• BLUE FOCUS MARKETING  |  FRIDAY, MAY 15, 2015
    [Process, Training] ANNOUNCEMENT: @CKBurgess to speak at #AmplifyFest 2015 @maverickwoman #SocBiz
    Re_wire  systems and processes for speed, agility, open innovation and rapid scaling. Download ~> Free Chapter 3 – “Brands Under Pressure” Innovation Social Business The Social Employee Workshops & TrainingRegister for the 2015 Amplify Festival here ! You can read the full interview here.
  • BLUE FOCUS MARKETING  |  SUNDAY, MARCH 22, 2015
    [Process, Training] Join @CKBurgess and @MNBurgess for @Conferenceboard Communication & Social Media Workshops #SocBiz #HR @SocialEmployee
    Join us next week in New York for a series of workshops hosted by the Conference Board (@ Conferenceboard ) as we explore these questions and more—defining what it means to be a social employee and what steps business leaders need to be taking to pilot their organizations into the future of social business. To register, click here.
  • BLUE FOCUS MARKETING  |  SUNDAY, MARCH 15, 2015
    [Process, Training] How Educators Learned to Embrace Social Learning by @mnburgess #education #EdChat
    The concept of social learning is quickly establishing itself as a foundational concept in workforce training. But on the other hand, for employees to succeed, their ability to learn and think critically—and therefore develop the proper cognitive processes for skills acquisition—must be developed and supported at the university level.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, FEBRUARY 25, 2015
    [Process, Training] Rise of The Social Employee – IBM Webcast: Changing the Learning Culture #HR #SocBiz
    Social processes have fundamentally changed the way everything gets done. Here are some other key concepts: Social employees don’t just do the work, but are invested in both the process and the outcome.  Rise of The Social Employee. Join us on Tuesday, March 24, at 11 a.m. Register Now: IBM Webcast: Changing the Learning Culture.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Process, Training] Demystify & Define Your Marketing Strategy
    For now, let’s define strategy as: a process of using knowledge to drive action. The  process  in this case would be exploring these nurture options, and the  action  would be agreement on a nurture design. So the  process  in this case would be to look at: client goals, platform functionality, dependencies, and best practices.
  • VERTICAL RESPONSE  |  WEDNESDAY, FEBRUARY 4, 2015
    [Process, Training] 8 Must-Dos for Pinning to Your Business Pinterest Account
    Pin offerings to build your email list : Building a solid list of engaged email subscribers is an on-going process – This is where Pinterest comes in. Pinterest can help your business get discovered by millions looking to plan, buy and do almost anything. It’s no wonder more businesses are jumping on the Pinterest bandwagon.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 24, 2014
    [Process, Training] 15 Business Books Every Aspiring Entrepreneur Should Read
    With social networks, blogs, and daily startup life generating more din than an oncoming freight train, knowing when and how to cut through the noise can be tough. Jim Collins examines this question, and in the process uncovers a certain set of characteristics capable of distinguishing a company’s potential for enduring greatness.
  • MODERN B2B MARKETING  |  TUESDAY, DECEMBER 23, 2014
    [Process, Training] What is One of the Most Important Contributors to Marketing Automation Success?
    typical customer chooses to have a day of marketing automation training as part of their on-boarding, which can be where education stops for many. Education is important for marketing automation success and an education strategy should go beyond a typical 1 or 2 day training. At Marketo this is called a Discovery Workshop.
  • MARKETING ACTION  |  WEDNESDAY, DECEMBER 3, 2014
    [Process, Training] Sales and Marketing: Alignment vs. Integration
    Jay is also a sought-after speaker and trainer at various conferences, seminars and organizations, where he conducts workshops, interactive training on topics relating to marketing and sales, team development, effective communication, and strategy planning. What does it mean, especially in the context of B2B? I’m a process guy.
  • THE ROI GUY  |  TUESDAY, DECEMBER 2, 2014
    [Process, Training] SiriusDecisions Interview - From Pitching Products to Selling Value
    The research clearly indicates that the issues are not around sales having enough leads, more sales training, improved social selling ability or increased product knowledge. The issue isn’t new, and various training programs and tools have been around a while to help sellers change … so why no improvement? What is the Value Gap?
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 14, 2014
    [Process, Training] Key Takeaways from MarketingProfs’ #ContentBootCamp
    Last week, I had the pleasure of attending MarketingProfs’ Content Creation Boot Camp, a pre-conference workshop kicking off the 2014 B2B Marketing Forum. Nick also brought this point up during his training session (which prompted a discussion of thinking like a publisher/being a brand journalist). What Makes Great Content? Timely.
  • HUBSPOT  |  WEDNESDAY, JUNE 18, 2014
    [Process, Training] How to Insert Google Calendar, iCal & Outlook Event Invites Into Your Marketing Emails
    Or perhaps you got an email about an upcoming workshop, but you were busy and forgot to put a reminder in your calendar for it? You can easily create these files and URLs for your upcoming events such as conferences, webinars, and workshops. Have you ever registered for a webinar and then totally forgotten about it? It sucks. Outlook.
