SBI Growth

JUNE 5, 2017

Sales 126

Sales Management 126

Engage Selling

JUNE 5, 2017

Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from “days of yore.

Sales 102

Sales Marketing 102

Sales Latitude

JUNE 29, 2017

It’s hard to play the long game in sales. Especially since it takes many contact points before you may ever sell to a customer or prospect. And, the long game requires you to do many different things, which at times may seem counterintuitive to making your annual quota. A Quality Pipeline. Your management is always asking where you stand against your quota, how much is in your pipeline, how you rank the risk of the deals in your current pipeline, and other important questions to understand the a

Stakeholders 74

Stakeholders Sales Decision-making Management 74

MTD Sales Training

JUNE 28, 2017

Your ability to uncover needs in your customer’s business is one of the areas that will make you stand out from the competition. It can differentiate you, your services and your products because it offers a perspective that few buyers may be able to see themselves. That outsider viewpoint can make a big difference to the buyer, as they can often be immersed in the minutia of everyday business and miss the big picture.

Decision-making 72

Decision-making Procurement Negotiation Sales Training 72

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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

RAIN Group

JUNE 14, 2017

By: Mary Flaherty and Mike Schultz. If there's a black box in the world of sales, it's prospecting. What to do, how to do it, and what it means to be good at it. And with all the conflicting advice out there, it's especially difficult to figure out where to start and how to get better.

Sales 68

Sales 68

Planview

JUNE 15, 2017

89% of Spigit customers are leveraging ideation to create a culture of innovation. That’s a stat we uncovered in our 2017 Business Innovation Report. Establishing a culture of innovation is a hot topic. It’s on the shortlist of strategic initiatives executives around the world are implementing to transform their organizations. However, it takes investment both from a resource and effort standpoint.

Banking 61

Banking Artificial Intelligence Innovation Facilitation 61

Engage Selling

JUNE 29, 2017

How much attention are you paying to the way your sales team is engaging with their buyers? Why, you ask?

Sales 95

Sales Client Relationships Communication Management 95

Geehan Group

JUNE 22, 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 Profitability Leadership Marketing 52

MTD Sales Training

JUNE 29, 2017

Many companies we have worked with have measurements to ascertain the satisfaction of their customers with the products they sell, the back-up services they offer and the overall experience that their customers enjoy. However, it is possible that you could have a very satisfied customer who doesn’t use your services that often. It has to be appreciated that satisfaction does not always equal loyalty.

Decision-making 65

Decision-making Suppliers Sales Training Marketing 65

Pinnacle View

JUNE 15, 2017

In this guide: 1. USE ADVANCED LOCATION TARGETING. 2. IMPLEMENT SMART A/B TESTING. 3. USE THE FACEBOOK PIXEL. 4. RUN ADS IN PRECISE TIME FRAMES. 5. SELL THE SOLUTION NOT THE PRODUCT. Making effective Facebook ads is no easy task. At any given moment, your ad is competing with other businesses for a small portion of a user’s screen. Once your ad is in front of a potential customer, then it’s fighting the hardest battle of them all – the fight for attention.

Advertising 52

Advertising Media Decision-making Digitalization 52

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

JUNE 22, 2017

How does tech titan Amazon out-innovate its competition time-after-time? They do one thing more frequently than most. In an article on Business Insider , CEO of Amazon Web Services – Amazon’s cloud computing business – Andy Jassy discussed what makes the massive billion dollar company different from the competition: “When our leaders walk into a meeting, they are looking for a way to say yes.” This tendency to say yes explains how the company has achieved so much since its founding:

Innovation 59

Innovation Meetings Marketing 59

SBI Growth

JUNE 3, 2017

Sales 118

Sales CRM 118

Engage Selling

JUNE 22, 2017

You read that right. When it comes to objections, there is no reason you should be unprepared to handle them.

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87

Geehan Group

JUNE 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 Manufacturing Leadership Profitability 52

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

JUNE 14, 2017

Many times, you will get to the position in the sale where you and the prospect are discussing moving forward with your product or service, and the progress stalls because the prospect fears making a mistake. Indecision is caused by people having fears that something will go wrong or another choice may have been better. The word ‘decision’ comes from a root word meaning ‘to cut off’.

