SBI Growth

JULY 29, 2012

Sales Management 127

Sales Management Management Sales 127

MTD Sales Training

JULY 10, 2012

Cancelled appointments and no-shows will cost you a ton of money. You invest a great deal of time prospecting and locating the decision maker (DM). Then you went through all sort of pain getting past a tough gatekeeper screen just to reach the DM. and set the appointment. Then you could you have travel time, gas and a host of other less tangible expenses.

Meetings 119

Meetings Decision-making Sales Training Sales 119

Engage Selling

JULY 16, 2012

Today I discuss the importance of investing in resources in order to help your sales team succeed. This includes three considerations such as investing in new ideas, training for your sales team and investing in tools such as new technology and ideas. Today I discuss the importance of investing in resources in order to help your sales team succeed. This includes three considerations such as investing in new ideas, training for your sales team and investing in tools such as new technology and ide

Sales 75

Sales Sales Training 75

Jeffrey Gitomer

JULY 10, 2012

Tweet I recently received a question about hiring philosophy from a man named David. I wanted to take some time to share both the question and my answer with you here: Want to receive more tips from me about hiring, sales, leadership, and other business topics?

Sales Leadership 75

Sales Leadership Leadership Sales Sales Training 75

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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

SBI

JULY 17, 2012

Tweet Up until 15-20 years ago, and out of necessity, buyers would rely on salespeople to get information on products and services of interest to them. The Internet has forever altered the balance of power, to the buyer’s advantage. It is not uncommon today for decision makers to avoid talking with a salesperson early in the sales cycle thinking, somewhat erroneously, that they are able to diagnose their own needs and to then seek and find the best solutions through their own investigation.

Decision-making 49

Decision-making Internet Software Software 49

Sales Gravy

JULY 31, 2012

Getting your sales team to buy into your new sales initiatives, and developing key drivers for coaching, reinforcing, and measuring the implementation of these initiatives is what determines how successful your new sales culture becomes.

Sales 40

Sales 40

MTD Sales Training

JULY 31, 2012

Well, we all know the old sales person’s mantra, “Never take NO for an answer!” Indeed, some sales people try to live by this greed. However, in attempting to live up to such a rigid and unrealistic standard, sales people often cross the line. The line I am referring to is the one where you go from being a professional, confident sales person, who passionately believes in his or her products, to an annoying, selfish, obnoxious peddler, trying to extort money.

Sales Training 115

Sales Training Sales Management 115

Engage Selling

JULY 13, 2012

Many elements must come together for a successful sales strategy but not all are created equal! Which factors count most in your success? Take our sales quiz and find out!

Sales 75

Sales 75

Jeffrey Gitomer

JULY 18, 2012

Tweet NOTE WELL: A golden ticket is NOT a winning lottery ticket. It doesn’t have to be money. But it may lead you to money by turning your gold into wealth. Here are several areas to evaluate as you begin the search for your golden ticket. There may be several golden tickets you already possess but you haven’t yet realized their value. 1.

Communication 66

Communication Sales Training Sales 66

SBI

JULY 31, 2012

Tweet Olympic athletes train hard, and they are certainly among the ranks of the most dedicated in the world of competitive sports. They strive to excel in every capacity and endeavor, to have the right team,the right equipment, the right training regimen, the right attitude, and the right support network. But there is one factor, perhaps above all else, that determines whether they will find themselves perched atop that highest and most coveted pedestal – they really know their numbers.

Sales 48

Sales Sales Training Meetings Software 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

JULY 30, 2012

When the day comes and you’re ready to tell your truth, remember to tell the person you are telling them YOUR truth before you actually tell them your truth.

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SBI Growth

JULY 21, 2012

Sales 117

Sales Marketing 117

MTD Sales Training

JULY 18, 2012

If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. The fact is that today’s modern gatekeeper (GK) is an educated, highly trained, sophisticated and sales savvy professional, who often has power and authority.

Suppliers 115

Suppliers Decision-making Sales Training Sales 115

Engage Selling

JULY 12, 2012

We hosted our first State of the Sales National call yesterday ensure that our community is armed with cutting-edge sales strategies proven to work in this tough economy. I plan on running them each quarter. If you missed the call you can register for the replay here. During each session, we’ll zoom in on a particular topic and review what you need to know right now to put it to work.

Sales 74

Sales 74

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

Jeffrey Gitomer

JULY 26, 2012

Tweet I recently received a question about losing sales from a man named Roy. I wanted to take some time to share both the question and my answer with you here: Want to receive more tips from me about hiring, sales, leadership, and other business topics?

