SBI Growth
MAY 31, 2013
'Some reps are convinced they can’t sell a new product. The next day, another rep does just that. Why is this? How can some reps be so effective and assertive, and others so passive? Confidence and belief are certainly big parts of the equation. The other part: exceptional storytelling. Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect.
Jeffrey Gitomer
MAY 29, 2013
'Tweet RSS readers click here for video. The Life and Sales Philosophy of Jeffrey Gitomer. I give value first™ I help other people. I strive to be the best at what I love to do. I establish long-term relationships with everyone. I have fun…and I do that every day. The post Jeffrey Gitomer | Give Value First appeared first on Jeffrey Gitomer’s Sales Blog.
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MTD Sales Training
MAY 14, 2013
'Jack Welch has been voted one of the most influential managers of the twentieth century, and the effects of his style is still being felt today. He was the CEO of General Electric (GE) from 1982 till. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
MAY 3, 2013
'Too often when looking at a sales team’s success, managers only look at the actual sales (the closing of the business). Of course, this is important—but the sale is a lagging indicator. If you have no sales closing today, it indicates that your team has not been performing well for months. By the time you’re at the point of no business, you’re already well into trouble.
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SBI
MAY 14, 2013
'Almost a year to the date, I posted a blog called Dumbing it Down: 5 Secrets for Getting Smart People to Buy. It was one of our most popular posts breaking the 100 tweet barrier. That post, along with the one you’re reading now, is aimed at complex sales. The characteristics of a complex sale are typically wider and deeper business challenges that require longer sales-cycles and result in larger average deal sizes.
Credo
MAY 10, 2013
Leading effectively an organization at the strategic level requires several important ingredients.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Jeffrey Gitomer
MAY 16, 2013
'Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? Why not do something to actually help? REALITY ANSWERS: (Pick any or all that apply.) You’re an idiot who knows nothing about leadership, coaching, or creating winners.
MTD Sales Training
MAY 8, 2013
'We know that clarity brings results. It helps us focus on what we desire and so attracts the right results our way. But how do we establish that clarity? What can we do to ensure we have our goals. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
MAY 24, 2013
'It’s common for leaders to measure their sales pipelines by the probability of the deal closing. And, a common mistake. Probability of close is a subjective measurement that requires the sales rep to make a judgment about their chances of making a sale. It requires interpretation, bias and is ripe for abuse. Instead, you should be measuring the progress of a prospect through your sales pipeline, with each stage representing the percentage of the way through the pipeline that the opportunity ha
SBI
MAY 7, 2013
'In February, I posted the first of a 2-part Sales Leaders’ pledge. I’m creating this pledge as much for my benefit as I am for yours. You see like you, I’m not immune to the centrifugal force caused by the dizzying array of ailments that plague our profession. Determined as we all may be, it is rare to NOT fall short of the lofty goals we set for ourselves and our organizations.
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
MAY 23, 2013
"There are only two things you CAN control and those happen to be the most important factors affecting your success. And they always will be," I say. And what are those two things?
SBI Growth
MAY 26, 2013
'My professional life is focused solely on helping the VP-Sales “Make the Number.” I’m amazed by the continuous misdiagnosis made by Sales Leaders. Sales Leaders often focus their energies on one person – the Account Executive (AE). This is a huge mistake. This article will discuss why your focus needs to extend beyond the AE. At times, other team members are to blame for lost deals.
Jeffrey Gitomer
MAY 1, 2013
'Tweet Here are 8.5 personal insights that will help you achieve some original thought, reaffirm some existing thought, and maybe even get rid of a few unwanted thoughts…. 1. Identify your NOW feeling and state of mind. What’s up? Happy? Sad? Afraid? Mad? It’s important that your mind at least be in “neutral” before you start the thinking process, and the more the needle leans toward happy and positive, the more productive and rewarding the thinking time will be. 2.
MTD Sales Training
MAY 2, 2013
'The challenge is often raised – “if we know why people buy we would always sell to them!” We talk about “buying triggers” and we use plenty of related jargon to talk about the moment at which people. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Engage Selling
MAY 20, 2013
'There is no technology solution that has ever proven to close as many deals as a face to face meeting with a buyer. . Sadly, often effectiveness is confused with efficiency and the end result is poor sales. If you want to see your sales grow, try loosing the technology and replace it with in-person meetings. There is no technology solution that has ever proven to close as many deals as a face to face meeting with a buyer.
