What Happened at the End of the Workshop?

Your Sales Management Guru

What Happened at the End of the Sales Leadership Training Workshop? At end of the second day I always ask the participants what was the most interesting or important learning take-a-way from the workshop.

Customer Intelligence: The Secret Treasure from your Value Selling and Marketing Tools

The ROI Guy

If you are using Interactive Value Selling and Marketing Tools, you may be sitting on a wealth of customer intelligence that you could be leveraging.

The “Remora Fish” Of Sales 2.0 Tools

Partners in Excellence

tools by a couple of colleagues. tools. Half of Moscone Center, and many of the workshops will be turned over to the Salesforce.com “Remora’s.” tools. Hundreds to thousands of narrow, specialized tools are being developed to complement and expand the power of the core tool they supplement. Various surveys talk about the average “spend” per sales person on the software/SaaS licensing for these tools.

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Sales Tips: Can You Make It Through the “Dip?”

Customer Centric Selling

Sales Tips: Can You Make It Through the “Dip?”. By Frank Visgatis, President & Chief Operating Officer of CustomerCentric Selling®.

2-5x Your Revenue With These 9 Sales & Marketing Alignment Steps


“Aligning sales and marketing is an absolute must because they should work hand in hand,” says Nate Masterson of Maple Holistics. “If Sales and marketing alignment is about leveraging those insights to drive business results. leads, marketing qualified leads, opportunities, etc.).

Sales Tips: Financial Benefits - The Missing Link

Customer Centric Selling

Sales Tips: Uncover the True Value of Financial Benefits. By Jim Naro, CustomerCentric Selling® Certified Business Partner.

The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure

The Pipeline

23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Avoid Ad Hoc Marketing. Create Tools.

Moving From Mid-Market to Enterprise {Part 1} – Product and Market Readiness

Sales Hacker

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises.

Sales Tips: Qualitative or Quantitative Data – Which is Better?

Customer Centric Selling

It’s also common in market research studies when trying to collect ratings feedback, including the relative degree to which someone agrees or disagrees with specific statements, as well as ratings for product or vendor performance.

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Market Changes Allow for Sales Success!

Anthony Cole Training

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! sales tools (25). Market Changes Allow for Sales Success!

The Pipeline ? How Marketing Can Help Sales After the Handoff

The Pipeline

How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing automation software generates the data marketers need to provide new levels of support to sales. Marketing.

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing are merging for small businesses and require strong collaboration for larger companies.

20 Blog Posts to Guide Your Event Marketing Strategy


For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! The Best Event Marketing at Dreamforce 2017.

Can you help us support the use of the Alinean-powered sales / marketing tools in deals?

The ROI Guy

Offering these services to the field can be invaluable for conducting workshops with larger clients, and driving superior results.

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Lean Sales And Marketing

Partners in Excellence

They were focused on identifying great improvements in my client’s go to market and sales strategies. One of the profound things about these workshops was that 70% of the participants came from non-sales or marketing functions—manufacturing, development, operations, quality, legal, human resources, and executive management. Let me step back, a Kaizan Blitz is one of the processes or tools used as part of ”Lean” approaches to the organization.

The Pipeline ? Contest ? Enter To Win!

The Pipeline

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13.

The Pipeline ? Top Sales & Marketing Awards 2011

The Pipeline

Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. Marketing.

Sales Training Tip with the Top Sales Tool for 2014

Customer Centric Selling

Sales Training Article: Top Sales Tool for 2014. This tool has been around for a few years now. To assist you further, sign-up for SBI''s Sales & Marketing Research Review here. You will have access to guides, templates and tools to help your BPM drive revenue.

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Gartner says Buyers Have Changed. IT Sales and Marketing Strategies Are Lagging

The ROI Guy

If this is the case, Gartner’s latest research indicates that many IT Sales and Marketing leaders may end up on the “endangered species” list, unless some serious realizations and changes occur sooner versus later. IT Sales Value Marketing Why Change?

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Tom Pisello: The ROI Guy: Value Selling Tools and the Buying Lifecycle

The ROI Guy

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Is Marketing Too Busy?

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Doing Less With More!

Partners in Excellence

Beyond just content, marketing invests billions in other areas, all focused on helping create more customers and supporting sales through the entire buying cycle. In the past 5 years, thousands of sales and marketing automation tools have hit the market, with thousands more every year.

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Crafting a Powerful LinkedIn Introduction Message

Increase Sales

LinkedIn is one of the most powerful marketing tools that small business owners, entrepreneurs and sales professionals have at the touch of their finger tips.

Happy New Year! Maybe not for IT Sales & Marketing

The ROI Guy

Facilitate the Economy-Focused Buyer’s Journey with Right Content and Tools The Buyer’s Journey represents a set of steps an organization needs to go through in order to make a purchase.

Would You Spend 45 Minutes A Day Training Your People?