  • ANNUITAS  |  THURSDAY, APRIL 10, 2014
    [Process, Training] 5 Mistakes Companies Make When Automating Their Marketing
    Taking a strategic approach reverses this and puts the buyers squarely as the focus and causes organizations to align around their buying process. Good content that will help drive demand and can be automated, is content that is relevant to your buyer at each stage of their buying process. Workshops will do it. billion.
  • B2B MARKETING MENTOR  |  WEDNESDAY, APRIL 2, 2014
    [Process, Training] Is Free CRM Software Right for Your Business?
    Training User guides User guides, webinars User guides, videos. Martin Schneider, SugarCRM’s head of product evangelism, also notes that you’ll have to pay for training for their Community Edition, or else figure it out on your own. How much training and support will you require? What Free Solutions Are Available? Accounts.
  • HUBSPOT  |  THURSDAY, MARCH 6, 2014
    [Process, Training] Oracle Adopts an Inbound Approach With New Focus on Social Sales
    ” Earlier this month, however, Ad Age reported that Oracle was starting to adopt social selling by integrating social media into its sales process. Specifically, Oracle has started to encourage its employees to use Twitter to engage with prospects in meaningful, helpful dialogue during the sales process. Conduct Formal Training.
  • BIZNOLOGY  |  WEDNESDAY, FEBRUARY 26, 2014
    [Process, Training] Getting ready for mobile customers, search, and business
    And explore alternative payment options like Google Wallet, NFC, or Apple’s iBeacon to ease the checkout process, whether virtual or real-world. Then take a moment to check out our Biznology Jumpstart Workshop: On-site Search Marketing Training. (Photo credit: Wikipedia). The numbers are in. How huge? Again: ugh.
  • BIZNOLOGY  |  FRIDAY, JANUARY 31, 2014
    [Process, Training] Should guest blogging still be part of your SEO strategy?
    As you develop the process and skills to consistently maintain these efforts with your core group, begin looking for additional sites to expand your efforts towards. I’d recommend starting slow, adding a few additional sites at a time (based on your resources), to ensure continued quality. (Photo credit: Wikipedia). Not exactly.
  • SALES INTELLIGENCE VIEW  |  MONDAY, DECEMBER 16, 2013
    [Process, Training] Ask the Author Series: Featuring Gary Walker, Author of The CustomerCentric Selling® Field Guide to Prospecting and Business Development (Part 2 of 2)
    Be sure to read to the end for three specific tips for Prospecting effectiveness in 2014. Q: What’s your view of CRM, and how can it enable a better prospecting process for sellers? A: There is only so much time in a day.  To see a schedule of our available public workshops and register online, you can go here: [link].
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, DECEMBER 11, 2013
    [Process, Training] What Did I Learn About Social Selling to Prepare for 2014?
    What I want to share with you are tips, tidbits and insights I’ve learned from training thousands of sales reps around the world this year. Unless it’s your “New Hire Class," sales reps that have been trained and grew up on the cold call and product demo world find Social Selling foreign. We are about to close out an incredible year.
  • E-QUIP  |  TUESDAY, OCTOBER 22, 2013
    [Process, Training] Planning an Effective Presentation
    You make internal presentations to train, inform, or influence employees. Perhaps you speak at conferences and workshops to build your reputation as a thought leader in your industry. The process often starts with creating PowerPoint slides without a clear vision of what it is we''re trying to communicate. We can do better.
  • BIZNOLOGY  |  FRIDAY, OCTOBER 18, 2013
    [Process, Training] Is Paid Search Part of Marketing?
    Science, at its core, is really just a simple process for systematically asking questions and finding answers: Ask a question. But, this process allows for all kinds of art and creativity and passion. Then take a moment to check out our  Biznology Jumpstart Workshop:  On-site Search Marketing Training. Period. Is it true?
  • MODERN B2B MARKETING  |  WEDNESDAY, OCTOBER 9, 2013
    [Process, Training] How NOT to Derail Your New Marketing Platform
    To get the most out of your new platform, your team should be educated in the following ways: Your team must be trained on basic operation of this new platform. Your team must learn any new processes (for example, they may not have dealt with lead nurturing functions before adopting marketing automation). Consulting Workshops
  • TRADESMEN INSIGHTS  |  THURSDAY, SEPTEMBER 12, 2013
    [Process, Training] From MAGNET: Where Will You (And the Workforce You Need) Be in Five Years?
