Sat.May 13, 2017 - Fri.May 19, 2017

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Presentations That Sell | Sales Tips

Engage Selling

Last week, we talked about proposal formats. Therefore, it makes sense that we talk about presentation formats this week. I believe that you should always present in person when possible.

Sales 64
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Content Marketing that Generates Pipeline

SBI Growth

Joining us for today’s show is Mary Clark, a Chief Marketing Officer who knows how to build brand preference to generate sales pipeline. Today’s topic is focused on B2B content marketing. Mary and I leveraged the SBI annual workbook to guide our conversation, turn to.

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Trending Sources

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3 Key Phrases To Use When Gaining Commitment From Prospects

MTD Sales Training

How many times have you found yourself trying to ‘close’ a prospect and you spend much of your time telling them about all the benefits, only to realise you have been doing most of the talking and the prospect has glazed over, approaching a comatose position? When trying to gain commitment from a prospect, it is always better to involve them in the decision-making process, so they feel part of it, rather than being preached at.

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Meet Author Kevin F. Davis | Sales Gravy Expert Interview

Sales Gravy

Sales Gravy recently had the opportunity to speak with Kevin Davis, author of the brand new book and online sales training program, The Sales Manager's Guide to Greatness.

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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.

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What is the Patient Experience? 

ReviewTrackers

Welcome to Customer Insights, a weekly digest of the most important stories about online reviews, customer feedback, and customer experience. This week: The definition of patient experience is differs across the healthcare industry. 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.

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Is Your Sales Channel Team Running Plays for Yesterday’s Buyers?

SBI Growth

Today’s show is focused on choosing the right channels to go to market. Business to business buyers are rapidly changing as their preferences to engage their vendors are evolving. Buyer preferences for 1-to-1 interactions are changing. Major shifts to eCommerce and SaaS.

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25 Biggest Content Marketing Demand Gen Mistakes

Sales Gravy

Increasingly, companies and sales professionals are becoming more reliant on content marketing to drive demand gen. Sadly, most content marketing is wasted because of simple mistakes. Don't allow these 25 Content Marketing Mistakes hold you back.

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What is the Patient Experience? 

ReviewTrackers

Welcome to Customer Insights, a weekly digest of the most important stories about online reviews, customer feedback, and customer experience. This week: the definition of patient experience differs across the healthcare industry. Subscribe to receive these stories and more every week in your inbox. Email *. Email This field is for validation purposes and should be left unchanged.

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Avoid the Bull Fighting – How Top CEOs Interlock with Sales Leaders

SBI Growth

Enjoy this rare opportunity to hear a CEO articulate his growth goals followed by his sales leadership team describing how they are going to accomplish those goals.

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Avoiding the Pitfalls to B2B Success: First in a four-part series

Geehan Group

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.

B2B 52
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How to Stay Competitive in the Evolving State of Martech

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

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Five Simple Sales "Closes" That Work

Sales Gravy

Having an opportunity to make "hands on" use of your product or service turns prospects into raving fans, your goal should be to do everything you can to make sure that (qualified) prospects have this opportunity.

Sales 40
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Hotel Reputation Management: 9 Best Practices and Tactics

ReviewTrackers

Across all segments of the hotel and hospitality industry, online reputation has become one of the most powerful drivers of revenue and growth. Whether you’re managing a boutique resort with a dozen rooms or an international destination brand with tens or hundreds of hotel properties around the world, your ability to monitor, influence, and improve the way your hotel is perceived online by existing and potential guests can spell the difference between winning and losing.

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How to Determine Which Sales Problem is Worth Solving?

SBI Growth

Sales 94
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Not Easy, Not Glamorous, But What It Takes

Sales Gravy

My family taught me Midwestern values that prioritize humility and hard work. My grandpa kept his head down, mowed the lawn every Saturday until the year before he died, worked hard and supported his family. My mom and dad did the same.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Take Me Off Your List - Never Call Me Again

Sales Gravy

You project your emotions on your prospect and make up a story in your mind’s eye about what they said, did, or thought after they hung up the phone, pressed send in response to your email, or kicked you out of their door.

40
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5 Rules Leaders Should Follow When Asking Questions

Sales Gravy

For leaders, when it comes to coaching, training, and communication in the workplace, questions are king. Learning and practicing effective questioning skills is central to effective leadership.

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Customer Experience is up to You

Sales Gravy

How many people are you losing because you treat even one person poorly? What’s at the heart of good or bad service? You are. We’ve all experienced it, and none of us has ever forgotten.

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Branding Yourself: Too little, Too late

Sales Gravy

Like many of us I also hear lots of reasons aka excuses for someone being late or believe it or not, just not showing up at all.Today I overheard something very refreshing.

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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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How to Jump Start Stalled Sales

Sales Gravy

When prospective clients “go silent”, it can be frustrating and nerve-wracking for sales reps, who might wonder, “Was it something I said? Did I do something wrong?

Sales 40
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Buy or Build? How Your Customers Decide

SBI Growth

Sales 90
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Who Will Own the CEO’s Improvement Plan?

SBI Growth

Sales 87
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5 Secrets to Great Sales Coaching

SBI Growth

Sales 67
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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.

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Why Sales Reps Won’t Fight for a Higher Sales Price

SBI Growth

Sales 62
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3 Big Forecasting Blunders

SBI Growth

Sales 57
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New Sales VP: A Survival Guide

SBI Growth

Sales 56
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Sales Compensation: How to Overpay Your Top Performers

SBI Growth

Sales 48
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Accelerate Your “Time-to-Fill” Open Territories

SBI Growth

Sales 48
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How to Navigate the Branding Decisions of an Acquisition

SBI Growth

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CMO: How Good is Your Team?

SBI Growth

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Meet ReviewTrackers at the NRA Show 2017

ReviewTrackers

Online reviews provide information about the customer experience at your restaurant. Customers are 43 percent more likely to leave a review after a positive experience at a restaurant and 46.7 percent more likely after a negative experience, according to research by ReviewTrackers. Hwy 55 Burgers, Shakes and Fries, a 1950s-style diner with more than 100 locations, uses the feedback in their online reviews to improve operations.

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.