Jeffrey Gitomer
OCTOBER 6, 2014
'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. Networking Sales Uncategorized 21.
SBI Growth
JANUARY 13, 2014
'“The only thing that is constant is change.” – Heraclitus. The beginning of the year can be filled with challenges, such as: Getting back to work after the holidays. Preparing for the BIG kickoff meetings. New products or services in your portfolio. Changes in personnel. A higher sales number to hit. As a sales representative these are a few of the hurdles you may face.
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MTD Sales Training
MARCH 27, 2014
'We’re big film fans in the office and any new sales person (or member of staff come to that) that starts with MTD, I always grill them as to the movies they’ve seen about sales! “Have you watched. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI
OCTOBER 1, 2014
'That’s me with Sassy. What do Hillary Clinton, Bruno Mars, Arianna Huffington, and Eckhart Tolle, have in common? They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. “Event” is perhaps not the right word to use. Dreamforce is the world’s largest gathering of Salesforce users, practitioners, and evangelists.
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.
SBI Growth
MAY 28, 2014
'Perhaps you have recently made a few hiring mistakes. You are not alone. Statistics show that 80% of employee turnover is due to bad hiring decisions. This is according to The Harvard Business Review. It is frustrating when you think about the time and dollars you invested. Productivity and morale take a hit.
MTD Sales Training
MAY 30, 2014
'The Wolf of Wall Street’s story; his rise, his lies, his demise and now the resurrection of Jordan Belfort’s career has fascinated me. So much so that when he came to London on 28th May at the Excel. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
JUNE 6, 2014
'I recently read a great article from Reid Hoffman, the founder of LinkedIn. The main theme was asking if you were “Network Literate” As a Marketing Leader, you may think you are a master of the domain. But are you really? Be brutally honest with yourself. Are you just reading the latest trends and handing tactics to the team to execute?
Jeffrey Gitomer
SEPTEMBER 22, 2014
'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.
Jeffrey Gitomer
JUNE 2, 2014
'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.
SBI Growth
AUGUST 7, 2014
'The wrong marketing strategy is the biggest threat to a Chief Marketing Officer''s success. A massive gap in market strategy for most companies is quality content. This is particularly true for social media content in a B2B marketing team.
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SBI Growth
FEBRUARY 4, 2014
'ARGH! It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question. “Do you have a plan for prioritizing your accounts?”. How will you respond? You may already have a target list created by your sales operations department.
SBI Growth
JUNE 12, 2014
'Every successful sales leader eventually gets a task so big he doesn’t know where to start. The biggest mountain for me was always the “new assignment.” Three times it happened because of acquisitions, and twice because of promotions. Each time, I got the same directive: decide who to keep. Decide who to remove. Immediately.
Jeffrey Gitomer
FEBRUARY 18, 2014
'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.
SBI Growth
MAY 3, 2014
'You just heard that your largest opportunity signed a multi-year deal with your competitor. That deal should’ve been yours. It was the difference between making your number or missing it. And you missed it.
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SBI Growth
MARCH 15, 2014
'You are a progressive Sales VP in a medium size company. You know how hard it is for your reps to prospect today. Targets don’t answer their office phones or open e-mails. You know today’s buyer is time starved and media saturated.
Jeffrey Gitomer
FEBRUARY 27, 2014
'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.
Jeffrey Gitomer
JULY 30, 2014
'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.
SBI Growth
MAY 24, 2014
'It’s the monthly Pipeline review call. As the Sales Ops leader, you’re responsible for managing this process. Just before you take role call you’re struck with a foreboding sense of Déjà vu.
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
MARCH 20, 2014
'The good news is you had a great last year. The bad news is you had a great last year. Long time sales representatives are familiar with this situation. The reason is that new quotas are often set based on last year’s production. To make it back to president’s club you need a plan. Business as usual may not be enough this time. What changes need to be made in order to hit your number?
SBI Growth
MAY 19, 2014
'“Boss, I’m sorry, but the Acme deal isn’t going to come in this quarter. We are updating the forecast to close Acme next quarter.” Perhaps you’ve heard this before from your sales leaders. Or, you’re anticipating this news in the near future. This post is for sales leaders whose sales forecasting process might be broken.
SBI Growth
MARCH 10, 2014
'Most CMO’s have created Buyer Personas. Best in Class CMO’s go a step further to invest in creating buying process maps. The most important question these CMO’s ask is “Did we get it right?” Buyer Personas have to be right. Your company is building products, content and campaigns based on the personas. The sales force utilizes them to make sales.
Jeffrey Gitomer
MARCH 31, 2014
'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.
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
JANUARY 30, 2014
'The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. Not so much to others. If you are in an industry where social selling has high applicability, peddle faster. If you don’t modify your core sales model, your competitors will beat you. It is unwise to play it safe in this situation.
MTD Sales Training
APRIL 8, 2014
'What’s really interesting about we humans is the fact that, even though we don’t like to admit it, we are judgmental beings. Often we don’t view ourselves as being judgmental; we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
JULY 23, 2014
'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.
SBI Growth
SEPTEMBER 23, 2014
'“The best CEOs I know are teachers, and at the core of what they teach is strategy.” -Prof. Michael Porter, Harvard Business School. Professor Michael Porter is a leading authority on competitive strategy. He chairs Harvard Business School''s program dedicated to newly appointed CEOs of large corporations. What’s interesting about his work is that he states most companies don’t have an actual strategy.
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 8, 2014
'Last week I spent time onsite with a VP of Sales. As we were reviewing priorities for next fiscal year, I noticed hesitation. He was struggling on many of the items we discussed as top priorities. I sensed that something was holding him back. He knew he needed to make changes, but he was afraid to act. Fear was impacting his ability to lead.
SBI Growth
AUGUST 4, 2014
'I asked a simple question to sales reps at 3 different public companies. Can you please describe your company’s sales strategy? The question was posed to 6 sales reps within the 3 sales organizations. 4 of the 6 asked me to define what I meant by a sales strategy. After explaining, here were the answers I received… “I don’t think we have one.” – received this one twice. “If we have one, I don’t know what is.” “Apparently to sell more,
SBI Growth
JUNE 28, 2014
'Are you in demand? Do people seek you out? Do they feel it is important to be in your network? If not, you are falling off pace in this new social world we live in.
SBI Growth
JANUARY 10, 2014
'You just got your new quota and it’s gone up. Now you need to roll it out to your management team. You know there is going to be pushback from your team. Don’t panic, it’s not the end of the world. Top sales leaders know how to communicate and roll out a sales plan. Here are some ways to make it painless. Start Early. As soon as the new quota is approved- it’s time to get moving.
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