SBI Growth
MARCH 12, 2013
Your ears should perk up when you hear of a major Google algorithm update. Marketing leaders immediately want to know if they were affected. Understanding the implications and knowing the go live date is your team’s priority. The faster you uncover any surprising change to search traffic, the faster you can be reactive or proactive. Be optimistic that the changes will favor you.
MTD Sales Training
MARCH 29, 2013
Getting a prospect to agree to an order does not have to be tricky. If you listen to what the prospect is saying there should be no problem in getting them to close the order. The prospect will. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Jeffrey Gitomer
MARCH 27, 2013
Tweet RSS readers may click here for the video. The post Closing the Sale | The Definitive Answers You Won’t Like appeared first on Jeffrey Gitomer’s Sales Blog.
Engage Selling
MARCH 28, 2013
There are sales lessons on every corner, all you have to do is look for them. Here are a three from this week. Hit #1 : US Airways Gate agent, Gate #3 Providence RI. She noticed that my FF# was not entered correctly when I boarded. So, she took my ticket, changed the number in the system after everyone was boarded, and walked onto the plane to present me a new boarding pass with the updated information.
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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.
SBI
MARCH 5, 2013
What if today you were given notice that your sales quota will double in 2014. You are not allowed to hire new reps, nor can you rely on new products or new markets to hit the number. Would you have doubts about your ability to achieve the new objective in the year ahead? I’m betting your answer is YES. That’s because you know it’s absurd to think you can obtain different results in the future without changing something about the way you do business currently.
Sales Gravy
MARCH 29, 2013
If you cannot sell, you cannot and will not grow your business. Does it make sense to pump money into marketing and advertising but nothing into learning how to sell?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
MTD Sales Training
MARCH 27, 2013
On our courses, we often ask sales people ‘what exactly do you sell?‘ After we’ve got through the list of products and services, they cotton on that people, their prospects, [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MARCH 8, 2013
Tweet What are you doing to keep your salespeople? Here’s a list of 23.5 elements to build and grow a stellar sales team: 1. Structure a fair compensation package that is commission based The more they sell, the more they earn. People get into sales because it’s got the potential for great financial rewards. Create an attractive package. 2.
Engage Selling
MARCH 25, 2013
Instead of offering rewards and incentives to new customers, why not reward your loyal customers? Instead of offering rewards and incentives to new customers, why not reward your loyal customers?
SBI
MARCH 19, 2013
If all you have is a hammer, everything starts to look like a nail. Our decisions are colored by the history and experiences that shape our perspective. So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively.
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
MARCH 18, 2013
Dreams, goals, plans, winning expectations all have no substance until a directed course of action is taken. The correlation that exists between action and success is profound in every aspect.
SBI Growth
MARCH 30, 2013
As a Marketing Leader, you hear Pinterest in the news. The key question is should we be using Pinterest ? Will it work for complex product/service offerings with 6+ month buying cycles? The answer rests with the target audience of your Ideal Customer Profile. Will your potential buyer consume content on Pinterest? To help you make a decision, let’s break it down below.
MTD Sales Training
MARCH 7, 2013
The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MARCH 16, 2013
Tweet. The post You Don’t Add Value – You Give Value appeared first on Jeffrey Gitomer’s Sales Blog.
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
Engage Selling
MARCH 18, 2013
Today I weigh in on some interesting statistics from real world sales situations that you can profit from… if you leverage the information correctly. Today I weigh in on some interesting statistics from real world sales situations that you can profit from… if you leverage the information correctly.
SBI
MARCH 12, 2013
Content was anointed King the minute buyers started using the Internet to search for products and services. Marketers prove their allegiance to the new ruler because of its power as a market-awareness and lead generation tool. No doubt, we use content to acquire, grow, and maintain the prospect’s attention for the purpose of populating and perpetuating the pipeline.
Sales Gravy
MARCH 12, 2013
The obvious marker of success for a sales team is bringing in revenue for the company and hitting goals and targets.
