Sat.Feb 25, 2017 - Fri.Mar 03, 2017

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The Ultimate Guide to World-Class Product Marketing

SBI Growth

Our show today demonstrates how to increase pipeline attribution, customer loyalty, and customer lifetime value through product marketing. Too often product marketing teams are focused on features and functions. Our conversation today is focused on associating product marketing excellence with.

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Are You A Closer?

Engage Selling

Closing rates are ALWAYS the “topic of the day” during workshops, coaching calls and strategy sessions. What is yours? Is that high or low compared to average? What would you expect it to be? How can we make it better?

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Use These 4 Phrases When Overcoming These Sales Objections

MTD Sales Training

Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind. In order to combat this you should have included them in the solution from the very beginning. You should have been asking questions around what their current situation is, what problems they are facing, the impacts that the problem is causing, what they would like to achieve and so on.

Sales 48
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4 Companies Leading the Way in Customer Experience

Planview

Editor’s note: the following article is a guest post by Shay Namdarian, GM of Customer Strategy at Collective Campus. It is no coincidence that the most innovative brands in the world are also leading the way in customer experience. Brands like Apple, Disney, Zappos, and Amazon are front of mind during conversations about memorable customer experiences.

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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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Competition a Bear? Explore New Avenues of Revenue Growth

SBI Growth

Today’s show will demonstrate how to create new markets through new products, attract new customers to an existing product, and convince current customers to buy more of an existing product. This is a deep dive on product strategy. To follow.

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Are You Having the Wrong Sales Conversation?

Engage Selling

When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details.

Sales 69

More Trending

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4 Companies Leading the Way in Customer Experience

Planview

Editor’s note: the following article is a guest post by Shay Namdarian, GM of Customer Strategy at Collective Campus. It is no coincidence that the most innovative brands in the world are also leading the way in customer experience. Brands like Apple, Disney, Zappos, and Amazon are front of mind during conversations about memorable customer experiences.

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Prevent a Revenue Miss – Take a Closer Look at Your Territory Alignment

SBI Growth

Today we’re going to discuss territory alignment and demonstrate how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in.

Sales 89
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Sales Myth: Providing Great Customer Service Means Not Having to Prospect

Sales Gravy

Sales Myth: If I provide great customer service I will never have to prospect Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing.

Sales 40
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Future of Sales: Rethinking Compensation

Engage Selling

This is the fourth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog.

Sales 48
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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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Blessed Are the Mapmakers: The Business of Wayfinding

Planview

In a recent article , I observed that the modern-day organization prizes certain cultural traits. We seek to foment a culture of innovation. We seek to foment a culture of quality. We seek to foment a culture of sustainability. And, a culture of safety. The successful organization comes to mirror the well-rounded individual whose sense of self-worth rests not on a singular character trait but on a connected set of values that link to one another, naturally and intrinsically.

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Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

SBI Growth

Did you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .

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How to Control What You Do Between the Ticks on the Clock

Sales Gravy

Plan Your Weeks and Your Days, Prioritize Your Three Most Important Projects, Choose Three Tasks Each Day and Block Time, Negotiate for Time with No Distractions, and Wake Up Early Here are five things you can do now to be very productive.

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My Top Five Travel Tips | Sales Tips

Engage Selling

People ask me all the time what my tips are for travel because I travel all the time.

Sales 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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Blessed Are the Mapmakers: The Business of Wayfinding

Planview

In a recent article , I observed that the modern-day organization prizes certain cultural traits. We seek to foment a culture of innovation. We seek to foment a culture of quality. We seek to foment a culture of sustainability. And, a culture of safety. The successful organization comes to mirror the well-rounded individual whose sense of self-worth rests not on a singular character trait but on a connected set of values that link to one another, naturally and intrinsically.

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How Executives Steer Clear of the Expectations Treadmill

SBI Growth

Executives are hired to create value for their shareholders. It’s no secret that revenue growth is essential to a higher valuation. The dilemma lies in how to stay ahead of the curve. Gone are the days of slow and steady.

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Good Networking Skills Will Grow Your Business

Sales Gravy

Effective networking can increase your visibility and strengthen your career. The more people you meet the more that know you. The most successful people in the world have vast networks. These help with jobs, leads, aid and a whole lot more.

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Why Ford is Building an Engaging Customer Experience

ReviewTrackers

In case you haven’t heard, there’s a shift taking place in the automotive industry. After a century of the car being the center of the American dream, a symbol of individual freedom , automotive manufacturers are facing a new challenge. Car sharing, self-driving cars, and urbanization are just some of the trends paving the way for a new kind of thinking about the car in American culture.

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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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4 Tips for Improving Customer Centricity Through Idea Challenges

Planview

Companies like Pfizer, Siemens, and AT&T have discovered that idea challenges are the missing links to solving customer experience problems. What is an idea challenge you may be wondering? An idea challenge is a core component in any effective innovation program. It’s a way for you to identify ideas at scale from employees, customers, partners, or any other crowd, and challenge them to help surface the best solutions to specific problems.

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Don’t Let Executive Team Siloed Decision-making Stall Revenue Growth

SBI Growth

Consensus-building is tricky. Ask any CEO who’s trying to get agreement from a bunch of successful executives with strong opinions and healthy egos. Nonetheless, the entire team has to be heading in the same direction to grow revenue faster than your.

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Why Fear is Stifling the Careers of Sales VPs

SBI Growth

Sales 100
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Why Content Marketing Fails

SBI Growth

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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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4 Keys to Successful Sales Management Meetings

SBI Growth

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The Most Critical Mistake a Sales VP Can Make

SBI Growth

Sales 62
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What Sales Leaders Need to Know About Marketing Strategy

SBI Growth

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5 Classic Mistakes in New Hire Sales Training

SBI Growth

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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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Seven Essentials for Building Your Dream Team

SBI Growth

Sales 48
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Reviews Posted by Patients Trends Upward, According to New Study

ReviewTrackers

Welcome to Customer Insights , a weekly digest of the most important stories about online reviews, customer feedback, and customer experience. This week: The amount of patient-written reviews is increasing over time. 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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4 Tips for Improving Customer Centricity Through Idea Challenges

Planview

Companies like Pfizer, Siemens, and AT&T have discovered that idea challenges are the missing links to solving customer experience problems. What is an idea challenge you may be wondering? An idea challenge is a core component in any effective innovation program. It’s a way for you to identify ideas at scale from employees, customers, partners, or any other crowd, and challenge them to help surface the best solutions to specific problems.

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How Average Companies Play Catch-up

SBI Growth

Some CEOs are tempted to think of a baseball analogy when their companies fall behind the competition: All you need to do is tie them in the ninth and then slap a single for the go-ahead run at the bottom.

Sales 48
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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.