Sat.Nov 17, 2018 - Fri.Nov 23, 2018

The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

Steps for developing a GTM strategy. Identify the buying center and personas. Map a value matrix and messaging strategy to each persona. Understand your buyer’s journey. Pick a sales strategy. Generate interest. Create content. Optimize.

Speed Limits, the Flow of Traffic, and Sales Pipelines

Understanding the Sales Force

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

Two Killer Questions to Open & Close a Sale

Mr. Inside Sales

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening.

Sales Operations Is the Missing Link in Creating a World-Class Coverage Plan

Sales Benchmark Index

Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Are You Being Too Accommodating to Your Customers?

The Sales Heretic

You’d be hard-pressed to find a bigger advocate of good customer service than yours truly. I have long argued that sales is service and service is sales.

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How to Write a Compelling Media Kit That Sells

Sales and Marketing Management

Author: Josh Carlyle Since you’re representing a brand, you need to market yourself to your audience and potential clients. This is not an easy task, but if successful, it can lead to a profitable, long-term collaboration with the best partners.

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Creating Interlock Between Sales and Marketing

Sales Benchmark Index

Joining us on the SBI Podcast is Stephen Thomas, SVP of Global Sales for Armor Cloud Security. Armor is a hybrid cloud security service that integrates advanced analytics, global threat intelligence, and continuous response capabilities into a single platform that bolsters.

It's Thanksgiving! Give Thanks or Say Thanks?

Jeffrey Gitomer

It’s Thanksgiving! It’s the coolest holiday of the year to me. I love Thanksgiving. Food, family, you name it. It’s a time to be thankful.

The 20 Best Sales Podcasts to Listen to Right Now


The sales world has been no exception to the recent explos

Sales 136

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

Why You Need Live Chat Now for B2B

Sales and Marketing Management

Author: Bassem Saber Welcome to the 21st century where communicating with businesses online is instant. Gone are the dejected days when a client would click on the live chat option and receive a message hours later redirecting you to the FAQ page or their contact information!

B2B 217

How To Survive The Great January Sales Talent Exodus

Sales Benchmark Index

Motivating Prospects to Take Action

Anthony Cole Training

Another day, another great resource available from us here at Anthony Cole Training Group. sales motivation motivation action sales plans how to prospect prospect communication sales prospects Prospecting

How to Do a Sales Presentation That Builds Buyer Desire


Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. sales presentation buyer alignment

Buyer 192

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

It’s Time to Get Off the Hamster Wheel

No More Cold Calling

Happy Thanksgiving! It’s Thanksgiving Day here in the U.S., and I’m taking a break.

Why Most Market Analyses for Due Diligence Are Insufficient

Sales Benchmark Index

There is no doubt that the Private Equity landscape has evolved. Lower cost money and more LPs are leading to historical levels of dry powder. Further, the availability of less acquisition targets with immediate EBDITDA upside is leading to more.

What is the Most Powerful Management Question Ever?

Anthony Cole Training

While driving into work earlier this year, I heard an incredibly powerful performance question while listening to the Dan LeBetard with Stugatz ESPN radio show. An ardent Michigan State Football beat writer asked this question during the Big 10 media day.

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The Great of Grateful


We’ve officially entered the “season” of holidays for the year…closely bundled together in the US anyway, we have Thanksgiving, Christmas, Hanukkah, Kwanza, and New Years. I’m grateful it starts with Thanksgiving.

Travel 116

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

5 Beliefs That are Dramatically Limiting Your Sales Success

Jeff Shore

By Amy O’Connor . Mindset is everything in sales. Sales technique is important, but mindset will always guide technique. So, if your mindset is flawed, your technique will also be flawed. ?Here Here are the top five beliefs that dramatically limit many sales professional’s success: 1.

Buyer 115

How to Build a World Class Succession Planning Program Using SBI’s New Talent Strategy

Sales Benchmark Index

It’s upon us. 10,000 baby boomers are turning sixty-five a day. What does this mean? A massive shift in the work force. It also means a changing of the guard in the ranks of sales and marketing senior management (all.

It’s Time We Change the Way We Sell

A Sales Guy

It’s time we change the way we sell. The old, tired, product-centric, sales techniques and methods have had their time. Ask any buyer. They are fed up with the countless, lame, intrusive, valueless emails, cold calls and LinkedIn requests for 15-minutes of their time. They are tired of salespeople not understanding their business and pitching irrelevant solutions. They are tired of long, cookie cutter demos that don’t address their needs as a company.

Buyer 110

A Surprising Coffee Shop Coaching Moment

Keith Rosen

If you seek out coaching moments, you’ll certainly find them. However, recognizing them when presented to you in the unlikeliest of places is the greatest opportunity to make a surprisingly unexpected impact.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Create a Toxic Customer Exit Strategy and save Your Sanity

Babette Ten Haken

I recommend creating a toxic customer exit strategy. Over time, having this strategy in your back pocket saves your sanity, as well as professional integrity. Otherwise, toxic customers walk all over you, your colleagues and your organization. No matter how well you honor your commitments to them.

10 Metrics to Add to Your Dashboard When Struggling with Portfolio Monitoring and Revenue Optimization

Sales Benchmark Index

Today many private equity firms are looking to improve the operating efficiency of their portfolio companies. Driving consistent organic revenue growth is a necessity given the high multiples that are being paid. It creates the most value but is also.

In Praise Of Pushy Sales People

Partners in Excellence

I probably should come out of the closet. I’m a pushy sales person. Perhaps some will recommend a 12 step program or some other therapy to make me less pushy. But, to be honest, I like being pushy.

Top 10 Non-Financial Rewards to Motivate Employees


Non-financial rewards can be just as, or even more motivating for employees than those involving traditional financial rewards. It is no secret that happy companies are influenced by the company culture.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Selling Your New Sales Deck to Sales


Editor’s Note: This article was first posted on LinkedIn here. . Bellies full of beignets, my parents and I were exiting San Francisco’s Just for You Cafe when when a middle-aged man called my name. Andy, it’s Christoph!” he shouted. “Do Do you have time for a quick question about messaging ?”.

This Thanksgiving I’m Thankful For….

Smart Selling Tools

It’s been enjoyable reading all the posts on what people are most thankful for. What am I thankful for most of all? I’m thankful that I’ve been lucky. Now, I’m not discounting hard work and perseverance.

3 Common Scenarios scream for Innovative Customer Retention

Babette Ten Haken

Innovative customer retention should not be a rare occurrence. However, in many organizations, innovative is the last thing customers expect. Here’s why. First of all, customers continuously re-evaluate why they do business with us. Whether we are aware of their evaluations, or not.