SBI Growth

JULY 12, 2014

'There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task is to stay relevant in the midst of these changes.

Segment 292

Segment Marketing Buyer Account 292

The Sales Hunter

JULY 12, 2014

'Too many salespeople and companies look at profit the wrong way! I meet so many people who think if they can just get the sale — even at a discount — then they will eventually make up profit in the long run. But quantity of sales won’t ever make up for quality of sales! […].

Discount 232

Discount Video Selling Skills Up-Sell 232

Increase Sales

JULY 12, 2014

'Being ahead of the flow requires forward thinking leaders to accept being alone. This is one of many tactics in how to challenge the status quo as illustrated through the Law of Diffusion or the Diffusion Curve. These individuals, the 2.5%, realize how they think and what they do will not be appreciated by all. They have come to accept their way of thinking challenges the status quo and that is okay.

How To 192

How To Facebook Industry 192

Keith Rosen

JULY 12, 2014

'Do you really know the difference between your superstars and your underperformers? They received the same training and support. When you look at the reports, CRM and activity, it appears they’re all doing the same thing; so where’s the disconnect? Identifying the unique, developmental opportunities for each of your directs requires a human touch and a keen, observant eye.

Coaching 133

Coaching Video Data Sales Coaching 133

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

JULY 12, 2014

'The “Target Close Date” is one of the most important aspects of pipeline, forecast, and deal integrity. Anything else in our deal strategy can change, but the Target Close Date must be kept as sacred! Now before I get everyone piling on, saying I’m totally unrealistic, that I don’t recognize the realities of sales, or that the customer is the key determinant of the close and it’s out of control; give me a chance to explain my position.

Closing 92

Closing Forecasting Lead Rank Lead Scoring 92