Zoominfo
SEPTEMBER 22, 2022
In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. The original displayed the logos of 140 prominent marketing tech brands. Think buying signals, engagement, and account-based marketing.
Gong.io
JANUARY 27, 2022
The first half of 2021 produced 291 new unicorns — more than 2011-2015 combined. Unicorns, which are new companies valued at $1 billion or higher, were so named because of their rarity. Software as a service (SaaS) companies, which represent more than a third of all unicorns , lead the trend. Put leads on trial versions.
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Zoominfo
JUNE 9, 2022
When his biggest lead at that time showed interest, he couldn’t pass up the opportunity to sell. But the construct is the same, right? That construct, that framework exists today. HENRY SCHUCK So it’s 2011. And so the lead came in, we started the sales process. But there was one problem. It existed then.
Women Sales Pros
JULY 20, 2018
Ever since CEB/Gartner published The Challenger Sale in 2011, the book has attracted much publicity. The book also presents the concept of Challengers building “constructive tension” using three elements: Teach – Offers unique perspective and maintains two-way communication. Tailor – Knows customer value and economic drivers.
Sales Training Connection
AUGUST 24, 2012
Let’s assume the role-plays are well written – so let’s drill down on the other two criteria: who plays the buyer and who leads the feedback discussion? Who does play the buyer and lead the feedback session? So, Pat plays the customer and leads the feedback session for the first role-play and Lee does the same for the second role-play.
Sales Training Connection
SEPTEMBER 30, 2011
The traditional sales coaching model says, “I’m the manager – I’ll diagnose what’s wrong and suggest what you should do to improve your performance. This model is about teaching people how to fix a performance problem. Newer coaching models, however, say, “You’re the one responsible for the learning. ©2011 Sales Horizons, LLC.
Sales Training Connection
SEPTEMBER 21, 2011
Let’s assume the role-plays are well written – so let’s drill down on the other two criteria: who plays the buyer and who leads the feedback discussion? . Who does play the buyer and lead the feedback session? The model has been tested – it works to change behavior – it’s worth trying. ©2011 Sales Horizons, LLC . __ .
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