Braveheart Sales

JANUARY 18, 2018

Ever since CEB (now Gartner) published The Challenger Sale in 2011, the book has attracted much publicity. Constructing Tension. The book also presents the concept of Challengers building “constructive tension” using three elements: Teach – Offers unique perspective and maintains two-way communication. Hard Worker.

Hiring 40

Hiring Ideal Customer Profile Construction Analysis 40

Fill the Funnel

APRIL 21, 2011

Shortly after the post ran I learned of a survey produced by the respected Paul McCord ( Sales and Management Blog ) and Richardson Sales Training that asked sales professionals about their feelings and experiences with Social Media in Sales and Marketing. In his post Paul reflected on the two key items that jumped out for him: 1.

Social Media 91

Social Media Media Hiring Survey 91

Sales Training Connection

DECEMBER 5, 2011

Most large companies in the B2B market space have a substantial range of capabilities. Time of course can be a double edge sword when it comes to bring clarity to any construct – so is the case with this distinction. ©2011 Sales Horizons, LLC. Features vs. Benefits.

Benefit 101

Benefit Fashion Construction Exercises 101

Sales Training Connection

SEPTEMBER 21, 2012

A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? One template that works well is a “week-in-the-life” construct. ©2011 Sales Horizons™, LLC. A Classic - '63 Corvette. Plus, more time needs to be allotted for planning and feedback.

Hiring 100

Hiring Training Exercises Video 100

Sales Training Connection

AUGUST 10, 2011

Translating these three core performance skills into action can most effectively be achieved by remembering this simple construct: ask, listen, and then talk. It is not easy to be good at selling in a complex sales market. ©2011 Sales Horizons™, LLC. Why does “ask, listen, then talk” work?

Lead Qualification 67

Lead Qualification Sales Qualified Lead Face-to-face Construction 67

HeavyHitter Sales

JUNE 5, 2008

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. They wait for the prospect to request a quote from the market - they don't realise they have to get to the prospect BEFORE this happens. Closing Techniques Using Sales Linguistics. Categories.

Decision Maker 60

Decision Maker Penetration Construction Software 60

The ROI Guy

SEPTEMBER 4, 2007

Today, constructing a new data center costs an estimated $400 to $1,000 per sq ft. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market. Estimate the Benefits of Windows 7 Professional Social Media ROI a Requirement for 2011 Alinean Research Reveals Best Practices to Fight F. by 2010 [2].

ROI 40

ROI Social Media Comparison Networking 40

Zoominfo

JUNE 18, 2019

It takes an average of 52 days to fill an open position, up from 48 days in 2011 ( source ). Talent is 4x more likely to consider your company in the future if you offer constructive feedback ( source ). The best candidates are off the market within 10 days ( source ). Social candidate sourcing. Candidate sourcing challenges.

Social Media 248

Social Media Report LinkedIn Positioning 248

No More Cold Calling

JULY 27, 2017

It took another decade for marketers and the media to up-spin Millennials, whose birth years fall within the range of 1982-2004 as “ the next greatest generation ” and begin focusing all their efforts to woo these limelit consumers, voters, and likers. Thus, Perennials was born. Netflix and Chill.

Account 212

Account Fashion Demographics Journal 212

Score More Sales

MARCH 10, 2011

by Lori Richardson on March 10, 2011. He sat down at the table I was sitting at and proceeded to go through some of the vendor marketing materials (of the vendors at this conference exhibiting). link] Marketing Gal. The line between constructive honesty and being tacky can be a very fine one. Consulting.

Conversion 181

Conversion Lead Rank Lead Scoring Vendor 181

SalesLoft

AUGUST 3, 2015

Kevin brings to the Salesloft family over 15 years of product management and marketing experience, together with an unmatched intuition and expertise in all things revenue from lead to customer renewal. What’s Your Marketing & Sales Development Background? Don’t you know I took the position at ACNielsen.

Demand Generation 52

Demand Generation Demand Generation Targets Sales Qualified Lead Lead Rank 52

Highspot

SEPTEMBER 30, 2020

But to succeed, you’ll need your team to execute your go-to-market strategy in a single, unified motion. As Dan Swift, CEO at Empire Selling said, “A sales methodology ensures your go-to-market teams are all singing from the same hymn sheet.” How can you unite many sellers under one approach? Inbound Selling.

Sales Methodology 85

Sales Methodology Sales Qualified Lead Scale Top of Funnel 85

Bigtincan

DECEMBER 8, 2021

So, some sales and marketing teams may be evaluating Highspot alternatives. Companies like AT&T, Thermo Fisher, Merck, ANZ Bank, Nike, Guess, Prudential, and Starwood Hotels have been Bigtincan’s clients since its inception in 2011. This article was written for them.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

Sales Hacker

OCTOBER 29, 2020

Making sure that we’re not just referencing marketing copy, but we’re also referencing how people really speak. Or that feedback on behalf of the team that you can channel in a constructive way that helps them to be more effective or helps them to identify a problem they didn’t even know they had.

Call-back 58

Call-back Hiring Pivotal Face-to-face 58