Sales Latitude

JUNE 29, 2017

It’s hard to play the long game in sales. Especially since it takes many contact points before you may ever sell to a customer or prospect. And, the long game requires you to do many different things, which at times may seem counterintuitive to making your annual quota. A Quality Pipeline. Your management is always asking where you stand against your quota, how much is in your pipeline, how you rank the risk of the deals in your current pipeline, and other important questions to understand the a

Stakeholders 74

Stakeholders Sales Decision-making Management 74

MTD Sales Training

JUNE 28, 2017

Your ability to uncover needs in your customer’s business is one of the areas that will make you stand out from the competition. It can differentiate you, your services and your products because it offers a perspective that few buyers may be able to see themselves. That outsider viewpoint can make a big difference to the buyer, as they can often be immersed in the minutia of everyday business and miss the big picture.

Decision-making 72

Decision-making Procurement Negotiation Sales Training 72

Engage Selling

JUNE 30, 2017

Turnover, specifically sales turnover hurts your business. How do I know this? Recently, I’ve been working with some clients who have suffered some devastatingly bad losses because of sales rep turnover.

Sales 71

Sales Organization 71

SBI Growth

JUNE 27, 2017

Nothing drives CEOs crazy like hearing a marketer tout brand awareness. But elite executives and sales leaders know the difference. Without strong brand awareness, your company is left fighting for scraps. Download our SBI Magazine Special Issue: Revenue Attribution. Brand awareness gets.

Marketing 67

Marketing Sales 67

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.

Sales Gravy

JUNE 29, 2017

Recently I had the unique opportunity to sit down with Tom Hopkins and discuss the rules of sales. In this short video clip Tom discusses the power of planning and writing down your goals and why you should never give up on your dreams.

Sales 40

Sales 40

MTD Sales Training

JUNE 29, 2017

Many companies we have worked with have measurements to ascertain the satisfaction of their customers with the products they sell, the back-up services they offer and the overall experience that their customers enjoy. However, it is possible that you could have a very satisfied customer who doesn’t use your services that often. It has to be appreciated that satisfaction does not always equal loyalty.

Decision-making 65

Decision-making Suppliers Sales Training Marketing 65

SBI Growth

JUNE 25, 2017

Today’s show is a demonstration on how a Chief Strategy Officer can help a sales team. Too many sales leaders tolerate the strategy leader within their company and do their best to avoid interlocking. However, a common challenge among sales.

Sales 66

Sales Marketing 66

ReviewTrackers

JUNE 29, 2017

There’s no shortcut to creating a great customer experience. It takes a thoughtful strategy, a customer-focused organization, and a design that delivers on your brand promise. In today’s consumer culture, the creation of a great customer experience — and the ability to continue redesigning the experience — gives companies the opportunity to solve problems, improve customer engagement, and build stronger relationships with customers.

Customer Experience 28

Customer Experience Healthcare Banking Government 28

MTD Sales Training

JUNE 26, 2017

Motivating a Sales Team is mission critical to successes. However, it is very easy for a sales manager to THINK that he or she is sufficiently motivating the team simply because no one offers any objection or criticism. Since the sales team is not complaining, I must be doing everything right? Wrong. Now in answering this question, let me say that it may not be what you or anyone else expects to hear.

Sales 61

Sales Finance Sales Training Sales Management 61

Engage Selling

JUNE 26, 2017

What’s up with the recent increase in dishonest sellers this year? Seriously, how can anyone actually think beginning a relationship with dishonesty is going to pay off in the end? It boggles my mind!

Client Relationships 55

Client Relationships Communication Management Sales 55

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

B2B

SBI Growth

JUNE 29, 2017

When a buyer finally signs a contract with your company, it’s a momentous occasion. It signals a competitive win, more revenue, and another shot at growth. If you interview the buyer, you’ll know that the road to the win was.

Marketing 59

Marketing 59

ReviewTrackers

JUNE 29, 2017

Welcome to Customer Insights , a weekly digest of the most important stories about online reviews, customer feedback, and customer experience. This week: The ability to provide an enhanced customer experience starts with improving workplace culture. 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.

Banking 20

Banking Customer Experience Meetings 20

Planview

JUNE 28, 2017

Recently I had a chance to read a terrific article in the most recent issue of the MIT/Sloan Management review about internal crowdsourcing. Co-authored by Lale Kesebi at Spigit customer Li & Fung (watch her awesome presentation at Ignite here to get inspired ), I recommend it to anyone considering doing ideation with an internal crowd. I thought I would spend some time sharing a topic that the article touches on – when is it better to do ideation with an internal crowd versus an external cr

Customer Experience 49

Customer Experience Innovation Communication Marketing 49

SBI Growth

JUNE 27, 2017

Today’s show is focused on one of the hottest and most consistently requested topics from this audience of executive decision makers. Our topic today is about selling through partners. Joining us for today’s show is Finn Faldi, a Partner Revenue Officer.

Marketing 59

Marketing Sales 59

Advertisement

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.

Meetings

SBI Growth

JUNE 30, 2017

While the deal size needs to be at least 2x, the total lifetime value is often significantly higher. This is primarily because these top accounts are more likely to need more products than a customer that perhaps may stumble across.

Prioritization 54

Prioritization Marketing 54

SBI Growth

JUNE 24, 2017

Data drives insights that empower marketing leaders with the intelligence to make sound decisions. The best B2B marketing ops leaders identify key performance indicators that are critical to business success. They build reporting and systems strategies around those metrics. To.

Marketing 54

Marketing Decision-making B2B Sales 54

SBI Growth

JUNE 28, 2017

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Acquisition 85

Acquisition B2B Marketing 85

SBI Growth

JUNE 26, 2017

Sales Management 85

Sales Management Management Sales 85

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

SBI Growth

JUNE 25, 2017

Sales Management 81

Sales Management Management Sales 81

SBI Growth

JUNE 30, 2017

Sales 75

Sales Management 75

SBI Growth

JUNE 26, 2017

Marketing 70

Marketing B2B 70

SBI Growth

JUNE 24, 2017

Sales 66

Sales Meetings Marketing 66

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.

Negotiation

ReviewTrackers

JUNE 27, 2017

Thanks to the growth of sites like Yelp, TripAdvisor, Google, and Facebook, online reviews have become one of the most important factors influencing consumers’ purchase decisions. It isn’t just customers who are writing reviews of businesses. Employees are making their voices heard, too. Reviews (and Your Responses) Can Boost Your Employer Brand. A key part of any successful employer branding and recruitment strategy is the ability to respond to your employees’ reviews and feedback on employee r

Decision-making 20

Decision-making Meetings Management 20

Planview

JUNE 28, 2017

Recently I had a chance to read a terrific article in the most recent issue of the MIT/Sloan Management review about. internal crowdsourcing. Co-authored by Lale Kesebi at Spigit customer Li & Fung (watch her awesome presentation at Ignite here to get inspired ), I recommend it to anyone considering doing ideation with an internal crowd. I thought I would spend some time sharing a topic that the article touches on – when is it better to do ideation with an internal crowd versus an external c

Customer Experience 45

Customer Experience Innovation Communication Marketing 45