SBI Growth
OCTOBER 25, 2016
On this week’s SBI Insider Video Podcast we discuss three core areas of a successful product strategy. Our guest today is an expert on the topic, John Mansour, the founder of Proficientz, a firm that specializes in B2B Product Management. . Great.
The Sales Heretic
OCTOBER 25, 2016
© Andylim | Dreamstime All buying is emotional. Always. Whether you’re selling to businesses or consumers, the buying process is emotional from beginning to end. And that can be a challenge for us as salespeople, because when we first encounter a prospect, their emotional state is frequently a negative one. At the beginning of—and often [.].
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MTD Sales Training
OCTOBER 25, 2016
I came across some interesting research about ‘emotional drivers’ the other day. Dr Dan Short of Arizona, USA, conducted a series of research studies that were intriguing as much as they were. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
The Sales Hunter
OCTOBER 25, 2016
We’re fast approaching the end of the year and that makes planning even more important. Plan today so tomorrow you don’t panic! Below are 10 strategies you can set up now to allow you to close more business at year end: 1. First off, review your calendar and find out now what days your company […].
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Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Score More Sales
OCTOBER 25, 2016
At the CEB Sales and Marketing Summit many dimensions and directions of growing revenues were discussed, as was roadblocks to seller success.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Increase Sales
OCTOBER 25, 2016
Do you remember the song “Looking for Love in All the Wrong Places?” Many SMB owners and sales professionals may have this as their theme song because they are sales prospecting in all the wrong places. These three gaps appear quite frequently. #1 – No Ideal Customer Profile Gap. Part of the reason for this misdirected activity is the lack of an ideal customer.
BrainShark
OCTOBER 25, 2016
October was a busy kick off to Q4 here at Brainshark. We’ve mentioned it before - fall is a notoriously big trade show season for vendors and buyers in the tech industry, who’ve just begun budgeting for their new year’s investments.
Engage Selling
OCTOBER 25, 2016
How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build a profitable team.
SalesLoft
OCTOBER 25, 2016
It’s nearly impossible for a modern sales rep to do their job without the help of a CRM. Customer Relationship Management tools like Salesforce help sales teams juggle the hundreds of leads, tasks, and activities they need to complete each day. Modern sales is often a high volume business, and that’s especially true for sales development.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Partners in Excellence
OCTOBER 25, 2016
Recently, I’ve been having a number of discussions on account based strategies, major/global account coverage. To be honest, I’m stunned with some of the thinking about growing account based businesses. Most of the thinking is dominated by retention strategies. Keeping the customer, if you have a subscription type of offering, getting the renewal.
Customer Centric Selling
OCTOBER 25, 2016
Sales Tips: Accelerating Close Dates. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. We’re getting to that time of year when salespeople take a hard look at where they’ll end up for the year. Their focus shifts to opportunities they believe are closeable prior to year-end. With commissions and careers at stake it can be a stressful time.
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