How to Really Connect with Prospects
Engage Selling
MARCH 30, 2017
You could be the world’s greatest salesperson selling the world’s best product, but if you can’t connect with your prospects, will your sales results reflect your expertise?
Sat.Mar 25, 2017 - Fri.Mar 31, 2017
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3 Ways Sales Management Can Coach and Develop Sales Reps
SBI Growth
MARCH 28, 2017
SBI conducts hundreds of field observations and interviews with sales reps and managers every quarter. We call these Day in the Life Of, or Dilos. There is a major theme consistent across most sales forces: The Coaching and Developing of front.
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Use This Method To Help You Overcome This Common Objection
MTD Sales Training
MARCH 31, 2017
One of the biggest objections sales people face that causes most discussion is the issue of price. The holy grail of salesmanship is how to find the best way to convince their customers to pay the price they want for their services. Remember, price is always associated with value, so if the price issue is raised often, think about how you are building value initially.
5 Step Method for Leading Millennials and Commanding Respect
Sales Gravy
MARCH 29, 2017
The problem is that most managers and other figures of authority Directors, V.P.s, and even Business Owners have never been taught how to properly exercise authority and command respect as leaders.
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.
What’s Your Client Backup Plan?
Engage Selling
MARCH 28, 2017
You cannot grow your business with a particular client if you’re relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization.
Stop Inflicting Reps with a Tough Mudder of Internal Red Tape
SBI Growth
MARCH 26, 2017
Joining us for today’s show is Biju Baby, a Vice President of Global Sales Operations who knows a thing or two about supporting revenue growth. His company has seen an impressive 54 quarters of sequential revenue growth and Biju has.
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Create a True Competitive Edge - Leveraging a New Psychology of Selling Podcast
Sales Gravy
MARCH 29, 2017
The sales world is coming face to face with a cold hard truth: In this episode of The Marketing Book Podcast with Douglas Burdett, Jeb Blount explains that the sales profession is in the midst of a perfect storm.
Account Plans are Not Optional | Sales Tips
Engage Selling
MARCH 31, 2017
A few weeks ago, I was at a client sales management meeting and we were discussing Account Management because many were concerned that they were starting to lose some of their accounts.
Create Products that Fly Off the Shelf
SBI Growth
MARCH 28, 2017
Joining us for today’s show is Tom Banta, 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. Tom led product development at BMC Software and it’s.
What is HCAHPS? What You Need to Know About Healthcare’s National Patient Feedback Survey
ReviewTrackers
MARCH 29, 2017
In healthcare, online review sites and social media have quickly emerged as one of the most heavily used platforms giving voice to patient feedback. Often, they also provide accurate online predictions of consumers’ patient experience at hospitals, with research studies having found that patient ratings on widely used, publicly available healthcare review sites significantly correlate with mortality and readmission rates through the industry-standard patient system.
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
3 Takeaways from Spigit’s Innovation Forum
Planview
MARCH 30, 2017
Spigit recently hosted an Innovation Forum with global consumer goods manufacturer Li & Fung in Hong Kong. An exclusive group of innovation leaders convened for an evening of sharing best practices and in-depth discussions about innovation programs. With presentations from Steve Glaveski, Co-founder and CEO at Collective Campus; Alvin Chia, Innovation Program Lead at DBS Bank; Lale Kesebi, Chief Communications Officer & Head of Strategic Engagement at Li & Fung; and Yi Hoo Ong, Vice
The role of tech in the future of sales? It’s even bigger than you think…
Engage Selling
MARCH 25, 2017
This is the sixth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog.
The Future of Banking
ReviewTrackers
MARCH 30, 2017
Welcome to Customer Insights , a weekly digest of the most important stories about online reviews, customer feedback, and customer experience. This week: What does banking of the future look like? It will be all about customer relationships. 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.
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.
3 Takeaways from Spigit’s Innovation Forum
Planview
MARCH 30, 2017
Spigit recently hosted an Innovation Forum with global consumer goods manufacturer Li & Fung in Hong Kong. An exclusive group of innovation leaders convened for an evening of sharing best practices and in-depth discussions about innovation programs. With presentations from Steve Glaveski, Co-founder and CEO at Collective Campus; Alvin Chia, Innovation Program Lead at DBS Bank; Lale Kesebi, Chief Communications Officer & Head of Strategic Engagement at Li & Fung; and Yi Hoo Ong, Vice
How to Influence High-End Clients
Shapiro Negotiations
MARCH 31, 2017
Many business owners are so preoccupied with the task of acquiring more customers, they stop attracting the right customers. Even in the world of retail and services, sometimes quality is much more important than quantity. For many small and large businesses, high-end clients can significantly boost monthly revenue, profitability, and growth. All you need to do is know how to reach and influence them.
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.
Negotiate Larger Deals More Quickly
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.
ABM Evolution: How Top Marketers Are Using Account-Based Strategies
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.
How to Influence High-End Clients
Shapiro Negotiations
MARCH 31, 2017
Many business owners are so preoccupied with the task of acquiring more customers, they stop attracting the right customers. Even in the world of retail and services, sometimes quality is much more important than quantity. For many small and large businesses, high-end clients can significantly boost monthly revenue, profitability, and growth. All you need to do is know how to reach and influence them.
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