SBI Growth

AUGUST 16, 2017

Sales 127

Sales 127

Tenfold

AUGUST 16, 2017

From The Terminator to Blade Runner, pop culture has always leaned towards a chilling depiction of artificial intelligence (AI) and our future with AI at the helm. Recent headlines about Facebook panicking because their AI bots developed a language of their own have us hitting the alarm button once again. Should we really feel unsettled with an AI future?

Artificial Intelligence 82

Artificial Intelligence Decision-making Financial Services Retail 82

Planview

AUGUST 15, 2017

What is the relationship between access to education and access to water sources in the developing world? How does an improvement in one influence the other? How does local rainfall affect child health and nutrition over time? To better understand complex and connected challenges in the developing world, the United Nations (UN) , the international organization tasked with bringing nations together, turned to Spigit to power their open innovation challenge , #SDGInsights.

Innovation 81

Innovation Organization Communication 81

Engage Selling

AUGUST 17, 2017

Stop hanging on to poor sales performers! It’s becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight.

Sales 80

Sales Client Relationships Communication Management 80

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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.

Sales Management

MTD Sales Training

AUGUST 30, 2017

When you call someone for the first time, it can be a bit unnerving to get their voicemail. But it needn’t be, if you prepare effectively. It always surprises me how many salespeople are not prepared for voicemail. These days, buyers are busier than ever, and even if they are available, may put their phones through to voicemail, simply because they don’t have time to take calls.

Sales Training 78

Sales Training Sales Management 78

RAIN Group

AUGUST 9, 2017

Alison Brooks and Maurice Schweitzer, two researchers at the Wharton School at the University of Pennsylvania, conducted an experiment to induce varying levels of anxiety among negotiators. One group was subjected to the not-so-melodious screeching strings from Psycho. The other group was treated to calming Water Music by Handel. After listening for a while, the groups were sent off to conduct simulated negotiations.

Negotiation 72

Negotiation Sales Management 72

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. It works for you if you can control it. Information comes from your sales team, your website and your press releases. Outside that – it’s a free-for-all. As we all know, the latter is the reality. What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms.

B2B 79

B2B Digitalization Internet Decision-making 79

Planview

AUGUST 25, 2017

People who apply a practice to their work—a design thinking practice or a lean practice, for example—talk about being on a journey. By journey they mean that, wherever they are in their understanding and application of a practice, they can see the steps they will take to gain more proficiency. Practitioner communities at times identify people who are far along in their journey as “black belts” or “sensei.

Innovation 66

Innovation Facilitation Organization Software 66

Engage Selling

AUGUST 25, 2017

I’ve had many opportunities recently to sit in during sales meetings and presentations, and I have to be honest. Awful is the really the only word that comes to mind.

Sales 73

Sales Meetings 73

MTD Sales Training

AUGUST 24, 2017

How confident do you feel in asking for referrals ? If you’re like most salespeople we meet on our programmes, the answer will range from ‘not very’ to ‘about as confident as a snowman in summer’. How, then, do you build that confidence so it becomes a natural way to gain more business from your current clients’ database? Well, firstly you need to set yourself up right in order to be referred.

Suppliers 75

Suppliers Small Business Sales Training Marketing 75

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.

S4 Consulting

AUGUST 31, 2017

Here’s a question: when was the last time you conducted an objective , multi-level assessment of the health of the relationship with your most critical customers? B2B relationships need to be measured on multiple customer levels. The traditional study that typically gets responses from only the technical user of your product or service puts you in the position of being easily blindsided.

B2B 52

B2B 52

SBI Growth

AUGUST 6, 2017

B2B 122

B2B Marketing 122

Louise Collins Associates

AUGUST 29, 2017

The situation today. The reality of Key Account Management (KAM) in most Pharmaceutical and Medical Device organisations is that it is largely something that is viewed as a sales activity. Therefore, it is no surprise that, in general, current KAM metrics centre around sales targets and activity. However, if we consider the behaviours required for Pharmaceutical and Medical Device organisations to succeed as we move towards increasingly complex healthcare environments, we need to question the re

Key Account Management 52

Key Account Management Stakeholders Decision-making Healthcare 52

Pinnacle View

AUGUST 22, 2017

Several of our startup clients have ambitious goals for growth, but aren’t able to put enough focus on marketing due to limited time, money, and resources. These factors stand in the way of increased exposure for countless new businesses. There’s no denying that focusing on product quality should be a top priority for any serious startup. The product is key, but your market can’t buy what they don’t know exists.

Digitalization 52

Digitalization Advertising Marketing Media 52

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

B2B

Engage Selling

AUGUST 24, 2017

The best product in the world won’t save the day if your sales reps are delivering flat presentations. Let’s face it, some salespeople oversell, some salespeople undersell, some might find a happy medium but lack confidence in their delivery.

