The Source

NOVEMBER 20, 2020

How many of the following challenges does your consulting firm face? Please select all those that apply: 1. We’re designing new services and products that will appeal to clients in the current climate. 2. We’ve reorganised so that previously separate teams will work together more to deliver these. 3.There’s no consensus around new go-to-market strategies and messaging.

Consulting 105

Consulting Productivity Strategy Strategy 105

Tsavo Neal

NOVEMBER 20, 2020

What are the top traits of a hugely successful salesperson? You’ve seen them before: some people are just born great at sales. Others? Not so much. However, I think that sales is a skill that can be developed. In Andrew Sobel’s new book, It Starts With Clients , he talks about the habits of a rainmaker — a highly successful salesperson. Here are a few of those habits: Adopt the advisor mindset rather than the expert-for-hire mindset.

Tools 60

Tools Sales Marketing Consulting 60

Kai Davis

NOVEMBER 20, 2020

A reader question through my reader survey ( [link] ). They ask: How can I best reach potential buyers/decision-makers? The most obvious content marketing seems to be more relevant to peers than clients…. When it comes to content marketing as a specialist expert (like you, dear reader) , the question-asker hits on a common challenge. When it comes to thinking about the content that makes sense, the most obvious content will often be content focused on your peers, not on your ideal clients.

Marketing 52

Marketing Video Conference Sales 52

Consulthon

NOVEMBER 20, 2020

Have you ever used a Letter of Credit in your international transactions? n the world of buying and selling, which encompasses just about any kind of commerce, a letter of credit is an important fi.

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Seth Godin Blog

NOVEMBER 20, 2020

Belief happens when we combine community with emotion. It’s a way for us to see and understand the world, at the same time that we engage with some of the people around us. Belief is a symptom of shared connection, and community makes us human. Reality, on the other hand, is widely experienced and consistent. Gravity doesn’t care if you believe in it or not, it’s still here.

Culture 42

Culture Meeting 42

LSA Global

NOVEMBER 20, 2020

Does Your Sales Team Need to Learn How to Better Sell Value? Sales experts the world over tout the benefits of learning how to better sell value. But does it really make a difference in results? The Value of Selling Value. Business sales training studies of both buyers and sellers report a recurrent theme – the importance of value. Buyers buy when they perceive that they are getting relevant, timely, and trustworthy value.

How To 36

How To Methodologies Sales Metrics 36

Harvard Business

NOVEMBER 20, 2020

Four tips to improve your follow through.

Emotional Intelligence 62

Emotional Intelligence 62

Harvard Business

NOVEMBER 20, 2020

Four lessons from the rocky adoption of electronic health records in the late 2000s.

How To 36

How To 36

Harvard Business

NOVEMBER 20, 2020

Even well-intentioned organizations inadvertently reinforce outdated gender norms.

Policies 36

Policies Resources Management 36

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Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Harvard Business

NOVEMBER 20, 2020

Research shows there’s more than one way to be a great leader.

Research 36

Research Leadership Management 36