MTD Sales Training
APRIL 8, 2014
'What’s really interesting about we humans is the fact that, even though we don’t like to admit it, we are judgmental beings. Often we don’t view ourselves as being judgmental; we. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 18, 2014
'The majority of marketing leaders report dissatisfaction with results from Marketing Automation. Frost & Sullivan reveals 75% not accomplishing what they expected. Failed implementations of Marketing Automation litter the battlefield. CMOs know their marketing automation isn’t delivering results but aren’t sure what to do. Do you fix or replace?
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Jeffrey Gitomer
APRIL 28, 2014
'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
APRIL 22, 2014
'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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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.
SBI
APRIL 9, 2014
'A few years back, I wrote a post about leverage: “the ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources.” Leverage, in other words, is advantageous to business because a low amount of cost/effort yields a relatively high level of return.
Sales Gravy
APRIL 29, 2014
While there's no perfect system that can guarantee you'll hire the right person every time, there are fundamental guidelines you must follow if you expect to recruit your way to the top!
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
APRIL 26, 2014
'We often hear from CEOs that they don’t see the ROI for social media. Many CEOs still question the legitimacy of social media in their space. In case you’re wondering, these people are wrong. I will address three common questions/comments we hear from the C-suite and sales leaders.
Jeffrey Gitomer
APRIL 17, 2014
'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
APRIL 24, 2014
'When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details. They practice their pitch, and at times have a lengthy speech rehearsed. While preparation is never a bad thing, […].
SBI
APRIL 22, 2014
'Everyone wants to be happy, to be appreciated, to be healthy, to have a purpose, to be joyful, to love and to be loved. In short, we want all the “good things” What do businesspeople want out of life in their Sales role? Of course, we also want all that is good. In Sales, that list looks something like this: To shorten the sales cycle. To increase the average revenue per order.
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
APRIL 23, 2014
Last year my wife purchased a new Jeep Grand Cherokee. Like many modern buyers, she did her research up front. Before she ever walked into the dealership she knew more about Jeep Grand Cherokees that the people selling them.
MTD Sales Training
APRIL 15, 2014
'Sales. A great profession, isn’t it? The world would stop if people didn’t sell things. I love buying things. I have toys and gadgets that surround me in my business and personal life. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 13, 2014
'The annual employee engagement survey (EES) scores are out. It’s no surprise that Sales ranks at the bottom – as always. Sales leaders and their HR business partners have come to expect it. But it doesn’t have to be that way. This post is for you if you are grappling with the question, “How can we improve employee engagement results in Sales?
Jeffrey Gitomer
APRIL 9, 2014
'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.
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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
APRIL 29, 2014
'You may periodically see images on my Facebook page or my website of me with my Harley Davidson. Especially with the weather warming up, it’s just about time for me to take my bike out of the garage and start riding again. It’s more than just the thrill of riding a motorcycle that gets me […].
SBI
APRIL 29, 2014
'Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. 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 Leslie Stretch, President and CEO of CallidusCloud. Nancy: What does CallidusCloud do?
Sales Gravy
APRIL 22, 2014
A sense of urgency and creating momentum are critical to the success of any sales organization. I like to suggest to my clients that asking the sales teams, "What can you do today to create an order?" should be their daily mantra.
MTD Sales Training
APRIL 9, 2014
'Building rapport is the holy grail for many sales people. They think that if the relationship is cemented before they try to pitch their product, then they stand a better chance of successful. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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.
SBI Growth
APRIL 17, 2014
'Ask a small company Sales VP about his biggest fear. You’ll hear a common response: losing my best guys. Many small companies live by the Pareto principal. 80% of their revenue comes from the top 20% of their team. Losing one top performer can ruin the entire year. This is why Sales VPs list Talent as one of their biggest needs.
Jeffrey Gitomer
APRIL 23, 2014
'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
APRIL 15, 2014
'Successful salespeople have an unmatched drive to be successful. Chances are, if you are seeing any type of results or success, you have an incredible work ethic and have learned to move forward even in the face of rejection. However, can your motivation and drive ever become unhealthy or detrimental to your success? It is […].
SBI
APRIL 15, 2014
'Welcome to our biweekly blog feature. Every two weeks, I interview an executive from a top sales and marketing solutions company. 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 Frank Donny, Founder and CEO of Marseli. Nancy: What does Marseli do?
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
APRIL 15, 2014
Are you losing sales to the lowest bid? It's easy for prospects/clients to only consider price when making a purchase. It's up to you to help them see past that and to see the value of what you have to offer. Mike Brooks can show you how.
MTD Sales Training
APRIL 29, 2014
'If you’re like most people, you will often have those infuriating moments when you forget something important, like a phone call you promised to make or a specific request from a customer that. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
APRIL 2, 2014
'A sales force will never be made up of 100% ''A'' player talent. But when you start losing the percent that you do have, it hurts. Losing top Sales Reps is bad enough – losing top Sales Managers can kill your future. This post discusses reasons why top Reps and Managers are leaving your sales force. It also presents something to do about it.
Jeffrey Gitomer
APRIL 14, 2014
'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.
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
APRIL 17, 2014
'Want to know the easiest way to lose control of the sales process? Time and time again, I’ve seen 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 […].
SBI
APRIL 1, 2014
'We’ve launched a new biweekly blog feature. Every two weeks, I’ll interview an executive from a top sales and marketing solutions company. We’ll ask the same questions of each so readers can learn about their unique positioning and their vision, for the industry. This week I interview Anil Jwalanna, Founder and CEO of Witty Parrot. Nancy: What does WittyParrot do?
Sales Gravy
APRIL 14, 2014
Gordon Tredgold is from Leeds, England and studied Mathematics at Manchester University.
MTD Sales Training
APRIL 24, 2014
'It’s one of the biggest frustrations in a salesperson’s experience. You’ve done your research on the buyer and their company…you have uncovered all the possible objections the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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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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