SBI Growth
SEPTEMBER 14, 2012
For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. These uniquely qualified men and women are in high demand and scarce. Q4 is "hunting season" when they are most likely to make a change. The most common mistake is failing to look at the job opportunity through the eyes of the candidate.
MTD Sales Training
SEPTEMBER 11, 2012
You can find a ton of sales training material and suggestions on what to SAY during a sales interaction, especially at the close. If you have been in the world of professional selling for any amount of time, you also know that asking the right questions is critically important. However, in this short and sweet piece, I want to focus on one question you should NEVER ask the prospect, in particularly at the close. “ What Do You Think?”.
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Jeffrey Gitomer
SEPTEMBER 27, 2012
Tweet When you say something about yourself, it’s bragging. When other people say it about you, it’s proof. That is the essence of the testimonial. In this brand new webinar you’ll learn: How to create powerful testimonials. Why video is the new testimonial format. Overcoming your hesitation to ask for testimonials. Where and how to promote testimonials.
Engage Selling
SEPTEMBER 26, 2012
Times sure have changed. In this podcast, I explain that both quality and quantity are equally important. Assuring that you have multiple buyers with great contacts will assure that your company can move forward and prosper, no matter what happens. Times sure have changed. In this podcast, I explain that both quality and quantity are equally important.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
SBI
SEPTEMBER 18, 2012
Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. Salespeople are brilliant, if not downright masterminds, when it comes to skillfully managing hundreds of tasks and responsibilities in a given time frame. It’s not that you can actually execute hundreds of tasks in a day’s agenda, but if sales is your passion and profession, you are undeniably an expert at managing the precise allocation of time and resources across that number of tasks.
Sales Gravy
SEPTEMBER 29, 2012
Jeb Blount, CEO of SalesGravy.com, recently interviewed Bill Guertin, CEO of The 800-Pound Gorilla.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
SEPTEMBER 4, 2012
We all know the old rule-of-thumb in selling which is to try not to reveal or discuss the price of what you are selling, until after you have completed your sales presentation. However, dealing with today’s modern , more educated consumer, many of which are demanding price before presentation ; should you still try to avoid on talking about the price early in the sales interaction?
Jeffrey Gitomer
SEPTEMBER 28, 2012
Tweet. One of the most powerful aspects of sales is being different. What is WOW!? WOW! is sales. WOW! separates the strong from the weak. WOW! separates the sincere from the insincere. WOW! separates the sales pros from the cons. WOW! separates YES from NO. WOW! is the full measure of your sales power and the way you use it. Are you WOW!? Is WOW! a factor in your selling process?
Engage Selling
SEPTEMBER 13, 2012
Recently I started working with a company who has inside sales managers acting as “player/coaches” in each region. They have hired us to fix the growing dysfunction and resulting lack of sales on the team. What we discovered when visiting with the team on site last month was a lack of trust and outright hostility towards these managers.
SBI
SEPTEMBER 11, 2012
Why Dreamforce Matters: Even if you don’t use Salesforce CRM. I just returned from a wonderfully relaxing vacation. Hiking in the Rocky Mountain National Park, and kickin’ it with family next to the fireplace of the old cabin we rented. Peaceful and rejuvenating! And it came at the perfect time because I will need all the energy I can muster for next week’s Dreamforce event in San Francisco.
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
SEPTEMBER 28, 2012
Give your salespeople a tool that keeps them in sync with how customers make purchasing decisions. With this selling process, they will have greater success in building rapport, value and trust.
SBI Growth
SEPTEMBER 11, 2012
Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Technology alone is not the solution. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. As the Sales Operations Leader , you are the solution that will provide those recommendations.
MTD Sales Training
SEPTEMBER 18, 2012
In today’s world of e-prospecting, social media marketing, texting and sophisticated electronic communication, it seems picking up the telephone is becoming a lost art. Although we all know that no matter how the future continues to unfold, the telephone will always be an integral part of sales success. The problem I have found is that in the wake of all the new avenues of approach, sales people are quick to believe that picking up the telephone, be it warm or cold calling, is no longer effectiv
Jeffrey Gitomer
SEPTEMBER 11, 2012
Tweet Attitude In. Attitude Out. (That’s the Real 360.). Attitude is at the core of success—yours first! If you’re a leader that’s looking to succeed and leave a legacy of achievement and accolade, then you may want to start higher than your goals and aspirations to uncover the way to make those aspirations a reality. When you wake up in the morning, how do you feel?
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
Engage Selling
SEPTEMBER 26, 2012
'Times sure have changed. In this podcast, I explain that both quality and quantity are equally important. Assuring that you have multiple buyers with great contacts will assure that your company can move forward and prosper, no matter what happens. Times sure have changed. In this podcast, I explain that both quality and quantity are equally important.
