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Sales Talk for CEOs: Improving Sales Discovery with Jody Glidden (S2:E15)

Alice Heiman

The number of quality interactions with prospects has declined. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges they’re facing. During our conversation, we talk about how important ‘discovery before discovery’ is to successful calls with prospects.

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The Pipeline ? Prospecting ? When Is The Best Time?

The Pipeline

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Prospecting. Your email address will not be shared.

Pipeline 222
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If Social Media Works for Passive Job Applicants, Why Not for Passive Sales Prospects?

Increase Sales

Social media is now the primary marketing channel to reach those passive and reluctant skilled workers. of the recruiters favored LinkedIn as their primary social media site in 2012. of the recruiters used social media in 2012. Recruiters are salespeople whose sales prospects are skilled qualified employee.

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SiriusDecisions Summit 2012 Recap: Alignment Key to Revenue & Profit Growth

Pointclear

Synchronize the client/prospect/employee experience across all channels. Keys to SAP’s new marketing approach (culture eats strategy for breakfast, lunch and dinner): Control the message & orchestrate the conversation. Marry the art and science of marketing. All companies should be doing less selling and more story telling.

Revenue 174
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Be More Interesting and GET MORE SALES

Score More Sales

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What is our end goal? What are we trying to accomplish?

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PowerViews with Tim Riesterer: Targeting Prospects via Status Quo Clusters

Pointclear

2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”. Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”. I just can’t make sense of it.’”.

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The 4 People in Your Sales Pipeline You Must Know

Score More Sales

You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. Your prospect. To be successful in complex deals, you must understand why the prospect is looking at solutions now as opposed to before or later.

Pipeline 203