SBI Growth
MARCH 3, 2017
Executives are hired to create value for their shareholders. It’s no secret that revenue growth is essential to a higher valuation. The dilemma lies in how to stay ahead of the curve. Gone are the days of slow and steady.
The Sales Hunter
MARCH 3, 2017
I talk a lot about the role of leadership in sales and how the way others see you determines how they treat what you say. Leadership is about making a positive impact and influencing them in a manner that encourages them to achieve a greater outcome. The more we look at leadership, the more we […].
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DiscoverOrg Sales
MARCH 3, 2017
A few weeks ago, I spent Saturday afternoon playing Super Mario Kart on Nintendo Wii U with a friend of mine and our two six-year-old boys. After hastily picking my character, vehicle, and tires, I noticed that my friend was carefully cycling through different vehicle options. Somehow, he had enabled a dialog box with ratings for each vehicle attribute including: Speed, Acceleration, Handling, Drift, etc.
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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.
LevelEleven
MARCH 3, 2017
[…] expect your managers to have weekly one-on-one sessions with each member of their team, so you need to do the same. Sit down with your sales managers once […].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Brooks Group
MARCH 3, 2017
Hiring salespeople can feel like a headache, but it’s one of the most important business decisions you can make. Be sure your time and effort don’t go to waste by avoiding these 5 common sales hiring mistakes that we’ve seen organizations make time and time again. Hiring Mistake #1 - You don’t define exactly what the position needs. Too often, salespeople are hired based on likeability.
Mindtickle
MARCH 3, 2017
Sales training organizations have long struggled with how to achieve long-term behavioral change, and how to prove it. The research brief from Sirius Decisions explains how combining coaching with enhanced measurement can actually deliver the visibility and accountability that you’re looking for. Sales coaching is often left up to managers to execute as part of on-the-job training.
The Brooks Group
MARCH 3, 2017
Hiring salespeople can feel like a headache, but it’s one of the most important business decisions you can make. Be sure your time and effort don’t go to waste by avoiding these 5 common sales hiring mistakes that we’ve seen organizations make time and time again. Hiring Mistake #1 - You don’t define exactly what the position needs. Too often, salespeople are hired based on likeability.
Engage Selling
MARCH 3, 2017
People ask me all the time what my tips are for travel because I travel all the time.
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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.
Product Management University
MARCH 3, 2017
How much time should we spend on win-loss analysis? There’s an age old adage that people buy from people, and it’s no different in B2B. So when you win it’s largely because of your salesperson. Ditto when you lose! Product deficiencies are just the most convenient excuse. When asked about a win, customers will readily admit they bought because they felt more comfortable dealing with your organization than the competition.
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