Fri.Apr 30, 2021

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Weekly Roundup: Hybrid Work Now & Next, Signs Your Pipeline Reviews Are Failing + More

The Center for Sales Strategy

- MOTIVATION -. "If people believe in themselves, it's amazing what they can accomplish.”. -Sam Walton. - AROUND THE WEB -. > Hybrid Work Now & Next: 5 Point Roadmap For Moving From Scrappy To Sustainable – Growth Institute. According to a recent UpWork survey (2021) 1 in 4 Americans will be working entirely remotely in 2021 and by 2025, 36.2 million Americans will be working remotely - an 87% increase from pre-pandemic levels, the study revealed.

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Voices from the Field: Participant Perspectives on Online, Collaborative Learning

Sales Readiness Group

The expansion of online, collaborative learning is one of the most exciting evolutions to come out of the challenges of delivering sales training over the past year. As the participant feedback suggests below, online, collaborative learning did a great job engaging participants, increasing group collaboration, and reinforcing skills over time – all of which is leading to greater success for learners and better outcomes for companies.

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Social Media is Bad for Customer Service

Customer Think

Source: Adobe Stock Social media is bad for customer service. