Mike Kunkle

DECEMBER 21, 2023

Create a Relentlessly Customer-Centric Culture At the center of every successful sales organization is a deeply ingrained customer-centric culture. They will be more likely to view you as a trusted advisor and become long-term partners. They just need to be done and executed well.

Sales 289

Sales Decision-making Value Proposition Sales Training 289

Holden Advisors

OCTOBER 14, 2021

I encourage you to carve out time to get centered and think about some of the upcoming negotiations you have. The Relationship Buyer: They have a high degree of trust in you and depend on you to deliver. When it comes to negotiation, very few sellers spend enough time planning. There are many ways that buyers relate to sellers.

Negotiation 195

Negotiation Organization 195

RAIN Group

AUGUST 4, 2021

In its Trust and Distrust in America report, Pew Research Center found that 71% of Americans think interpersonal confidence has worsened in the past two decades. If you want to be a successful salesperson, you need to get comfortable with skepticism. Because people have doubts about one another.

Sales 137

Sales 137

Red Star Kim

MARCH 4, 2024

Possible reasons for this behaviour include: they need to be certain, they lack confidence or trust in their people, they seek perfection, have a strong wish to be in charge and fear failure. The line manager may not know your strengths and capabilities – so there is uncertainty and an absence of trust.

Management 147

Management Communication Leadership Digitalization 147

Customer Think

DECEMBER 4, 2022

One way to make any department or stakeholder relevant is to convert it into a value center. Value Centers are what were traditionally thought of as cost centers. Later we tried to make these profit centers. They really need to be value centers. For example: Service was considered a cost center.

Suppliers 75

Suppliers Government Profitability Procurement 75

Upland

OCTOBER 21, 2022

In addition to identifying key challenges, account planning helps establish sales leaders as trusted advisors to their customers. Achieving this “trusted advisor” status opens the door to future, recurring revenue. . In order to succeed, sellers need to put relationships at the center of everything they do.

Account Planning 195

Account Planning Leadership Software Software 195

Customer Think

SEPTEMBER 19, 2021

Where there is no brand trust, there is no customer relationship. Data privacy is front and center in every digital technology conversation today. CMOs are now the stewards of the brand-consumer relationship and the gatekeepers of the trust that can […].

Marketing 84

Marketing Digitalization Management 84

Upland

JUNE 14, 2023

Becoming a trusted advisor helps chief revenue officers fend off competition Whether it is in wooing new customers, or defending vital footholds in strategic accounts, sellers must seek to become more than just another vendor to their customers. Trusted advisors are the sellers who get the call when a new project comes through.

Artificial Intelligence 195

Artificial Intelligence Digital Transformation Account Planning Supply Chain 195

Upland

APRIL 20, 2023

Through account management, your team can seek to establish themselves as trusted advisors to customers. Through a combination of best practices, relationship mapping, and account planning, sellers and account managers can retain their status as trusted advisors, and keep the howling, lone wolves at bay. Build trust and rapport.

Account Management 195

Account Management Management Account Planning Decision-making 195

Envisio

MAY 24, 2023

Having a shared vision and sense of direction also helps instill a sense of trust and goodwill with your community and other key stakeholders. A strategic plan can help with building trust. Not to mention, having no plan means having no alignment on that shared vision—that all can add up to a lot of wasted money and effort.

Government 98

Government Transportation Stakeholders Leadership 98

Mike Kunkle

NOVEMBER 21, 2023

Long-standing account managers, who were expert at managing existing relationships, are now tasked with cultivating entirely new ones and building awareness, interest and relationships/trust from ground zero. But I see it happen, all the time.

Acquisition 272

Acquisition Sales Decision-making Account Management 272

Upland

MAY 18, 2023

With the right process in place, you can overcome the many challenges and establish yourself as a trusted advisor to your most desired customers. When done correctly, however, it can help your team to build trust and grow revenue. Sales maps for key accounts tend to be quite complex with many stakeholders.

Key Account Management 195

Key Account Management Account Management Management Account Planning 195

The Center for Sales Strategy

DECEMBER 10, 2020

At The Center for Sales Strategy (CSS), we’re big believers in talent. And nothing confirms our trust in talent more than when we witness a direct connection between the talent level of a given salesperson and the success they achieve.

