Jeffrey Gitomer
FEBRUARY 18, 2014
'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.
SBI Growth
FEBRUARY 4, 2014
'ARGH! It’s that time again. There was a change to your territory. Now your manager is in town to spend the next two days with you. After a few slightly awkward sales calls you break for lunch. Just as you bite into your club sandwich, the boss asks a question. “Do you have a plan for prioritizing your accounts?”. How will you respond? You may already have a target list created by your sales operations department.
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MTD Sales Training
FEBRUARY 28, 2014
'Welcome to the first in a new series of interviews with some very interesting characters! Over the next few months I will be talking to some of the top influencers and big players from a whole array. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
FEBRUARY 14, 2014
'Price discounts can be a touchy subject for people. Some sales leaders will never give a price discount, and others will go as far offering a discount to the client before it is even requested. It’s true, if you MUST give a discount, you should always be asking for something in return. However, before you […].
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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
FEBRUARY 25, 2014
'There is great honor in being the first one to do something—the first one to climb a mountain, the first one to conduct an innovative medical procedure, the first one to discover a species or a land mass. Being the first one can bring fame, recognition, and wealth. But there is also great risk. It is much safer to wait for others to lead the way. To be the first comes with unsavory side-affects.
Sales Gravy
FEBRUARY 28, 2014
We cant do anything about the buyers objectives, but we can certainly investigate and even alter our own objectives and behaviors. Why do they do what they do? Lets assume that you are meeting with a prospect for the first time.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
FEBRUARY 11, 2014
'Marketing leaders struggle with top-down allocated marketing budgets. Stop struggling with budgets determined with archaic means. Begin leveraging best practices when planning your marketing budget amount. World class firms perform marketing budget planning from two dimensions: Top-down – The business allocates a % of total revenue to marketing based on past history and known thresholds in the industry for marketing spend.
MTD Sales Training
FEBRUARY 4, 2014
'There are 3 main aspects of your performance in a sales meeting that can really encourage the prospects or client to come on board with you. Find out exactly what these 3 key ingredients are in our. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Engage Selling
FEBRUARY 6, 2014
'Are you continuously dealing with prospects who are saying “No” to you or your products? I know, it can get frustrating. You may even find yourself more frustrated with your own inability to react to the rejection in a productive manner. A blank, disappointed stare or a quick exit from the room are a couple […].
SBI
FEBRUARY 5, 2014
'Think outside the box. Outmaneuver and outsmart. Outfox and outwit. In our zeal to out -shine the competition there’s a lot of pressure to outdo yourself. If you can come up with that magic bullet or learn the secret tips and techniques, you’ll have a competitive advantage – yes? Perhaps. Perhaps not. The phrase “thinking outside the box” is thought to have originated in the 1970’s and ‘80s when management consultants began using the 9-dots puzzle – itself thought to have been created in
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
FEBRUARY 27, 2014
To understand the current state of affairs, Vantage Point Performance partnered with the Sales Education Foundation to survey sales leaders to uncover the metrics that companies use to manage their sales forces.
Jeffrey Gitomer
FEBRUARY 12, 2014
'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.
SBI Growth
FEBRUARY 10, 2014
'Who is your ideal customer? When we sit down with Sales Executives, this is one of the first questions we ask. It seems simple. But it is deceptively complex. Ask four different reps, and you’ll get four distinct answers. Here are the most common responses we receive: A list of verticals and titles: We sell to owners and GMs of Retailers, Restaurants, Casinos, and Convenience Stores.
MTD Sales Training
FEBRUARY 25, 2014
Robotic. That’s what 99% of telesales people sound like when they open a call. They get you on the phone and then immediately “show up and throw up” all over you with the same old, same old phrases such as: “How are you today?”. “My name is Jo Blow from XYZ, we specialise in…”. “You don’t know me but my company increase…”. “Can I ask you a question Sean…”.
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
FEBRUARY 27, 2014
'Did you just do a double take? Stop trying to close sales…isn’t that counter-productive to our sales success? You heard me right. Salespeople should not be attempting to “close” sales with clients. It’s all in the definition. Closing is something you do to a person. While it may be just a term, the language is […].
