SBI Growth

SEPTEMBER 20, 2014

'Top performing sales professionals inherently know the strategic importance of selling value. Too often, activity takes the place of strategic focus to hit short term numbers. This leads to a “race to the bottom” to get the deal. Products and services get commoditized. The value of a sales professional becomes nonexistent in customer eyes.

Strategy 292

Strategy Lead Rank Lead Scoring Resources 292

Increase Sales

SEPTEMBER 20, 2014

'In reviewing keywords within my website analytics, one of those terms was selfish business owners. This had me recounting my time in corporate when many employees where I worked believed the owner was being selfish, that he cared only about himself. Of course these same employees failed to recognize they still had a job during the economic recession under then President Carter.

Small Business 130

Small Business Small Business Analytics Facebook 130

HeavyHitter Sales

SEPTEMBER 20, 2014

'  For many companies the only time during the entire year when the worldwide sales team gets together is the annual sales kickoff meeting. Obviously, everyone wants this meeting to be a success. As a keynote speaker who has had the privilege of presenting at hundreds of  annual sales meetings, I thought I would share some of the ways companies sabotage their sales meeting.   Wrong Length.

Sales Meeting 126

Sales Meeting Meeting Hotels Conference 126

Sales Gravy

SEPTEMBER 20, 2014

Whether you’re a business owner, sales manager or even a sales rep, you know that metrics are a crucial way to measure your performance, predict revenue, and evaluate progress made. But which metrics are the most important?

Cold Calling 40

Cold Calling Revenue Sales Management Sales 40

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