Sales 122

Sales Sales Management Management 122

Hubspot Sales

NOVEMBER 16, 2023

For me, it’s impossible to talk about a truly connected customer without talking nearbound — the GTM strategy that leverages intel and influence from the partners your customers already trust to surround their journey. They don’t trust companies or their marketing. What might that look like? You need people to connect with people.

CRM 76

CRM B2B Decision-making Business Growth 76

Envisio

SEPTEMBER 20, 2023

Location: Austin Convention Center, Meeting Room 16 In May this year, three government technology industry leaders—Balancing Act by Polco, Envisio, and Questica, a division of GTY Technology , recognized a unique opportunity to combine expertise and craft a blueprint for a modernized budgeting process. We promise a warm welcome! to 09:30a.m.

Government 52

Government e-Learning Leadership Innovation 52

Zendesk

MARCH 25, 2021

Due to COVID-19, there’s a growing number of remote call center jobs available online. According to Fortune, more and more high-volume call centers (or contact centers) are moving to remote work and staying that way , which means greater opportunity for work-from-home call center representatives. Must-haves.

Remote Working 92

Remote Working Software Software Communication 92

Zendesk

MARCH 8, 2023

It’s vitally important that the environments created to train bots run on a secure, trusted platform. Turn CX into a profit center, scale quickly and safely Traditionally, businesses have viewed their support operations as being cost centers. That’s changing with AI and data analysis.

eCommerce 98

eCommerce Meetings Stakeholders Profitability 98

Brooks Group

MARCH 25, 2024

Following a Field-Tested Sales Process Over two immersive days, IMPACT participants become proficient at skills such as qualifying opportunities faster, becoming a trusted advisor through advanced questioning, identifying and adapting to buying styles, presenting value over price, building loyalty, and more. It improves customer experience.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

CMOE

MARCH 6, 2023

strategy + business (s+b) Whether it be topics centered around operations, marketing, or human capital, strategy + business aims to “illuminate the complex choices that leaders face….and McKinsey & Company A global management consulting firm, McKinsey & Company is a trusted advisor to leading businesses, governments, and institutions.

Finance 98

Finance e-Learning Innovation Leadership 98

Zendesk

AUGUST 3, 2022

Being in fintech, the relationship between us and our customers is everything—we must ensure that we gain and keep that trust,” says Eureka Cindy Pratiwi, customer success manager at Xendit. The relationship between us and our customers is everything—we must ensure that we gain and keep that trust. Put your customers in control.

Financial Services 98

Financial Services Banking Customer Experience Customer Success 98

Luminas Strategy

AUGUST 6, 2023

At Luminas, our clients are being confronted by intense competition and evolving customer expectations, making it essential for them to place their customers’ business at the center of their own. By knowing your customer needs, you can stay ahead of the curve, proactively pivot your strategies and seize new growth opportunities.

Organization 52

Organization B2B Value Proposition Prioritization 52

Flevy

APRIL 14, 2024

This article is centered around one of the most impactful Customer Experience metrics. FlevyPro is trusted and utilized by 1000s of management consultants and corporate executives. the Customer Effort Score. CES plays a role in understanding the ease of customer interactions, thereby shaping customers’ loyalty and advocacy.

Digital Transformation 52

Digital Transformation Decision-making Customer Experience Facilitation 52

Strikedeck

NOVEMBER 10, 2020

Vincent Manlapaz, in an interview with Petrisa Pecnick talks about why Customer Success must be at the center of culture enablement, trust, transparency, growth, and competitive advantage.

Customer Success 59

Customer Success Onboarding Customer Experience 59

The Center for Sales Strategy

JANUARY 13, 2020

At The Center for Sales Strategy (CSS), we teach a very specific process that is customer-focused and designed to help sellers identify a prospect or client’s needs. We coach sellers to strive to become trusted and valued so they can form true client partnerships. We teach concepts like: Active listening. Asking questions.

Sales 80

Sales Management 80

Apptivo

MAY 4, 2022

All About Contact center. What is contact center? What are the types of contact centers? What are the benefits of a contact center? How do contact centers work? Technologies used by contact centers. Future of contact centers. What is Contact center? What are the types of contact centers?

