Sales and Marketing Management

JUNE 5, 2016

Issue Date: 2016-06-06. Author: Ben Rigsby, Co-Founder and Chief Creative Officer, ECOS. Teaser: Salespeople have a more narrow window than ever to capture an audience’s attention, but assuming shorter is better risks skipping critical information for no reason. Here are a few keys to finding the sweet spot between brevity and effective communication.

Sales 175

Sales 175

The Sales Hunter

JUNE 5, 2016

Do you know what sales leaders are doing Friday afternoons?! They are selling! Unlike so many other salespeople who start to see Friday afternoons in the summer as a time for taking it easy, sales LEADERS are out there making things happen. As we head into summer, you have to make a decision. Are […].

Motivation 132

Motivation Video Sales Selling Skills 132

A Sales Guy

JUNE 5, 2016

We’ve all been there. The customer is saying all the right things, but we don’t seem to be able to get the deal to move. We work our asses off for days, weeks and even months but then we get the dreaded email, sorry we’ve decided not to move forward. In Take 16 of #heykeenan I break down how you can know if your buyer is serious or not.

Prospecting 62

Prospecting Buyer Customer 62

Partners in Excellence

JUNE 5, 2016

Over the past years, sales people have become a prime target for “help.” It’s no wonder, sales people are key to the organization’s growth and revenue performance. But sales hasn’t been performing, the data around quota performance for sales people and organizations is appalling. On the other hand, sales faces huge challenges.

Face-to-face 49

Face-to-face Knowledge Base Territories System 49

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

JUNE 5, 2016

The past couple of weeks, I’ve pretty much focused on the launch of Sales Manager Survival Guide. In the first 24 hours after the release, the book hit the number 1 spot on Amazon’s “Hot New Books In Sales And Marketing.” More importantly, I had committed to donating 100% of the profits from the sale of the book to Charity:Water.

Relationals 48

Relationals Sales Management Resources Account 48