The Sales Hunter
JANUARY 6, 2017
I read with interest this short article about three traits Warren Buffett looks for when hiring someone: Intelligence, Energy and Integrity. He values each one, but he says if they don’t have integrity, the other two don’t count. Integrity is tough. It takes a lifetime to create and only a second to lose. Another […].
SBI Growth
JANUARY 6, 2017
Your corporate strategy carries a lot of weight. It sets direction for the entire organization, judiciously allocating people, money, and time to generate the most profitable growth. It also determines the way in which different business functions work together to.
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Sales and Marketing Management
JANUARY 6, 2017
Issue Date: 2017-01-06. Author: David Brutman, co-founder and chief product officer, Folloze. Teaser: Has your approach to marketing kept pace with your buyers’ changing approach to buying? As marketers, we talk about “bridging the gap between marketing and sales.” A few brave marketing teams are actually living this philosophy by supporting the efforts of the sales team to do what comes so naturally to them.
Increase Sales
JANUARY 6, 2017
Buyers are cost driven because the word cost has been in front of them since grade school. This mindset limits your sales behaviors and your results. However by replacing the word cost with invest or investment you can redirect and change the tone of the sales conversation. Credit www.pixabay.com. Sales Coaching Tip: People hear words, but think in pictures.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
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Engage Selling
JANUARY 6, 2017
My business mentor and good friend, Alan Weiss and I can agree on one thing. It doesn’t matter that you know your good, it matters that you know why you are good in the first place.
OpenSymmetry
JANUARY 6, 2017
With January underway, planning is top-of-mind for every sales comp team. On the OpenSymmetry blog, we’re starting 2017 with fresh perspectives on what it takes to evaluate, implement, and leverage incentive compensation solutions to make the biggest impact on a company’s bottom line. In the next two months, we’ll be focusing on topics about building the framework for evaluation and pre-implementation processes for incentive compensation solutions.
DiscoverOrg Sales
JANUARY 6, 2017
I remember it so vividly that it’s crystal clear. Nearly a year ago on Monday, January 25th, 2016, during the review of our 2016 budget at the Board meeting, one of our Board members questioned whether we were sandbagging our aggressive budget and asked CEO Henry Schuck the quintessential question on every Board’s and CEO’s mind: “How can you grow the company faster?”.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
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