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The Worst Sales Call of 2012

SBI Growth

In 2012 our consultants attended 438 live sales calls. The accounts software subscription was up for renewal in 5 months. The goal of the call was to grow the account by expanding the use of the software. Our research shows that real estate developers chose who to bank with based on how long it takes for loans to get approved.

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Sales Talk for CEOs: Improving Sales Discovery with Jody Glidden (S2:E15)

Alice Heiman

Jody Glidden is CEO of Introhive , a customer intelligence software that does discovery research and delivers valuable insights about clients and prospects to your sales team. Founded in 2012, Introhive is the fastest-growing B2B sales and relationship intelligence platform. Click to tweet. 39:57] Discovery BEFORE discovery. [48:50]

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PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

Pointclear

2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. Craig is researching this and will be posting content on his blog as he wants to understand how these companies in the Valley are building their install base without sales teams. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales.

Software 187
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Top 10 Allego Milestones

Allego

The aha moment happened during a client engagement in 2012, when Mark noticed that the company had purchased iPads for its entire sales force. He thought that instead of creating an app, Mark should think about being in the software business. 500’s list of Fastest-Growing Software Companies. Happy Employees. Learn More.

Unica 118
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CRM Hijacks Customer Experience Strategy

Tony Hughes

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. But CRM software quickly emerged as a burning issue and I made the comment that some research states 70% of CRM software implementations fail.

CRM 82
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In sales, there’s no such thing as a stupid question – mostly

Selling Essentials RapidLearning Center

Let’s return to the scenario above, where the buyer believes your software solution MUST be integrated into their CRM. Here’s how the conversation might continue: Salesperson : “Why do you need to integrate our software into your CRM?”. The software you’re using is no longer supported. And it makes them feel good all over.

Hiring 59
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Sales Talk for CEOs: How to Become a Trailblazer in a New Market with Amy DuRoss (S2:E9)

Alice Heiman

Amy DuRoss is the co-founder and former CEO of Vineti , an enterprise software platform for personalized cell and gene therapies. Before joining GE Ventures, Amy was Chief Business Officer at Navigenics, a genomics company sold to Life Technologies in 2012. . So, what’s it like to start and build a company in a brand new category?