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5 Ways to Increase Your Prospecting Results

We no more than end one quarter and we start all over again looking for new leads and new sales.

The CEO and Sales Leader Relationship

I recently spoke with the CEO of Aderant, Chris Giglio. Aderant is a leading provider of business management software for law practices and professional services firms. The company has an impressive 98 percent customer retention rate, and has been in business for over three decades.

Driving Internal and External Strategic Alignment

What is the key to making your number? Internal and external strategic alignment. This means the functional strategies are in alignment with the corporate strategy. And equally important, they are aligned with the external marketplace. My colleague, George de los Reyes, and I discuss this on our episode of the SBI Insider podcast. We’ll explain what it means, and how to get there.

How Product Strategy Paves the Way for Sales and Marketing

Your sales and marketing teams cannot accomplish their objectives without a sound product strategy. We recently spoke with Todd Wells, the SVP of product development at Frontier Communications. Todd is responsible for the company’s product strategy.

Marketing Strategy: Where Does Marketing Operations Fit?

We recently spoke with Scott Brinker, the author of chiefmartec.com. Scott examines the intersection of marketing, technology and management. We talked to Scott about his marketing strategy, and specifically about marketing operations and systems.

An Insider’s View of Sales Operations

The role of sales operations can often become corrupted. Many times the role is not defined and clear expectations are not set. SBI recently spoke with Dave Howard about this pressing issue. Dave is the senior vice president of sales operations at FIS, a global leader in banking and payment solutions.He is qualified to help other sales ops leaders as he has over 15 years’ experience in the field. And it’s a topic he’s very passionate about.

Train Your Sales Team to Use Marketing Content Effectively

Content marketing caused a sea of change in how businesses find and engage prospects. The big waves of content inevitably reached the shores of sales—sometimes receiving a mixed reception.

The 5 Things You Learn within 3 Minutes of Meeting Someone New

We meet new people all the time: at conferences, networking events, on plane journeys, at gatherings and at parties. Some of those people we'll never see again and some of them will become friends, partners or colleagues for years and even a lifetime.

3 Common Mistakes in Mobile Marketing

More than half of consumers now rely on mobile devices to stay connected to friends, work, email, social media and the Internet, for an average of three hours a day. By contrast, fewer than half of consumers still rely on their desktop computers to perform the same functions, according to data reported by media expert Mary Meeker and Smart Insights.

Is Snapchat growing bigger than Facebook?

Over the course of the last year, Snapchat's growth has exploded. As a quick refresher, Snapchat is a mobile app in which you send videos and pictures to friends that disappear shortly after they're sent. The photos and videos are raw, authentic and minimally edited, making it incredibly refreshing for users accustomed to Instagram's endless filters.

Will Content Replace Advertising?

A spirited panel at Social Media Week in New York spelled out why marketers should stop treating content like ads and start being storytellers.

For marketers, all bets are off. It's time to think differently about customer engagement or risk crapping out.

What Your Sales Strategy Missed in 2015 and Where to Focus in 2016

Every quarter, sales managers huddle over spreadsheets, factoring in seasonal variances, potential new products, and the hypothetical performance of new players to their team.

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