SBI Growth
JUNE 24, 2016
Chris Lonnett, vice president of Americas market development and operations at Motorola, recently spoke with SBI to discuss how he carries out his data plan inside an enterprise organization. Often, sales ops teams struggle to derive meaningful insights from data.
Understanding the Sales Force
JUNE 24, 2016
You'll regularly find me writing about the science - the data - that differentiates top sales performers from the bottom. But today, I'll move into the world from which everyone else in this space operates - anecdotal evidence and opinions. I will cite two sources for this article: The 130 sales consulting firms that partner with me at Objective Management Group (OMG) and provide our award-winning sales force evaluations and sales candidate assessments; The tens of thousands of salespeople, sale
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Score More Sales
JUNE 24, 2016
What a vivid lesson given by the owner of the Inn that Chef Gordon Ramsey visited on his show, Hotel Hell. This episode is called “Lakeview Hotel” and you can watch via the FOX website here. If you’ve not seen the show before, the premise is that owners of hotel properties that are losing money or are in bad shape request to be on the show – the show team selects properties for the season and reaches out to send Chef Ramsay and his team in to assess and improve.
DiscoverOrg Sales
JUNE 24, 2016
As part of the sales and marketing engine, you put in serious effort to connect with your prospects. You learn product features inside and out, pore over CRM notes, do research, makes calls, crank out emails, develop relationships, make more calls, write more emails…what we’re saying is, selling isn’t easy. It takes hard work and a very specific type of talent to sell something to a virtual stranger.
Advertiser: ZoomInfo
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.
The Sales Hunter
JUNE 24, 2016
Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Do […].
Engage Selling
JUNE 24, 2016
Times have changed…and so have buyers. Here’s what they’re looking for today. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.
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