Sales Leadership 65

Sales Leadership Sales Leadership Sales Training 65

SBI

JULY 24, 2012

Tweet A sad farewell. The Internet and social media have changed the world of business and sales forever. That cannot be denied. However, far from isolating people from each other, as the naysayers decry, technology—and social media in particular—has made it possible to build personal relationships that would not otherwise be possible. In this country, social networks are an integral component in the lives of 80% of the population.

Media 45

Media Internet Meetings Leadership 45

Sales Gravy

JULY 30, 2012

Of course, you want more referrals from your client in the future. If you take the time and effort to do a little investigation, you should have at least a few areas to investigate further.

Meetings 40

Meetings 40

SBI Growth

JULY 8, 2012

Marketing 117

Marketing 117

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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

MTD Sales Training

JULY 13, 2012

Often the value and significance of the incoming call is overlooked. Sales and customer service people often take such calls for granted, believing that the caller MUST have an interest since they called in. However, you have to remember that an incoming cold call is STILL a cold call , requiring, tact, care and precision. #1: A Clear and Simple Greeting.

Profitability 113

Profitability Sales Training Sales Management 113

Engage Selling

JULY 9, 2012

Testimonials are the most cost effective tool to aid in gaining new business. She uncovers three big myths that people have when it comes to testimonials and explains why they are inaccurate. Testimonials are the most cost effective tool to aid in gaining new business. She uncovers three big myths that people have when it comes to testimonials and explains why they are inaccurate.

Sales Training 74

Sales Training Sales 74

Jeffrey Gitomer

JULY 13, 2012

Tweet I am sick of goals and goal experts. You know, the people that spam you around the first of the year proclaiming they are the ones who can “help you” get to the next level. They have the magic “goal achievement formula.” All you have to do to achieve your goals is pay the sender of the email. I am not an expert at setting goals.

Sales Training 63

Sales Training Sales Management Management Sales 63

SBI

JULY 10, 2012

Tweet Here in the United States, for the past 236 extraordinary years, the 4th of July has been a day of both commemoration and, of course, celebration. In a most singular and dedicated fashion, we gather with friends and family to enjoy those quintessential summer activities – a barbeque, a few well-deserved libations, and an evening of star-spangled fireworks to dazzle our spirits, and to remind us how fortunate we are to live in this precious realm of freedom we call America.

Account Planning 44

Account Planning Management Software Software 44

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 25, 2012

There’s not a lot you can do about the national economy but there is a lot you can do about your personal economy. ~Zig ZiglarMany years ago when it was reasonably safe to do so, I picked up a hitchhiker just outside of Raleigh, North Carolina.

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SBI Growth

JULY 28, 2012

Sales 113

Sales 113

MTD Sales Training

JULY 19, 2012

A sluggish economy gives prospects a ton of objections and reasons to stall. Unfortunately, many sales people still have a difficultly time overcoming these, “econojections.” The main reason sales people have such problems with econojections is that they are not objections at all. The state of the economy, be it local, national or global, is a condition , hence the term “economic conditions.

Sales Training 113

Sales Training Sales Management 113

Engage Selling

JULY 4, 2012

Build customers for life and building relationships throughout your entire organization with your client is of utmost important. Organizations should also develop a genuine interest in clients business and have a commitment from every department to provide a great customer experience. Providing rewards for repeat business is also a great way to motivate your employees.

Customer Experience 74

Customer Experience Organization Sales Training Sales 74

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

Jeffrey Gitomer

JULY 31, 2012

Tweet Today, people are more visual than ever. So, why are you still talking through some boring old sales pitch instead of showing the customer what it means to do business with you? There is a visual side of selling that you must learn and master in order to catapult your sales to the next level. In this one-of-a-kind webinar, you will learn: The importance of adding visuals to make sales easier.

Sales 62

Sales 62

SBI

JULY 27, 2012

Tweet Summer School for B2B Sellers. Admit it, summer is the slowest sales time of the year and it is hard to even get an appointment with customers on vacation. Sales Summer School was created to take advantage of this lull in selling activity by providing an opportunity for sales professionals to refresh and update their skills and knowledge. 30+ ON-LINE CLASSES / 19 INSTRUCTORS / 30 DAYS!

B2B 40

B2B Innovation Sales Training Sales Management 40

Sales Gravy

JULY 20, 2012

“The Gatekeeper Won’t Give Out My Prospects Email Address… What Do I Do?” Gatekeeper: We Don't Give Out Our CEO's EMAIL Address! For starters, it’s all in the approach.

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SBI Growth

JULY 11, 2012

Sales 113

Sales 113

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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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