Software Sales Guru
NOVEMBER 22, 2021
One of my First Negotiations I’ve said before that a master negotiator makes sure his counterpart walks away from the table feeling like a winner. All savvy buyers are players, and they love negotiating, which they treat like a game. They enjoy it, and when they play with another trained player, it’s fun for them. It may not be fun for the seller. In fact, Read more.
Jermaine Edwards
NOVEMBER 25, 2021
In 2016 I wrote a post on the five foundation steps for stakeholder management success in key account management, that was well received and guided lots of leaders. A lot has changed in those five years from new strategies and technologies, to of course the pandemic that completely changed the way we engage and serve our customers. Almost every business on the planet has been compelled to make adjustments, and in most cases transform the way they relate to their customers from an entirely virtua
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Customer Think
NOVEMBER 26, 2021
In B2B, a buyer is nearly always a group of people working together rather than an individual acting alone. Forrester’s 2021 B2B Buying Study revealed that over 60 percent of purchases have more than four people involved–versus just 47 percent in 2017–and they can include different buyer roles and departments. These findings led to Forrester […].
SuperOffice
NOVEMBER 26, 2021
Driving people to your website isn’t the final goal of your marketing activities. It doesn’t matter how high your site traffic is, if you don’t know how to make the most out of every visit. While it’s impossible to turn a website visitor into a customer before they reach the decision stage of the customer journey, you are still able to impact the customer journey itself.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
Engage Selling
NOVEMBER 26, 2021
As a sales coach and trainer, I talk a lot about why you must make value-based selling the focus of your work. Your ability to master this skill determines whether you’ll consistently be successful in today’s marketplace—yes, that much is … Read More » The post Intangible Benefits Aren’t first appeared on The Sales Leader.
Hubspot Sales
NOVEMBER 26, 2021
Discount pricing is borderline omnipresent. We've all seen retail outlets offering sale prices or "buy one, get one free deals" — and for good reason. When done right, the method can drum up quick interest in your business, foster customer loyalty, and pay off in spades. But there's no guarantee that leveraging it will be effective. These kinds of strategies work better for certain businesses than they do for others — and you run the risk of undermining your company's reputation and losing out o
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
NOVEMBER 23, 2021
Most commercial leaders agree that customer experience is important; we found the same: 67% of all companies surveyed are planning a significant CX initiative for 2022. (That number jumps to 85% of high performing companies). Furthermore, most leaders share that they’ve documented a CX strategy and/or aligned on goals with their leadership teams. When it comes to execution, however, high-growth companies are nearly four times more likely than typical performers to have a significant CX initiativ
The Center for Sales Strategy
NOVEMBER 23, 2021
You're not an Avenger. I know that is disappointing. Trust me, I'm disappointed, too. Who doesn't want to be a superhero? We all want to be the man or woman who swoops in to save the day, but that only gets to happen in a Marvel or DC movie. In the real world, we don't have these types of superheroes. But as much as I would like this blog to be about my favorite Marvel characters, that would not be the best use of your time or mine.
Hubspot Sales
NOVEMBER 22, 2021
LinkedIn provides access to an ocean of prospects and some valuable insight into what makes them tick — but connecting with them is a struggle in itself. Prospecting on the network is every bit as tricky as it is potentially productive, and if you want to do it effectively, you need to master the art of the LinkedIn sales message. To help you get there, we've put together a blueprint of a LinkedIn prospecting message that can consistently deliver results and tacked on some other effective Linked
Customer Think
NOVEMBER 24, 2021
Source: Freepik You can accomplish so much by sending email newsletters. You can keep readers updated about your products and the developments in your brand. Of course, there are also the marketing aspects. However, if you want to grow, you have to be willing to try new things instead of reaching into the same old […].
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Flevy
NOVEMBER 22, 2021
Over the years, countless business frameworks on Corporate and Business Strategy have been developed. We can categorize these frameworks into 4 schools of thought. Let’s call them the 4 Schools of Strategy , which are: The Position School. The Execution School. The Adaption School. The Concentration School. We can represent these 4 schools on a 2×2 matrix, depicted below on the slide.
The Center for Sales Strategy
NOVEMBER 22, 2021
Most sales leaders talk too much about new business development. The truth is: they would be better off yapping less about selling new customers and yapping more about growing existing customers.
Help Scout
NOVEMBER 22, 2021
B2C customer service differs greatly from its B2B counterpart, and many strategies need to shift to do it well. Follow these 7 tips to excel.
Customer Think
NOVEMBER 20, 2021
During the past weeks I had a couple of observations and conversations that lead me to thinking that sometimes software vendors underestimate the power that their machine learning based systems could have to improve the lives and experiences of employe.
