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Tin tức và Sự kiện

SMEI VIỆT NAM TUYỂN SINH CHƯƠNG TRÌNH THỰC TẬP SINH 2018 - 2019

SMEI VIỆT NAM TUYỂN SINH CHƯƠNG TRÌNH THỰC TẬP SINH 2018 - 2019

(Từ ngày 01-11 đến ngày 01-12-2018)

SMEI Việt Nam ra đời với sứ mệnh mang lại cơ hội phát triển nghề nghiệp và sự khẳng định đẳng cấp quốc tế cho những người làm việc trong lĩnh vực Sales & Marketing tại Việt Nam thông qua việc tổ chức chương trình đào tạo các chứng chỉ quốc tế: Certified Sales Executive® - CSE®, Certified Marketing Executives® - CME®, và SMEI Certified Professional Salesperson™ - SCPS™ của Tổ chức Sales and Marketing Executive International (SMEI) toàn cầu.

Defining the Real Buyer

As we are all very well aware, today’s buyers expect us to speak to them personally, not in their general direction; increasingly, customers want businesses to know what they want before they do and to serve them hyper-targeted, relevant content and offerings. For example, one study by Marketo found that 79% of buyers “are only likely to engage with a brand… if those promotions are directly tied to how they have interacted with the brand previously.” According to Marketing Insider Group, 78 percent of U.S. internet users said that personally relevant content increases their purchase intent

From KPIs to Marketing Accountability: How Marketing Directors Use Analytics

Marketing budgets have never been higher, but neither has marketing team turnover. Why? As a CMO, if you were handed an extra million dollars of budget, under the condition that you had to show the exact ROI and demonstrate how you generated that return – would you take it? In this scenario, would you place your trust in a spreadsheet generated by marketing operations or your analyst teams to help you place your bets? Or would you need something better?

15 Phrases You Should Always Avoid Communicating with Clients

Business communication rarely goes beyond the borders of formal speech and writing, particularly in the B2B niche. Sometimes it’s reasonable to add a slight touch of humor as an icebreaker, but most of the time you should stick to the regular business language.

According to the report, over 80 percent of B2B decision makers think sales reps are unprepared. Such impression partly comes as a consequence of improper communication. In this post, we share 15 phrases that you should always avoid while communicating with clients.

Grow Revenue With Customer Success in 2018 Priority:

We analyzed over 1,000 responses by CEOs and Heads of Sales to SBI’s new Revenue Growth Diagnostic. When asked which aspect of the sales strategy was most important to your company’s success, here were their top four categories:

Sell Slower

I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities.

With a niche product like this, the pool of potential customers is small, so you have to make the most of every opportunity. Unfortunately, the closing percentages for this company were low. That’s why they’d brought us in.

We looked at the sales process. Typically, it would start with an e-mail from a prospect, asking a question about price, availability or some product feature.

Social media can elevate your reward events

We all have it. Thanks to social media platforms and modern communication, the feeling of missing out on a good time has become more prevalent and contagious, as our friends, family and colleagues continue to share every thrilling (and not-so-thrilling) moment of their lives.

When we’re standing on top of a volcano on our next vacation or enjoying a company dinner against the backdrop of the Eiffel Tower, we too, will post our fun and excitement for our followers to see. Snapchat. Instagram. Facebook. Twitter. Don’t look now, but you’re a social butterfly. Whether home or away, we’re all attached to our devices and we’re all obsessed with capturing the perfect moment in time.

5 questions to new sales heights

You have sales goals to reach. You need your salespeople to reach their goals to get you there. But if you’re like most sales leaders, 40 to 70 percent of your people will fall short of their quota. You have to get the sales reps to change their behaviors. You must get them in line to produce results.

But, there’s a simple and universal fact working against you. It is impossible to force another person to do anything. You can encourage them to do things. You can compensate them for specific activities. You can threaten their job if they don’t do what you want. But in the end, people must choose to do what you are asking.

When the CMO Is the CEO Successor

Never has the CMO role been in such a position of influence and authority of a company. Most organizations are willing to invest in Marketing and in desperate need of a capable leader, however with the average tenure of a CMO falling by more than 20% in the last 5 years, it’s obvious the traditional CMO will not survive.

In 2005 nearly 50% of Fortune 500 companies had a Chief Operating Officer (COO). In 2015 less than 35% had a COO. Why does this matter to you?

Top Grading Your Sales Talent Should Be a Quarterly Exercise

If you are like most HR leaders, you rely on annual reviews to assess Sales team performance. In the ever-evolving talent landscape, yearly reviews are not frequent enough. Are you still reviewing sales rep talent and performance on an annual basis? Stop what you are doing and read this article.

How Often Should Sales Talent Be Assessed? The Answer: Quarterly 

Talent should be assessed every quarter to ensure A-players are developed and C-players are removed quickly. Nothing is more toxic to revenue growth than a complacent sales team. To keep sales people motivated excellent performance should be recognized and rewarded often.

How Can the Discipline of Pricing Drive Improvement for Business Services?

Pricing discipline is critical to sustainable, profitable growth and needs to be managed in a consistent manner.

Business service firms can make significant gains if they have pricing discipline, unfortunately most do not.  In fact, 30% of companies reduce pricing by 10-24%.  This variance in pricing leads to poor sales behaviors, customers who expect discounts and most importantly lower profits.

Pricing discipline is critical to sustainable, profitable growth and needs to be managed in a consistent manner.  Discipline should not lax as the month ends, quarters close and fiscal year comes to an end.

How Can the Discipline of Pricing Drive Improvement for Business Services Firms?

Business service firms can make significant gains if they have pricing discipline, unfortunately most do not.  In fact, 30% of companies reduce pricing by 10-24%.  This variance in pricing leads to poor sales behaviors, customers who expect discounts and most importantly lower profits.

Pricing discipline is critical to sustainable, profitable growth and needs to be managed in a consistent manner.  Discipline should not lax as the month ends, quarters close and fiscal year comes to an end.

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