SBI Growth
JANUARY 28, 2017
Are you building a “me too” brand? Your competitors are making the same claims and promises as you. They are even using the same words. Brands that are built on “who you are” and “what you do” do not result.
Engage Selling
FEBRUARY 3, 2017
Over the past 12 months, I have done some deep analysis of the sales pipeline, specifically looking for points of leverage that we can create more success with, as well as looking for any problem points that need to be … Read More »
MTD Sales Training
FEBRUARY 2, 2017
Understanding body language is an important skill for salespeople to learn. However, it is important that we understand some key concepts first: Look for more than one sign. Try this for example. Cross your arms. It feels good doesn’t it? You are hugging yourself. Yet, if you read books on body language they will tell you that this is a negative signal that is being sent out.
Planview
FEBRUARY 2, 2017
In the U.S. alone, the estimated cost of customer churn due to poor service is $1.6 Trillion, according to a recent Accenture report. Understanding customer expectations and requirements has never been more important. But capturing and aggregating feedback at scale is easier said than done. However, with the “Voice of the Customer” (VoC) approach and growing number of use cases for crowdsourcing technology, companies have the solutions they need to make it less complicated.
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
FEBRUARY 2, 2017
Today’s show will demonstrate how to determine which markets to compete in and which markets to avoid. We discuss market selection and the type of sales reps required to compete. As a guide to the discussion, download our 10th annual workbook, How.
Engage Selling
FEBRUARY 2, 2017
When professionals in virtually every industry think about “compensation” – especially when it comes to structuring compensation plans, rarely is anything but a dollar sign considered.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
JANUARY 31, 2017
Like many professional sellers, I travel all the time. Having racked up over 225,000 miles over two major airlines last year you could say that my most used office space is seat 3D.
SBI Growth
JANUARY 29, 2017
By masterfully blending strategy and execution, the world’s top growth leaders consistently outpace their competition and their industries in revenue expansion. It starts with picking the right strategy: operational excellence, product leadership, or customer intimacy. When you have no product.
SBI Growth
FEBRUARY 3, 2017
Best-in-class organizations bring the sales force and product team into alignment well before the product release date. Consider the five interlock steps between product and sales when you plan your product strategy. For a comprehensive set of considerations to help.
SBI Growth
JANUARY 31, 2017
Today’s show will demonstrate how to generate enough leads for the sales team to exceed their revenue objectives. The biggest predictor of above average revenue growth is a strong lead flow and pipeline influence from marketing. To follow along, download our.
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
SBI Growth
JANUARY 29, 2017
Today in this post we will demonstrate how to make the customer experience a competitive differentiator. To follow along the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the customer experience design phase on pages 130 –.
Engage Selling
JANUARY 28, 2017
This is the second of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog.
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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.
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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