    For nearly 30 years, MAGNET has been working with small- and mid-sized manufacturers here in Northeast Ohio.  We help companies shore up quality, improve productivity, train their current workforce and develop new products. This post originally appeared on MAGNET’s  Manufacturing Success blog and is reposted with permission. Hire new staff?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 12, 2013
    [Process, Training] Managing A Sales Manager
    Report attached.       Pipeline Review/Forecast next 60 days. _    Marketing Programs next 60 days. _    Recruiting Status. _    Major Prospect Meeting Dates/Net New/Transition Clients. _    Sales Training Plans next 60 days. __ .  . Workshops                              __. Sales Training Plans for next 60 Days. Sales Metrics.
  • FEARLESS COMPETITOR  |  SATURDAY, JULY 20, 2013
    [Process, Training] Should You Do Buyer Personas In-House or Outsource Them?
    Jeff Ogden , the award-winning marketing expert has been trained in Buyer Personas by the Buyer Persona Institute. Buyer insights from quality buyer persona processes drive lead nurturing, content marketing and budget approvals. That means you need to be trained.  It doesn’t take a long time to get trained.
  • BIZNOLOGY  |  FRIDAY, JULY 19, 2013
    [Process, Training] Why Local Search is Just Like Politics
    Because of these changes, search marketers must evolve their process to understand their customers’ needs and expand their thinking about what a search engine will look like—and look for. Then take a moment to check out our Biznology Jumpstart Workshop: On-site Search Marketing Training. Photo credit: Wikipedia. Attitude.
  • BIZNOLOGY  |  WEDNESDAY, MAY 29, 2013
    [Process, Training] 5 Essential Functions for Every B2B Website
    Treat that data as an inquiry, and run it through your normal qualification and nurturing process.  You can do a look-up by hand, or use automated processes from such providers as NetFactor and Demandbase Real-Time Identification. But what kind of functionality does your B2B website really need?  Community. and Canadian resellers.
  • MARKETRI  |  TUESDAY, MAY 7, 2013
    [Process, Training] What is a Podcast, and Why Should Professional Services Firms Care?
    At a pre-event workshop hosted by marketing guru, Mark Schaefer , I was surprised to hear Mark touting the value, and dare I say, resurgence of podcasts as an important part of any firm’s content marketing strategy. People checking their smart phones at red lights, on the subway, train, or in the grocery store. What is a podcast?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 6, 2013
    [Process, Training] Programs to Increase Your Professionalism
    This week I thought I would use this forum to let my readers know of Two Sales Leadership training programs in May that you should plan to attend.        The first is Friday May 10 th , Building Predictable Revenue: Sales Management Systems.       The second is May 28 th , 1pm EST: Creating Sales Compensation Plans for High Performance.
  • SALES CHALLENGER  |  MONDAY, APRIL 22, 2013
    [Process, Training] How to Create a Challenger Ecosystem
    There are new training initiatives for skills and product knowledge as well as professional development. In our Challenger skills adoption workshops we recommend beginning with a specific set of questions: . Do we have a rationalized set of tools that help reps sell at each stage of the buying process ?
  • WRITTENT  |  WEDNESDAY, APRIL 3, 2013
    [Process, Training] Resources for Creating Buyer Personas Using the Right Content
    She also offers workshops and coaching for in-depth and hands-on training, as well as a blog, templates, and other free resources. This article lays out sample questions and processes for conducting interviews with actual customers. There’s a lot that goes into effective content marketing. So how do you do all that effectively?
  • BIZNOLOGY  |  MONDAY, MARCH 25, 2013
    [Process, Training] 12 myths vs. reality on Search Engine Optimization (SEO)
    Search Engine Optimization (SEO) is the process of maximizing the number of visitors to a website by remaining high on the list of results returned by a search engine. This process was quickly spammed to death. 42% click on the website in the #1 position on the search page. 90% click a website on the first page.
  • BIZNOLOGY  |  MONDAY, MARCH 4, 2013
    [Process, Training] Search Marketing by the Numbers
    definitely had a problem. I had signed to do a corporate training session on search marketing. sold him on including direct marketing training in the workshop so that they could re-engineer their sales process to make sure that marketing tactics get attributed for actual sales. Photo credit: Search Engine People Blog.
  • SALES CHALLENGER  |  MONDAY, MARCH 4, 2013
    [Process, Training] 3 Steps to Becoming a Challenger Organization
    In working with a variety of member organizations, we’ve seen a pretty typical process play out. Talent Management—here’s the skill and behavior development, i.e., training and coaching. Sales Enablement—ensuring the sales tools and processes align with the Challenger approach. Broaden Challenger adoption. It’s a lot to manage.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 25, 2013
    [Process, Training] How to Succeed with Marketing Automation, Lesson 2: Role Assignment Workshop
    The core idea of the series is that implementing marketing automation software is only the beginning; you really need to align your people, processes, and technology in order to really be successful. If you haven’t seen the first post, How to Succeed with Marketing Automation, Lesson 1: The Discovery Workshop , be sure to give it a read.
