SBI Growth
NOVEMBER 3, 2016
Today’s topic is content strategy and planning. Joining us is Steve Keifer, the Vice President of Marketing at LeaseAccelerator, a fast-growth SaaS company in the corporate FinTech space. LeaseAccelerator helps companies track and manage equipment leases through an enterprise SaaS environment. . Content.
Engage Selling
NOVEMBER 8, 2016
When salespeople are stuck or in a slump, many of them tend to…wait. That’s right, far too many sellers just wait for things to get better. Sales rarely get better by just waiting around.
MTD Sales Training
OCTOBER 4, 2016
I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Planview
SEPTEMBER 15, 2016
Today, we’re proud to share the release of a new book authored by Doug Collins, VP of Innovation Architecture at Spigit. This book, titled Great Question! Generating Effective Questions for Successful Outcomes, is intended for the leader of a group of people who would like to help that group identify the critical question for the purposes of innovation, collaboration, and problem solving.
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.
Jeb Blout
DECEMBER 6, 2016
People act on emotion and justify with logic. From complex to completely transactional, impulse purchases, emotions drive buying decisions.
Sales Latitude
AUGUST 18, 2016
Why is it so important to get in front of key decision makers and influencers on every sales opportunity? It’s simple: to expand your relationships and understand business needs and priorities in order to sign bigger deals faster, and meet or exceed quotas. Here are 3 proven ways to identify and win over top-level decision makers and influencers. 1.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
APRIL 13, 2016
We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Geehan Group
SEPTEMBER 14, 2016
When we wrote The B2B Executive Playbook , I had every hope it would forever change the hearts of minds of B2B enterprise. Recently, however, my colleague and B2B strategy guru @seangeehan received the following email from “Still B2Cing," so I guess our work is not completely done. Oh yes, we’ve seen this situation many times, and it is particularly pernicious as the challenge lies on two fronts: The overall enterprise has both B2B and B2C markets , such as a manufacturer who se
Leaders Direct
MARCH 14, 2016
If someone asks whether you are a leader you might say no because you don't have that sort of role. To make matters worse, you may look up to leaders to such an extent that you don't think you could ever be one yourself.
Gary Smith Partners
JULY 28, 2016
The post How To Use Ultimate Parent To Improve Key Account Management In salesforce appeared first on The Gary Smith Partnership.
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
SBI Growth
OCTOBER 26, 2016
SBI recently spoke with Gahan Richardson, the Vice President of Corporate Marketing at Cypress Semiconductor. Gahan and I discussed his approach to Account Based Marketing (ABM) and how he uses it to set his sales team up for success. Cypress Semiconductor is.
Engage Selling
OCTOBER 20, 2016
Trying to motivate a member of your sales team to break out of a sales slump? No matter their skill level, ambition, and work ethic, even the best of salespeople go through a period where they create less than desirable results.
MTD Sales Training
SEPTEMBER 29, 2016
Many sales people between sales meetings or between calls are blinkered to the sales opportunities around them. They take too much time to reflect on previous meetings, and some sales people will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Planview
DECEMBER 6, 2016
Engaging the “crowd” at scale in your innovation initiative has been proven to fundamentally transform companies. In fact, Gartner recently named crowdsourcing as the most effective independent discipline that CIOs can adopt to drive digital transformation. There are plenty of examples that show this. From vehicle manufacturer, Polaris, leveraging its employees’ creativity to out-innovate the likes of Harley Davidson, to the UNHCR changing the lives of millions of refugees through crowdsourcing
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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.
Jeb Blout
APRIL 8, 2016
In today’s world there are two types of salespeople. VEGETARIANS and HUNTERS Vegetarian salespeople are order takers who sit around waiting to get luck.
SBI Growth
DECEMBER 16, 2016
They’re called the rainmakers. At the same time, you often hear that salespeople are overpaid. Or too coin-operated. How does their pay compare to functional peers throughout the organization? Read on to discover who’s making the money inside your company.
