Sales and Marketing Management

SEPTEMBER 11, 2016

Issue Date: 2016-09-12. Author: Frank Visgatis, President/COO, CustomerCentric Selling®. Teaser: A seller earns the right to ask for the business if and when a buyer has all they need to make a buying decision. The better job B2B salespeople do in uncovering buyer needs and associated value, the more likely they’ll win the business. A seller earns the right to ask for the business if and when a buyer has all they need to make a buying decision.

Closing 160

Closing B2B Buyer 160

The Sales Hunter

SEPTEMBER 11, 2016

Make it a priority this week to call senior level people at the top of the hour. I am confident that when you discipline yourself to do this, you will see tremendous momentum in your prospecting efforts. This simply has to be part of your game plan for prospecting this week. This is just one […].

Motivation 118

Motivation Video Prospecting Sales 118

A Sales Guy

SEPTEMBER 11, 2016

Passion is arguably the most important aspect of success. Without it, it’s hard to argue we are delivering our absolute best. Passion drives motivation. I define passion as the emotional connection to what it is we’re doing or committed to. It’s the heart part of the equation, not the head. About a month ago, Will Baron the genius behind Salesman Red asked me if I’d be willing to talk about my passion and what passion means in sales and life on his podcast.

Motivation 75

Motivation How To Sales 75

SBI Growth

SEPTEMBER 11, 2016

Strategy 146

Strategy 146

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Partners in Excellence

SEPTEMBER 11, 2016

“We have met the enemy and he is us,” first appeared in the Pogo comic strip by Walt Kelley on April 22, 1970. File this post under the, “Isn’t it ironic category.” For those who follow the blog, you know I go through all sorts of rants or raves about prospecting. Whether it’s email, phone calls, leveraging social tools, cold calling, warm calling…… Inevitably, these posts generate all sorts of comments: “People don’t pick up the phon

Cold Calling 48

Cold Calling Advertising Advertising Prospecting 48