SBI Growth
MARCH 25, 2013
Lately, I’ve been asked by CEOs how their company compares with the competition. They want to know how they can win. Competitive differentiation often comes down to sales and marketing effectiveness. Marketers and sales reps who understand your buyers can help you win. How are you different compared with your competitors? There are a number of ways to better understand this.
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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.
MTD Sales Training
MARCH 28, 2013
Our profession is full of myths and misconceptions. It has a plethora of ideas and techniques that have followed sales people down the ages, some of which have been built on shaky ground, others on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MARCH 11, 2013
Tweet “Jeffrey, what’s the BEST way to make a sale?” When I’m asked this question (I’m asked it all the time), what the salesperson’s really asking is, “What’s the EASIEST way to make a sale?” EASY ANSWER: The easiest way to make a sale is lower your price to a point that you make no profit. Not a good option.
Engage Selling
MARCH 12, 2013
Remember Alec Baldwin saying that in Glengarry Glen Ross? Is it a good or a bad thing…? Take the quiz and find out! And for more strategies based on this quiz, check out this article.
SBI
MARCH 26, 2013
I’ve been a long-time fan of Chip and Dan Heath, authors of the books “Made to Stick” and “Switch.” The subjects of both books are decidedly applicable to the field of Sales and Marketing. Made to Stick explores why some ideas thrive while others die. Switch explores the reasons why it’s so hard to make lasting changes in our companies and private lives.
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 Gravy
MARCH 11, 2013
One can blame the leads, economy or even management all they want, but if you are getting shut down with No, thanks, Not interested or Were all set (click) responses way too often, you may want to start with looking at your message with
SBI Growth
MARCH 4, 2013
Plagued by Sales Rep turnover? Is it high compared to your competitors? If this is a trend, do you know why? This post is to help discover the root cause of Sales Rep turnover. It is for HR Business Partners working with Sales Leaders. Included is a tool that helps pinpoint your root cause of turnover. $25 Million a year! Is this a problem to resolve?
MTD Sales Training
MARCH 20, 2013
Sales is an unpredictable profession at the best of times. You may be up one moment and down the next. And a lot of the unpredictability comes from the ‘not knowing’, the lack of clarity. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Jeffrey Gitomer
MARCH 2, 2013
Tweet Many people will tell you to get a positive attitude, or that a positive attitude is essential for success. But very few tell you HOW to achieve one, so I will. Here’s how: I just gave you the first clue: Surround yourself with “happy.” Create a happy living space. The second: Expose yourself to happy media like sitcoms and cartoons.
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.
Engage Selling
MARCH 11, 2013
The difference between a good testimonial and a bad testimonial will make or break your sales win rate. Listen to this podcast to learn the three critical elements of all good testimonials. The difference between a good testimonial and a bad testimonial will make or break your sales win rate. Listen to this podcast to learn the three critical elements of all good testimonials.
SBI Growth
MARCH 18, 2013
An event occurs: the top sales rep resigned. You get on the phone and try to ‘save’ him. Discussions around career, tenure, experience and longevity ensue. He tells you “he loves this place… will miss everyone… got a better opportunity.” You get your boss on the phone with him. You get the CEO on the phone with him. Nothing works: he leaves for greener grass.
SBI Growth
MARCH 5, 2013
This post is written to help educate CEOs on why the number got missed. Perhaps the quarter is not shaping up well. The number is a tiny spot on the horizon. The board is going to be on your rear end if this doesn’t get fixed quickly. Your background is in operations, not sales and marketing. You need help understanding the issues in order to fix them.
SBI Growth
MARCH 21, 2013
Insufficient lead generation – every marketer’s worst enemy. We work with marketing leaders across nineteen different industries. One common theme has emerged. There is a skill gap in knowing how to build & execute marketing campaigns. If you cannot run effective campaigns, you will be hard-pressed to generate leads. There are two steps to effective campaign execution: Planning and Execution.
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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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