Sales 70

Sales Client Relationships Communication Management 70

MTD Sales Training

AUGUST 16, 2017

Objections occur for many reasons. Maybe you haven’t built up the value of your solution. It could be the buyer has a similar solution and doesn’t want to change. Or they don’t trust that your products are right for them or their business. Don’t be put off by objections. If you walk away at the first sign of resistance, you will fall at most hurdles.

Suppliers 75

Suppliers Sales Sales Training Profitability 75

S4 Consulting

AUGUST 13, 2017

The most effective Strategic Account Management Programs (SAMPs) we know of share a mutually beneficial relationship with their suppliers. That means they deliver superior value to their customers that in return deliver superior value back to them. Defining these two-sided values requires that firms know—or be willing to learn—what they do not know about their strategic customers.

Account Management 52

Account Management Suppliers Management 52

SBI Growth

AUGUST 3, 2017

Sales 122

Sales 122

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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.

Meetings

Planview

AUGUST 29, 2017

A thoroughly modern, hybrid fusion of Wall Street and Silicon Valley, FinTech – or financial technology – has often been hailed as the next big thing. Though the hype may have initially outpaced reality, the fledgling movement has rapidly evolved in recent years to become a force in the financial services space. Now, it promises to bring further disruption and fundamentally alter the way businesses grow, manage their finances and most importantly, meet the needs of their customers.

Cybersecurity 49

Cybersecurity Finance Financial Services Innovation 49

Sales Gravy

AUGUST 15, 2017

It doesn’t matter how talented a salesperson is, how many skills they have or what techniques they’ve learned, if they are not able to mentally execute that knowledge than it is as valuable as not having any knowledge at all.

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Engage Selling

AUGUST 10, 2017

Your sales team needs to know how to pivot. Anyone can memorize a sales script – but it’s an essential skill for salespeople to be able to handle all elements of a real-world conversation, including those dreaded objections.

Sales 64

Sales Client Relationships Communication Management 64

MTD Sales Training

AUGUST 9, 2017

You’ll have read lots of information on what you need to do to improve your sales. I have thought about it from a different perspective and come up with things that you shouldn’t do! Keep away from these concepts and you should avoid a lot of the traps associated with failure, many times without even knowing the reasons why. Don’t Do Things That Will Make You Someone You’re Not.

Suppliers 67

Suppliers Sales Training Management Sales 67

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

Tenfold

AUGUST 3, 2017

A CRM is an agent’s bestfriend as much as girls have diamonds for theirs. And the numbers prove this fact quite well: A 29% increase in a company’s sales revenue is made possible by the implementation of a CRM ; agents are fully mobilized and organizations will experience a 26.4% increase in agent activity due to the inclusion of social media and mobile network channels; and lastly, 65% is the total average of agents who have been consistently reaching their quota upon the adoption of a CRM.

CRM 40

CRM Software Software Sales 40

SBI Growth

AUGUST 13, 2017

Marketing 116

Marketing Sales 116

ReviewTrackers

AUGUST 11, 2017

Online reviews and public feedback from other patients are an important research tool for healthcare consumers. . According to Software Advice , 62 percent read online reviews as the first step to finding a new doctor or physician in 2016. That is up from 25 percent of patients in 2013. Indeed, more patients than ever are turning to the many sources of information online (reviews being one of the most important) in order to research and find healthcare providers.

Healthcare 33

Healthcare Media Publishing Software 33

Sales Gravy

AUGUST 29, 2017

It is amazing how focusing on the positive will shift people’s thoughts, attitude and behavior. I just received a phone call from someone I met in the summer at a Bar-B-Q.

Sales 40

Sales 40

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.

Supply Chain

Engage Selling

AUGUST 4, 2017

Recently, I stayed at a Ritz-Carlton and was blown away by one simple gesture that left an impact on myself and my husband. In my latest video, you’ll learn the concept behind “marselling.

Sales 61

Sales 61

MTD Sales Training

AUGUST 14, 2017

Here are three critical questions you need to confirm with your customer before you have a hope in progressing the sale: Who Is Going To Make The Decision? That’s pretty obvious, but do you know who the key influencers are, too? Who are the people the decision-maker is going to take counsel from, ask approval of, or commit the product and services to?

Decision-making 65

Decision-making Sales Training Sales Management 65

Tenfold

AUGUST 2, 2017

One of the key features of Salesforce CRM is the configurability of its company performance dashboard. Do it correctly and you see the salesforce metrics that are most important to your business. This makes a big difference in today’s hyper competitive commercial landscape. Decision-making that’s based on data is always better for business. As InsideSales.com Founder and CEO Dave Elkington puts it: “You have to generate revenue as efficiently as possible.

Decision-making 45

Decision-making Prioritization Marketing CRM 45

SBI Growth

AUGUST 12, 2017

Sales 114

Sales 114

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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

Sales