Jeffrey Gitomer
SEPTEMBER 22, 2014
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SBI Growth
SEPTEMBER 22, 2014
'Q4 is around the corner. It''s annual planning season. Next year’s number has been handed down. Your sales leader is going to want to know your strategy for next year: How many heads will you need? How will you fill the pipeline with new opportunities? How will you fill open territories? These are just a few questions to answer. Bottom line, you will be asked about your strategy to make next year’s number.
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Understanding the Sales Force
SEPTEMBER 22, 2014
'Understanding the Sales Force by Dave Kurlan. Last week, when speaking on the Inbound Stage at Inbound14, my topic was Hiring for the Inbound Sales Role. I asked the question, "Is this a sales or a marketing role?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales. Unfortunately, a hybrid role it is not.
Score More Sales
SEPTEMBER 22, 2014
'When you are working predominantly with inside sales reps and their immediate sales leaders, it is easy to only think about being in the office and not ever going out at all. Within a couple weeks’ time, I have been to three insight-filled, amazing events. Each was amazing in their own way. All combined made for a brain swell. The AA-ISP Frontline Event – Boston was on September 9th.
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Increase Sales
SEPTEMBER 22, 2014
'Do you feel sometimes that you are being hounded by all the networking happening within social media? The constant stream of postings, blogs and emails where the emphasis is all about the other person and you know they could care less about you. It seems social media has become the bully pulpit. Teddy Roosevelt where are you? This past week beyond those LinkedIn members who do not know the difference between a discussion, an event or a job, I received numerous emails including these with my imm
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Engage Selling
SEPTEMBER 22, 2014
'The best leaders are proactive. They create policies, plans, and action before they need to. The NFL has failed in this regard. While I applaud the work they are doing now to deal with future cases of domestic violence, one gets the sense they are only doing the right thing because of public outcry and fear of sponsorship loss.
The ROI Guy
SEPTEMBER 22, 2014
'With all the choices available to buyers, it is important to communicate how your solution is unique. Many times, when organizations try to articulate the differentiating value of their solutions, they start with a “solutions first approach”, communicating each feature they perceive as a differentiator and the value these features might deliver. What your marketing and sales enablement teams might not fully realize is that: Product / service differentiators are fleeting, especially today where
Your Sales Management Guru
SEPTEMBER 22, 2014
'Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. At this time of year I am working with each of my clients to begin to position them for success. I have listed the actions most organizations need to consider to exceed next year’s quota.
Engage Selling
SEPTEMBER 22, 2014
'Learn how to create continuous sales growth and eliminate boom & bust sales cycles! Get your very own copy of my new book Nonstop Sales Boom!
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BrainShark
SEPTEMBER 22, 2014
While PowerPoint is still an invaluable tool for most sales presenters, many reps these days also mix in the
The Pipeline
SEPTEMBER 22, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . For many, “The Reason For My Call”, is a crucial part of their prospecting call, probably more accurate to say cold call, as I would have to assume that if it were a warm call the recipient would know the reason for the call. All too often I cringe when I hear how most callers use this expression, especially when a couple of small adjustments in their approach may lead to better results.
Sales and Marketing Management
SEPTEMBER 22, 2014
'Issue Date: 2014-09-22. Author: Vern Hanzlik, Executive Vice President and General Manager, Qumu. Teaser: They say a picture is worth a thousand words. In truth, when it comes to engaging employees, a picture is worth far more than that. A study by 3M and the University of Minnesota found that a single minute of video equates to 1.8 million words. No wonder video has become a powerful tool for today’s business communicators, particularly for employee engagement.
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