MTD Sales Training
JULY 14, 2015
What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills? The ability to negotiate effectively? Prospecting skills? Although. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JULY 16, 2015
Are the same old sales strategies failing you? It might be time to think outside the box. At times, salespeople become so accustomed to the strategies they feel comfortable with, that they go months or even years without trying something fresh and new. They’d rather force a sale with old, tired sales methods than move […].
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Planview
JULY 28, 2015
You might have heard that crowdsourcing innovation is really hard to manage. Or that the business value won’t show itself right away, so it’s not worth the time and effort it takes to start a crowd-based innovation program. We’d like to set the record straight. Here are 4 crowdsourcing myths you’ve probably heard — and why you shouldn’t let them stop you from giving it a try. 1.
SBI
JULY 15, 2015
Man vs. Wild – on the Discovery Channel – brings seasoned adventurer Bear Grylls to the most difficult terrain where he shows how to survive in grueling and dangerous environments. It’s a great show if you’re interested in the whole survival thing. Personally, I’ve always been fascinated with survival stories and how people think and react when an every-day outing takes a turn for the worse.
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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
JULY 23, 2015
What is the real objection to buying your product? The "price is too high" is usually just a smokescreen to some other objection. Ask the right questions and you'll get the answer. Do they see the value in what you are selling?
MTD Sales Training
JULY 23, 2015
So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
JULY 7, 2015
We often talk about the selling skills required to deal with today’s complex and competitive market place. Those skills normally revolve around the abilities of salespeople to achieve specific sales. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
MTD Sales Training
JULY 2, 2015
Excellence is a word that is bandied about so much these days that it can often lose its meaning or its differentiation. The dictionary defines it as ‘being exceptional, being superior in some way, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
JULY 14, 2015
How long do you typically take to get back to a prospect upon receiving an inquiry from them? Anything longer than 24 hours is too long. Your customers are busy people – by taking too long to respond you’re letting go of an otherwise potentially easy sale. ← Click To Tweet The number of salespeople […].
Engage Selling
JULY 9, 2015
When you’re doing the same thing day in and day out, it’s easy to get complacent. It’s time to take stock of where you are, and make adjustments now. Pick up your copy of Nonstop Sales Boom! Get your team up to speed with the latest cutting edge sales strategies so you can increase your […].
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
JULY 7, 2015
What’s the easiest way to lose control of the sales process? I’m sure you’ve noticed, many salespeople hold off on presenting their price to a prospective client until the final written proposal. They don’t bring up pricing in person or before a written proposal is sent because they’re afraid to scare away their potential client. Ironically, […].
Engage Selling
JULY 28, 2015
Do you ever wonder what happened to good old-fashioned handwritten letters? Although communication tools like email have become the norm and have eliminated most practical uses for handwritten letters, it seems as though the transition period between the two methods of communication was almost overnight. In business today, it’s clear that letter writing is no longer in […].
Engage Selling
JULY 17, 2015
Trade shows are typically not what they’re cracked up to be. More often than not, you’re dealing with a waste of time, money and energy…with little return. But, there’s a way to make them more valuable to your business. Nonstop Sales Boom is helping sales teams across the world become more profitable and more successful. Get your […].
Engage Selling
JULY 21, 2015
Is your market slowing down? Be sure not to get caught up in a “slow down” mindset! While most salespeople will complain about the market, the successful salespeople will be looking for ways to turn a negative situation into a positive one. The majority of salespeople fail to realize that a market slowing down is […].
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
JULY 3, 2015
Trying to solve your sales problems? Just make sure you’re not “solving” the wrong ones! Identify and solve your problems with innovative sales strategies. Pick up your copy of Nonstop Sales Boom!
Engage Selling
JULY 23, 2015
It’s frustrating. When you see a sales rep struggling month after month, and missing target after target, it’s enough to make any sales leader uneasy. The problem is most leaders handle poor performers the wrong way. There’s a tendency to have “tough conversations” or attempt to punish them into higher performance. Some leaders even give […].
Engage Selling
JULY 29, 2015
Do Millennials confuse you? You are not alone, many of our client confide to me that they are lost when it comes to retaining young talent. Today is part one of three, where I will outline the top tips for keeping your millennial talent in place, and accelerating sales. What really motivates millennial sales teams? […]. Do Millennials confuse you?