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Planview
NOVEMBER 24, 2021
“We make a living by what we get. We make a life by what we give.” – Winston Churchill. The holidays are here which means spending quality time with family and friends, expressing gratitude, reflecting on the past year, and above all- giving back. At Planview, we have a lot to be thankful for and we like to show our gratitude by lending a hand and giving back to our local communities.
Showpad
NOVEMBER 21, 2021
Meet Jaclyn D’Arcy, Director of Revenue Enablement at GHX. In this interview, Jaclyn provides a unique perspective on why her role is important and you can build a revenue enablement team. . “Don’t be afraid to think about what you want to accomplish in 30 days, six months, one year, five years, or 10 years,” Jaclyn said. “To demand enablement, you have to do so by shaping a vision for what you want to do with an organization, build a brand, talk about it, share it and then commit and exec
Zendesk
NOVEMBER 22, 2021
Customer support agents are your business’ eyes and ears. They know what your customers need, what they expect, and what they think about your product. Meanwhile, if your organization is in the tech or software industry, developers are its backbone. That means collaboration between these teams is inevitable. But few businesses have clean, clear workflows for this kind of teamwork.
Customer Think
NOVEMBER 23, 2021
Photo by Unsplash, CC0 1.0 What’s the greatest hurdle you face when trying to sell your products and services? For B2B sellers, grasping the thought process behind a customer’s purchasing decisions can be particularly challenging, as that thought process isn’t strictly governed by logical elements. Contrary to some commonly held sales beliefs of the past, […].
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Apptivo
NOVEMBER 23, 2021
Welcome to Apptivo’s most recent product updates. At Apptivo, we are always updating our solution to enhance the customer experience and bring the newest and best functionality to fulfill the organizational goals. We’ve improvised some of our existing functionalities to improve the user experience. Let’s take a short look at the release notes.
Peter Simoons
NOVEMBER 21, 2021
Imagine you are walking into a showroom to buy a product. Not just a product, but one you really need to keep your business running. You have some extensive conversations with the store owner, simply because you want to understand how the product fits your business. The conversation convinces you that the product does fit, so you ask the store owner for the cost associated with the product.
Crank Wheel
NOVEMBER 24, 2021
In this article we’ll cover nine very effective methods for getting more clients and the best thing is that you don’t have to work super hard to achieve this goal.
Customer Think
NOVEMBER 23, 2021
Keeping a customer is so much cheaper than acquiring a new one- a discussion for eCommerce Customer trust precedes loyalty. You must engage your customers first, provide them top-notch service, and make sure always to offer additional value with your products. These may seem easy, but the difference between brands that survive and those that […].
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
Kainexus
NOVEMBER 23, 2021
Company culture is what makes one organization different from the next. The team's shared values, goals, and expectations contribute to a thriving organizational culture. Leaders who are dedicated to continuous improvement make it the cornerstone of their organization's culture.
Sandler Training
NOVEMBER 23, 2021
Mike Montague interviews Danny Wood, Sandler trainer from New Jersey on How to Succeed at Burning Bridges. The post How to Succeed at Burning Your Bridges [PODCAST] appeared first on Sandler Training.
Help Scout
NOVEMBER 23, 2021
Understanding how and when to deviate from the recipe you started with is how you develop your own style and grow your career as a customer service professional.
Customer Think
NOVEMBER 24, 2021
Mobile apps can turn into massive successes or unmitigated failures, and the difference often comes down to the amount of hard work and care that went into development. If you’re creating an app, it’s essential to do your research, choose the best development approach, & make sure you have the right tools in place before […].
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Kainexus
NOVEMBER 24, 2021
Quality management programs are often associated with large organizations, such as automotive manufacturing or large healthcare systems. These organizations often have teams dedicated to quality control, and they may leverage specific business process methodologies such as Lean or Six Sigma. While that level of sophistication may not be possible or even necessary for your business, there are still many continuous quality improvement tools that are easy to implement and can have an enormous impac
Aepiphanni
NOVEMBER 24, 2021
Why Building An Extraordinary Company Requires That Leaders Lead With Integrity If you’ve been a business owner for any length of time, you are probably pretty familiar with the idea of needing to do everything for your company. When you start out, that is often the case. As your company has gotten larger and people […].
Strategic Planning and Management Insights
NOVEMBER 24, 2021
David Giersdorf is a former senior executive in the global cruise & travel industry, including publicly-traded $1B+ brand portfolio and CEO of several iconic cruise, travel and marketing services brands. Now he help owners, boards, CEOs and leadership teams of diverse organizations on topics ranging from navigating disruption and recovery, growth, innovation, performance, and mergers & acquisitions.
Customer Think
NOVEMBER 26, 2021
A well-built bot conversational structure can yield numerous benefits, including helping field more customer service requests, alleviating the strain on customer service representatives, and ultimately increasing customer satisfaction and enhancing the customer experience. Strong bot dialogue capabilities are essential for success, and the key lies in finding the balance between automation and human interaction.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
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