  • SALES CHALLENGER  |  TUESDAY, JANUARY 15, 2013
    [Process, Training] How to ID Non-Challenger Behaviors
    Recently, as part of our workshop series on Challenger Skill Adoption , the SEC research team tackled this gap. Here’s how the heatmap works: We start the typical customer buying process and align ineffective teaching, tailoring, and taking control behaviors to each stage. “How will I know when someone isn’t being a Challenger?”.
  • WINDMILL NETWORKING  |  MONDAY, NOVEMBER 26, 2012
    [Process, Training] Generation C : Prosumers and Maturialism
    Generation C consumers influence the production process and brand marketing from the start. These new user-consumers benefit from the value of their recommendations and the viral nature of word-of-mouth endorsements to assert a more active role in the sales process. Involve the Consumer in the Process from the Start.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 20, 2012
    [Process, Training] Vorsight: If You Can’t Beat ‘Em, Train ‘Em
    We also did a test where we sent 500 LinkedIn InMails as outreach for Vorsight’s sales prospecting training service. Look for information like former employers, quotes, videos, leadership changes, second degree connection, new product releases, news, current processes & systems, etc. All told, we got 1 meeting. Give them referrals.
  • DELICIOUS B2BMARKETING  |  FRIDAY, NOVEMBER 16, 2012
    [Process, Training] 10 Things That Can Destroy an Email Marketing Program
    Topics Stats & Tools Training & Education Jobs White Papers. See these Email Marketing concepts in action during Sundeeps ClickZ Academy workshop: Email Marketing: Driving 51% Engagement at SES Chicago 2012. Social Analytics Workshop: Measuring the ROI of Social Media. ); //. Marketing News & Expert Advice. Email.
  • WINDMILL NETWORKING  |  MONDAY, OCTOBER 22, 2012
    [Process, Training] Generation C : Where The Customer Finally Becomes The King
    They need to learn to exchange ideas and communicate more openly, and increasingly involve consumers in their processes. If companies want to reach these new influencers and in turn position themselves as leaders with new client groups, they must seek to understand what motivates each group going through the acquisition process.
  • SALES CHALLENGER  |  TUESDAY, OCTOBER 16, 2012
    [Process, Training] First 50 Challenger Implementations—Spotlight on Messaging
    Our team helps organizations improve the overall performance of the sales force with customized insights, tools, and training programs ( contact us to learn more ). We discussed the importance of continually refining your commercial teaching messages, the role of the manager, and the process for teaching. In Surprised at what you hear? One
  • SALES CHALLENGER  |  TUESDAY, OCTOBER 9, 2012
    [Process, Training] The Single Most Important Question for the Challenger Sale
    Yes, we must give customers what they want, but not at the expense of killing our margins in the process.  Inside that blue arrow, more than anything else, the customer is doing on their own the very things we’ve been training reps for years to do with them in person.   Not because they’re unskilled or lack training
  • B2B LEAD GENERATION BLOG  |  SUNDAY, OCTOBER 7, 2012
    [Process, Training] B2B Healthcare Sales: 5 steps to sell to a financially challenged industry
    Ainsbury uses this distillation process: 1. curriculum that included workshops, small group sessions and online training. Embrace this as a process, not a project. Tweet How do you sell to an industry that: Is regulated within an inch of its survival? These are the questions anyone marketing to the U.S. Sources.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 1, 2012
    [Process, Training] Sales Management: Preparing for 2013
    operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Preparing for 2013. Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people. Panel Discussion.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 10, 2012
    [Process, Training] The Top #Nifty50 Women in Technology on Twitter for 2012
    Carrie played a key role in launching the enterprise-wide integration of social & mobile recruiting, breaking some of the traditional boundaries of HR in the process. Outside of the active realm of social marketing, Monica writes fiction under two separate pen names, and often frequents writer’s conferences and workshops. sacevero.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 10, 2012
    [Process, Training] The Top #Nifty50 Women in Technology on Twitter for 2012
    Carrie played a key role in launching the enterprise-wide integration of social & mobile recruiting, breaking some of the traditional boundaries of HR in the process. Outside of the active realm of social marketing, Monica writes fiction under two separate pen names, and often frequents writer’s conferences and workshops. sacevero.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 13, 2012
    [Process, Training] Sales Leadership: Climbing Mount Everest
    While I was in Hong Kong leading a 2 day sales leadership workshop, I picked up a Chinese newspaper and in the business section there was a large article on this topic. Processes. Next time you have a major objective use this process and assessment to ensure success, you don’t want to not achieve your summit! Goals.
  • YOUR SALES MANAGEMENT GURU  |  FRIDAY, AUGUST 3, 2012
    [Process, Training] The End of Solution Sales
    This article makes one take a deep breath and a step back to reconsider how we as sales leaders not only address the market but also train our sales teams to become more professional.  A changing market environment, more access to information and smarter buyers means we must alter our sales approach.  The End of Solution Sales.
  • WINDMILL NETWORKING  |  FRIDAY, AUGUST 3, 2012
    [Process, Training] What is the Sentiment Analysis of YOUR Social Media Presence?
