SBI Growth
OCTOBER 26, 2016
SBI recently spoke with Gahan Richardson, the Vice President of Corporate Marketing at Cypress Semiconductor. Gahan and I discussed his approach to Account Based Marketing (ABM) and how he uses it to set his sales team up for success. Cypress Semiconductor is.
The Sales Hunter
OCTOBER 26, 2016
Recently, I was interviewed by Mark Di Somma about my new book, High-Profit Prospecting, and what it takes to be effective in sales today. Here are some highlights from our conversation: 1. Salespeople are increasingly frightened of being rejected. That’s why you see them opting for social media, email and other forms of communication that […].
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Increase Sales
OCTOBER 26, 2016
In sales, the emphasis on asking open ended questions continues. Salespeople are discouraged from asking closed ended questions as this type of questioning fails to provide additional fact finding information. But is that really true? Last week I spoke at a conference for consultants and executive coaches, My presentation focused on several marketing skills taken from the book To Sell Is Human by Dan Pink.
Anthony Cole Training
OCTOBER 26, 2016
A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group.
Advertisement
A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
A Sales Guy
OCTOBER 26, 2016
Seth Godin wrote a fantastic post the other day. In it, he talks about our alertness for differences. For as long as we’ve been keeping records, human beings have been on alert for the differences that divide us. Then we fixate on those differences, amplifying them, ascribing all sorts of irrelevant behaviors to them. Until, the next thing you know, we start referring to, “those people.” Seth suggests that rather than look for differences, we should search for things in common.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
BrainShark
OCTOBER 26, 2016
It’s an exciting day for the sales enablement world!
Partners in Excellence
OCTOBER 26, 2016
Clearly we live in worlds of increasing complexity. The issues our customers and our own organizations deal with are increasingly complex. The problems and challenges our customers face are not trivial. Our solutions and products are increasing in breadth and scope. The rate of change, both self generated and externally imposed, seems to be accelerating.
Close
OCTOBER 26, 2016
The first potato chip ever made was intended as an insult. The year was 1853. George Crum was a chef at the upscale Moon’s Lake House in Saratoga Springs, NY. One day, a patron complained about Mr. Crum’s fried potatoes. He called them soggy and bland. He sent them back and demanded a new batch.
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.
Hyper-Connected Selling
OCTOBER 26, 2016
The post Make it Look Easy appeared first on David J.P. Fisher.
Jeff Davis
OCTOBER 26, 2016
I recently read an article in Forbes by Falon Fatemi at Node.io titled "Sales And Marketing Are (Finally) Merging: Introducing Account Based Marketing And Sales". I thought it was interesting because it discussed the importance of using ABM (account based marketing) before diving in and adopting a new sales or marketing technology. The reason I found this compelling was I wrote about a similar idea in my article "How to choose a B2B Sales and Marketing Alignment technology".
Understanding the Sales Force
OCTOBER 26, 2016
meowu%20/ 123RF Stock Photo">Image Copyright: 123RF Stock Photo. The circus will be coming to an end in just under 2 weeks. Everyone has seen at least some of the show and some have seen the entire production, including reruns, reviews, commentary and highlight videos. In the past 60 days I'm certain that even if you don't live in the United States, you've seen at least part of the circus.
SalesLoft
OCTOBER 26, 2016
Personalized sales isn’t just about funny gifs and P.S. lines at the end of emails anymore. As personalized sales strategies are infiltrating inside sales processes, it’s getting harder and harder to get creative in finding new ways to connect with your prospects. Sure, a rally cry from a mutual alma mater or a reference to a recent social post can be worthy of a smile or even a response — but as an Account Executive looking for a close, you need more than just a smile to get y
Advertisement
Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Expert insights. Personalized for you.
245 
Let's personalize your content