SBI
MAY 28, 2013
'You know everything there is to know about your products. You stand before your prospects fully armored, battle-ready, and poised for a stunning and mind-numbing display of the vast and all-embracing array of your knowledge. Meeting after sales meeting, you’re able to spark the prospect’s imagination and excitement and your opportunity momentum takes off.
Sales Gravy
MAY 20, 2013
The most obvious symptom of sales whiplash is your company crushing its revenue targets one quarter, only to fall completely on its face the next.
SBI Growth
MAY 28, 2013
'B2B Chief Marketing Officers are enthusiastic about sharing tangible results. There is a strong desire to connect marketing spend to revenue. Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management.
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Jeffrey Gitomer
MAY 2, 2013
'Tweet RSS readers click here for video. The Golder Rule of Leadership, and Life. DO THE RIGHT THING ALL OF THE TIME – Jeffrey Gitomer. The post The Importance of Likability in Leadership | Jeffrey Gitomer appeared first on Jeffrey Gitomer’s Sales Blog.
MTD Sales Training
MAY 21, 2013
'Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
MAY 10, 2013
'… And another year wiser! Here is what I discovered during my 42nd year: The more value you deliver the more people want to be associated with you. Doing more work, adding more stuff, saying more, is not always what is needed. Sometimes a simple “you are right” is the best advice. Your clients benefit most when you deliver results quickly.
SBI Growth
MAY 24, 2013
'As an experienced sales leader, new hires are essential to Making the Number. Their success is your success. The goal is to minimize the time it takes them to reach full quota attainment. Sales and HR leaders often misdiagnose the root cause of long ramp times. When new hire sales reps are not productive, take a look at onboarding. The lack of customer focus can be a deadly impediment.
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.
SBI Growth
MAY 22, 2013
'You are a Sales Rep. You lost your job or you see the axe falling soon. How do you get another job in this competitive market? You must treat hiring managers as your Buyers. Then connect to them through social selling , inbound marketing techniques. Download the Self-Promotion Guide for a ready-built, effective approach to securing your next job. The Hiring Manager as the Buyer.
SBI Growth
MAY 27, 2013
'Unless you’ve been living under a rock for the last two years, you’ve heard about “ Big Data ”. However, most Big Data examples concern large B2C companies. These companies are harvesting vast amounts of internet activity and point of sale data. Many of the B2B sales leaders simply dismiss the Big Data revolution. They say, “I’ll never have that kind of data, why should I bother?
SBI Growth
MAY 5, 2013
'I recently had a cup of coffee with a good friend and marketing peer. Kathy is the CMO of an emerging software company. She has helped build the company with superb demand generation efforts. Kathy always has great insights to share. This time however Kathy was incredibly frustrated. She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead.
SBI Growth
MAY 6, 2013
'Sales turnover is a silent killer. Sales and HR leaders constantly ask, “How can we be sure our new sales people have the right skills?”. This post answers that question with contrasting examples of onboarding models. It describes how Agile methodology can be applied to Sales new hire onboarding. It includes an Agile Onboarding Scorecard you can download here.
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.
SBI Growth
MAY 14, 2013
'“What are my competitors doing that I am not?” That’s a question I often hear from marketing leaders. The one thing the best marketers are doing is Contextual Content Marketing. Everybody is producing content these days. There’s no shortage of it on any topic under the sun. Unfortunately, simply producing content is no longer a source of competitive advantage.
SBI Growth
MAY 17, 2013
'You know the saying “plays well with others”? Well, a study by the Corporate Executive Board found that Sales and Marketing don’t. In fact, they say 87% of the terms Marketing and Sales use when describing each other are negative. You read that right. Almost 9 out of 10 times, we talk bad about the other guys. Pretty amazing when you consider we both play for the same team.
SBI Growth
MAY 10, 2013
'The demands for content creation on today’s marketing team can take the form of a raging beast. Marketing teams are fighting to keep up. Too often Content Marketing leaves a wake of smoldering bodies as it devours every ounce of capacity. Chief Marketing Officers are struggling with guiding their teams on how to keep up. Inbound Marketing tactics are fueled by content.
SBI Growth
MAY 29, 2013
'A few weeks ago I got an email from a client telling me “ You have to read this book.” This client, Hi Leva of Clear Channel, has a good eye so I paid attention. The book, The Gamification Revolution , by Zichermann and Linder, discusses how to leverage game mechanics to beat the competition. The concept of gamification is catching on in B2B sales and marketing.
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