Sat.May 27, 2017 - Fri.Jun 02, 2017

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Not All Revenue Growth is Created Equal

SBI Growth

I’m excited to introduce a Chief Executive Officer who knows how to direct his sales force to the highest opportunity revenue sources. Executive leaders of every function should prepare to take notes from today’s guest who will share how to.

Sales 92
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Sales and Business Lessons from Mykonos

Engage Selling

After a week in Mykonos, Greece, I’ve determined that Myconians are the most hospitable people in the world. And, I believe that the best investment any hospitality business can make is to send their people to Mykonos for observational training.

Sales 72
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Why You SHOULDN’T Send A Brochure After You Get The Appointment

MTD Sales Training

So, you’ve got the appointment… I recommend that you send some further information to the client BEFORE you meet with them. I’m not talking about an information pack here or a brochure. Instead, I am talking about sending them something that will position yourself as an expert. Something that will get them to know you better. I usually send our clients a physical sales tips newsletter full of ideas and strategies to improve their sales.

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How to Win Bigger Deals

Sales Gravy

By and large, bigger accounts spending bigger money have a bigger decision to make. Their risks are greater. So it’s less likely you can win a large client by meeting with only one “decision-maker.

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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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One Mistake That’s Killing Your Sales Recruiting Efforts

SBI Growth

Recruiting sales personnel is a never-ending HR and Sales task. SHRM.org studies show a shortage of skilled workers to be a continual hot trend. This is compounded with a retiring Baby Boomer generation and global talent competition. You can’t afford.

Sales 91
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Promoting a Seller Does Not Make a Leader

Engage Selling

I talk often about a new performance-management culture taking hold in today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve too.

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It's So Annoying My Father Was Right: Hard Work Does Pay Off

Sales Gravy

When I got back to the office that Monday, I found that the top producers were already there and they had even written some deals already. When I was about to go home at 4:30pm, they were still there, in full swing.

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The Revenue-Generating CMO

SBI Growth

Revenue-generating chief marketing officers create more shareholder wealth than any other type of CMO. . More than brand-building CMOs. More than lead-generating CMOs. More than product-positioning CMOs. Download our SBI Magazine Special Issue: Revenue Attribution. What is a revenue-generating CMO? A revenue-generating CMO.

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With Due Respect to Alec Baldwin | Sales Tips

Engage Selling

Always be prospecting. Why do I say that? I can tell you that in 25 years of selling, I have never met a sales problem that can’t be solved without good prospecting skills.

Sales 49
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Fitness for Customer Experience

ReviewTrackers

Welcome to Customer Insights , a weekly digest of the most important stories about online reviews, customer feedback, and customer experience. This week: Hotels must find ways to make it easy for guests to stay active. 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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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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Is Cold Calling Really the Problem?

Sales Gravy

Far too often companies spend large amounts of money on websites, advertising, branding and marketing campaigns, yet when those campaigns generate an incoming lead, they fail to deal with it properly!

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Why You Need a Field Advisory Board to Make Your Number

SBI Growth

Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. Success for Andy, in making his number quarter after quarter and year after year, is tied to his.

Sales 69
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Sales and Business Lessons from Mykonos (Part 2)

Engage Selling

Thinking back to my post on Monday, another lesson we can learn from Mykonos is the value of adding value.

Sales 55
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Avoiding the Pitfalls to B2B Success: Second 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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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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Don't Let the Summer Tank Your Sales Productivity

Sales Gravy

Leverage Friday afternoons for phone calls to people you haven’t been able to connect with or with prospects who are tied tightly to a competitor. It happens every summer.

Sales 40
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Should You Hire Sales Reps Only From Your Industry?

SBI Growth

Sales 95
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The Next Big Thing in Sales Hiring

SBI Growth

Sales 91
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Cover the Market Completely with Indirect Sales Channels

SBI Growth

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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 Effective is Your New Hire Onboarding Program

SBI Growth

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Opportunity Assessment: Is the Sales Opportunity Real?

SBI Growth

Sales 89
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Why Fear is Killing Your Sales Career

SBI Growth

Sales 86
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Jeb Blount and Dr. Diane Hamilton on Emotional Intelligence Podcast

Sales Gravy

Increase your Emotional Intelligence even further with Jeb Blount's Best Selling Book, "Sales EQ.

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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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Newly Hired Sales Leader? Why You Must Get Your Sales Strategy Right

SBI Growth

Sales 70
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How Do I Brand an Acquired Company?

SBI Growth

IPC Systems launched a new brand identity, following its acquisition of Etrali Trading Solutions earlier this year. Our guest today shares the use case for the brand strategy that 1,400 IPC employees will use to convey a single, compelling story.