Sun.Sep 11, 2016

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Earning the Right to Close

Sales and Marketing Management

Issue Date: 2016-09-12. Author: Frank Visgatis, President/COO, CustomerCentric SellingĀ®. Teaser: A seller earns the right to ask for the business if and when a buyer has all they need to make a buying decision. The better job B2B salespeople do in uncovering buyer needs and associated value, the more likely they’ll win the business. A seller earns the right to ask for the business if and when a buyer has all they need to make a buying decision.

Closing 139
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Sales Motivation Video: Call Senior Level People at the Top of the Hour

The Sales Hunter

Make it a priority this week to call senior level people at the top of the hour. I am confident that when you discipline yourself to do this, you will see tremendous momentum in your prospecting efforts. This simply has to be part of your game plan for prospecting this week. This is just one […].

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If You Donā€™t Have Passion, You Donā€™t Have Anything

A Sales Guy

Passion is arguably the most important aspect of success. Without it, it’s hard to argue we are delivering our absolute best. Passion drives motivation. I define passion as the emotional connection to what it is we’re doing or committed to. It’s the heart part of the equation, not the head. About a month ago, Will Baron the genius behind Salesman Red asked me if I’d be willing to talk about my passion and what passion means in sales and life on his podcast.

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3 Steps to a Successful New Product Launch

SBI Growth

Strategy 122
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Weā€™ve Met The Enemy, Itā€™s Us

Partners in Excellence

“We have met the enemy and he is us,” first appeared in the Pogo comic strip by Walt Kelley on April 22, 1970. File this post under the, “Isn’t it ironic category.” For those who follow the blog, you know I go through all sorts of rants or raves about prospecting. Whether it’s email, phone calls, leveraging social tools, cold calling, warm calling…… Inevitably, these posts generate all sorts of comments: “People don’t pick up the phon