SBI Growth

MAY 25, 2017

Sales 127

Sales 127

Engage Selling

MAY 11, 2017

Are you or members of your sales team having trouble getting past gatekeepers? I’ve noticed a trend.

Sales 78

Sales Client Relationships Communication Management 78

Planview

MAY 11, 2017

Last week was Spigit’s 2017 Ignite conference. To say that it was inspirational is an understatement. From a scientist who led the innovation team that developed the Ebola vaccine, to a world renown innovation author, to the VP of Watson Strategic Partnerships at IBM Watson, Ignite 2017 was one for the record books. Throughout the conference, which included exclusive innovation strategy workshops for Spigit customers, there was no shortage of useful insights attendees walked away with.

Innovation 61

Innovation Manufacturing Communication Leadership 61

Sales Latitude

MAY 11, 2017

Most sales people hate working on their account/territory plan. Not surprisingly, they’d rather work opportunities. But, hold on a second – are they not one and the same? We’ve all heard the stories of the “one and done” account/territory plan: you do it once a year to show to management, then put it in your desk drawer. Or, the trash. The Typical Account/Territory Plan.

Sales 56

Sales Account Planning Management 56

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Sales Management

MTD Sales Training

MAY 3, 2017

Harvard Business Review (HBR) discussed an interesting concept recently (Sept 2016) where they were comparing what customers actually buy and what sellers offer to sell. Of course, people don’t buy the product for what it is (hence features and advantages are becoming less salient to consumers) but they do buy what it will help the customer to accomplish.

Customer Experience 53

Customer Experience Insurance Sales Training Marketing 53

Geehan Group

MAY 15, 2017

In my B2B Executive Playbook , I take my readers through the four steps that can simplify strategic planning, focus product development and sales and marketing efforts, and most importantly, create a clear path to market leadership. In this four-part series, Avoiding the Pitfalls to B2B Success, I review the common pitfalls that challenge B2B firms.

B2B 52

B2B Brainstorming Leadership Prioritization 52

Engage Selling

MAY 29, 2017

After a week in Mykonos, Greece, I’ve determined that Myconians are the most hospitable people in the world. And, I believe that the best investment any hospitality business can make is to send their people to Mykonos for observational training.

Sales 72

Sales Client Relationships Communication Management 72

Planview

MAY 25, 2017

A common misconception about. ideation software. is that it’s exclusively for innovation departments to use to generate breakthrough products and services. It is called “innovation” software after all, right? While that is one of its use cases, the reality is it can be used for so much more. Software solutions that power ideation programs around the world are continuing to evolve and expand in capabilities opening the door for other business units beyond the innovation department – from HR to p

Innovation 56

Innovation Software Software Manufacturing 56

Pinnacle View

MAY 11, 2017

2017 is a big year for Digital NewFronts. NewFronts, run by the IAB, are an annual series of events and presentations from digital media companies featuring pitches aimed at both video content creators and advertisers. During this year’s May event series, 32 separate digital media companies will host their own NewFronts. The companies presenting include big names like Twitter, DigitasLBi, Turner, and Google.

Digitalization 52

Digitalization Advertising Media Innovation 52

MTD Sales Training

MAY 30, 2017

So, you’ve got the appointment… I recommend that you send some further information to the client BEFORE you meet with them. I’m not talking about an information pack here or a brochure. Instead, I am talking about sending them something that will position yourself as an expert. Something that will get them to know you better. I usually send our clients a physical sales tips newsletter full of ideas and strategies to improve their sales.

Sales Training 48

Sales Training Media Meetings Sales 48

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

MAY 31, 2017

Increase your Emotional Intelligence even further with Jeb Blount's Best Selling Book, "Sales EQ.

Emotional Intelligence 40

Emotional Intelligence Sales 40

SBI Growth

MAY 29, 2017

Sales 120

Sales 120

Engage Selling

MAY 4, 2017

A key distinction between top sellers and top sales leaders is that top sales leaders must be excellent team players, whereas top sellers do not.

Sales 72

Sales 72

Planview

MAY 11, 2017

Last week was. Spigit’s 2017 Ignite conference. To say that it was inspirational is an understatement. From a scientist who led the innovation team that developed the Ebola vaccine, to a world renown innovation author, to the VP of Watson Strategic Partnerships at IBM Watson, Ignite 2017 was one for the record books. Throughout the conference, which included exclusive innovation strategy workshops for Spigit customers, there was no shortage of useful insights attendees walked away with.

Innovation 56

Innovation Manufacturing Communication Leadership 56

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

B2B

Pinnacle View

MAY 5, 2017

. The latest decree by the “Coalition for Better Advertising, a group including Facebook, Google, and the Washington Post, states that the worst digital ad formats may be completely blocked by online platforms. Annoying pop-ups, invisible exit buttons, full-screen takeovers, you get the gist. This is great news not just for internet users, but for digital media publishers as well, including big businesses like Google, to digital strategy consulting firms like Pinnacle View.