    However, regular workshops or seminars educating all of your employees on the professional use of social media – and the implications it has for your brand or even your employee’s future personal branding – cannot be ignored as a MUST-HAVE ongoing employee training program for any true social business.
  • VIEWPOINT  |  THURSDAY, JULY 26, 2012
    [Process, Training] PowerViews with Tony Jaros: The New Demand Waterfall, Alignment & SLAs
    He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service. I'm pleased to have as my guest today Tony Jaros, SVP of Research at SiriusDecisions. Stay Tuned
  • BLUE FOCUS MARKETING  |  MONDAY, JULY 2, 2012
    [Process, Training] Brand Choreography Through Integrated Marketing Communications
    Marketing is a process by which a firm profitably translates. On Sept 13-14, I’ll be conducting a two-day workshop for the AMA in Chicago.  Any AT&T Networking Exchange Blog reader who wishes to attend this workshop can sign up at the special AMA Member Rate.  To learn more, go to  [link]. To The Problem.
  • BLUE FOCUS MARKETING  |  MONDAY, JULY 2, 2012
    [Process, Training] Brand Choreography Through Integrated Marketing Communications
    BC links to the consumer’s basic buying process to provide solutions at each step as buyers seek to reach their goals of acquiring information, making purchases, etc. Marketing is a process by which a firm profitably translates. On Sept 13-14, I’ll be conducting a two-day workshop for the AMA in Chicago. The Problem. Burgess).
  • BLUE FOCUS MARKETING  |  TUESDAY, JUNE 26, 2012
    [Process, Training] Power of the Journey for Social Businesses
    The most alert brands have eagerly jumped into the social branding fray, helping to define exactly what this term means in the process. ”   On Sept 13-14, Mark will be conducting a two-day workshop for the American Marketing Association (AMA) in Chicago.  Social Collaboration. Why Employees Make the Best Advocates. You bet.
  • BLUE FOCUS MARKETING  |  TUESDAY, JUNE 26, 2012
    [Process, Training] Power of the Journey for Social Businesses
    The most alert brands have eagerly jumped into the social branding fray, helping to define exactly what this term means in the process. ”   On Sept 13-14, Mark will be conducting a two-day workshop for the American Marketing Association (AMA) in Chicago.  Social Collaboration. Why Employees Make the Best Advocates. You bet.
  • SALES CHALLENGER  |  MONDAY, JUNE 4, 2012
    [Process, Training] Don’t Miss: Top Insights From the SEC Membership
    To that end, check out these comprehensive, one-page summaries of the top insights, advice, and tips sourced from your peers across the SEC membership on topics such as sales training, CRM, sales process, and account planning. Sales Insights Sales Talent Development Sales Tools Sales TrainingTalent Development. Sales Tools.
  • WINDMILL NETWORKING  |  MONDAY, MAY 21, 2012
    [Process, Training] Social Media Influence: Understanding the New Generation ¨C¨
    Taking advantage of this newfound influence, users take a greater role in the process. Raymond is a corporate trainer and is regularly invited to give lectures and training workshops to companies and organizations. This new generation isn’t delineated by age or demographic evolution.
  • SALES CHALLENGER  |  WEDNESDAY, MAY 16, 2012
    [Process, Training] Once a Star Coach, Always a Star Coach?
    They’re not only trying to make sure their team is highly skilled and motivated, but they’re focusing on driving process adherence, generating forecasts, designing territory plans, managing special projects, and the list goes on. But why exactly is it so hard? First, managers have more on their plates than ever. Sales Insights Sales Coachin
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 14, 2012
    [Process, Training] Are You Facing Sales Fatigue?
    Stay on message, create a theme for the year, reinforce that theme with actions and provide that sense of direction to all employees.  In our sales leadership workshop we discuss the five styles of leadership, the second style is a “selling” style, at your company meetings and at other important events this style is critical. It must be real.
  • VERTICAL RESPONSE  |  WEDNESDAY, MAY 2, 2012
    [Process, Training] How to Get Executive Buy-in for a Testing Program at Your Company
    Colleen and I recently attended an advanced training workshop organized by the good folks over at  Which Test Won? As you know, VerticalResponse takes testing very seriously. As marketers, we all know testing is important, however not everyone in your company may agree (and/or don’t want to be bothered by it).
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 16, 2012
    [Process, Training] Sales Leadership: Creativity is Critical
    Sales Leadership:  Creativity is Critical.   In many of my sales leadership workshops and in my writings I have often spoken on the need to hire creative salespeople and the need for sales management to offer creative solutions to the many problems you face.  This is a sample of the first four chapters: Creativity Begins with Me. 3f4qb8v9ge.
  • SALES CHALLENGER  |  WEDNESDAY, MARCH 21, 2012
    [Process, Training] Get More ROI With These Six Steps
    We see it play out again and again across all parts of a sales organization – whether we’re developing or cascading sales strategies, selecting metrics , creating new sales tools , or building training.  The process is very much like lean six sigma – only you don’t need years of six sigma training (or a six sigma blackbelt) to use it. 