Artificial Intelligence 52

Artificial Intelligence Telecommunications Media CRM 52

Zendesk

FEBRUARY 29, 2024

evaluagentCX (Support) helps contact centers improve the quality of sales and service interactions and provide an elevated and differentiated customer experience. Eidolic is an easy-to-navigate, professional, and mobile responsive theme for Help Center. Moreover, users will feel comfortable visiting well-arranged pages.

Customer Experience 52

Customer Experience Facilitation Prioritization Communication 52

Zendesk

JANUARY 30, 2024

Forget about the age-old cold calls and impersonal ads—now it’s all about creating genuine connections, becoming a trusted resource, and guiding potential customers on a value-driven journey. So, it’s more important than ever to get their attention and stay front and center in their minds. The key to this process?

Value Proposition 52

Value Proposition Media Digitalization Innovation 52

Arpedio

FEBRUARY 22, 2024

Consultative selling is more than just a sales technique; it’s a philosophy centered around empathy, collaboration, and problem-solving. Rather than simply pushing products or services, consultative sellers act as trusted advisors, guiding prospects through a personalized journey to find the best-fit solutions.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Zendesk

DECEMBER 15, 2022

The Zendesk Tech for Good program first partnered with the IRC in its efforts to provide a safety net for asylum-seekers at a Welcome Center in Phoenix, AZ. Given a partnership that dates back to 2019, it made sense for the IRC to turn to Zendesk. Then Zendesk did everything—with a complete system to process everything!

Government 98

Government Media Communication Organization 98

Zendesk

JANUARY 25, 2022

Here at Zendesk, we believe that trust is at the core of all our interactions with our customers. We recognize the importance of customer trust and of customers’ privacy and the security of their data. Looking ahead: Zendesk’s roadmap for future trust features. Data Center Location support for all Agent Workspace features.

Government 98

Government Management 98

RAIN Group

JULY 22, 2020

Value is at the center of all sales activities, including prospecting. Why trust? Often, discussions with our clients about buyers value focus on the reasons that buyers ultimately buy from you, using the 4 Whys: Why act?

Meetings 59

Meetings Sales Value Proposition 59

Mercuri International

NOVEMBER 24, 2022

And this year that theme was ‘trust’. But how do we build trust? In the ‘Future State of Trust’ report we identified 6 key dimensions critical to the process – and one of those was…’Reliability’. Trust is the new digital currency – or rather, it’s the security behind that currency. Why ‘Reliability’?

Client Relationships 52

Client Relationships Digitalization Sales Profitability 52

Arpedio

FEBRUARY 22, 2024

As businesses strive to differentiate themselves and capture the attention of increasingly discerning consumers, traditional sales approaches centered solely on product features and pricing often fall short. Value selling fosters trust and credibility by consistently delivering on promises and providing real value to customers.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Zendesk

NOVEMBER 15, 2021

And 83 percent of consumers say they will not do business with brands they don’t trust. 83 percent of consumers say they will not do business with brands they don’t trust. Building trust with customers is critical to boosting loyalty—and your bottom line—but how exactly do you earn it? What is customer trust?

Emotional Intelligence 97

Emotional Intelligence Media Customer Experience Software 97

Scovel

SEPTEMBER 22, 2021

Social selling is a B2B and B2C social media marketing (SMM) strategy that utilizes social networking sites and applications to generate the leads, sales or one-on-one relationships with clients.Social selling is an effective approach to building awareness, trust and consideration over the course of the sales cycle. Build trust (75%).

B2B 88

B2B B2C Media Advertising 88

Arpedio

MAY 3, 2021

Could the post-Covid time be our chance to build stronger relationships and generate a sense of trust with employees and customers - perhaps through data and technology? Organizations have taken a closer look at where and how they can reevaluate their core values, and one extremely important value in these times is trust !

Digital Transformation 98

Digital Transformation B2B Innovation Account Management 98

ACT

APRIL 25, 2024

Instead, put your prospect at the left, right, and center of all your messaging. A personalised outreach strategy helps build rapport with prospects and win their trust and loyalty. If you’re sending a cold email campaign , start by crafting a catchy subject line that generates curiosity or promises value to boost open rates.

Sales 52

Sales Decision-making Media CRM 52