MTD Sales Training
AUGUST 10, 2015
Most salespeople we see on our courses like to consider themselves as consultants rather than salespeople. They tend to think that salespeople get tarred with the same brush and like to think they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Planview
AUGUST 4, 2015
Innovation has never been as misunderstood, challenging, expensive, or transformative as it is today. With $1.6 trillion spent globally on R&D in 2014 alone, it’s perhaps the most crucial initiative people can invest in. Many companies are turning to innovation centers — physical hubs where people can gather to design, build, and test products — to complement the crowdsourcing software (like Spigit ) that enables their overall programs.
Engage Selling
AUGUST 4, 2015
It goes without saying, but the more interesting you are, the more clients and prospects will want to engage with you. To be clear, being interesting doesn’t simply mean having the best stories on a Monday morning after a busy weekend. But, don’t think you need to start jumping out of airplanes or start setting world […].
Geehan Group
AUGUST 28, 2015
If you're considering a Customer Advisory Board (CAB) for your organization, but fea r r ecruiting customers may be an overwhelming, nearly impossible task, please read on. Have you had these worries about recruiting? "Our customers will think we just want to sell to them." "We don't have relationships at the right level." ?
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Sales Gravy
AUGUST 31, 2015
The problem with talking too much is buyers feel they arent being heard. They dont or cant connect with you, your company, your product or service.
Planview
AUGUST 12, 2015
Social issues resulting from limited employment opportunities, high crime rates, and poverty affect us all. These circumstances are especially devastating to high-risk urban areas like the Frazier community in Dallas, Texas, where unemployment rates are tremendous, and a chance for economic recovery becomes less likely each day. In an effort to bring lasting solutions to the Frazier community, FRI , a non-profit organization in Dallas, has developed the What Works Challenge , an idea management
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
AUGUST 5, 2015
There was a story going around the internet that was probably apocryphal, but I like to think it was true, as it gives a valuable lesson in sales, if not in life generally. A university student at a. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
AUGUST 25, 2015
Your health and wellness are important factors to consider if you want to increase your sales. As you know, it’s tough to focus and get things done when you’re stressed or working on a lack of sleep! You might think nobody else notices your sleep deprivation and stress, but I promise your team can tell […].
Planview
AUGUST 6, 2015
Recently, Spigit CTO James Gardner shared some of his expert tips on using crowdsourcing software to build your innovation pipeline. Here’s what we learned. 1. Quality Matters, But So Does Quantity. For organizations that are already getting tons of ideas from the people in their extended networks, continuing to push for suggestions might start to seem less important.
MTD Sales Training
AUGUST 13, 2015
Occasionally, I set a challenge to my sales team and they enjoy it as much as I do, as it stretches them but it also challenges them to do something they should be doing on a regular basis anyway. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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.
Planview
AUGUST 10, 2015
Check lists and memory joggers can be helpful. Recently, I decided to fly as comfortably as possible on a long trip to San Francisco: jeans, sneakers, etc. I packed my “work” clothes in my bag. Upon landing, I realized—too late—that I had forgotten my dress shoes and belt. I now own a new pair of dress shoes and a new belt that a nice lady working at a store on Union Square sold to me.
Planview
AUGUST 19, 2015
Crowdsourcing innovation is one of today’s most powerful tools for effecting real, lasting change. No matter the industry, it exposes business challenges and social issues to diverse perspectives like nothing else can, inviting ideas that might otherwise remain unheard. It was exactly this benefit that led the Poway Unified School District of California to develop their InnovationU program, backed by Spigit , to crowdsource ideas for improving the safety and security of all students and staff di
Engage Selling
AUGUST 7, 2015
You need diversity in your sales team. This is an important lesson if you want to keep up with changing markets and grow your sales. Need to get new sales reps up to speed? Get them a Nonstop Sales Boom and they’ll be well on their way to creating massive sales success in your business!
Engage Selling
AUGUST 6, 2015
If your sales are suffering right now, I want to make you aware of a shocking statistic. According to a study conducted by our friends at InsideSales.com, an incredible 30% of leads are never followed up on by the sales team when passed on by the marketing department. Can you believe it?! It doesn’t matter if […].
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.
