SBI Growth

SEPTEMBER 16, 2016

Sales 118

Sales 118

MTD Sales Training

SEPTEMBER 29, 2016

Many sales people between sales meetings or between calls are blinkered to the sales opportunities around them. They take too much time to reflect on previous meetings, and some sales people will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Meetings 107

Meetings Sales 107

Planview

SEPTEMBER 15, 2016

Today, we’re proud to share the release of a new book authored by Doug Collins, VP of Innovation Architecture at Spigit. This book, titled Great Question! Generating Effective Questions for Successful Outcomes, is intended for the leader of a group of people who would like to help that group identify the critical question for the purposes of innovation, collaboration, and problem solving.

Brainstorming 98

Brainstorming Innovation 98

Engage Selling

SEPTEMBER 27, 2016

Have you ever wondered what makes you and your business more interesting to your prospects and clients? It isn’t hourly updates on social media or a picture with a celebrity.

Media 98

Media Client Relationships Communication Management 98

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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

Jeffrey Gitomer

SEPTEMBER 22, 2016

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Sales 60

Sales 60

Geehan Group

SEPTEMBER 14, 2016

When we wrote The B2B Executive Playbook , I had every hope it would forever change the hearts of minds of B2B enterprise. Recently, however, my colleague and B2B strategy guru @seangeehan received the following email from “Still B2Cing," so I guess our work is not completely done. Oh yes, we’ve seen this situation many times, and it is particularly pernicious as the challenge lies on two fronts: The overall enterprise has both B2B and B2C markets , such as a manufacturer who se

B2C 52

B2C B2B Profitability Manufacturing 52

MTD Sales Training

SEPTEMBER 15, 2016

You’ll have heard of the ‘elevator speech’, that first few seconds’ introduction that can make or break a conversation you have with a prospective client. It’s called the elevator speech because it. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Communication 104

Communication 104

Planview

SEPTEMBER 23, 2016

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 80

Innovation Software Software Management 80

Engage Selling

SEPTEMBER 23, 2016

I have been spending a lot of time in workshops so far this year and the number one thing sales reps ask me is how you move beyond the pricing objection and here is what I’m discovering.

Sales 92

Sales Communication 92

Jeffrey Gitomer

SEPTEMBER 26, 2016

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Sales 53

Sales Sales Training 53

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.

Gary Smith Partners

SEPTEMBER 1, 2016

The post Import Orders Into Salesforce To Optimize Account Revenue appeared first on The Gary Smith Partnership.

Account Planning 52

Account Planning 52

SBI Growth

SEPTEMBER 21, 2016

Sales 115

Sales 115

MTD Sales Training

SEPTEMBER 27, 2016

Many salespeople have left their personal and career development up to their company, and that’s not a good thing. Your company and boss are up to their ears in working on the urgent stuff, the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 102

Sales 102

Planview

SEPTEMBER 14, 2016

Editor’s note: The following Q&A is an extension of a webinar about external innovation hosted by Doug Williams, Director of Innovation Strategy at Spigit. The questions were provided by webinar attendees. Q: When it comes to external innovation, can you provide some examples of incentives for participation? Also, can you give some examples of exchange of values?

Innovation 60

Innovation Supply Chain B2B Communication 60

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

Engage Selling

SEPTEMBER 30, 2016

The very best habit I ever developed as a sales rep was this single habit: Never end my day, never close my computer, put it in the briefcase and go home without doing at least one thing to put new … Read More »

Sales 91

Sales Client Relationships Sales Training Communication 91

Jeffrey Gitomer

SEPTEMBER 1, 2016

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Sales 52

Sales 52

Sales Gravy

SEPTEMBER 27, 2016

If a business’s professionals can’t provide the red carpet treatment – or any help at all – what is the point of spending money on technology and marketing? I don’t’ understand.

Marketing 40

Marketing 40

SBI Growth

SEPTEMBER 12, 2016

Sales 110

Sales 110

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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

SEPTEMBER 13, 2016

I was talking to a sales manager recently, who was concerned about one of his salespeople. This person was suffering from a negative mind-set, where if he didn’t sell or at least get the appointments. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 100

Sales Sales Management Management 100

Shapiro Negotiations

SEPTEMBER 15, 2016

Sometimes leads are already interested before you start your pitch, but how you attempt to influence them will make or break the deal. There’s a big difference between influencing and selling – your audience is less likely to take your words to heart if you come off as pushy, rehearsed, or “salesy.”. When it comes to influencing people , a few key strategies will lead you to more effective interactions with more positive results.

Negotiation 40

Negotiation Decision-making Communication Sales 40

Engage Selling

SEPTEMBER 21, 2016

I’m not ready to stop sharing the Wells Fargo fiasco and what it means for us as professional sellers. Today, we are hearing about sales targets. The average American has 3 accounts at their bank.

Banking 90

Banking Sales Client Relationships Communication 90

Jeffrey Gitomer

SEPTEMBER 15, 2016

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Media 51

Media Management Sales 51

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

SEPTEMBER 18, 2016

Instead of wasting time figuring out an impressive response, spend time understanding what caused the objection in the first place. Identify what you are doing, or not doing that triggered the money objection in the first place.

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40

SBI Growth

SEPTEMBER 25, 2016

Any sales leader’s success is dependent on two things. The first is strategy and the second is execution. Ensure that you have the right sales strategy by aligning your sales resources correctly. . Do you have the Right Rep in the Right Territory? It.

Sales 107

Sales 107

MTD Sales Training

SEPTEMBER 2, 2016

Sales is one of the most fluid of industries, mainly because of the massive amount of changes that it has been involved in over the years. The only consistent factor that has existed has been change. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Sales 80

Sales 80

Credo

SEPTEMBER 14, 2016

Credo consistently views an institution through the lens of student success, with a focus on setting strategic goals and measuring progress toward growth milestones. For Avila University, it was a matter of being more focused than in the past – from enrollment growth and student outcomes, to the learning environment and its recognition and reputation in the community – in order to attract more best-fit students.

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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

Engage Selling

SEPTEMBER 8, 2016

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.

Sales 83

Sales Client Relationships Sales Training Communication 83

Jeffrey Gitomer

SEPTEMBER 6, 2016

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.

Sales 50

Sales 50

Sales Gravy

SEPTEMBER 12, 2016

Always close your message with YOUR proposed next step and a call to action. “John, I’ll follow up with a call on Thursday. If you want to connect about this sooner, you may reach me at … email and phone.” This tells John three important facts.

Sales 40

Sales 40

SBI Growth

SEPTEMBER 19, 2016

Your sales operations team must improve the efficiency of the sales team. Instead, sales ops has become a catch all that gets assigned the work no one else wants to do. On this week’s SBI Sales and Marketing podcast we.

Sales 107

Sales Marketing 107

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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

Sales