Sales Latitude
AUGUST 18, 2016
Why is it so important to get in front of key decision makers and influencers on every sales opportunity? It’s simple: to expand your relationships and understand business needs and priorities in order to sign bigger deals faster, and meet or exceed quotas. Here are 3 proven ways to identify and win over top-level decision makers and influencers. 1.
SBI Growth
AUGUST 16, 2016
“The Challenger Customer” by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman was one of the most popular sales books last year. It was written as a sequel to the highly successful book, “The Challenger Sale.” Watch here as.
Engage Selling
AUGUST 16, 2016
How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team.
Planview
AUGUST 16, 2016
Several years ago I was working with the technology team supporting a very large player in the consumer packaged goods industry. This group was focused internally on how they might pursue collaborative innovation in order to serve their brand clients with more compelling insights. Our engagement was at the time when companies began taking big data seriously.
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.
Geehan Group
AUGUST 17, 2016
Accordin g to 6sense CEO Amanda Kahlow, "Predicting buyers and the products they're interested in isn't magic—it's math. …And lots of behavioral, intent-related data."1. The 6sense math is paying off for its customers. Shortly after a first round of funding in 2014, the company reported that one of its customers closed $300 million in new business as a result of the 6sense method.2 More recently, 6sense announced Netsuite has seen an 8x lift in conversions and
SBI Growth
AUGUST 13, 2016
Your marketing strategy is a critical piece to the revenue growth puzzle. Ignore it, and you will miss your number. We recently interviewed Mike Yardley, the chief integration officer at VML, a global marketing agency, about this topic. Listen as.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
AUGUST 18, 2016
When we are putting our presentations together for a client meeting, we often, if not always, concentrate on the overall benefits to the client of our products and services. We concentrate on what our products will produce for them, how they will make them more competitive in the market place, the profitability they will bring or the increased productivity that they will gain.
Engage Selling
AUGUST 19, 2016
Coaching, managing, leading – often sales professionals find it difficult to make the distinction. Learn the three keys you need to know about to be an effective coach. Want to drastically increase sales in your organization?
Engage Selling
AUGUST 18, 2016
Prospecting – every salesperson knows how crucial a step this is to creating consistent sales and remaining profitable. Neglect prospecting and you may not feel the pain today, but the future will surely reflect your negligence!
Engage Selling
AUGUST 14, 2016
It’s been an exciting weekend at the Olympic track this week and no one better displays the Olympic spirit than the two middle distance runners Mo Farah from Great Britain (Gold medal men’s 10,000 meters) and Ethiopia’s 3000 metre steeplechaser, Entensh Diro.
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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
Engage Selling
AUGUST 19, 2016
After the 2012 Olympic Ryan Lochte stated he wanted to be a celebrity. He went on to “star” in a terrible and ill-fated reality show “What would Ryan Lochte do.” I think we all know now what he would do.
SBI Growth
AUGUST 18, 2016
Does your revenue growth goal include an assumption for a yet to be released product? If the answer is yes, then the launch of this new product is critical to your success. Andrew Wright, the vice president of design at.
MTD Sales Training
AUGUST 16, 2016
I’ve been speaking to more of my clients recently. Not that that should surprise you, but I’ve taken some time out to find out some of the key issues they are facing and identified many of the specific ideologies that drive them to make decisions. In some cases it’s been eye-opening, and has allowed us to tweak our offerings and practices so we are in line with their requirements.
SBI Growth
AUGUST 14, 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.
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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.
Engage Selling
AUGUST 15, 2016
This is one of the topics I will be covering at the Sales Summit Oct 4th at Dreamforce this year as I dive into the topic of Sales Acceleration.
Engage Selling
AUGUST 13, 2016
When it comes to accelerating sales and motivating people to deliver peak performance, nobody gets better on their own.
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.
SBI Growth
AUGUST 15, 2016
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