  • SALES CHALLENGER  |  TUESDAY, MARCH 6, 2012
    [Process, Training] Turn Your Reps into Detectives
    Often, this means honing reps’ discovery and questioning skills through periodic skills training. That said, despite clocking a number of training hours, reps continue to remain clueless on what matters most to customers. These detective workshops place reps in a non-sales scenario that emphasize a questioning mindset.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 5, 2012
    [Process, Training] Take Advantage of the Opportunity
    In our sales management workshops we spend time on coaching, mentoring, and communication skills.  (See other blogs). operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Keynote Programs Leadership Management Sales Leadership Training Sales Management Training
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, FEBRUARY 12, 2012
    [Process, Training] Executive Toughness
    This week’s blog is a book review:  Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk published by McGraw Hill. Accountability : The Process of Achievement (readers of this blog know my feelings on “accountability, discipline and control”. Executive Toughness.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 23, 2012
    [Process, Training] A Sales Manager’s Recipe: What is Cooking in 2012
    Become a Detective : In sales management workshops we always talk about “inspect what you expect”.  Fire them up with new products or packaging/pricing, change the game with new times for sales and sales training meetings-even re-arrange the sales offices.  Invest in sales management training, books, DVD’s. 3f4qb8v9ge.
  • SALES CHALLENGER  |  TUESDAY, NOVEMBER 22, 2011
    [Process, Training] Member Spotlight: How Does “Challenger” Translate Globally?
    Over a number of years, our Go-to-Market process and selling tools had been defined and refined to sell complex solutions to our targeted customer base.  There was great enthusiasm and excitement for training the global commercial teams on this research. Reality hit when the behaviors were introduced in the regions though.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, OCTOBER 24, 2011
    [Process, Training] Are You Losing Your Prospects at Hello?
    couple weeks ago, I did a new exercise while training a group of sellers. Capturing the Decision Maker's Attention While those commonly used value propositions listed above might be important at some point in the decision process, they're totally and utterly worthless when prospecting. Unfortunately, the opposite usually occurs.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  FRIDAY, OCTOBER 14, 2011
    [Process, Training] The Impact of Emotional Intelligence on Sales
    Colleen Stanley: One of the reasons we integrated emotional intelligence and consultative sales training is what we call the knowing and doing gap. Many salespeople are able to demonstrate a selling skill or communication skill perfectly during a sales training workshop or sales meeting. And do you know what yours is?
  • THE ROI GUY  |  THURSDAY, SEPTEMBER 15, 2011
    [Process, Training] Do you have sales training to help our sales team and channel partners better adopt and use the Alinean-powered tools?
    Yes, Alinean provides a thorough 4 hour or 8 hour customized ValueExpert™ training class and certification on your specific tool. At the end of the training class and certification, your sales team will have consultative proficiency and practical experience to use the tool effectively with frugal executives.
  • THE ROI GUY  |  THURSDAY, SEPTEMBER 15, 2011
    [Process, Training] How can I get my sales folks to best adopt the Alinean-powered sales tools?
    Sales professionals and channel partners need to know that these tools exist, and have clear recommendations on where to best use them in the sales process / to help facilitate the buyer’s journey. Adoption Sales Enablement Training Alinean Sales Tools AwarenessThe first challenge is awareness.
  • E-QUIP  |  SATURDAY, AUGUST 20, 2011
    [Process, Training] E-Quip Blog: 10 Top Tips on. Marketing
    Deliver it through multiple channels: publications, presentations, workshops and webinars, social media, your website, direct mail. Im not convinced that these are an effective training method, but they are relatively inexpensive and convenient, and thus quite popular. But there are some things you can do to facilitate the process.
  • VIEWPOINT  |  MONDAY, AUGUST 1, 2011
    [Process, Training] Lead Management: Let’s Formalize this Relationship
    Team-building exercises, sensitivity training, workshops; what hasn’t been tried? While artificially developing mutual understanding and trust is certainly one method of trying to improve the relationship between the two functions, we believe a far better way is through shared process that leads to results.
  • SALES LEAD DYNAMICS  |  WEDNESDAY, JULY 6, 2011
    [Process, Training] Triumph of the Niche-Meister: A True Story
    PrimeGenesis’ Onboarding process is designed to ensure the successful launch of an executive in a new position (“new leader”). It doesn’t do training. Readers of this blog know that I preach incessantly about niches, positioning, content marketing, referral networks, nurturing programs yada, yada, yada…. This is all PrimeGenesis does.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, MAY 31, 2011
    [Process, Training] Sales Leadership: Cleaning Your Book Shelves
    One of the actions I had to take was to unload three large oak book cases with  three to five shelves full of various business,  sales and sales management books I have collected over 20 + years, and various 3-ring binders from training programs I had attended or created for our workshops. Most were dusty.  Acumen Management Group Ltd.
