PandaDoc

SEPTEMBER 2, 2020

This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum. We’ve reached out to influencers and compiled a list of the industry’s leading blogs below. Adaptive Business Blog. Sales Gravy.

Sales Management 98

Sales Management Management Sales Publishing 98

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. They must show that they can make an impact with enablement and move the needle on the metrics that matter most. It is not always easy, but it is entirely possible.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Mike Kunkle

NOVEMBER 21, 2023

You can skim through the below initial facts on industry and products/services. Services: Consultation and Site Assessment: Expert assessment of the customer’s space to determine specific air quality needs and recommend appropriate solutions. I’m just providing that for context.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Mike Kunkle

OCTOBER 8, 2023

Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. This unified effort propels businesses to new heights of success. Nowhere is this truer than with the commercial organization.

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Showpad

MAY 12, 2022

Yet, working together, they’ve built a high-performance sales enablement function at TOUGHBOOK Europe—the European Mobile Solutions Business Division of electronics giant Panasonic. They designed new industry research methods that include both customers and sales reps. Panasonic doesn’t just ship products to its customers and move on.

Telecommunications 98

Telecommunications Manufacturing Value Proposition Sales 98

Showpad

DECEMBER 5, 2021

Meet Tom Carter , National Vice President, Business Marketing at Kaiser Permanente. What works is finding out how your story can become a part of theirs , so they see you in their solution and can imagine what it would be like having you as a business partner.”. “If

Digitalization 98

Digitalization B2B Sales Customer Value 98

Sales Gravy

MAY 2, 2024

On this episode of the Sales Gravy podcast, Jeb Blount sits down with sales coach Cheryl Parks to discuss why modern sales professionals need to shift from traditional selling to a more consultative and insightful approach that leverages business acumen, industry knowledge, and the right questions.

Sales 58

Sales Stakeholders Meetings Marketing 58

Upland

AUGUST 29, 2023

Buying intent , also known as purchase intent, refers to the likelihood and inclination of a potential customer to make a purchasing decision. It drives individuals and organizations to explore, evaluate, and invest in a product or service. It helps you effectively engage and convert your audience into loyal customers.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Mike Kunkle

MAY 30, 2023

They know that the place they choose to work (the environment, especially the attitudes and behaviors of senior leaders) will radically influence their ability to make an impact with enablement. Finding yourself in one of these situations does not excuse you from working as hard and as smart as possible to make an impact with enablement.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Showpad

NOVEMBER 28, 2021

But the quick shift led to a positive outcome: “We came up with some new ways to reach our customers.”. The biggest change was working from home—and our sales team has been most impacted by the shift. What kinds of techniques did you implement to adjust to this new way of selling to customers? How do you use them?

Digitalization 98

Digitalization Sales Environment Sales Communication 98

Mike Kunkle

OCTOBER 2, 2022

Very often, in life and business, we participate in what I call “the influence business.” It’s situation assessment (current state challenges and opportunities, impacts, needs, desired future state, outcomes, priorities, with gap and impact analyses to create a compelling business case for action).

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Mike Kunkle

APRIL 8, 2023

This fuller qualification prevents sellers from chasing down rabbit holes and wasting time on deals that aren’t going anywhere – or at least not at the present time – and ensures that you have a reasonable chance to win the business. Then, assess their Attitude toward you and their Buyer Roles.

B2B 211

B2B Decision-making Sales Stakeholders 211

Upland

AUGUST 30, 2023

This is where prospects are on the cusp of becoming customers. In the ever-evolving digital marketing landscape, understanding and optimizing the customer journey is paramount for business success. At every stage of this journey, marketers employ targeted strategies to guide potential customers toward making a purchase decision.

Decision-making 195

Decision-making Software Software Retail 195

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer. The result?

Sales 188

Sales Prioritization Innovation Leadership 188

Mike Kunkle

NOVEMBER 23, 2023

This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective and good resources to continue to pursue. In this post, I will offer advice about how to measure the ROI of your sales enablement program.

Sales 258

Sales Finance Decision-making Profitability 258

Zendesk

SEPTEMBER 6, 2023

As any support team manager can attest to, the deleterious effects of stress and burnout have very real consequences for customer service teams. As senior manager of customer experience at the mindfulness app, Anzalone has more than a decade of experience in the customer support space.

Healthcare 69

Healthcare Banking Customer Experience Management 69

Mike Kunkle

FEBRUARY 5, 2023

What sales or revenue enablement leader doesn’t want to help deliver this kind of business impact? Yet, to continue with the metaphors, rather than the fierce roar of a mighty lion, the collective impact of this reporting on the whole of the sales profession, was more like the whimpered mewl of a newborn kitten.

B2B 198

B2B Sales Decision-making Negotiation 198

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

Planview

JANUARY 17, 2024

However, despite the significant advancements brought about by Agile, there’s no denying that certain challenges continue to be at the forefront of ensuring optimal efficiency within tech teams, particularly in the financial services industry. Allocate WIP limits to different portfolios or business units based on size and complexity.

Financial Services 59

Financial Services Management Prioritization Facilitation 59

Arpedio

FEBRUARY 2, 2024

8 Game-Changing Benefits of Account-Based Selling Explore ARPEDIO's Account-Based Selling Platform ← Back to blog In the world of sales, where personalization is paramount, it is almost impossible to overlook the significance of Account-Based Selling (ABS). Table of Contents 1.

