Jermaine Edwards

DECEMBER 6, 2023

The speed of innovation, technology and a customer that needs to remain competitive just as much as us, has forced every business to raise the quality of their products and take serving their customers more seriously. How does trust show up in our everyday communication and engagement? How can we avoid that happening?

Emotional Intelligence 130

Emotional Intelligence Client Relationships Key Account Management Negotiation 130

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. Why is customer onboarding essential?

Client Onboarding 127

Client Onboarding Onboarding Customer Experience CRM 127

Nutshell

APRIL 18, 2024

Your customer data is the key to understanding your customers better so you can improve your marketing, sales, customer experience, and more. That’s where a single customer view, or SCV, comes in. In this guide, we’ll explore what SCV is, its benefits, and how to implement it. Want to learn more?

Government 77

Government CRM Decision-making Customer Experience 77

Brooks Group

APRIL 10, 2024

But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. Sales leaders need to deliver sales training on effective prospecting techniques for every day of the quarter. Here’s how sales teams can improve their prospecting efforts. In sales, it means staying focused.

Sales 87

Sales Media B2B Publishing 87

Arpedio

APRIL 29, 2024

BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. Understanding the BANT Methodology In this section, we will delve into the details of the BANT methodology, exploring its four key components – Budget , Authority , Need , and Timeline.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Brooks Group

APRIL 9, 2024

Understanding their needs, preferences, and pain points is essential for ensuring successful adoption and long-term satisfaction. The average B2B buying committee size is now seven , but groups as large as 20 are not unheard of. Identifying Buying Committee Members The first step is figuring out who is involved.

Value Proposition 92

Value Proposition Procurement Decision-making Stakeholders 92

Arpedio

APRIL 29, 2024

Developing and implementing an effective account plan strategy requires a deep understanding of the client’s needs and goals. Developing and implementing an effective account plan strategy requires a deep understanding of the client’s needs and goals.

Account Planning 52

Account Planning Client Relationships Value Proposition Sales 52

Brooks Group

MARCH 21, 2024

14% of underperforming teams) use the most effective strategy (needs/wants-based approach). This posts dives into the best sales discovery questions, how to assess your team’s questioning skills, and how to improve them for more effective discovery calls. The best sales discovery questions focus on needs and wants.

Sales 90

Sales Sales Training Decision-making Value Proposition 90

Brooks Group

APRIL 18, 2024

A good story grabs our attention, helps us visualize and understand information, and connects us to both the storyteller and the characters within the story. In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier.

Sales 95

Sales Decision-making Sales Training Communication 95

Brooks Group

APRIL 25, 2024

Your customer success team can be your best ally. When you have satisfied customers, they’re likely to buy from you again, refer you to others, and, over time, spend more. But the most successful sales professionals understand the value of cultivating long-term relationships with their customers.

Customer Success 52

Customer Success Supply Chain Sales Sales Training 52

Brooks Group

MARCH 7, 2024

This post describes how you can use a consultative selling approach to understand the unique buying agenda of procurement managers and sell more effectively. You need to show that you understand their perspective, can speak their language, and are tuned in to their wants and needs.

Procurement 68

Procurement Management Decision-making Sales Training 68

Hubspot Sales

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. In this post, I‘ll guide you through the different types of sales calls and the purpose they serve to meet your customers’ needs.

Negotiation 100

Negotiation Telecommunications Sales Software 100

Planview

JANUARY 2, 2024

Planview’s platform is designed to empower its customers for success in their digital transformation efforts. This dedicated team of consultants leverages their extensive experience to thoroughly understand organizational needs and apply industry best practices to help attain strategic business objectives.

Digital Transformation 98

Digital Transformation Digitalization Government Decision-making 98

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024.

Leadership 108

Leadership Construction Prioritization Sales 108

Nutshell

APRIL 3, 2024

Then, you must master learning how to conduct an SEO website audit! Keep reading to learn how to audit the SEO of your website and identify opportunities to improve your rankings and traffic! How to conduct an SEO website audit 1. Ready to take your search engine optimization (SEO) campaigns to the next level? Of course you do.)

Stakeholders 71

Stakeholders Digitalization Marketing Internet 71

Brooks Group

FEBRUARY 16, 2024

When this is the case, the most important thing you can do is differentiate yourself. You need to stand out to make buyers want to do business with you. They put buyers’ wants and needs ahead of their own. This blog post dives into how you can develop these three sales differentiation skills to set yourself apart.

Emotional Intelligence 82

Emotional Intelligence Sales Sales Training Decision-making 82

Nutshell

AUGUST 28, 2023

In this guide to sales processes, we’ll discuss the most common sales process stages, how to develop and improve your process, how to overcome common challenges, and more. Why is it important to have a structured sales process? Why is it important to have a structured sales process?

Decision-making 118

Decision-making Sales Negotiation Advertising 118

Brooks Group

MARCH 25, 2024

The program teaches probing questioning skills to deeply understand customers’ needs and challenges up-front. The IMPACT sales training program begins with a sales assessment of each participant to understand their behavioral patterns, communication styles, and decision-making processes. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

Hubspot Sales

SEPTEMBER 20, 2023

Conversational AI for sales teams can eliminate a lot of repetitive tasks such as follow-up emails and customer queries and even generate sales collateral. How Conversational AI Can Benefit Sales The Best Conversational AI Tools for Sales Teams What is conversational AI? The right words don’t always come easy.