Engage Selling
AUGUST 14, 2015
Sales team need objective data, they cannot perform and hit their goals consistently in isolation. Get your copy of Nonstop Sales Boom and learn the strategies needed to educate and motivate your sales team to success.
Engage Selling
AUGUST 18, 2015
Do you want to be successful? Alright – that was obviously a rhetorical question. Since I know you want to be triumphant with your sales, it’s imperative that you surround yourself with success. You’re probably familiar with the following quote: “You are the average of the five people you spend the most time with.” If […].
Engage Selling
AUGUST 20, 2015
I’ve been involved in a number of interviews recently, I’m helping a client hire a new sales director. Here is what captures my attention and ensures the candidate makes it through to the next round. 1. They are prepared. They have researched the position, company and even my business to formulate smart questions. Nothing starts an […].
MTD Sales Training
AUGUST 3, 2015
My team and I often discuss the skills of top salespeople and how we admire their abilities to turn difficult situations around. We’re always seeking best-practice ideas that helps customers to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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.
Engage Selling
AUGUST 19, 2015
Stop selling and start facilitating a buying decision! In today’s podcast I discuss why a traditional sales processes will only inhibit your ability to sell while understanding the importance of each buyer’s unique way of buying will accelerate your sales. Stop selling and start facilitating a buying decision! In today’s podcast I discuss why a traditional sales processes will only inhibit your ability to sell while understanding the importance of each buyer’s unique way of buying will accelerat
Engage Selling
AUGUST 28, 2015
Your sales calls are important, but are you picking up the phone and speaking with your team as well? Get your copy of Nonstop Sales Boom and get your team performing to new and exciting levels.
Engage Selling
AUGUST 21, 2015
Don’t hang on to poor performers. You may think that a rep who is “just getting by” isn’t hurting your business, but I beg to differ. Get your copy of Nonstop Sales Boom and learn more strategies to motivate, engage and improve your team’s performance.
Engage Selling
AUGUST 13, 2015
Could you be scaring off your prospects in minutes or even seconds? You’ve probably been told this hundreds of times throughout your life, but the first impression you make on people can make or break your relationship with them. Why is it then, that so many sales calls go completely sideways? Don’t blame the prospect! […].
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.
Engage Selling
AUGUST 12, 2015
Here’s what I’ve learned from clients and travel so far this summer: The Birmingham Airport is a wonderful treat. While I enjoyed a delicious BBQ there, it was Morgan Freeman’s voice for TSA announcements that really impressed me. I also can’t forget about the most beautiful live green wall I have seen outside the UK! Assigning top performers from […].
Engage Selling
AUGUST 11, 2015
You’ve probably had to deal with professional criticism at some point (or often) in your sales career. In such a fast-paced, high-pressure profession that is continuously focused on results, we are often subject to our fair share of criticism from colleagues, managers, clients, and prospects. If you want to be successful in sales, you must […].
Engage Selling
AUGUST 26, 2015
Today I’ll look at the issues that differentiate the customer service team from the sales team. Today I’ll look at the issues that differentiate the customer service team from the sales team.
Engage Selling
AUGUST 12, 2015
In this final installment in our three part series I share the final three ways to retain your Millennials. If you missed them, here are the links for part 1 and part 2. In this final installment in our three part series I share the final three ways to retain your Millennials. If you missed them, here are the links for part 1 and part 2.
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
AUGUST 5, 2015
Thanks for coming back for part two of three in this new series. If you missed part one, you can find it here (insert link) Today I’ll share four more tips on keeping your best millennial sales people happy and motivated. Thanks for coming back for part two of three in this new series. If you missed part one, you can find it here (insert link) Today I’ll share four more tips on keeping your best millennial sales people happy and motivated.
Engage Selling
AUGUST 27, 2015
I was recently interviewed by Doug Devitre on his Screen to Screen Selling Show. We discussed a variety of “Nonstop Sales Boom” creating practices, and these were the key takeaways: The best way to reposition sales teams for seasonal sales cycles. How to prioritize time and resources for customer acquisition according to potential revenue opportunities.
Sales Gravy
AUGUST 31, 2015
The difference between a good headline and a feeble headline is success or failure. It doesn't matter how good your advertisement is if it doesn't get read.
Sales Gravy
AUGUST 27, 2015
Business culture discovery includes identifying all the assumptions you make in your rush to win business. Those assumptions are more shortcuts.
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