SBI Growth
NOVEMBER 1, 2016
On this week’s SBI Insider Video Podcast we discuss the topic of developing an A-Player profile for revenue producing roles. The A-Player profile becomes the foundation for how you source, assess, hire, onboard, develop and create a succession plan. Joining me.
SBI Growth
NOVEMBER 15, 2016
On this week’s SBI Insider Video Podcast we discuss the topic of Sales Headcount Planning. The question we explore is whether “to hire, or not to hire” in order to make your sales number. . Too many reps and you will destroy.
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.
SBI Growth
DECEMBER 6, 2016
Today’s topic is how to capture attention with great marketing campaigns. Campaign budgets are limited and these campaigns need to generate revenue. We will demonstrate how to generate a return on the campaign dollar. To follow-along, download our 10th annual workbook, How to.
SBI Growth
DECEMBER 15, 2016
Today’s topic is how to improve the efficiency of a sales team by getting new hires productive quickly. To help you capture the key points, download our 10th annual workbook, How to Make Your Number in 2017 and turn to.
SBI Growth
DECEMBER 7, 2016
Today’s article is about how to build a sales operations department from scratch. The best growth executives understand that sales ops is the most strategic sales function in the company. They understand that when deployed correctly, sales ops can impact revenue.
SBI Growth
SEPTEMBER 14, 2016
The pressure on B2B CMOs is heating up. Research shows CEOs are beginning to turn their attention on marketing strategy. Is this good news for you? For world-class CMOs with stellar marketing strategies, this is fantastic news. These executives salivate at the prospect.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
SBI Growth
NOVEMBER 2, 2016
SBI recently spoke with Dave Longaker, the Chief Revenue Officer at Rovi Corporation. . Dave leads a robust b2b sales force at Rovi, a leading technology supplier to the entertainment industry. When you are flipping through channels and looking for TV shows.
SBI Growth
NOVEMBER 30, 2016
Today’s article is about earning brand preference by satisfying the information needs of your target customers and prospects. Marketing leaders make this a reality by planning and executing a content strategy. Recently we interviewed Steve Keifer, the Vice President of Marketing at.
SBI Growth
OCTOBER 27, 2016
Today’s topic is how to attract, train and retain talent. Joining us is Michael Jones, the founder and CEO of Pepperjam Performance Marketing. Pepperjam is a digital marketing and performance technology firm with offices around the globe. In the second segment of.
SBI Growth
OCTOBER 19, 2016
We recently spoke with Kay Kienast, the head of marketing for Seagate Technology’s EVault division. Kay has served as an executive marketing leader for Xerox’ enterprise division, Lexmark, Cisco, and notable startup Avocent. The topic of our interview is the importance.
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
SBI Growth
SEPTEMBER 25, 2016
Any sales leader’s success is dependent on two things. The first is strategy and the second is execution. Ensure that you have the right sales strategy by aligning your sales resources correctly. . Do you have the Right Rep in the Right Territory? It.
SBI Growth
OCTOBER 25, 2016
On this week’s SBI Insider Video Podcast we discuss three core areas of a successful product strategy. Our guest today is an expert on the topic, John Mansour, the founder of Proficientz, a firm that specializes in B2B Product Management. . Great.
SBI Growth
SEPTEMBER 19, 2016
Your sales operations team must improve the efficiency of the sales team. Instead, sales ops has become a catch all that gets assigned the work no one else wants to do. On this week’s SBI Sales and Marketing podcast we.
SBI Growth
OCTOBER 18, 2016
On this week’s SBI Insider Video Podcast we discuss the topic of competitive advantage. How to select your competitive advantage to win, how to validate it in the market and how to align the organization to deliver on the advantage.
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Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. They hold sellers to a high standard, and that means the buying experiences of the past — in-person meetings, transactional conversations, and linear sales funnels — no longer deliver.
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