SBI
SEPTEMBER 25, 2012
Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. You’ve probably read over and over, that there were 90,000 people registered, 750 sessions, and more than 350 exhibitors. While those numbers top those of previous years, the show seemed less crowded. Salesforce did a great job providing outdoor space and entertainment which, I think, kept the show-floor free of lookie-loos killing time in between sessions.
Sales Gravy
SEPTEMBER 27, 2012
You are part a profession that has the power to dramatically affect and empower our society in a way that many other professions cannot.
SBI Growth
SEPTEMBER 9, 2012
Last week at Content Marketing World, the Chief Marketing Officer of IBM was asked; What’s the top skill that marketing organizations need to master to be successful? Answer: Writing skills. The Internet has changed everything. Today's marketing is driven off the written word. Text is the catalyst that drives everything Search, PPC, social media, email, etc.
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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.
MTD Sales Training
SEPTEMBER 25, 2012
Most reputable dictionaries define a “Habit” as… “An acquired behaviour pattern regularly followed until it has become almost involuntary…”. So, can you develop certain sales habits so that being successful in sales becomes almost involuntary? I will not get into the psychology or methodology of developing habits. However, here are three simple actions you can take that if done often enough will become automatic and will make you more successful in sales!
Jeffrey Gitomer
SEPTEMBER 18, 2012
Tweet Here’s the mind-set needed for generating power statements: . Don’t sell drill bits. Sell the perfectly smooth holes they create. Don’t sell printing. Sell the brochures that will reflect your prospect’s image and impact her sales. Don’t sell cars. Sell the prestige and status you’ll have, or the smooth ride. Don’t sell insurance. Sell safe, financially-secure families protected from tragedy.
Engage Selling
SEPTEMBER 25, 2012
'There is a new normal in sales, and to be successful, we must know that exactly that is. The old way was cold calls and calling 25 people a day. Now, it is more important to have quality contacts, and 1:1 conversations. Relationships are key! Clients find us now more than they used to. So, businesses must ensure that they have a credible, professional presence.
SBI
SEPTEMBER 4, 2012
Growing Revenue: A 3 Step Framework for Acquiring New Business. Do you want to grow revenue? Then you’ll need to close new business. New business, to be clear, refers to revenue generated by: Identifying and selling into new accounts, i.e. companies that you haven’t done business with before. Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization.
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 Gravy
SEPTEMBER 27, 2012
There are other ways to set goals for other job functions, but sales goals are unique to sales people and need to be treated that way. Sales goals can be measured in amount sold, commissions earned, new customers gained, etc.
SBI Growth
SEPTEMBER 23, 2012
Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. SBI’s research has uncovered some essential Rep behaviors. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013.
MTD Sales Training
SEPTEMBER 12, 2012
We all heard the old adage, “Sell the sizzle, not the steak.” However, I often wonder if some sales people truly understand the concept, or feel that it is still relevant when dealing with today’s modern buyer. In a word, YES. From the beginning of time until the end of such, you must understand how to present the benefits, results, outcomes and problem solving solutions of what you sell.
Jeffrey Gitomer
SEPTEMBER 4, 2012
Tweet How much is one customer worth? What’s the dollar amount you would be willing to place on a repeat customer? A loyal customer? In today’s competitive marketplace, merely achieving customer satisfaction is not enough. Instead, you must aspire to create loyalty with each and every customer. In this one-of-a-kind webinar, you will learn: The difference of satisfaction and loyalty. 12.5 principles of customer service success.
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.
Engage Selling
SEPTEMBER 25, 2012
There is a new normal in sales, and to be successful, we must know that exactly that is. The old way was cold calls and calling 25 people a day. Now, it is more important to have quality contacts, and 1:1 conversations. Relationships are key! Clients find us now more than they used to. So, businesses must ensure that they have a credible, professional presence.
SBI Growth
SEPTEMBER 26, 2012
According to your reps the pipeline is full of deals. You need to close a few of the big ones in the late stages of your sales process to hit your number this year. How do you know if these late stage deals will close in Q4? This blog will focus on five ways to reduce the perception of risk associated with your solution. Q4 is difficult. The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals.
SBI Growth
SEPTEMBER 6, 2012
This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. Steve Grimshaw is the CEO of Caliber Collision Centers, based in Dallas, Texas. In 2009, Steve was brought in by its ownership group, Oncap.
SBI Growth
SEPTEMBER 17, 2012
The majority of Lead Development Reps are inexperienced, undertrained, and ill-equipped for today’s buyer. 5 Years ago, CSOs could get away with low-skilled employees in this position. However, buyer behavior has changed. Informed buyer’s are entering the sales process with companies later than ever before. We are now living in the era of the self-directed buyer.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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