SBI Growth
JUNE 13, 2017
Our expert practitioner today is a Chief Human Resources Officer who knows a thing or two about sourcing the right executive talent to achieve the corporate strategy. Today’s topic is focused on how to match the capabilities of the executive.
Engage Selling
JUNE 16, 2017
Most companies take a reactive approach to client retention and that is the wrong way to think about this issue. That means two things.
MTD Sales Training
JUNE 14, 2017
Many times, you will get to the position in the sale where you and the prospect are discussing moving forward with your product or service, and the progress stalls because the prospect fears making a mistake. Indecision is caused by people having fears that something will go wrong or another choice may have been better. The word ‘decision’ comes from a root word meaning ‘to cut off’.
RAIN Group
JUNE 14, 2017
By: Mary Flaherty and Mike Schultz. If there's a black box in the world of sales, it's prospecting. What to do, how to do it, and what it means to be good at it. And with all the conflicting advice out there, it's especially difficult to figure out where to start and how to get better.
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
JUNE 15, 2017
Modern marketing organizations operate as revenue centers, not cost centers. CEOs at top-performing companies utilize revenue attribution to understand which activities produce revenue bookings. Revenue attribution models give executives a clear line of sight from the corporate strategy through customer.
Planview
JUNE 15, 2017
89% of Spigit customers are leveraging ideation to create a culture of innovation. That’s a stat we uncovered in our 2017 Business Innovation Report. Establishing a culture of innovation is a hot topic. It’s on the shortlist of strategic initiatives executives around the world are implementing to transform their organizations. However, it takes investment both from a resource and effort standpoint.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Pinnacle View
JUNE 15, 2017
In this guide: 1. USE ADVANCED LOCATION TARGETING. 2. IMPLEMENT SMART A/B TESTING. 3. USE THE FACEBOOK PIXEL. 4. RUN ADS IN PRECISE TIME FRAMES. 5. SELL THE SOLUTION NOT THE PRODUCT. Making effective Facebook ads is no easy task. At any given moment, your ad is competing with other businesses for a small portion of a user’s screen. Once your ad is in front of a potential customer, then it’s fighting the hardest battle of them all – the fight for attention.
SBI Growth
JUNE 10, 2017
Modern marketing organizations operate as revenue centers, not cost centers. CEOs at top-performing companies utilize revenue attribution to understand which activities produce revenue bookings. Revenue attribution models give executives a clear line of sight from the corporate strategy through customer.
Geehan Group
JUNE 15, 2017
In my B2B Executive Playbook , I take my readers through the four steps that can simplify strategic planning, focus product development and sales and marketing efforts, and most importantly, create a clear path to market leadership. In this four-part series, Avoiding the Pitfalls to B2B Success, I review the common pitfalls that challenge B2B firms.
Planview
JUNE 15, 2017
89% of Spigit customers are leveraging ideation to create a. culture of innovation. That’s a stat we uncovered in our 2017 Business Innovation Report. Establishing a culture of innovation is a hot topic. It’s on the shortlist of strategic initiatives executives around the world are implementing to transform their organizations. However, it takes investment both from a resource and effort standpoint.
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
Sales Gravy
JUNE 16, 2017
Many people think that closing the sale is the difficult part of business, but it's not. Simply make clear offers to your prospects, give them a good understanding of the benefits of buying from you, and make it easy for them to purchase.
SBI Growth
JUNE 11, 2017
Our expert practitioner today is a Senior Vice President of Product Management and Development who knows a thing or two about creating products that people can’t imagine living without. I first met our guest when he led product development at.
ReviewTrackers
JUNE 15, 2017
Welcome to Customer Insights, a weekly digest of the most important stories about online reviews, customer feedback, and customer experience. This week: Online reviews and SEO will only continue to grow in importance. Subscribe to receive these stories and more every week in your inbox. Email *. Phone This field is for validation purposes and should be left unchanged.
SBI Growth
JUNE 16, 2017
Marketing and sales teams too often find themselves stuck in a detrimental battle over to whom revenue attribution should be attributed. CEOs at top-performing companies utilize revenue attribution to navigate this war-zone and understand which activities produce revenue bookings. Revenue attribution models.
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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.
SBI Growth
JUNE 11, 2017
Some sales reps only make their revenue objectives by selling to the easy accounts. Others are spending too much time with accounts that do not fit the ideal customer profile. And yet, some sales reps have so many accounts to.
Sales Gravy
JUNE 15, 2017
I think its a shame that more sales enablement leaders and perhaps more sales or business leaders in general, dont have a better grounding in formal strategic planning, tactical execution planning, organization development (OD), organization effe
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
JUNE 14, 2017
Ill admit its an individual call, dependent on any number of factors, but heres the deal as I saw it. As a salesperson, I cant make excuses and I have to be in control of my situation. Lousy salespeople are quick to make excuses.
Sales Gravy
JUNE 14, 2017
We often dont own our destiny, but it is ours for the taking. I meet with many female executives that have let their priorities and lives fall out of control. We can reclaim our earnings, our lives, and our priorities.
Sales Gravy
JUNE 13, 2017
If youre serious about upgrading your meetings, ask your best salespeople what they would like to see covered in team meetings, and inquire about what they have seen work well elsewhere.
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.
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.
ReviewTrackers
JUNE 13, 2017
As part of their effort to improve customer experience , a growing number of organizations are applying various techniques for proactively collecting customer feedback. Why? Not only does collecting customer feedback help inform your business’ decision-making process; it also helps you understand customers better and get a more accurate handle on how they perceive your product, service, brand, and company.
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