SBI Growth

JULY 30, 2017

Sales 113

Sales 113

Planview

JULY 28, 2017

Since its founding in 2005, Facebook has become one of the most innovative companies in the world. They’ve used their influence as the number one social network masterfully, evolving into an ecosystem of brands – Instagram, WeChat, Aquila (Facebook’s Internet plane), and others – all aligned to further the company’s mission of giving people the power to build community and bring the world closer together.

Innovation 85

Innovation Internet Financial Services Healthcare 85

Engage Selling

JULY 11, 2017

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately. Uncoachable sellers are unable to improve because they are unwilling.

Sales 80

Sales Client Relationships Communication Management 80

Tenfold

JULY 18, 2017

To grow a business these days, one needs to understand why traditional sales and marketing strategies are failing and how to develop a sales marketing strategy that works. What is Sales Marketing? A well-crafted combination of sales and marketing is necessary for successful business growth. Sales entail the direct one-on-one interactions, those interpersonal connections that directly add revenue to the bank accounts.

Marketing 75

Marketing Internet Advertising Sales 75

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

MTD Sales Training

JULY 19, 2017

No matter how long you have been in sales, you will inevitably experience the ups and downs of the business world and create opportunities from them or suffer from the pain of lost sales. It would be wonderful to always maintain a high profile with all your customers, and be on top of your game at all times. But what about the times when things don’t go according to plan?

Sales 75

Sales Sales Training Management 75

Matthew Barby

JULY 26, 2017

I’d like to take you on a quick journey back to the year 1998. A number of important things happened […]. The post A Look to the Future: Speed, Convenience and the Rise of AI appeared first on Matthew Howells-Barby.

52

52

Planview

JULY 27, 2017

The views in this blog post represent the viewpoints of the guest author, and may or may not reflect the viewpoints of Spigit. **. When it comes to providing value, SaaS businesses have it very different. Unlike their e-commerce counterparts (which provide value based on price), SaaS companies provide value with customer service experience. Businesses might measure customer experience on various parameters, but the majority of customers measure it against one metric – time.

Customer Experience 61

Customer Experience Digitalization Marketing Communication 61

Louise Collins Associates

JULY 20, 2017

What makes an account plan great? For me, a great account plan is something that tells the account story. Now, I am not talking about a lengthy novel here! It is much more difficult to write a succinct summary than it is to write a lengthy story. So the first thing to realise, is that writing an account plan takes skill, practice and a reliance on some core guiding principles.

Account Planning 52

Account Planning Stakeholders Decision-making Value Proposition 52

Tenfold

JULY 21, 2017

Emotional intelligence (EI) refers to a person’s ability to recognize emotions within themselves and others, and understand these emotions. It is the ability to use emotional cues as guide to one’s thoughts, behaviors and actions. An emotionally intelligent person is able to adapt to changing environments, and continue to work towards a goal. If this sounds like the description of a successful salesperson, you’re correct.

Emotional Intelligence 72

Emotional Intelligence Sales Training Leadership Sales 72

MTD Sales Training

JULY 17, 2017

If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. You need to unearth the pain, the desire and the motivations that will get your prospect to take action. Now in an ideal world your prospect will answer your questions EXACTLY the way that you want them to so that your product/service benefits match them like fitting a hand into a glove!

Construction 72

Construction Internet Software Software 72

Advertisement

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 Management

Credo

JULY 11, 2017

The recent edition of the Chronicle of Higher Educations's “ Presidents Share What Works ” surfaces several themes, which we see daily in our strategic planning work—e.g., faculty involvement, transparency, new ideas—but what caught our eye was one of the subtler themes and its implications: strategic planning as an iterative process.

Facilitation 52

Facilitation Innovation 52

SBI Growth

JULY 11, 2017

103

103

Engage Selling

JULY 7, 2017

Many sales managers are complaining about their top sellers because they’re not team players. It goes without saying that top sellers have to be acting in a legal, moral, and ethical manner at all times.

Sales 51

Sales Sales Management Management 51

Planview

JULY 11, 2017

In the wake of new technological advances in pretty much every industry, a growing number companies have identified a new way to surface new opportunities for driving both business and societal value. What is it? Crowdsourced innovation, managed by. innovation management software. Crowdsourced innovation is simply the process of gathering and surfacing ideas and solutions at scale from the people that know your business best – your workforce, customers, and partners.

Innovation 51

Innovation Software Software Management 51

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.

