Mon.Sep 18, 2017

The Change Game

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . No matter how one slices it, sales is a game of change. If you are the incumbent, the best way to avoid a client to change vendors, is to continuously introduce change in how your product helps the client achieve their objectives.

Vendor 238

Do These Limitations Unknowingly Restrict Your Sales Success?

Increase Sales

In sales, there are many limitations to sustainable sales success. What I have discovered through years of experience reinforced by actual data from the Attribute Index, there are four somewhat hidden limitations that restrict sales success as well as in life in general. Sales Success Limitations. Self Esteem (Self-Acceptance) – How do you appreciate your own unique self worth? Additionally one bases these feelings on “internal factors, as opposed to external ones.

Data 161

A Marketing and Sales Blind Spot?

Sales and Marketing

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions Are marketers and salespeople so focused on early stage demand generation that they’re missing other big opportunities to drive revenue? When marketers and salespeople align on something —  anything! — our our first instinct is to celebrate it as a victory. Not so fast. Findings from a new Corporate Visions survey provide a snapshot of marketing and sales “alignment” that provides more questions than answers.

Why CEOs Should Care About Content Marketing

Sales Benchmark Index

Corporate Strategy Marketing Strategy Podcast SBI for SMB b2b marketing brand preference ceo content marketing

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

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Reinvent Sales Training or Risk Wholesaler Irrelevance

Allego

The asset management industry’s ongoing evolution is creating significant change for distribution leaders. Fund wholesalers in particular are under enormous pressure.

SELLING CHANGE IS HARD – UNLOCK COGNITIVE BIASES THAT BLOCK CHANGE

Insight Demand

The value to buy your product is overwhelming and yet the customer decides not to buy. At times like these, it’s important to remember that customers are not rational decision making machines. They are human beings with built in cognitive biases that make them highly resistant to change.