I love watching sports highlights on television, especially segments like Plays of the Month. What always stands out for me is the effort a particular player made.
How to Cultivate Customers into Clientele
Sales Gravy
JULY 19, 2016
It is a proven fact that when a customer comes into a business and asks specifically for a particular salesperson, the closing percentage is 60% or higher than a person who is drawn in through advertising and general awareness.
How to Leverage Intent Data for Better Outcomes
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.
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