Tenfold

JULY 15, 2017

Business guru and well-known provocateur Tom Peters once addressed a crowd of over 400 sales and marketing executives saying : “I hate sports analogies. They’re just a bunch of male macho…” Yet, in the world of sales and marketing, sports analogies are de rigueur and tossed around like a basketball during March Madness. To properly understand the difference between sales and marketing, however, another analogy seems more suitable: that of musical theater.

Marketing 63

Marketing Sales Advertising Communication 63

MTD Sales Training

JULY 13, 2017

Do you sometimes find it strange that a sportsperson or experienced actor would admit to feeling nervous before a big performance or game? Surely their knowledge and familiarity with what they have to do would allay any fears they might have? Well, it shows we are all human. No matter how many times you may have performed, even at the top of your form, fear is one thing that connects us all.

Meetings 67

Meetings Sales Training Sales Decision-making 67

Sales Gravy

JULY 31, 2017

Who encouraged you when you were starting out in business? One morning, during my early Xerox days, I walked confidently into a prospect meeting. I’d mapped out excellent questions on my pre-call worksheet.

Meetings 40

Meetings Sales 40

SBI Growth

JULY 20, 2017

B2B 103

B2B Sales 103

Advertisement

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

JULY 29, 2017

One of the big mistakes I see in sales today—at all levels within an organization—is the belief that coaching and training are owed to us.

Organization 48

Organization Sales Account Management Negotiation 48

Planview

JULY 6, 2017

Our clients in the construction business tell me that the industry enjoys flush times, once again. The leaders of these firms say that they marked 2016 as the year in which they felt that they could put the dark days of the 2007-08 recession behind them, once and for all. Many construction firms are family led. Employees become extended family. Memories of business lost and layoffs chill them to this day.

Construction 40

Construction Digitalization Meetings Suppliers 40

Tenfold

JULY 29, 2017

At best, sales and marketing teams are acquaintances. At worst, they’re enemies. At least, that’s the situation at most organizations. While a healthy bit of sibling rivalry typically doesn’t hurt, the sales and marketing relationship often suffers from miscommunication—or a complete lack of communication—as well as occasional animosity. This is remarkable, especially considering that the two teams typically have the same goal: increasing business revenue.

Marketing 56

Marketing Sales Advertising Communication 56

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! Shame on you! So you might have briefly scanned their website but that’s just about it. Well, here are 5 areas to prepare for the sale now so it will give you more focus: Know Your Objectives.

Meetings 67

Meetings Suppliers Sales Sales Training 67

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

JULY 31, 2017

“I really struggle with the highs and lows of field sales. Most days I feel like the weight of the world is on my shoulders. Any suggestions?” This is one of those rarely voiced issues that every sales person confronts sooner or later.

Sales 40

Sales 40

SBI Growth

JULY 29, 2017

Sales 101

Sales 101

Engage Selling

JULY 27, 2017

Far too many companies out there simply aren’t growing. They’re stagnating – once exciting results have been relived quarter and quarter and year after year and they’re itching to see greater revenue. Does this sound like you?

Client Relationships 48

Client Relationships Communication Management Sales 48

Planview

JULY 6, 2017

Our clients in the construction business tell me that the industry enjoys flush times, once again. The leaders of these firms say that they marked 2016 as the year in which they felt that they could put the dark days of the 2007-08 recession behind them, once and for all. Many construction firms are family led. Employees become extended family. Memories of business lost and layoffs chill them to this day.

Construction 40

Construction Digitalization Meetings Suppliers 40

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

Tenfold

JULY 18, 2017

Salesforce is arguably the best CRM application you can use to align your sales operations with current sales practices. It helps you manage your leads, opportunities and clients efficiently. You can look forward to continuity in your operations, even when you lose employees or bring new people in. It helps you stay on top of your sales pipeline, observe faults and gaps in your process, and tweak where necessary; you have historical and real-time data to help in decision-making.

Decision-making 56

Decision-making Management CRM Customer Experience 56

MTD Sales Training

JULY 26, 2017

Even if you’re not aware of your body language, other people you are with are. The signals you give unconsciously may affect the other person unconsciously too, and if they are negative signals, it could affect the process of communications without either of you understanding why. This is why it’s so important to be totally aware of what your body is saying, especially when carrying out a sale.

Sales Training 65

Sales Training Communication Sales Management 65

Sales Gravy

JULY 28, 2017

Symptom: You're sitting at your desk too much and need to get off your ass and get to work. Get ready. Get set. Go! The hardest part is “get ready.” In sales, it’s known as “preparation.

Sales 40

Sales 40

SBI Growth

JULY 28, 2017

Sales 101

Sales B2B 101

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

Meetings