Trending Articles

Playing Favourites. Every Key Account Manager Does & Why You Should Stop

Account Manager Tips

Favorite clients? We all have them. We'd be besties if work wasn't in the way. But getting too close to your clients can be problematic. Find out why. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. When clients become friends the lines get blurred.

Taking Your Voice of Customer Program to the Next Level

Kapta

Best-in-class Voice of Customer (VOC) programs increase customer retention by up to 55% and boost profits, according to Aberdeen Group. Strategic Account Management Account Management Key Account Management

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Insights into the needs of the latest generation of M&BD Assistants

Red Star Kim

Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”.

Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck

Software Sales Guru

Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck A buyer needs to understand your offering, so you should walk them through the Corporate Pitch deck in your first meeting, right?

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

SALES PERFORMANCE: Why Sales Training Fails

The Center for Sales Strategy

The world runs at a rapid pace these days. Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time!

Top 5 SKO Considerations for Sales Leaders During Economic Change

Force Management

In times of economic change, the most resilient sales organizations evolve their sales strategy to align with buyer needs. There’s no better time than the sales kickoff to align your team on a powerful, relevant strategy that serves the most critical outcomes on your organization’s agenda.

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Telephone skills: Anxiety, voice, etiquette and the client experience

Red Star Kim

At a recent MBL workshop “Pick up the phone! Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. Anxiety around picking up the phone.

Strategic plan Implementation: How to connect your strategy to your operations

SME Strategy

Words: 1063. Reading time: 5 mins. Strategic planning Leadership implementation operational planning strategy implementation

Managing Different Personality Types in a Hybrid Environment

The Center for Sales Strategy

72% of the population wants hybrid work for the future, so more businesses are forced to adjust to this new setup. But finding a balance between working from home and being social can be challenging. For instance, you still need to conduct regular team meetings and manage different personality types.

Delivering Service Excellence to Your Customers: 5 Steps

Engage Selling

When it comes to delivering service excellence to your customers, there are five actionable steps you can take today! There are two kinds of businesses in today’s marketplace. There are … Read More.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Build Trust and Confidence in a Sales Negotiation in 5 Steps

Sales Readiness Group

You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and your deal is stalled out while your terms are scrutinized, and the pricing gets squeezed. If you dread the final negotiation, you’re not alone.

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How to Lead Your Sales Team With Confidence When the Economy Shifts

Force Management

Times of economic uncertainty and decreased consumer confidence are inevitable, and these downturns during the economic cycle can be particularly challenging for sales organizations.

Upskill to Upsell: Four Tips for Upselling

Brooks Group

Are Your Salespeople Comfortable Upselling? Upselling—or offering a more expensive version of a product your customers want to buy—should be a natural component of most sales jobs. After all, your customers are used to being upsold!

Selection in the Time of the Great Resignation

The Center for Sales Strategy

Finding talented salespeople has never been easy. Finding naturally talented salespeople has always been more difficult than finding successful sellers. Far too often, we confuse success with talent. We go after the big name at the big competitor who has some big sales numbers.

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The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Policy Deployment: Examples, Techniques, and Tools

Kainexus

Moving an organization toward its long-term strategic objectives while maintaining and improving day-to-day operations requires thoughtful planning and attention to organizational alignment.

Retail Customer Experience Survey Template

Customer Think

When it comes down to it, so much of the retail business is about trying to read minds. To make your business thrive, you need to give customers what they want, but figuring out what they want isn’t easy. Sure, there are resources you can use like market data to see what customers seem to […].

30 Sales Training Ideas for Top-Performing Teams

RAIN Group

For sellers, routine can be a blessing and a curse. It’s true that doing the same things day in and day out provides structure. It requires discipline, too. But it can also turn into a comfort zone in which many sellers stagnate. This is what makes recurring sales training programs so valuable.

Solve Customer Problems with Sales Advice from a Top Tech Entrepreneur

Sales Readiness Group

“Fall in love with the problem, not the solution.” That’s how Uri Levine, the co-founder of Waze, the world’s leading navigation app which Google acquired, boiled down the secret of successful entrepreneurship. Selling Skills Closing Developing Needs Presenting Solutions

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Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

How to become resilient? Your personal superpower

MDI Training

How to become resilient? Your personal superpower. Meeting the challenges in the VUCA/BANI world. In this article you will get an insight into key competencies as well as starting points to strengthen your own resilience.

How is the Lean Methodology Practiced in Healthcare?

Kainexus

The Lean methodology is a set of practices and tools that business leaders initially developed to help manufacturing organizations improve quality and become more efficient.

7 Signs of Team Disconnect

CMOE

Did you know that 5 in 6 employees feel disconnected at work? The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model.

What is a Good Net Promoter Score?

Deep Insight

What is a Good Net Promoter Score? Times have changed. Way back in 2014, I wrote a blog called What is a ‘Good’ B2B Net Promoter Score? It was purely about B2B companies (which are very different to B2C companies).

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Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

9 health & life insurance lead vendors to consider

Crank Wheel

So what exactly is a lead vendor? What are the best health and life insurance lead vendors? How do you know which ones are the most suitable for you? Read on to find out more

5 Strategies for Leading a Multilingual Contact Center

Customer Think

Innovative, global brands work hard to create outstanding CX strategies—and ensuring your customers can communicate in their native language is paramount.

How Growth-Minded CEOs Clearly Define a Focused Set of Imperatives

SBI Growth

Leadership teams tend to activate multiple growth levers and ultimately cause friction in the business—a common problem. For CEOs wanting to create clarity and drive growth amidst uncertainty, they need to get on their front foot and drive relentless focus on a short set of key growth imperatives.

4 Vital Premises of Dual Innovation Management Systems

Flevy

Conventional Innovation Management is unable to sustain itself in the face of contemporary needs. Dual Innovation has become a necessity for businesses to survive intense competition in today’s markets.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

The Illusion of Communication

Peter Simoons

“ The single biggest problem in communication is the illusion that it has taken place. ” . This great quote by George Bernard Shaw highlights so much concerning the difficulties of communication.

How Aggreko gained complete transparency into the health of their accounts

Arpedio

Client Case study. How Aggreko gained complete transparency into the health of their accounts. Download full case study. About Aggreko. Aggreko is a supplier of temporary power generation equipment and of temperature control equipment using the latest fuels and storage solutions.

Why it’s time to TikTok-ise your interfaces

Customer Think

September 21, 2022. Add to rss feed. I’ve talked and wri. Blog Customer Experience Enterprise Technology Innovation

Fly’s Friday Five: How Sellers Can Move Stalled Deals

Brooks Group

I’m excited to be talking with you about stalled deals. Yes, I know that’s exciting. But it’s a topic that has come up in almost every conversation I’ve had over the last two weeks.

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.