Decision-making 65

Decision-making Sales Training Sales Management 65

Sales Gravy

JUNE 29, 2017

Recently I had the unique opportunity to sit down with Tom Hopkins and discuss the rules of sales. In this short video clip Tom discusses the power of planning and writing down your goals and why you should never give up on your dreams.

Sales 40

Sales 40

Planview

JUNE 15, 2017

89% of Spigit customers are leveraging ideation to create a. culture of innovation. That’s a stat we uncovered in our 2017 Business Innovation Report. Establishing a culture of innovation is a hot topic. It’s on the shortlist of strategic initiatives executives around the world are implementing to transform their organizations. However, it takes investment both from a resource and effort standpoint.

Banking 56

Banking Artificial Intelligence Innovation Facilitation 56

SBI Growth

JUNE 6, 2017

Sales 117

Sales 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

Engage Selling

JUNE 8, 2017

This common error costs more sales than most sales leaders are willing to admit.

Sales 87

Sales Client Relationships Communication Management 87

Geehan Group

JUNE 1, 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 B2C Manufacturing Profitability 52

MTD Sales Training

JUNE 6, 2017

Getting prospects to reply to your emails can seem daunting. You put it all together, you give details about your products and how good they are, you make special offers, send them all off and then wait for the replies to pour in, with orders attached. Yeah, right! How can you build more chances that you’ll get replies to your emails? Simply by putting yourself in the mindset of the receiver.

Decision-making 65

Decision-making Sales Training Profitability Sales 65

Sales Gravy

JUNE 22, 2017

We get bombarded by more information in one day; than my grandmother received in her entire lifetime!! Tweets, voice-mail, e-mail, phone calls, billboards, websites…So what are you doing to keep your focus each and every day?

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40

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

Planview

JUNE 28, 2017

Recently I had a chance to read a terrific article in the most recent issue of the MIT/Sloan Management review about internal crowdsourcing. Co-authored by Lale Kesebi at Spigit customer Li & Fung (watch her awesome presentation at Ignite here to get inspired ), I recommend it to anyone considering doing ideation with an internal crowd. I thought I would spend some time sharing a topic that the article touches on – when is it better to do ideation with an internal crowd versus an external cr

Customer Experience 49

Customer Experience Innovation Communication Marketing 49

SBI Growth

JUNE 3, 2017

Marketing 117

Marketing B2B 117

Engage Selling

JUNE 16, 2017

Most companies take a reactive approach to client retention and that is the wrong way to think about this issue. That means two things.

Sales 78

Sales Client Relationships 78

ReviewTrackers

JUNE 29, 2017

There’s no shortcut to creating a great customer experience. It takes a thoughtful strategy, a customer-focused organization, and a design that delivers on your brand promise. In today’s consumer culture, the creation of a great customer experience — and the ability to continue redesigning the experience — gives companies the opportunity to solve problems, improve customer engagement, and build stronger relationships with customers.

Customer Experience 28

Customer Experience Healthcare Banking Government 28

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

MTD Sales Training

JUNE 26, 2017

Motivating a Sales Team is mission critical to successes. However, it is very easy for a sales manager to THINK that he or she is sufficiently motivating the team simply because no one offers any objection or criticism. Since the sales team is not complaining, I must be doing everything right? Wrong. Now in answering this question, let me say that it may not be what you or anyone else expects to hear.

Sales 61

Sales Finance Sales Training Sales Management 61

Sales Gravy

JUNE 21, 2017

It’s evident that time is a critical factor in completing sales, building and keeping the relationship. Given that, what strategy does your dealership have in place to shorten the time it takes to close a deal?

Sales 40

Sales 40

Planview

JUNE 22, 2017

How does tech titan Amazon out-innovate its competition time-after-time? They do one thing more frequently than most. In an article on Business Insider , CEO of Amazon Web Services – Amazon’s cloud computing business – Andy Jassy discussed what makes the massive billion dollar company different from the competition: “When our leaders walk into a meeting, they are looking for a way to say yes.” This tendency to say yes explains how the company has achieved so much since its founding:

Innovation 49

Innovation Meetings Marketing 49

SBI Growth

JUNE 7, 2017

Revenue attribution is one of the most important KPIs a board member can review. If your CMO is not currently reporting on revenue attribution, it’s imperative that they start immediately. Download our SBI Magazine Special Issue: Revenue Attribution. Revenue attribution involves.

Marketing 116

Marketing Sales 116

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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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