MARCO92330

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The 48 Types of VP Sales. Make Deadly Sure You Hire the Right One.

Oy, the VP of Sales. The toughest hire. Such a high failure rate. I want to help.<p>So this is the third in our series. The first post is What a Great …

Product Management

A Lean Design Process for Creating Awesome UX

Lean UX is a proven approach for lean startup environment. My lean UX process is based on a commonly 6 step cycle ux process. In my practice with a few startups, I found it worked better for me to split the first step “concept” into 2 steps: discovery and wireframe. Thus my process is 7 steps – …

Boring Your Prospect to Death? Revive them with a Story

Earlier this year I ran a messaging workshop for a Bay Area tech company. There was an Ah-ha moment on the value of storytelling for the CEO.

The Mobile Shopping Life Cycle

Mobile is turning “path to purchase” on its head. One of the most time-honored marketing concepts, that notion that a customer takes a predictable journey toward a sales transaction (in its earliest definition, starting with <i>attention</i> to a product, then moving to <i>interest</i> in it, then <i>desire</i> for it, …

Social Sales: How to Take the Chill Out Of Cold Calling

Shares 197<p>True <i>cold calling</i> in B2B selling is probably fairly close to being a lost art. If not, it should be. I’m talking about finding a street and …

The Importance of Creating Compelling Sales Messages

Sales messages are a different animal than a <b>unique selling proposition</b>. That being said, sales messages must be created within the messaging and …

Enterprise Pricing Strategy: Focus on Value | OpenView Labs

Read the other posts in this series on Enterprise Pricing Strategy:<p>Ways to define Value for your Pricing Strategy<p>In my previous blog posts, I have …

Product Management

People Are the New Channel

In the past, channels delivered messages to audiences. You either owned the pipe or paid to use someone else’s. You controlled the message all the way through that pipe.<p>In a digital and social age, pipes are less important. People are the channel. You don’t own or rent them. You can’t control them. …

Explore our featured insights

Report - McKinsey Global Institute Smart cities: Digital solutions for a more livable future<p>June 2018 – As cities get smarter, they are becoming more …

Innovation

Improve Sales Performance with the Self-Imposed Sales Contest

Have you ever thought about giving yourself a self-imposed sales contest to boost your sales performance? Here are some reasons why you should.

A Metaphor for The Challenger Sale

In my post, Challenger: Reframing the Reframe, I spoke of the common struggles many organizations are having with the Reframe that are implementing …

Tech News & Analysis - Wall Street Journal

Dow Jones, a News Corp company<p>News Corp is a network of leading companies in the worlds of diversified media, news, education, and information …

News Corp

Challenger Sale - CEB

Bring Challenger to Your Company<p>Case Studies<p>GM directly attributed 27,000 sold vehicles to the Challenger model, totaling nearly $400 million, …

Executive Guidance: Archive - CEB

Download Executive Guidance: Archive - CEB

Log In - CEB Sales Leadership Council

Companies with subscription have exclusive access to this CEB Sales Leadership Council content.<p>CEB Sales Leadership Council serves sales …

Challenging Sale vs. Challenger Sale

After speaking with a number of people across a variety of industries regarding their interest and curiosity in the Challenger Sale, I continue to …

Why Solution Sales is Fading Away

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Trends In B2B Sales And Marketing From “The Challenger Sale”

“The Challenger Sale” coauthor Matt Dixon outlines trends to watch in B2B sales and marketing.<p>I just attended a seminar to celebrate the launch of <i>The Challenger Sale</i>, a bestseller that reveals some credible studies on changing buyer and seller relationships. Co-author Matt Dixon, a researcher with …

Gartner Sales Conference 2018, Las Vegas

• Aligning sales and marketing efforts<br>• Hiring better talent<br>• Improving the quality of management<br>• Investing in tools and resources for business …

Do you think The Challenger Sale methodology is superior?

<b></b><b></b><b></b><b></b><b>Jill Rowley (</b>‏@<b>jill_rowley</b>) of Eloqua<b><br>Winner of the 2013 Sales Representative of the Year – Stevie® …