Creating Personalized Global Content for Your Prospects and Customers

Organizations have traditionally taken a simplistic approach to global content creation, viewing translation of English-language content as “good enough.” This passive tactic is no longer sufficient, especially when you consider that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S.

How Presentation Management Bridges the Gap Between Sales and Marketing

How many times have I heard a salesperson curse the marketing maven that created his deck. From a sales point of view, those slides will never “sell” at his next meeting. And vice versa. I’ve heard marketing colleagues bash their sales folks for not being “strategic” enough. They curse the sales person for going off message. They’re both right, and they’re both wrong.

Is the Sales Coach Obsolete?

Recently a major hotel chain removed desks in some of its rooms in an effort to attract millennials. The rationale was that younger customers don’t use desks because they are more accustomed to working in “coffee shop” environments, communal spaces where others casually congregate working on laptops and iPads.

Maximizing Your Full Sales Potential: Three Questions to Ask Yourself

The sales industry, like most other industries, is extremely competitive. Experts in the field are capable of consistently closing sales and meeting quotas, but not everyone falls under this category. Both novice and skilled salespeople often find themselves struggling to reach their full sales potential.

Are Shorter Sales Presentations Better?

Sales teams hear it all the time: “Keep it short and sweet.”

The Challenger Customer: A Q&A with Matt Dixon (Part II)

Editor’s Note: This is part 2 of a two-part interview between author and consultant Tim Sanders and Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.” You can read part 1 here.

The Challenger Customer: A Q&A With Matt Dixon

Editor’s Note: TimSanders, author of “Dealstorming,” interviewed Matt Dixon, a group leader at CEB and co-author of “The Challenger Sale” and “The Challenger Customer.” This is part one of a two-part interview.

Are Your Sales Teams Order Takers or Collaborators?

The time has long passed since a sales team could assume that a great presentation about their product or service would get them the orders they were after. With all the information now available through digital channels, your potential customers are probably already well versed in what you’re selling.

5 Best Practices in Lead Scoring from the Lens of a Revenue Marketer

Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will respond to each lead to propel the prospective buyer through the Revenue Marketing journey. Here are five best practices:

The Next Step for Your Insights Message

Selling with insights is no longer optional — it’s mandatory for salespeople hoping to tell a distinct and remarkable story.

Executive Calling: The Wisdom Behind Calling Higher

For several decades, sales leaders and managers have favored the practice of calling higher in customer organizations. Over the same time span, this idea has persisted but the business environment has undergone many changes. Technology has changed the way we sell and the way our customers shop and buy.

Finance: A Sales Force’s Greatest Asset

How does your company improve profitability? And who is responsible for this growth?

Hot Lessons from Hotel Lobbies

Have you ever spent time browsing the racks of promotional pamphlets that litter the lobbies of lower-priced hotels?

Strategy vs. Sales Skill – A Las Vegas Showdown

As veteran consultants, we have worked with practically every type of sales force, so we are rarely surprised by the clients we encounter. However, we have to admit we suspected someone was joking when we heard that a Las Vegas casino wanted us to help a sales force that services high-stakes gamblers. Were we being set up by a devious reality TV show producer?

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