Keith Rosen

AUGUST 11, 2010

Where do you look for and uncover that ‘perfect’ coaching moment? How do you recognize where your direct reports need coaching and could benefit from the coaching most? Actually, uncovering what you can coach someone on, from a tactical perspective, is actually the easy part. Managers are pretty good at recognizing problems, needed strategies and desired outcomes.

Coaching 67

Coaching Opportunity Face-to-face Report 67

Your Sales Management Guru

AUGUST 9, 2010

Growing Your Company: The Power of Net-New. Partners who focus on net-new clients will see growth; but you’ll need focus and correct execution to really pull out a win. Over the last few years as we’ve worked with partners in strategic planning sessions to help them build predictable revenue, one trend we’ve found is that clients who focus on adding net-new clients experience greater revenue growth.

Direct Mail 63

Direct Mail Compensation Campaigns Microsoft 63

Tom Hopkins

AUGUST 10, 2010

As I travel around the country meeting and working with sales professionals I am constantly amazed at how few people in our industry ever planned a career in sales at a young age. I ask audiences with hundreds of people in them how many had planned on being a sales person when they were in [.] No related posts.

Travel 56

Travel Relationals Industry Sales 56

BrainShark

AUGUST 10, 2010

On August 4, Ellen Finkelstein worked with the slides of 5 Brainshark customers and gave them a makeover.

Webinar Metrics 62

Webinar Metrics Customer 62

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

Sales Training Advice

AUGUST 8, 2010

Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments. In far too many sales communities, there exists an attitude that buyers and purchasing departments are nothing more than barriers that need to be broken down. Well, yes there are barriers. Ironically, though, they are barriers that more often than not are there due to the very actions of the sales community.

Buyer 45

Buyer Face-to-face Call-back Negotiation 45

The Brooks Group

AUGUST 13, 2010

There's a fine line between confidence and arrogance. Here's what I mean. Confidence is the feeling or belief that someone can rely on you. Arrogance is having or revealing an exaggerated sense of one's own importance or abilities. Here are some differences between the two. Arrogance is exaggerated, meaning it's "larger" than reality. Confidence is a suitable dose of reality.

Hiring 40

Hiring Retention Sales Management Prospecting 40

The ROI Guy

AUGUST 9, 2010

A visionary CMO presenting to other leading marketers recently asked the question: "Do you deliver more customer bottom-line impact than the competition?" According to D. Kieth Piques, author and CMO, presenting at the Business Marketing Association's Engage conference, answering yes to this question is the foremost driver of future growth and the best measure of success.

Competition 40

Competition Customer Lead Rank Lead Scoring 40

BrainShark

AUGUST 9, 2010

Rabobank's website embeds a Brainshark that speaks to the Dutch housing market.

Relationals 48

Relationals Marketing 48

Green Lead's B2B

AUGUST 8, 2010

Sometimes I think George Lucas just didn’t “get it” when he made the Star Wars prequels. You know, the “other” Star Wars movies? He had made the greatest trilogy in the world in Star Wars , The Empire Strikes Back , and Return of the Jedi. For years, with fans clamoring for more movies, Lucas said that either he wasn’t ready to make them or the technology in cinematography just wasn’t ready.

B2B 36

B2B Twitter Promotion Conversion 36

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Sales

The ROI Guy

AUGUST 9, 2010

According to recent survey results, 90% of B2B marketers are actively involved in producing custom content , and are investing some 25% of marketing budgets to custom content creation and promotion. The level of commitment and investment clearly indicates the incredible rise in custom content marketing, and reflects the need for more personalized and relevant connections with ever-skeptical buyers.

Outsourcing Services 40

Outsourcing Services Marketing Ideal Customer Profile Survey 40

The ROI Guy

AUGUST 7, 2010

"TCO is defined as the total cost of procuring, using, managing and disposing of an asset over its useful life.” – Bill Kirwin - the Father of TCO, Gartner Total Cost of Ownership (TCO) refers to a useful accounting system to tally all of the costs associated with a given asset over its entire useful life. Costs are tallied for planning, acquisition, setup & installation, manage & support, evolution and retirement.

Analysis 40

Analysis ROI Proposal Comparison 40