Account Planning 52

Account Planning Account Management Facilitation Stakeholders 52

Red Star Kim

FEBRUARY 8, 2024

At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. The second question is “ Where will we play?”.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Zendesk

OCTOBER 19, 2023

As businesses rush to tap generative AI’s vast potential to transform the customer experience, analysts watching this modern-day gold rush have responded with both optimism and caution. The post Experimenting with AI responsibly and transparently with Economist Impact’s Jeremy Kingsley appeared first on Zendesk.

Financial Services 59

Financial Services Healthcare Decision-making Leadership 59

Red Star Kim

FEBRUARY 1, 2024

In its 12 th year – it obtains the opinions of around 100 CMOs from professional service firms. Key findings of the International Marketing Benchmark 2024 Unsurprisingly, there is generally much greater business confidence. I was surprised to see the development of new services ranked so low.

Marketing 130

Marketing Leadership Profitability Digitalization 130

Insightly

NOVEMBER 3, 2021

This is part 4 of a customer service and support blog series based on conversations with the leaders of Insightly’s client services and customer success teams. More specifically, these two teams are at the very center of your organization’s efforts to drive adoption, retention, and ultimately, customer loyalty.

Remote Working 105

Remote Working Customer Success Facilitation Communication 105

Hubspot Sales

APRIL 15, 2024

But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible. That‘s why we connected with some sales leaders for their takes on habits the most successful prospectors exhibit.

Sales 113

Sales Prioritization CRM Communication 113

ACT

JANUARY 23, 2024

Did you know that web forms can significantly impact your business success? Marketers utilise web forms to complete orders, gather customer information, and collect valuable leads, with 28% of them recognizing the positive impact of the proper form fields on lead quality (Venture Harbor). Seamlessly integrated with Act!

Facilitation 52

Facilitation Decision-making Business Growth Communication 52

Arpedio

JANUARY 3, 2024

One of the biggest challenges businesses face today is understanding and optimizing the sales funnel process, which converts potential leads into paying customers. Key Takeaways: The sales funnel process relies on effective lead generation and lead nurturing to convert potential customers into paying customers.

Advertising 52

Advertising Media Prioritization Communication 52

MDI Training

JULY 26, 2023

In this blog post, you will learn about the areas where this technology is particularly suitable and what you, as a leader, need to pay special attention to. Customer Service and Recruiting A form of artificial intelligence that you are probably familiar with is chatbots that provide automated responses to customer questions.

Artificial Intelligence 98

Artificial Intelligence Digital Transformation Leadership Digitalization 98

Help Scout

APRIL 29, 2021

Your customer service culture is not what your fancy “Customer Guarantee” promises, and it’s not whatever you say it is in your new employee handbook. It develops organically in response to the decisions, behaviors, and policies of the people in the business. What does a customer service culture look like?

Decision-making 139

Decision-making Customer Experience Profitability Organization 139

PandaDoc

APRIL 8, 2024

Their cross-functional expertise enables them to create proposals tailored to customers’ needs. A deal desk identifies upsell and cross-sell opportunities for existing customers by analyzing past deals and current contracts, and tracking renewal dates. Deciding whether a deal should be approved before it can be shared with a customer.

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

Planview

JANUARY 30, 2024

The consequences reach everyone in the company’s orbit, from employees and executives to stakeholders and customers. The latest research by Economist Impact , commissioned by Planview, explores the topic of why strategies fail. In fact, studies show that strategy implementation failure rates can reach as high as 60% to 90%.

Stakeholders 52

Stakeholders Prioritization Government Leadership 52

Arpedio

MARCH 6, 2024

Account management serves as the backbone of successful businesses, playing a pivotal role in fostering lasting relationships with clients or customers. Effective account management techniques are critical for businesses of all sizes and industries. It’s crucial to distinguish between sales and account management.

Account Management 52

Account Management Management Prioritization Client Relationships 52

Hubspot Sales

OCTOBER 10, 2023

How do you keep a customer? In 2023, thousands of businesses are retaining clients with subscription models , which drive recurring revenue and can foster long-term customer relationships. Price: HubSpot charges a percentage of each transaction, so you only pay for the service when you use it.

Software 108

Software Software Banking Value Proposition 108

Apptivo

APRIL 8, 2022

Lead generation is important for businesses today, as it can result in sales and increase the revenue of your business. To be precise, it is the process of attracting the visitors and converting them into potential customers. Acquiring leads is one of the important objectives for any business. What is Lead Generation?

Advertising 98

Advertising Media Marketing CRM 98

Brooks Group

MARCH 28, 2024

Without access to senior decision makers, it’s difficult to understand and align to the higher-level business drivers. Executives are extremely busy, have demanding schedules, and are often shielded by layers of gatekeepers. Quantify business impact. Their main concern: “How will we put your product or service into place?”

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Apptivo

JULY 25, 2023

“A complaining customer can be your best opportunity to show how good you are …. And help create a customer evangelist.” — Shep Hyken 1. Unforgettable Customer Service: Real-Life case studies of Effective Complaint Handling 3. Scenarios’ on How to handle customer complaints effectively 4. Proven Tips 2.

Retail 52

Retail Customer Experience Decision-making Profitability 52

Arpedio

FEBRUARY 22, 2024

This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52