Engage Selling
JULY 2, 2015
You may be familiar with the salesperson who claims they’re stuck, or complains that things don’t go their way. It’s the individual who never takes accountability for their own actions or results and is always quick to blame, but never ready to accept responsibility. It’s important to understand that you have complete control over your […].
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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
JULY 31, 2015
We’re bringing back one of our most popular sales tips! Do you know the magic question to ask to create more urgency in your buyers? Don’t leave sales success up to chance. Get the strategies you need to create a massive increase in your sales results. Pick up Nonstop Sales Boom!
Engage Selling
JULY 30, 2015
Can you never seem to move beyond information gathering when meeting with buyers? Many salespeople get a meeting with an exciting new prospect, receive an opportunity to learn more about them and then…never hear back from said prospect. Why does this keep happening? There’s a certain line which you must never cross when first learning […].
Engage Selling
JULY 22, 2015
It’s well known that referrals are the best way to attract new business. Yet so few sales people ask for them. Why? Because they don’t know how to do it properly. Today I’ll show you the right and wrong ways to do it. It’s well known that referrals are the best way to attract new business. Yet so few sales people ask for them. Why? Because they don’t know how to do it properly.
Engage Selling
JULY 8, 2015
Hiring profiles are essential. Simply put, if you don’t have a profile of what you are looking for, you will be distracted on subjective measures and emotion. In today’s podcast I’ll discuss the questions you need to ask before making the decision of who to hire. Hiring profiles are essential. Simply put, if you don’t have a profile of what you are looking for, you will be distracted on subjective measures and emotion.
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
JULY 24, 2015
Nobody is immune to sales coaching…that includes your top performers! But, there’s a proper procedure to ensure maximum efficiency and best results. Nonstop Sales Boom is filled with top strategies to get your sales team firing on all cylinders. Get your copy today!
Engage Selling
JULY 13, 2015
In our recent Sales Leader Webcast my guest Tim Welch, Managing Director for Grand and Toy stated (correctly) that leaders and seller’s goals and compensation must be aligned so that if one group wins, all groups win. “You must be able to celebrate success together” he said. I completely agree. Consider this true situation: A […].
Engage Selling
JULY 1, 2015
Do you need to build a team culture? Not always – today I’ll explain why sales teams might be counterproductive to success and instead why an individual contributor model of top performers may be the way to go. Do you need to build a team culture? Not always – today I’ll explain why sales teams might be counterproductive to success and instead why an individual contributor model of top performers may be the way to go.
Engage Selling
JULY 15, 2015
While I might not believe that a sales team culture is right for every organization (see Developing a Sales Team Culture) it is critical that you break down the silo walls between cross functional departments and get them working together and teams. How do you bring your organization together? Today I’ll speak on four ideas […]. While I might not believe that a sales team culture is right for every organization (see Developing a Sales Team Culture) it is critical that you break down the si
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.
Planview
JULY 21, 2015
When it comes to gathering innovative ideas, one of the biggest mistakes companies make is to confuse strategic crowdsourcing with something like a virtual suggestion box. But without structure or process, game-changing ideas can go unheard — and you’re missing out on great opportunities to drive growth, profits, customer loyalty, brand awareness, new product development, and a lot more.
Planview
JULY 24, 2015
This week, Corey Glickman, the Global Lead of Rapid Design & Visualization at Capgemini, joined the Spigit team to discuss how and why Capgemini is crowdsourcing innovation to power their $14B business. If you think that it’s challenging to create business impact from crowdsourcing, or are just too wary to give it a try, you’ll want to catch a recap of this webinar (full recording below).
Planview
JULY 16, 2015
This June, the Global Center for Digital Business Transformation published a report, Digital Vortex: How Digital Disruption Is Redefining Industries. The report notes that, from a survey of 1,000 business leaders, “four of today’s top 10 incumbents (in terms of market share) in each industry will be displaced by digital disruption in the next five years.” Displaced is the polite way of saying put out of business.
Engage Selling
JULY 3, 2015
Finding your winning sales team can be difficult. At times, it’s hard to even come across a resume that strikes your interest. Other times, you might find a great new candidate to join your team, but they just don’t click and fall short of expectations. If you want to win, you have to create a profitable sales team. […].
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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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