Sales and Marketing Management

AUGUST 7, 2016

Issue Date: 2016-08-01. Author: Tom Cates. Teaser: If you imagine a pie representing the total value created by you and your buyer working together, the buyer’s equity - the value they get - is their “asset” (the size of the total pie) less their liability (the slice they give you). If the buyer perceives a big pie, the slice you take doesn’t seem too onerous; but if the buyer perceives a small pie, then giving you a slice can become quite contentious.

Buyer 170

Buyer Sales 170

The Sales Hunter

AUGUST 7, 2016

It’s really no secret that the three GREATEST sales tools are your MIND, TIME and NETWORK. But how well are you managing these? That is key to your success. My guess is that if you look closely at these three sales tools, you will find areas where you can improve. Don’t delay! Your success depends […].

Sales Tools 155

Sales Tools Tools Motivation Video 155

SBI Growth

AUGUST 7, 2016

Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.

Company 120

Company 120

A Sales Guy

AUGUST 7, 2016

Everyone once in a while I come across something or someone that gets me pumped. This morning it was this article about James Altucher in the NY Times. My buddy Chris Brogan shared it on Facebook. (I’m getting tired of Facebook, however, it’s shares like this the keep me sucked in.). As readers of this blog know, I love contrarian views.

Facebook 62

Facebook 62

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.

Sales Cycle

SBI Growth

AUGUST 7, 2016

Strategy 131

Strategy 131