Advertising 52

Advertising Internet Publishing Digitalization 52

MTD Sales Training

MAY 26, 2017

I often meet salespeople in my visits to clients and ask them for their favourite strategies when it comes to sales. Sometimes they tell me a couple of ideas, but mainly I’m met with a blank stare or a mumbling of some quote or other they’ve heard over the years. Why is it so important to have a strategy when you are selling? Because it helps you build confidence when you are working with prospects and clients, and enables you to change direction when buyers put up obstacles or objections.

Sales 48

Sales Sales Training Meetings Management 48

Sales Gravy

MAY 31, 2017

When I got back to the office that Monday, I found that the top producers were already there and they had even written some deals already. When I was about to go home at 4:30pm, they were still there, in full swing.

40

40

SBI Growth

MAY 19, 2017

Sales 119

Sales 119

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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.

Meetings

Engage Selling

MAY 5, 2017

In a previous video, we talked about the concept of learning by doing instead of learning through a training workshop or a facilitated training event.

Facilitation 71

Facilitation Leadership Sales Meetings 71

Planview

MAY 25, 2017

A common misconception about innovation software is that it’s exclusively for innovation departments to use to generate breakthrough products and services. It is called “innovation” software after all, right? While that is one of its use cases, the reality is it can be used for so much more. Innovation software solutions that power ideation programs around the world are continuing to evolve and expand in capabilities opening the door for other business units beyond the innovation department – fr

Innovation 53

Innovation Software Software Manufacturing 53

ReviewTrackers

MAY 22, 2017

“We care deeply about our customers.” Or: “We ❤️️ our customers.”. We’ve seen a number of companies use either of these taglines or some other similarly customer-focused phrase in order to profess their undying, indissoluble love for their customers. They pop it into their marketing materials, business cards, staff lapel pins, About Us pages, social media bios, e-mail signatures, what-have-you.

Customer Experience 35

Customer Experience Retail Media Management 35

MTD Sales Training

MAY 25, 2017

Do you want to be mediocre, average, unexceptional or ordinary? Thought not! Those aren’t qualities that usually come to mind when we consider successful salespeople. We like to think of ourselves as successful, positive, popular, prosperous and, yes, outstanding. So, what characteristics would support your quest to be the best? What would we expect of salespeople who make an impact and achieve success?

Emotional Intelligence 48

Emotional Intelligence Sales Sales Training Decision-making 48

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

Sales Gravy

MAY 31, 2017

By and large, bigger accounts spending bigger money have a bigger decision to make. Their risks are greater. So it’s less likely you can win a large client by meeting with only one “decision-maker.

Decision-making 40

Decision-making Meetings 40

SBI Growth

MAY 30, 2017

IPC Systems launched a new brand identity, following its acquisition of Etrali Trading Solutions earlier this year. Our guest today shares the use case for the brand strategy that 1,400 IPC employees will use to convey a single, compelling story.

Acquisition 118

Acquisition B2B Marketing 118

Engage Selling

MAY 19, 2017

Last week, we talked about proposal formats. Therefore, it makes sense that we talk about presentation formats this week. I believe that you should always present in person when possible.

Sales 64

Sales Client Relationships Sales Training Communication 64

Planview

MAY 23, 2017

When establishing an innovation program, business leaders often struggle with forecasting the potential economic impact. To address this, Spigit commissioned Forrester Research to conduct an independent study examining the value customers receive from implementing Spigit’s ideation management software. To quantify the complete value of Spigit’s ideation management, Forrester analysts conducted in-depth interviews with business leaders from five long-time customers in order to measure the total e

Software 49

Software Software Telecommunications Management 49

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.

Supply Chain

ReviewTrackers

MAY 4, 2017

Hundreds of franchisees fail each year, according to the Wall Street Journal. To avoid being one of these unsuccessful franchises, you must place the customer at the center of your business, deliver the best possible experiences for them, and listen to and act on customer feedback. Set Up A Review Monitoring System . Adam Broetje, CEO at Odd Dog Media , says that one of the most direct customer feedback platforms franchises have today is online reviews.

Decision-making 34

Decision-making Facilitation Media Customer Experience 34

MTD Sales Training

MAY 22, 2017

“Hi! Mr. Jones, my name is…” . That’s it! That’s about all you have to say on the telephone today for some prospects to realise five things instantly! . Number one, they know that you are NOT a friend or an acquaintance. . Two, they know that this is NOT a social call. Three, they know that you probably should not be trusted. Four, you are invading their privacy and number five; they know that you eventually want money. .

Sales Training 48

Sales Training Sales Management 48

Sales Gravy

MAY 31, 2017

Leverage Friday afternoons for phone calls to people you haven’t been able to connect with or with prospects who are tied tightly to a competitor. It happens every summer.

Sales 40

Sales 40

SBI Growth

MAY 26, 2017

Sales 117

Sales 117

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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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