  • SALES LEAD INSIGHTS  |  MONDAY, MAY 16, 2011
    [Process, Training] Marketing for leads and sales: What’s working for technology companies today
    This post is based on a transcript of an interview I did with Karl Hourigan , Digital Marketing Strategist for Mediative , immediately following one of the half-day workshops I presented in three cities across British Columbia for the BCTIA entitled, Marketing for Leads and Sales: What's working for technology companies today. Grow it.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 2, 2011
    [Process, Training] Sales Leadership: Be Prepared!
    So what can a sales manager do to help themselves? 1)      Create a 90 day sales training plan, with dates, times, topics planned in advance. 2)      Use an effective “to-do” list to maintain priorities. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.
  • LEADER NETWORKS  |  FRIDAY, APRIL 22, 2011
    [Process, Training] Building Employee Communities
    As with any project, it depends on how you structure it. I’ve seen success with a million dollar budget and several FTEs who travel the globe as a team offering educational training, research and connection services as well as community leadership workshops. Invest in “social” talent, training and programs. What does this mean?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 21, 2011
    [Process, Training] Putting for Par’s: Are you practicing properly?
    Recently in a six week series of sales management training programs for a major client, several participants didn’t complete a variety of reading assignments because they were too busy “ closing out the quarter ”.  operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.
  • SALES LEAD DYNAMICS  |  WEDNESDAY, FEBRUARY 23, 2011
    [Process, Training] Reach Prospects Via The Back Door, Not The Front.
    He helps CIO’s (Chief Information Officers) complete IT projects faster by training employees to work together more effectively. Partner Up and from my experience: Salespeople – An IT hardware or software salesperson will know the IT organization and its needs. “…… salespeople are used to the process of giving and receiving referrals.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 21, 2011
    [Process, Training] What a Grand Week for Personal Leadership!
    In our sales management workshops we speak to the need for sales leaders  to create an annual Drive Statement , a phase that sets the tone or theme for the New Year, theirs   was “ Soaring to New Heights”, doesn’t that really make the point!  What a grand week for Personal Leadership! Acumen Management Group Ltd. Move up and move ahead!
  • SALES LEAD INSIGHTS  |  FRIDAY, FEBRUARY 18, 2011
    [Process, Training] In British Columbia? Consider attending a live, half-day workshop about driving more leads and sales with marketing
    If you are near Kelowna, Victoria or Vancouver, consider attending one of this series of live, half-day workshops: Marketing for Leads and Sales: What’s Working Best for Technology companies Today. 8:30 am to 12:30 pm. These workshops are sponsored by. February 22 - Kelowna, BC. February 23 - Victoria, BC. February 24 - Vancouver, BC.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 7, 2011
    [Process, Training] Vince Lombardi as a Sales Manager
    One of tenets we teach in our sales management workshops is the importance to develop a personal philosophy of leadership. In my workshops, my new books, other programs and in my columns I have always spoken about the need for Discipline, Accountability and Control. Vince Lombardi as a Sales Manager. Commitment. Success/Sacrifice.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 31, 2011
    [Process, Training] How To Avoid Mistakes During The Sales Training Process
    I recently came across the question “ Sales Training “worst practices”: What are some of the biggest mistakes made in sales training? think it really comes down to putting the necessary processes in place to stop mistakes from happening from the get go of sales training. 3-4pm: Intro to CRM system.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 24, 2011
    [Process, Training] The Importance of Sales Management in a Recovering Economy
    During the past two weeks I have been in Miami, Phoenix and this weekend I have been speaking in San Antonio.  We have met with Sales Leaders from around the world, lead workshops, presented keynotes and developed new long term relationships with our client base. The Importance of Sales Management in a Recovering Economy. Have you? October?
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, JANUARY 20, 2011
    [Process, Training] Emotional Intelligence & the Savvy Salesperson
    Colleen Stanley:  One of the reasons we integrated emotional intelligence and consultative sales training is what we call the knowing and doing gap. Many salespeople are able to demonstrate a selling skill or communication skill perfectly during a sales training workshop or sales meeting. Colleen Stanley: Sure.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, JANUARY 4, 2011
    [Process, Training] Innovation Games and Marketing – a match made in Heaven!
    Luke is the founder of The Innovation Games® Company and one of the most passionate people I have ever met when it comes to applying serious games to solve business problems. I met Luke at the ITSMA Marketing Leaders event back in May of this year and I committed to Luke to train my entire leadership team in the art and science of Innovation Games.
  • THE ROI GUY  |  MONDAY, DECEMBER 6, 2010
    [Process, Training] Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.
    At the same time, as buyers are becoming more empowered, sales professionals are seen by these buyers as less valuable in the decision making process, and as a result are being invited later and later in the buying cycle. Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? The Death of a Salesman?
