SBI Growth
JANUARY 12, 2013
As the head of sales you can become overwhelmed with technology options. With limited time, how do you prioritize initiatives? We will discuss how your sales organization can prepare to utilize technology effectively. Many sales organizations are using new technology to automate broken processes. Why? They are looking for a quick fix. This leads to a lack of faith in the technology.
MTD Sales Training
JANUARY 22, 2013
Are you feeling overwhelmed with the amount of sales calls to make, prospecting to do, admin to catch up on, proposals to complete? Join the club! There are many people out there who are in despair, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Jeffrey Gitomer
JANUARY 24, 2013
Tweet Your reputation precedes you. Your reputation creates or destroys sales. What’s yours? 1. Become known for doing everything you said you would do – on time or sooner. To have any prayer for a reputation you must be known as a person who does, and delivers, what you promise. Without this fundamental element, don’t bother to read the rest. 2.
Engage Selling
JANUARY 24, 2013
'Too often, in an email, as a response to an article, post or podcast, or in a seminar I hear a client say “That won’t work in our market, we are different, our clients always……trust me. I’ve tried it all!” You should know that this statement says more about you than your clients. What you are really saying to me is.
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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
JANUARY 22, 2013
Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use. Twenty years ago, the connection between energy efficiency and environmental benefits was poorly understood by the general population. Today, nearly everyone agrees that it’s important to save energy. Business owners and corporations are stepping up their efforts as well, recognizing that saving energy adds to the bottom line.
Sales Gravy
JANUARY 30, 2013
You might think that unless a CEO is involved in selling, sales coaching is something that is more important for his employees. In my experience, successful sales models only work if the CEO understands the process and embraces it.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
JANUARY 15, 2013
Gavin Ingham once said “Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b). [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
JANUARY 16, 2013
Tweet Your life will always be filled with challenges, barriers, and disappointments. It’s best to admit this to yourself and decide to be happy anyway. Alfred Souza said, “For a long, long time it had seemed to me that I was about to begin real life. But there was always some obstacle in the way, something to be gotten through first, some unfinished business, time still to be served, a debt to be paid.
Engage Selling
JANUARY 24, 2013
Too often, in an email, as a response to an article, post or podcast, or in a seminar I hear a client say “That won’t work in our market, we are different, our clients always……trust me. I’ve tried it all!” You should know that this statement says more about you than your clients. What you are really saying to me is.
SBI
JANUARY 8, 2013
Customer-centric selling is based on the principle that reps must play a critical role in helping prospects discover and quantify their problems. This process naturally dovetails with assisting them in identifying the most appropriate solutions, and often from a rather complex array of choices. Customer Centricity is an overarching philosophy that puts the focus squarely on how to have critical one-on-one conversations—and not just what to say or how to say it.
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
JANUARY 30, 2013
His hands cover mine and I feel a thrill go through my body. I think that this gesture means he understands the pain that Im feeling, that this little touch will signal the start of my networking pleasure but once again Im left wanting.
SBI Growth
JANUARY 17, 2013
Recent enhancements to LinkedIn’s social network should be leveraged to generate leads. The new LinkedIn user profile offering is one of many recent enhancements. Engaging with these enhancements will drive Demand Generation. Sales teams know that social selling on LinkedIn will help make their number. The Marketing team can help support sales rep social sellers by growing their own networks.
MTD Sales Training
JANUARY 17, 2013
There isn’t much in sales that’s more important than your pipeline generation. Without leads, you’re dead in the water, and in order to take control of the quality of leads coming. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
JANUARY 20, 2013
Tweet Here are the elements that I believe define and comprise the dream, goal, and achievement process: Thinking. Ideas pop into your head. Write them down. Dreaming and daydreaming. Thoughts make (let) your mind wander to desire, possibility, and “what if.” I love to daydream. Don’t confuse daydreams with pipedreams. You will never win the lottery.
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
JANUARY 2, 2013
The focus here is all about asking questions; not making statements; listening and not talking; and probing instead of promising. The focus here is all about asking questions; not making statements; listening and not talking; and probing instead of promising.
SBI
JANUARY 15, 2013
Chances are your company implemented at least one new sales tool in the recent past. Whether or not you like the tool, use it, and consider it to be a success, depends on who you are. That’s because, as with all things in life, people view things from their own unique perspective. Even when we try to see things from others’ perspective, we don’t always (rarely?