Artificial Intelligence 110

Artificial Intelligence Sales Prioritization Meetings 110

Hubspot Sales

MAY 11, 2023

In business, you may have thought that marketing is solely responsible for attracting customers. But what if we told you that sales can work together with your marketing team to boost your customer base? Through a sales blitz, your team can accelerate the time needed to convert leads into customers by adopting a tailored strategy.

Sales 105

Sales Media Marketing Customer Success 105

Strategic Communications

APRIL 11, 2024

It’s an issue that I find that many people—even very smart business people and sometimes even extremely smart communication professionals, don’t really fully understand. Recently I was asked to provide some insights for a small business audience about whether small businesses really need a brand (yes!!),

Small Business 52

Small Business Prioritization Communication B2B 52

Brooks Group

FEBRUARY 23, 2024

You’ve got to qualify many more prospects than you need. Yet inexperienced salespeople tend to fast-forward to the pitch without properly understanding their prospects’ wants and needs. Yet inexperienced salespeople tend to fast-forward to the pitch without properly understanding their prospects’ wants and needs.

Prioritization 80

Prioritization Sales Training Sales Construction 80

Hubspot Sales

JANUARY 23, 2024

I don't think so, but it depends on how you approach it. Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. Take the time to understand what success means to them. Take the time to understand what success means to them.

Media 88

Media Decision-making Customer Experience Marketing 88

Zendesk

MARCH 18, 2024

Everyone has needs – our customers, our company, and the agents too. I was an agent (I’m now a Customer Success Manager) so I get this side of the barricade better than most. By providing clear data that the team can use to make educated decisions on how to optimize processes.

Decision-making 52

Decision-making Communication Management Prioritization 52

Planview

MARCH 26, 2024

We talked about how the PMO can be one of your organization’s greatest strategic value drivers. But how do you ensure your PMO is actually equipped and capable of achieving your desired business outcomes? In this post, we will discuss how you can get the most value from your PMO. How do you achieve this?

Government 59

Government Stakeholders Prioritization Organization 59

Flevy

MARCH 26, 2024

The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated. The importance and usefulness of business frameworks in the consulting world—especially among the global strategy firms—cannot be overstated.

Customer Experience 52

Customer Experience Digitalization Digital Transformation Organization 52

Hubspot Sales

NOVEMBER 28, 2023

After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. But relying on this alone misses the mark.

Marketing 103

Marketing Sales Decision-making Prioritization 103

Arpedio

FEBRUARY 22, 2024

This framework provides a structured methodology for understanding customer needs, identifying key decision-makers, and ultimately closing deals with precision and efficiency. From metrics to competition, we’ll explore how MEDDPICC can revolutionize your sales strategy and propel your business toward unparalleled success.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships. On the other hand, sales professionals focus on acquiring new customers and closing deals.

Account Management 52

Account Management Management Sales Client Relationships 52

Nutshell

MAY 11, 2023

It seems everywhere you turn these days, you hear something about artificial intelligence (AI)—how it’s disrupting industries, helping people be more efficient, and sometimes causing controversies. In this blog post, we’ll explore what AI is, how AI can be used in sales, and the benefits and challenges of using AI for sales.

Artificial Intelligence 118

Artificial Intelligence Sales Decision-making CRM 118

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Brooks Group

FEBRUARY 12, 2024

The revenue potential of your customers doesn’t end when they sign the contract. If growing customer revenue is on your mind, you’re not alone. Satisfied customers are far more likely to buy than new prospects. Once a prospect buys your product or service, they represent an opportunity for future growth.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Zendesk

FEBRUARY 23, 2024

What is a customer persona template? A customer persona template is a tool businesses use to create a detailed description of their ideal customer based on market research and customer data. Think of a customer persona as the ultimate fishing guide. More in this guide: Why are customer personas important?

Decision-making 52

Decision-making Brainstorming Media Communication 52

Nutshell

DECEMBER 22, 2023

Surveys are a fantastic way to gather unique data from your customers. Better understanding of customers: The data collected from your online survey tools can offer valuable insights about your customers and the customer journey in general. But you already know that, right?

CRM 126

CRM Software Software Internet 126

Hubspot Sales

DECEMBER 5, 2023

This shift frees up sales pros to act as consultants who prioritize building strong relationships, boosting buyer confidence, understanding their needs and challenges, and using AI to offer a highly relevant, personalized experience. We've entered, what I call, "The Age of the AI-powered buyer."

Decision-making 106

Decision-making Sales Prioritization 106

Zendesk

SEPTEMBER 19, 2023

Finding the right customers—especially ones who choose your offerings over an industry favorite—is one of the most important challenges for business-to-business (B2B) startups. This prevented his team from having a product that solved prospective customers’ issues perfectly. We never got to that point with that company.”

Investors 91

Investors Facilitation Media B2B 91