MTD Sales Training
FEBRUARY 9, 2015
'Many salespeople believe that their customer base revolves around the concept of price. That is, price is the be-all and end-all of their decision-making process. Certainly, if they listen to what. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
FEBRUARY 10, 2015
'When salespeople are stuck or in a slump, many of them tend to…wait. That’s right, far too many sellers just wait for things to get better. Sales rarely get better by just waiting around. Whether you’re a business owner or part of a company’s sales team, it’s important to keep your finger on the pulse […].
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SBI
FEBRUARY 4, 2015
'One question I’m frequently asked is, “What are some good sales conferences to attend?” Fortunately, more and more sales oriented conferences are taking place. A few I like are CEB Sales & Marketing Summit, Sirius Decisions Summit (being held May 12 th -15th in Nashville), and Dreamforce – Salesforce’s premier user conference (which garners around 140,000 registrations and is considered the largest sales conference in the world).
Credo
FEBRUARY 27, 2015
The article, “10 Critical Lessons I’ve Learned About Implementing a Strategic Plan” stresses to colleges and universities that no longer can we afford to simply plan.
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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 Gravy
FEBRUARY 23, 2015
Avoid being blindsided at the end of your presentation. Ask these qualifying questions to uncover potential competitors.
Better Ways Sales Strategies
FEBRUARY 28, 2015
In the mid-1990’s, when I was responsible for worldwide business development at Andersen Consulting (now Accenture), we were determined to find the key impediments to the firm’s long term growth and success. We concluded that our willingness to treat all clients and opportunities equally – in essence, our inability to prioritize client pursuits – was arguably the biggest business development issue we faced internally.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
FEBRUARY 17, 2015
'Home fitness is all the craze these days. You know, those big, bulky machines that supposedly deliver amazing results or certain 90 day programs that make you fit and healthy? Don’t worry, I’m not about to bash anything that can increase your fitness, health and overall well-being. The fitness machines and programs are not my issue. […].
SBI
FEBRUARY 10, 2015
'You’ve heard the term “Decision Paralysis.” Heck you’ve probably encountered any number of prospects who suffer from the malady. Decision paralysis leads to long sales cycles and is the bane of most salespeople. But there is another phenomenon that affects the sales process in equal measure. It’s when buyers out-right make the wrong decision.
MTD Sales Training
FEBRUARY 19, 2015
'Asking questions; probably THE single most important skill that you can possess as a sales professional. I’m sure you’ve attended courses in the past that cover questioning techniques and their use. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
MTD Sales Training
FEBRUARY 2, 2015
'We’ve been discussing with some of our apprentices recently the changes that they have seen in their lives. Yes, although they’re only eighteen and nineteen year-olds the rate of change, even in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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.
MTD Sales Training
FEBRUARY 18, 2015
'Is there just one reason? Can we actually narrow down the whole sales process to just one step? Naturally, there are a myriad of stages that people go through before they make the decision to go with. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
MTD Sales Training
FEBRUARY 5, 2015
'You might know the theory that people are either left- or right-brain oriented. This idea separates people into categories depending on how they think. This is definitely a generalisation, as. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
MTD Sales Training
FEBRUARY 26, 2015
'It’s my lifeline, my saviour, my instant access to finding new destinations. Yet, since I started using satellite navigation systems, I have been lulled into a false sense of security, allowing it to. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
MTD Sales Training
FEBRUARY 11, 2015
'I was talking to a client of ours last week and he mentioned something that made me stop, think and agree with him. He said that he is getting tired of salespeople trying to sell to him without doing. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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
MTD Sales Training
FEBRUARY 12, 2015
'I’m an avid reader of good quality books on many subjects, and one that my team put my way last week has intrigued and interested me. “Never Be Closing” by Tim Dunne and Tim Hurson is an inventive. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
FEBRUARY 12, 2015
'Are you considering raising your prices? Many salespeople look at raising prices with a grain of salt, a double-edged sword if you will. <– Click To Tweet On one hand, raising prices means more earnings and greater profits. On the other hand, it could upset or scare away your current client base. Price increases are […].
