times-are-changing 
Partners in Excellence
MARCH 15, 2020
We have to be observant, thoughtful, willing to change/pivot, and positive. But, at the same time, we have to realize we may have to change. Our customers and companies will be struggling with problems, perhaps problems they have always had, but become more acute or visible in these times. To make sure we are safe.
Partners in Excellence
MARCH 4, 2014
Much of the time I have a “deja vu” experience, I see the same thing in organization after organization. We all know that buying has changed profoundly! They hadn’t changed their approach to the market for at least 10 years. Yet everything about their markets had changed! People are working harder.
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Your Sales Management Guru
DECEMBER 13, 2011
The Times are a Changing or Are You? At the end of each year I write down my personal and business goals for the new year in seven different categories. The challenging part of that exercise is I have to review the goals that I had set from the past year and grade my performance. Please score these 1-5, 5=highest. . q 1, 2, 3, 4, 5.
Steven Rosen
JANUARY 15, 2024
Keith shares the importance of patience and reflection in driving behavior change and advises sales leaders on coaching and change management. “I I think framing it up in a manner that would resonate with them was the critical piece.” – Keith Rzucidlo on implementing change and effective coaching across existing sales leaders.
Speaker: Mike Kunkle, Founder & Sales Transformation Architect, Transforming Sales Results LLC
The way that top-performing organizations onboard new employees has changed significantly over the last five years. Traditional sales onboarding methods have not produced a strong return on investment or moved the needle on the sales metrics that matter.
The Pipeline
JULY 27, 2021
Well, it is a great time to do all those things you tell me you want to do but never have time for. Every time I suggest salespeople practice the basics, they tell me they have not time, well now is the time, summer. Smart sellers use this time to do two critical things. The second, is to practice.
Sales 2.0
JULY 8, 2022
I don’t understand why it is acceptable for a process like cold calling (now often started via email) to work one in a hundred times–or in email efforts one in a thousand times. This post describes a framework that I have found over the last two decades can really change the math on prospecting. Do you know how you help?
Advertiser: ZoomInfo
Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.
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Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.
Speaker: Jonathan Carlson, Senior Director of Marketing, and Jake Miller, Senior Product Marketing Manager at Allego
Join marketing power duo, Jonathan Carlson and Jake Miller, who will walk you through the current state of sales coaching and the tactical changes that can help you thrive in a remote world. How enhancements in artificial intelligence are changing the coaching game. But it doesn’t have to be this way.
Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems
The pace of change in most sales organizations means sellers must constantly update and refine their skills to survive. Most sales managers know this, but suffer from three conditions that limit their opportunity to help: Too many people, too much ground to cover, and not enough time for developing people.
Advertiser: ZoomInfo
Running an ABM program on data you don’t trust means wasted time, resources, and lost revenue. Running an ABM program on data you don’t trust means wasted time, resources, and lost revenue. ZoomInfo’s MarketingOS changes all that. Data is the fuel that powers your ABM engine.
Speaker: Richard Goring, Director, BrightCarbon
That’s the kind of content that engages learners, and develops lasting behavior change. By the end of this session, you’ll be ready to: Capture attention and maximize retention in a tiny amount of time. Presentations have a well-earned reputation for being terrible snooze-fests full of boring bullets and Death by PowerPoint.
Speaker: Tom Pick, Chief Digital Marketing Consultant, Webbiquity
How to change your messaging so your brand is viewed as relevant (not tone-deaf). Live polling will be done during the presentation to give you real-time perspective from your peers in addition to the research findings. Whether marketers are planning on live events this Fall and where budgets slated for live events are going.
Speaker: Peter Turley, Author and Award-Winning Marketing & Sales Speaker
Like it or not, during the pandemic, with most of us spending more time than ever at our screens, the average attention span has fallen below the standard set by the goldfish — below six seconds. This session will include: How the psychology of the average consumer has changed during the pandemic. Why you should be asking “so what?”
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