Sales and Marketing Management
APRIL 8, 2016
Issue Date: 2016-04-09. Author: Lou Schachter and Rick Cheatham. Teaser: Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling. By implementing new change management strategies into their unique X→XY→Y selling methodology, Lou Schachter and Rick Cheatham p ropose a new logic for thinking about and executing major sales transformations.
Sales 2.0
APRIL 8, 2016
Great post here by David Brock. I’ve actually wondered about the best messaging to follow up on an ebook download and David makes it very obvious how to do it. Do Your Sales People Understand The Objective Of Your Content? The other day, I downloaded an outstanding market research study. It was entitled, 2016, The State Of Marketing. It’s a fascinating piece of work.
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Mr. Inside Sales
APRIL 8, 2016
One area many sales reps struggle in is how to requalify existing accounts, or prospects they haven’t spoken with in a while. Let’s first establish the need to do this, and we’ll address exactly how to do it. First let’s acknowledge that all things change. In fact, someone once said that the only thing that doesn’t change is change itself. It’s constant.
The Sales Hunter
APRIL 8, 2016
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: […].
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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.
Increase Sales
APRIL 8, 2016
Content marketing is a great vehicle to attract attention especially if you are a SMB owner with half way decent writing skills. Yet sometimes it has the potential of creating a collision between your expertise and your message or content. Credit www.gratisography.com. Yesterday I wrote a posting for LinkedIn Pulse and for the first time (after 52 submitted articles), someone suggested I was using my expertise as an infomercial.
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Engage Selling
APRIL 8, 2016
Could it be time for you to consider making performance an employment-dependant event? Need more insights to help your team create lasting sales results? Get your copy of Nonstop Sales Boom.
OpenSymmetry
APRIL 8, 2016
Meeting the Change Readiness Challenge. Sales organizations face a constant challenge responding to changing selling techniques and markets. In meeting this external change readiness challenge, businesses need to effectively manage internal changes to their organization, technology, and sales behavior. So, how best to meet the challenge? In this article we set out three key elements for successful change management– gaining a clear understanding of the change challenge, understanding and improvi
Sales Gravy
APRIL 8, 2016
The unaware salesperson will assume this “no” means “no sale” and move on. Well-educated sales pros understand that this “no” just means, “let’s talk some more.” As a sales professional, I urge you to rethink no.
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