Engage Selling
FEBRUARY 3, 2015
'You only have a few seconds to make a positive first impression on someone. Let’s face it – within moments of meeting another person we have often already determined whether or not we want to work with them. Here are, what I believe to be, extremely simple steps to creating trust upon meeting someone new: […].
Engage Selling
FEBRUARY 6, 2015
'The truth is, you can’t create urgency with your prospect out of thin air. But, you can ask a magic question to help speed up the sale. Learn about it in this week’s video sales tip! Create real sales growth in your business. Get your copy of Nonstop Sales Boom!
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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
FEBRUARY 24, 2015
'Let’s face it – a salesperson constantly running out of time will likely become a salesperson that will soon run out of sales. It’s easy in this world of distraction to lose track of our time and lose focus on the daily tasks that bring us sales success. When you’re trying to manage multiple tasks […].
Engage Selling
FEBRUARY 27, 2015
'Planning global expansion? Watch this first! Grow your business the right way. Learn top sales strategies in my new book. Get your copy of Nonstop Sales Boom!
Engage Selling
FEBRUARY 16, 2015
'A question came up yesterday on our Sales Leader Webcast about Sales capacity and I promised to answer it on the blog today. “How do you measure sales capacity and can you provide an example?” Peter Drucker has been often quoted as saying: “What gets measured, gets managed.” For sales management, a key element that gets […].
Engage Selling
FEBRUARY 5, 2015
'How discoverable are you to new clients and prospects? In this day and age, you need multiple avenues to expand your outreach. It’s no longer good enough to simply pick up the phone or send emails. You require a fusion of different approaches that are executed consistently to create real growth in your business. <– […].
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
FEBRUARY 20, 2015
'Learn how a simple change in the hiring process (pleasantly) shocked a client of mine and learn the lesson that it can teach you! Create perpetual growth in your business and leave boom & bust sales cycles in the past. Get your copy of Nonstop Sales Boom!
Engage Selling
FEBRUARY 25, 2015
'Buyers today demand a customized sales process. Today I’ll share why and how to leverage this trend to your greatest sales advantage. Buyers today demand a customized sales process. Today I’ll share why and how to leverage this trend to your greatest sales advantage. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!
Engage Selling
FEBRUARY 13, 2015
'In this video, I discuss a recent implementation that Coca-Cola put into place and the sales lessons their decision can teach us. Make boom & bust sales cycles a thing of the past. Get your copy of Nonstop Sales Boom!
Engage Selling
FEBRUARY 20, 2015
'Most sales leaders I meet make this simple mistake when setting quota. They set individual sales quotas to equal their exact sales budget! Setting your quotas to hit your budget will always lead to under performance because you have not compensated for the under performers and new hires. And lets face it, all teams have […].
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
FEBRUARY 16, 2015
'Today I explain the four major elements that are directing and dominating the way your customers are buying right now. You can’t afford to ignore these trends! Today I explain the four major elements that are directing and dominating the way your customers are buying right now. You can’t afford to ignore these trends! Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up!
SBI
FEBRUARY 18, 2015
'With more than 1,000 sales tools on the market, everyone feels a little uncertainty. Not only do you have to decide what’s worthy and what isn’t, the sheer volume makes you wonder if you’re ahead or behind in the adoption of tools. You have vendors and peers speaking at events, conferences, and LinkedIn groups and it’s enough to make you feel that your company must be the only one that’s not keeping up.
SBI
FEBRUARY 24, 2015
'This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . This week I interview Barry Nelson, CEO of FactorLab. Nancy: What does FactorLab do? What problem/s are you solving for sales and/or marketing organizations?
Sales Gravy
FEBRUARY 19, 2015
Salespeople need to leverage themselves. As a sales manager, you must not only educate your team on this, but monitor your teamÂ’s actual activity.
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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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