  • TOM PISELLO  |  MONDAY, DECEMBER 6, 2010
    [Process, Training] Tom Pisello: The ROI Guy: Predictions for 2011: The End of B2B.
    At the same time, as buyers are becoming more empowered, sales professionals are seen by these buyers as less valuable in the decision making process, and as a result are being invited later and later in the buying cycle. Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? The Death of a Salesman?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 15, 2010
    [Process, Training] Sales Leadership: your menu for personal & professional success
    Creativity can be learned-make it a goal to read a book on creativity or take a workshop. 3)      Be Real, Be Warm, Be More: As sales leaders or as individuals it’s about caring, understanding, listening and assisting others in their life. Sales Leadership: your menu for personal and professional success. Thin or thick crust? The good news? 
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 28, 2010
    [Process, Training] How To Focus On Your Marketing Plan
    If you are looking for a more formal approach, check out The Marketing Leadership Council which offers a marketing planning tool called MarkPlan and recently held a series of workshops on marketing planning. Create a “train schedule&# of activities that starts early in the year and ends late. Hogwash! You All rights reserved
  • B2B IDEAS @ WORK  |  WEDNESDAY, SEPTEMBER 22, 2010
    [Process, Training] The Buck Stops Here OR How I Learned to Stop Thinking
    About My Buying Motives and Embrace My Instantly Approaching Death. I am riding my bike a lot these days, both for sake of fitness gains and training for long-distance rides. However, I have to take advantage of the small window of opportunity I have between the hours of 4 to 6 a.m., several times a week. Needless to say, I ride alone.
  • B2B IDEAS @ WORK  |  TUESDAY, SEPTEMBER 14, 2010
    [Process, Training] Use Twitter to Connect the Dots and Produce B2B Marketing Results
    ” will set up a process that leads to marketing results. When marketers take the time to define and map their marketing-to-sales process, they can then highlight potential marketing roadblocks. Guest Post by Trey Pennington. Social media continues to be a hot topic of discussion among marketers.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, AUGUST 31, 2010
    [Process, Training] When You Leave.Your Office
    Sales leaders sometimes travel and sometimes they even take the time for a vacation! I can remember leading a sales management workshop 10 years ago when at a break it seemed almost everyone ran to a phone to check in and “put out fires”. These small tasks allow you to test and train others for future sales management roles.
  • SAVVY B2B MARKETING  |  MONDAY, AUGUST 16, 2010
    [Process, Training] Make Decisions Easier for Your Prospects
    You can make it a whole lot easier for them to get buy-in for your product or service by positioning it as an "add on" to an existing program, process, or technology. It simplifies and speeds up the decision process. With a 90 percent conversion rate, they've become his secret weapon to simplify the decision-making process.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JUNE 25, 2010
    [Process, Training] Week 25 Recap of Sales Prospecting Perspectives
    Over the past couple of years we have worked on and refined our process to the point where Steve knows exactly what I am looking for in a lead and I know what he needs to find great opportunities. Can You Train Your Inside Sales Reps on Effective Time Management? Now onto the quick recap! How do your reps manage their time effectively?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 14, 2010
    [Process, Training] Changes in Sales & Sales Mgmt? What do you think?
    Sales management must recognize this and ensure their sales process mapping and training includes content on 2.0 strongly urge clients to ensure that their sales organizations take advantage of this increasingly pervasive force, and our workshops help them do that.”. Changes in Selling or Sales management? experience. Sales 2.0”
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JUNE 3, 2010
    [Process, Training] Motivating New Inside Sales Hires from the Get-go
    It's important to present new hires with a schedule on their first day that will last throughout the entirety of their training so they know what to expect from you, and what will be expected of them. There is nothing worse than a drawn out training process that bores a new hire. Thanks Laney! We keep it interesting. It works!
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, MAY 19, 2010
    [Process, Training] Build a Personal and Professional Vision for Growth
    Having a vision is the best way to start the process of planning for growth. She offers workshops, speeches and seminars on the subjects of sales, business development, and leadership. Build a Personal and Business Vision for Growth May 24th on Accelerate Your Business Growth Radio Show. Visit [link] for more information.
  • E-QUIP  |  MONDAY, OCTOBER 26, 2009
    [Process, Training] How Managers Help Marketers Increase Their Value
    This is a good place to start to add discipline to your business development process, if you haven't already. You want a go/no go decision process with some teeth in it, some rules for engaging marketing staff, requirements for meeting internal deadlines, standards for the work product and process. No way!" No argument from me.
  • BUZZ MARKETING FOR TECHNOLOGY  |  SATURDAY, OCTOBER 4, 2008
    [Process, Training] The Bamboo Project Blog
    This is the first time Ive done this and it added a depth and dimension to my workshop learning that I simply have not experienced before. as part of the recruiting process will increase internal recruitersâ?? heard the same thing from the Gen Y folks at my Social Media Game workshop). Reasons You Dont Need Training.
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