Sales and Marketing Management
MARCH 1, 2021
Sharon Ruddock, global vice president of digital commerce at SAP, has moved to an approach that includes virtual support and classroom-style exercises. “We SAP reps and Academy students have access to the growing library of peer-generated video content, which contains examples of how reps handle specific situations. Blended Learning
eGrabber
OCTOBER 24, 2021
Finding business contact information for prospects, especially key decision makers, is much more difficult. It saps their energy, frustrates them to the core, and because of this, a lot of sales reps hate prospecting. But finding business emails of prospects, especially decision makers, is not an easy task.
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DiscoverOrg Sales
JANUARY 29, 2019
For example, you wouldn’t want to target a company using Oracle products if you’re in SAP consulting. Invite decision-makers and influencers to an event. “In We do this by asking, “How are you arming your team with enough direct dials on real decision makers on good accounts for them to call all day?”
Sell Integrity
JULY 20, 2021
The majority of B2B decision-makers now prefer remote human interactions or digital self-service to the traditional face-to-face meeting. When it comes to remote sales, now that they’ve gotten a taste of it, B2B decision-makers want more of it. Inner Conflict Saps Sales Confidence.
Pointclear
MAY 7, 2013
The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together. The next PowerViews will be with Michael Brenner of SAP. "You need to understand the bigger picture of how buyers today are networked," Tony says. LinkedIn: Tony Zambito. Coming Soon: www.tonyzambito.com.
No More Cold Calling
FEBRUARY 28, 2017
Yet, my “feet on the street” research shows that when salespeople receive referral introductions to decision-makers, they secure new clients at least 70 percent of the time. Distractions come at us at warp speed in this multi-screen, technology-driven world—and they can sap our sales productivity before we even realize it.
Hubspot Sales
MAY 17, 2018
You have to complete these tasks because it’s part of getting the deal done -- but they also sap energy, create friction, and kill momentum. As a buyer and a decision maker, I can’t count the number of times I’ve stalled a deal because the vendor asked me to print and sign their quotes or proposals.
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