Partners in Excellence

It may be a new sales or marketing program, learning about a new product, building sales skills—yes they do lots of role plays. They also provide tools to support the sales people. For training to work, it can’t be just one class or workshop.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

Account-Based Marketing. More specifically: Account-Based Everything (ABE) is a strategic go-to-market approach that orchestrates personalized marketing, sales, and success efforts to drive engagement and conversion at named accounts. Start with an alignment workshop.

How About Trying What Works?

Partners in Excellence

As a result, I read a lot, I talk to a lot of people, I attend workshops, I watch how other people get things done. We see organizations investing millions in tools, training, enablement; most are good programs or tools. I have to confess to being a little lazy.

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Is There A “Schism” Between Sales Enablement And Sales?

Partners in Excellence

SE claiming responsibility for coaching, implementing coaching tools. ” At the same time, I see mirrored behaviors from sales people. “These programs, these workshop waste my time! These tools are too complicated… I wish they’d just leave me alone and let me sell.” Perhaps I’m an alarmist, but I’m starting to see the early signs of a schism between Sales Enablement and Sales.

Be Selective Before You Send that Prospecting LinkedIn Email

Increase Sales

One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Additionally what your LinkedIn email message says reveals a lot about your overall sales process (marketing, selling and keeping).

In Praise Of Templates, Checklists, Complete Sentences, And Writing Things Down!

Partners in Excellence

” In workshops, I see eyes rolling back in people’s heads, with the very clear body language, “Here he is telling us to write this stuff down, it’s becoming all about paperwork!” I can hear the groans already.

Customer Success Storytelling leverages Customer Experiences

Babette Ten Haken

Truth be told, customer success storytelling is more than a content marketing and demand generation exercise. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Babette’s playbook of collaboration tools, Do YOU Mean Business? ,

What’s All The Fuss About Social Selling?

Partners in Excellence

First, I can’t imagine any high performing sales or marketing professional not leveraging “social tools” to the maximum. Researching customers and prospects, keeping up with what’s going on in your markets, customers, competition, listening and understanding, sharing thoughtful points of view are critical to all of us. So why would someone, on principle, not get leverage social tools to expand your knowledge, learn and network?

Invest In Training Your Sales People Every Day! A Conversation With Tory Hornsby

Partners in Excellence

” My friend Tory Hornsby , COO of Sharpshooter Marketing and Powersports Marketing , has quite a different response. People participate in a workshop, then they go back to do their job, getting little coaching and reinforcement in developing and cementing the skills into their work process. Coaching Execution Learning Podcasts Prospecting Recruiting/Onboarding Sales and Marketing Tools Sales Effectiveness Sales Training Time Management

5 Questions to create a Collaborative Customer Experience Strategy

Babette Ten Haken

Let’s collaborate to customize my workshops and speaking programs to meet your needs. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Babette’s playbook of collaboration tools, Do YOU Mean Business? ,

Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

We uploaded those best customers, figured out what they look like, modeled our best target process, then built out a wider list of addressable market, all by employing our own tools that we offer for Customers (AccountView and DealPredict in particular).

SAVO Maturity Benchmark (powered by Alinean)

The ROI Guy

In order to better understand customer’s challenges, SAVO Group developed a comprehensive Maturity Benchmark framework to analyze current Sales, Marketing and Operations practices, uncover and prioritize key issues, and make consultative improvement recommendations.

Interface between Marketing and Sales: From a Source of Trouble to a Success Factor

The Ultimate Sales Executive Resource

is the free translation of a public workshop I premiered last week with ZfU International Business School in Switzerland. However,in the following self assessment , the Marketing Leaders initially believed product orientation and the strategic view being key to their function.

Snake Oil Salesmen Are Alive and Very Busy

Increase Sales

As I sat in a workshop, Get Online Indiana , sponsored by Google and Senator Dan Coats of Indiana, the presenter who worked for Google called out these types of marketing firms.

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[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

Marketing VPs. Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}. P.S. I’m asking because my company actually developed a similar tool that helps {{solve this problem}}, and I’d love hear your feedback on this. Books, courses, seminars, workshop, etc.?). Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email.

Are “Traditional” Selling Skills Even Relevant Anymore?

Partners in Excellence

And we have the convergence of information overwhelm, increased sources of distraction, accelerating change, and skyrocketing complexity–in our customers markets, in their own organizations, with competition/partners, and within our own organization. Rather than a sales focused training workshop on problem solving, what if sales people train with finance, engineering, operations, and manufacturing people? Categorize this post as “thinking out loud.”

Sales Hacker’s 35 Most Influential Women in Sales

Sales Hacker

She is the co-author of a business book, called Aligned to Achieve , about sales and marketing alignment. She is a thought-leader and expert in growing sales, inside sales and marketing organizations. Patrice is one of the early pioneers in the marketing automation space.