Sales Gravy
JANUARY 29, 2013
Its easy to keep doing what youre doing, even if its not producing the best and most consistent results. We get caught up in being busy, rather than productive. (Can anyone, besides me, relate to a picture of a gerbil on the treadmill?
SBI Growth
JANUARY 16, 2013
The market is changing. The Social Seller is replacing the traditional prospector. Gone are the days with four hour time blocks to dial for dollars. Successful Reps now spend their four hours taping into social networks to win business. Why? Because Buyers spend more time online, gathered around their social networks. Today's Buyer finds influence in Twitter and LinkedIn, not their email or voicemail.
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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
JANUARY 29, 2013
We’ve discussed before how the science of sales means you have to be totally aware of your numbers. You need to identify how your ratios are connected to the results you achieve, so you can. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
JANUARY 11, 2013
Tweet. TODAY’S REALITY: Do everything you can to use business social media to build brand, image, reputation, and perceived value with your customers and your business community. YOUR CHALLENGE: Send messages that your customers perceive as valuable to them. Messages so valuable that they will tell others. BUSINESS SOCIAL MEDIA REALITY: It’s not about tweeting; it’s about being re-tweeted.
Engage Selling
JANUARY 25, 2013
'I received this question during a webinar and was not able to get to it during the call. Here is the answer now. Colleen, any fresh perspectives on dealing with customer’s paralysis by analysis? You bet I do! First remember that paralysis by analysis is the seller’s problem, not the buyers. Why do I say this? Decision makers decide. Influences analyze.
SBI
JANUARY 29, 2013
By estimate, there were approximately 70,000 people at the most recent Dreamforce, Salesforce.com’s annual conference and expo held in San Francisco. There can be no doubt in anyone’s mind that an astounding number of companies use Salesforce. Although the company will not reveal its sales figures or its total customer tally, industry estimates have put the number of clients in the neighborhood of 132,000 organizations and over 4.5M subscribers.
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
JANUARY 28, 2013
If you are in charge of managing a sales team to reach sales goals, you must ask yourself this critical question: How effective am I in this role?
SBI Growth
JANUARY 8, 2013
Why do my customers buy? What drives their buying behavior? When do they make their decision to purchase? These questions are the Holy Grail of sales and marketing. Answer them and you’re on your way to a great year. For the marketing leader struggling to produce leads , mapping the buyer’s journey is priority #1. A Buyer Process Map will focus your marketing efforts for maximum demand generation.
MTD Sales Training
JANUARY 3, 2013
Scientists tell us that humans have more than one brain. Some people you know may disprove that rule (only half a brain?!) but the truth is that everyone has three parts to their brain: firstly, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
JANUARY 29, 2013
Tweet There is no one way to happiness. Happiness is the way. It’s inside your head FIRST and everyplace else second.
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
JANUARY 21, 2013
Want to get the year started off with a bang? Check out these three tips on how to do just that. Want to get the year started off with a bang? Check out these three tips on how to do just that.
SBI Growth
JANUARY 31, 2013
I’ll send an SOS to the world. I’ll send an SOS to the world. I hope that someone gets my. Message in a bottle. Sting (Song: Message in a Bottle). Does your messaging strategy feel more like an SOS strategy? Is it a strategy built on hope? We have all been there. Your team has developed a messaging strategy. You exit the meeting with a plan to move forward.
SBI Growth
JANUARY 19, 2013
Don’t hire the wrong sales leader. The pain this causes the CEO is severe. The smartest CEOs I know use a tool called The Bad Hire Cost Estimator. Go here to get a template. It will help you understand how much the wrong sales leader is costing you. This tool is to a sales leader hiring decision what a scale is to a weight loss program. Step on the scale and learn why your pants don’t fit anymore.
SBI Growth
JANUARY 14, 2013
Last week, I received a phone call from an EVP of Sales. “The board still hasn’t approved the sales plan. I need to take out another 3% on the expense line including sales management. That is my only chance to make the number. Unfortunately, I think Andy needs to go. He is not a game changer for us.”. “I can’t believe they eliminated my job. I never saw this coming, honey.
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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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