SBI
FEBRUARY 12, 2014
'The theme of Salesforce’s annual Developer Conference, Dreamforce, was “The Customer Company Revolution.” The theme can be summed up thusly, if you want to become a customer company you must enhance the customer experience no matter what and always put customers in charge. According to a recent Salesforce infographic , the marketing industry is undergoing its biggest transformation in 60 years, and it’s because the customer is in charge.
Sales Gravy
FEBRUARY 26, 2014
Unfortunately, many sales reps project an image of being unprepared, unsure, rushed and sometimes even scared. Do you want to develop better rapport, get more information and stay in control of your selling situations?
Jeffrey Gitomer
FEBRUARY 6, 2014
'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.
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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.
SBI Growth
FEBRUARY 2, 2014
'Salespeople loathe sales training. It takes them out of the field and away from closing deals. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training.
MTD Sales Training
FEBRUARY 24, 2014
Here’s some quick advice for a Monday morning…. On the way to work today I heard on the radio that British Airways have just taken the title of 2014 UK Superbrand! BA beat off the likes of Google, Facebook and even Apple to take the coveted top spot. Please click here for a list of the top 10. This got me thinking about the sales people that we have trained for companies who have a “top brand”.
Engage Selling
FEBRUARY 26, 2014
'Today I dispel the key myths about compensating sales professionals and discuss the importance of understanding what motivates each individual on your team. Today I dispel the key myths about compensating sales professionals and discuss the importance of understanding what motivates each individual on your team. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis compensation Engage Selling Solutions Lead Up!
SBI
FEBRUARY 18, 2014
'I had no awareness of my surroundings. My eyes were focused on the television and without realizing it, I was holding my breath, neck extended forward. If cameras could be in the living rooms of families around the world at that very moment, I suspect they would capture millions in the same moment of repose. I was about to watch women jump—belly down, arms flat along their sides—onto a thin board supported by two metal tubes attached to the under-side, hurtle themselves head-first down an icy t
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
FEBRUARY 25, 2014
In the latest Sales Gravy Interview, Rose Dukes met with , one of the world's most leading sales authorities. Dave began his career 25 years ago and has accomplished quite a lot in that time.
Jeffrey Gitomer
FEBRUARY 14, 2014
'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.
SBI Growth
FEBRUARY 8, 2014
'You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will solve the problem. How will you communicate to the board and shareholders that you have an answer? How do you plan to transform your sales force and correct course? A good plan for you is a Sales Productivity Benchmark (SPB).
MTD Sales Training
FEBRUARY 20, 2014
I went to see The Wolf Of Wall Street last weekend and I absolutely loved it! It was right up my street but not for “you know what!”. I loved it for the fast pace of the movie and the sales! The film is about Jordan Belfort a greed obsessed, drug taking Stockbroker who made hundreds of millions only to be convicted of fraud due to his penny stock boiler room business.
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
FEBRUARY 24, 2014
'Want to attract and work with more clients that are ideal for a case study? The Sales Accelerator Program will show you how! Or, if you would like more information about case studies, take a look at our How to Create Sales-Boosting Case Studies article.
SBI Growth
FEBRUARY 13, 2014
'“ Getting the right information into the hands of the right sellers at the right time, place and format , to move a sales opportunity forward.” That is Sales Enablement as defined by IDC (International Data Corporation). Why is that important to you? Because as the Sales Enablement leader, it’s incumbent upon you to make it happen. You ask yourself, “How do I accomplish this?
SBI Growth
FEBRUARY 7, 2014
'Most organizations believe that their most successful sales people will make great sales managers. This thinking leads them to believe that you do not need training. A recent study showed that only 11% of organizations train their sales managers. If you are a new manager, you are asking, “What do I do now?”. As a newly promoted manager, you need a guide so you do not thrash.
SBI Growth
FEBRUARY 6, 2014
'As a Marketing Leader, you are expected to contribute to the revenue goal. How much of this will come from new customers? 15%? 20%? Mature marketing organizations ex pect this number to be upwards of 30%. Do you have enough leads to hit this number? If not, how will you get there? The popular answer is “content marketing”. The Content Marketing Institute describes content marketing as “the present – and future – of marketing.
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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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