SBI Growth
AUGUST 7, 2013
'Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. The newly promoted manager repeats behavior that made him successful as a rep. He neglects his skill development and sales initiatives. His team flounders. He tries to do it himself. Before the year is over, he’s back in the field or on the street.
MTD Sales Training
AUGUST 15, 2013
'I have had many debates over the years about what makes a great sales person and the one thing I have always argued is that the amount of revenue they produce should not be the only key factor. Let. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
AUGUST 7, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Engage Selling
AUGUST 4, 2013
'I received this cold email on Saturday from a "National Accounts Executive" How many mistakes can you spot?
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SBI
AUGUST 6, 2013
'I read ClearSlide’s blog “4 Reasons why it’s time to re-boot technology ” with great interest and enthusiasm. In a most concise (a mere 291 words) and convincing way, they outlined the importance of finding new ways to put technology to work for sellers. The post listed several startling stats. Some of them—like salespeople spend less than 35% of their time selling—are familiar.
Sales Gravy
AUGUST 30, 2013
Sales reps have it tough today not only are their clients and prospects harder to sell, but even their companies have pulled back a lot of the incentives they used to reward and motivate their performance.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
AUGUST 7, 2013
'Most of my working life has been spent in sales. There have been examples of good, bad and ugly that have stayed with me over the years. During the time that I’ve been involved in training and. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
AUGUST 6, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Engage Selling
AUGUST 5, 2013
'This past weekend Chris and I enjoyed a fabulous dinner with friends at the Savoy. I love their sister restaurant Metropolitan and had high hopes. But, I also expected to be disappointed. I secretly worried it was going to be like seeing the movie version of your favorite book. Never as good as the original.
SBI
AUGUST 13, 2013
'“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. By the end of 2013 there will be 2.3 million.” This, from Josiane Chriqui Feigon’s new book The Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team.
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Sales Gravy
AUGUST 28, 2013
What's Holding You Back from Sales Success? How many times have you left a sales meeting and thought, "I should have said that."?
SBI Growth
AUGUST 16, 2013
'In this post we will discuss Agile Sales. Agile sales is an approach that can help you keep pace with your customers. A few months back I wrote a post about becoming an Agile Sales Leader. Now it is time to make the entire sales organization agile. Let’s start with the definition of agile sales. Agile is not a process! The Agile sales approach places the customer buying experience above everything else.
MTD Sales Training
AUGUST 13, 2013
'Here are some simple facts about selling: In order to sell anything you must be able to influence other people. You cannot influence anyone if they don’t TRUST you! The higher the value of the sale. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
AUGUST 4, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
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 19, 2013
'Now that you''ve made a sale, you need to keep engaged with the client. Why? Take the quiz and find out!
SBI
AUGUST 20, 2013
'I love to figure out how seemingly unrelated concepts can apply to the field of sales. In today’s blog, I’d like to ask for your input. Here’s the subject. If you’ve ever bought something at a drugstore check-out you’ve probably noticed a small book called “ Eat This, Not That! ” The book is referred to as the No-Diet Weight Loss Solution and it’s by David Zinczenko and Matt Goulding.
Sales Gravy
AUGUST 27, 2013
"Do you script out your conversation before calling? Would you recommend this and if yes, then how closely do you think people should stick to the script?" Answer: You can't "script out" a conversation before making a call.
SBI Growth
AUGUST 17, 2013
'The need for transformational change is the reason they brought you into the organization. The CEO realized it was time to reinvent the Marketing organization. Whether it’s a newly hired CMO or the annual planning process, this is the time when transformational change is mapped out. The key to marketing transformation is creating a measurable, customer-centric, market-driven organization.
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MTD Sales Training
AUGUST 6, 2013
'It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
AUGUST 9, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.
Engage Selling
AUGUST 20, 2013
'Asking for a referral can be a challenging process. You might be uncomfortable asking for the referral, as well as worried about the best language to use so that you don''t sound desperate for new business.
SBI
AUGUST 27, 2013
'My sisters, Judy and Sandy. That’s me on the right. This weekend, I leave for my last vacation get-away before summer ends and Q4 kicks into gear. My husband and I will be heading to Estes Park in the Rocky Mountains to take in the breath-taking Colorado River and the continental divide. My family took our vacations in Estes Park when I was younger.
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
AUGUST 27, 2013
At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded.
SBI Growth
AUGUST 21, 2013
'As a Sales & Marketing Leader, you are hungry for high quality B2B leads. B2B Marketers have tested many forms of social advertising. Marketing leaders must challenge past assumptions of how to leverage social advertising opportunities. Facebook & Twitter ads deliver high volume but lack the high-level targeting options. The best B2B option until now has been LinkedIn ads.
MTD Sales Training
AUGUST 8, 2013
'I’ve always been a fan of quotes. These short, pithy sayings that bring to life ideas and deeper thoughts often are responsible for inspiring and driving greater performance and results. One. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
AUGUST 18, 2013
'We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. Attitude Productivity Sales Best Sales Books Jeffrey Gitomer 21.
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 8, 2013
'To establish credibility with your prospects you must be perceived as an expert. Where is the best place to do that?
SBI Growth
AUGUST 5, 2013
'The board is not happy with the results of your last strategic sales initiatives. Cost of sales is rising and no revenue lifts to show. You are confident about the plan you put in place; nothing seems to move the needle. In addition, you made sure you built the proper consensus between sales and marketing. The execution piece is not happening. As CEO, you are asking yourself “What am I missing?”.
SBI Growth
AUGUST 1, 2013
'This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Just five months left. If your organization isn’t at or above revenue plan, what will you do? More to the point, what can you do that will show an impact quickly? The answer is usually a tradeoff between two fundamental courses of action. Option 1 : Add resources.
SBI Growth
AUGUST 25, 2013
'The software company’s VP of Sales boasted about his win rate. “Over the last four years we’ve increased our close percentage in opportunities from 21% to 34%. Each year we’ve improved.”. The CEO was not impressed. During this four year period, his VP missed the target two times. This year revenue was behind goal again. If the sales team was getting better, why did they keep missing quota?
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