Red Star Kim

OCTOBER 19, 2023

Some were fortunate to receive full details from the firm’s CRM supported by analytics showing digital activity and enquiry details. Finding a suitable location (quiet and without interruptions) to make calls when working in an office environment was sometimes a challenge. Others had little more than a name and telephone number.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Hubspot Sales

JUNE 15, 2020

While video conferencing through platforms like Zoom are intended to make meetings feel more personal, studies show this isn’t necessarily the case. Increase the impact of sales through value selling. According to CEB , 57% of the buyer’s decision is made before they even pick up the phone to speak with you or your competitors.

Decision-making 102

Decision-making Value Selling Meetings Organization 102

Zendesk

MAY 23, 2022

A remarkable 87% of high-growth sales organizations now use a value-based approach to sales. Value selling is the sales methodology of the future. In this article, we’ll review what value selling is, the different types of value selling frameworks, and how your team can make the most out of their value selling strategies.

Value Selling 98

Value Selling Cybersecurity Software Software 98

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

PandaDoc

JULY 6, 2021

It is not new that a B2B sales cycle is a lot longer than that of a B2C , but once converted, these are high-value selling opportunities. They do their own research and validation before they make a purchase. However, 57% of buyers make purchase decisions all by themselves. Sales outreach. Pipeline management.

B2B 52

B2B CRM Decision-making Onboarding 52

Strategic Account Management Association

SEPTEMBER 11, 2020

I’m talking about customer experience management (CXM), which I would argue may be the single most important investment a company can make in today’s cut-throat business climate. CXM vs. CRM: Do you need both? Value Selling A sales approach that focuses on benefiting the customer throughout the life cycle of your relationship.

CXM 520

CXM Account Management Customer Experience Management 520

Zendesk

JUNE 30, 2022

Sales reps naturally focus their time on making sales—that’s kind of the point. According to Marketing Metrics , the probability of selling to an existing customer is 60 to 70 percent while the chances of selling to a new prospect are only 5 to 20 percent. Drive repeat and higher-value sales. You have to put the work in.

Sales 98

Sales Decision-making B2C Profitability 98