SBI Growth
SEPTEMBER 7, 2016
SBI recently spoke with Charlie DeLacey, the vice president of corporate development and strategy at the Kenan Advantage Group. The company is a $1.5 billion dollar transportation and logistics business. And their growth rate has been in excess of 10-15%.
Increase Sales
SEPTEMBER 7, 2016
Yesterday my husband and I heard another sales presentation by a very professional real estate broker. During his sales message, he misspoke a couple of times. Probably a less educated buyer would not have picked up on these inconsistencies. He is not the first salesperson I have encountered in the last nearly 40 years who has said the wrong thing.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
BrainShark
SEPTEMBER 7, 2016
Today, B2B buyers have more access than ever before to resources that guide their technology buying decisions. Because buyers can do extensive research before getting in touch with a company, B2B sales reps’ jobs have become even harder.
Partners in Excellence
SEPTEMBER 7, 2016
Under pressure, it’s human nature to take short-cuts. We have the tendency to consciously choose the expedient over what we know to be right. We don’t have enough deals in our pipelines, we need to find more deals. Under pressure, we relax our qualification criteria, we cast a wider net, looking far outside our sweet spots. Sure we achieve the objective of getting more in our pipeline, in the short term.
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.
Customer Centric Selling
SEPTEMBER 7, 2016
Sales Tips: From Bad to Worse. By John Holland, Chief Content Officer, CustomerCentric Selling®. If someone were talented enough to finish second in every PGA tournament they participated in, they’d have several mansions, a private jet and sportswriters wondering why they can’t win. If a salesperson were to come in second on every transaction he or she competed for, it would mean having to live on their base salary until a sales manager decides to replace them.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Klozers
SEPTEMBER 7, 2016
Mostly all of us in sales have competitors, who quickly become the roadblocks and obstacles to winning new business. In some cases you will be competing head to head to win new business in sales, and in others you may be competing to take customers away from them. Our ability to win these head to head battles, and oust these existing vendors in the large accounts is therefore critical to our success.
SalesLoft
SEPTEMBER 7, 2016
The end of Q3 is quickly approaching, and every rep knows the pain of the numbers game where they’re behind on their goals and sales numbers. Whether it’s the middle of the month, or the home stretch of the quarter, hitting those final sales numbers is your top priority. The first step is to work from the planning stages, all the way to analyzing, and every Sales Development Rep needs a playbook to execute step-by-step.
Expert insights. Personalized for you.
131 
Let's personalize your content