3 Ways for the Account Executive to “Land and Expand”

3 Ways for the Account Executive to “Land and Expand”
By Mark Ruthfield, VP of Sales, Yesware
 
The price is set, the paperwork signed, the deal done and on the books. As the person who brought in the deal, you’re that much closer to hitting your yearly quota, and you may even have a nice commission check to look forward to. 
Your work is done, right? 

We can reprogram life. How to do it wisely | Juan Enriquez

For four billion years, what lived and died on Earth depended on two principles: natural selection and random mutation. Then humans came along and changed everything — hybridizing plants, breeding animals, altering the environment and even purposefully evolving ourselves. Juan Enriquez provides five guidelines for a future where this ability to program life rapidly accelerates. "This is the single most exciting adventure human beings have been on," Enriquez says. "This is the single greatest superpower humans have ever had."

Use Digital Listening to Connect with Customers ~via @Workfront_Inc

When it comes to getting to know your customers, knowing how to “look people in the eye digitally” has never been more important. Picking up the phone is often the last option for most consumers today. They can get everything they need to make a buying decision online for all but the most complex sales. ... Read more

Servant Leadership and Warren Buffett’s Giving Pledge

Billionaire Warren Buffett is not particularly interested in making more money for himself. At 85 years old, he has amassed a staggering fortune, worth over $65 billion. Instead, what has consumed him for the last six years is how to give it all away, and how to convince other billionaires to do the same. In
The post Servant Leadership and Warren Buffett’s Giving Pledge appeared first on PON - Program on Negotiation at Harvard Law School.

Program on Negotiation Faculty Member Daniel Shapiro Releases New Book – Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts

Program on Negotiation faculty member Daniel Shapiro’s latest book, Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts, is now available at the Teaching Negotiation Resource Center.
Dan Shapiro has written a masterpiece – clear, insightful, and practical – about the most difficult and emotionally-charged of negotiations…Highly recommended!
-William Ury, co-author of Getting to Yes

How to Requalify Existing Prospects and Clients

How to Requalify Existing Prospects and Clients
By Mike Brooks, www.MrInsideSales.com
One area many sales reps struggle in is how to requalify existing accounts, or prospects they haven’t spoken with in a while.  Let’s first establish the need to do this, and we’ll address exactly how to do it. 

Wisdom from great writers on every year of life | Joshua Prager

As different as we humans are from one another, we all age along the same great sequence, and the shared patterns of our lives pass into the pages of the books we love. In this moving talk, journalist Joshua Prager explores the stages of life through quotations from Norman Mailer, Joyce Carol Oates, William Trevor and other great writers, set to visualizations by graphic designer Milton Glaser. "Books tell us who we've been, who we are, who we will be, too," Prager says.

Content Marketing: How to help subject matter experts come up with blog topics

Constantly fueling the content beast that is a blog can be exhausting. However, the subject matter experts in your company could be sitting on great content ideas. The question is how to help them develop those ideas from their everyday work. Read on to learn how to help your subject matter experts come up with blog ideas.

Asigra AWS Snapshot Manager: Key to Gaining Traction with AWS Community

As AWS continues to dominant the cloud infrastructure services market, achieving a worldwide market share of over 31% in the quarter according to Synergy Research Group on February 2016. This growing AWS community presents a lucrative opportunity for Solution Providers offering cloud services.

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