SBI Growth

JANUARY 17, 2017

Sales 129

Sales 129

Engage Selling

JANUARY 3, 2017

This is one of the few times in a year where professionals across virtually every industry can look at their goals with hope and excitement.

Sales 86

Sales Client Relationships Communication Management 86

Planview

JANUARY 25, 2017

Spigit is off to a great start in 2017 after a very successful 2016. Last year we announced our strategy to extend our leadership in Innovation Management, and I’m pleased to say that we are firing on all cylinders, as Spigit has become the defacto standard for the enterprise. With the New Year in full swing, I’m excited to share a couple of big announcements with you.

Acquisition 84

Acquisition Innovation e-Learning Software 84

MTD Sales Training

JANUARY 27, 2017

One definition of assertiveness is being confident and direct in dealing with others. Assertive people know what they want and aren’t afraid to ask for it. They also respect the feelings and needs of others and are prepared to negotiate solutions that are acceptable to both sides. Aggressive people want to win at all costs. Passive people give in and are prepared to lose in order to keep the other person happy.

Negotiation 53

Negotiation Insurance Decision-making Sales Training 53

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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 Management

Credo

JANUARY 18, 2017

To compete in student enrollment, many colleges and universities need to evaluate whether their facilities and campus amenities are up to par. When it comes to attracting new students, residence hall amenities play an important role in the decision process. After all, students spend 80% of their college experience outside of the classroom. That's why it is so important for institutions to make the investment in student housing.

Decision-making 52

Decision-making 52

Gary Smith Partners

JANUARY 4, 2017

The post How To Spot Neglected Accounts You Should Be Focusing On appeared first on The Gary Smith Partnership.

Account Planning 52

Account Planning Sales 52

Engage Selling

JANUARY 12, 2017

Do your team members possess the key trait for sales success? People are always asking me what they think the number one personality trait of a successful salesperson should be.

Sales 84

Sales Client Relationships Management 84

Sales Gravy

JANUARY 27, 2017

Sales 40

Sales 40

MTD Sales Training

JANUARY 30, 2017

If you work in the retail industry then this tip is just for you! No doubt, if you have worked on the shop floor, hearing those three dreaded words “I’m Just Looking” have annoyed you, aggravated you and made you quite angry at times. Well, many customers will say this as a stimulus response to get you off their back and to give them a “breather” whether they are actually buying or not.

Retail 48

Retail Suppliers Sales Training Sales 48

Shapiro Negotiations

JANUARY 13, 2017

1. Mismanagement of expectations. Imagine going to a pizza shop and then being told it only serves sushi; disappointment is likely. The same goes for negotiations. If expectations aren’t managed properly, disappointment or frustration may ensue from a misalignment of expectations and reality, and may result in a less-than-ideal outcome for one or all parties.

Negotiation 40

Negotiation Meetings Management 40

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.

Planview

JANUARY 11, 2017

In a recent issue of Healthcare IT News , Adventist Health – whose innovation program is powered by Spigit – was profiled for its ability to unleash their employee’s entrepreneurial spirit to drive innovation. Here’s the big takeaway from the story. Small improvements make a big impact. Innovation isn’t always about the breakthrough ideas that revolutionize industries, or the entire world.

Healthcare 40

Healthcare Innovation 40

SBI Growth

JANUARY 13, 2017

Sales 121

Sales 121

Engage Selling

JANUARY 27, 2017

Most sales reps are making a fundamental mistake when handling the pricing objection. They’re always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want.

Sales 82

Sales Value Proposition 82

Sales Gravy

JANUARY 20, 2017

If you have a strong belief about something, chances are you’re able to explain why, with conviction.

40

40

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

MTD Sales Training

JANUARY 20, 2017

This blog post is not going to cover how to handle objections, instead we are going to cover the underlying reasons why prospects don’t buy from you. Objections are, after all, just reasons and points that your salespeople need answer to satisfy the prospect that your product does the job. Let me go through the 4 reasons why your prospects don’t buy from you.

Decision-making 48

Decision-making Sales Training Sales Management 48

SBI Growth

JANUARY 2, 2017

Today’s show is a demonstration on how a Chief Strategy Officer can help a sales team. A common challenge among sales leaders is taking strategic imperatives the CEO has laid out in the strategy and translating that into an operating.

Sales 118

Sales 118

SBI Growth

JANUARY 5, 2017

Today’s topic demonstrates how to get sales improvement programs adopted in a matrix organization. To help illustrate today’s topic we will think through sales enablement within a matrix organization using Frontier Communications as a use case. As a guide for.

Organization 117

Organization Sales Communication Management 117

SBI Growth

JANUARY 4, 2017

Today’s article is a demonstration on how to determine which markets to compete in and which markets to avoid. As a guide, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Markets phase on pages.

Marketing 115

Marketing 115

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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

SBI Growth

JANUARY 22, 2017

Stop Launching Products with One Arm Tied Behind Your Back.

Sales 114

Sales 114

SBI Growth

JANUARY 18, 2017

B2B 114

B2B Marketing 114

SBI Growth

JANUARY 30, 2017

Organization 113

Organization Sales 113

SBI Growth

JANUARY 14, 2017

Onboarding 110

Onboarding Sales 110

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

SBI Growth

JANUARY 13, 2017

Your sales strategy sets direction with an operational plan to achieve revenue growth objectives. It also determines which sales programs you will invest in to accelerate sales efforts, and which programs you will forgo. Evaluate if your sales strategy is a problem, download.

Sales 107

Sales 107

SBI Growth

JANUARY 24, 2017

Sales 101

Sales 101

SBI Growth

JANUARY 5, 2017

There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task.

Marketing 93

Marketing Sales 93

SBI Growth

JANUARY 8, 2017

Today in this post we will demonstrate securing and retaining the right talent for a transformation. Consistent quarterly performance depends on the right talent. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017.

Sales 90

Sales 90

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

SBI Growth

JANUARY 25, 2017

Sales 89

Sales Onboarding Marketing Management 89

SBI Growth

JANUARY 25, 2017

Sales 88

Sales 88

SBI Growth

JANUARY 6, 2017

Organization 88

Organization Sales 88

SBI Growth

JANUARY 23, 2017

Sales 87

Sales 87

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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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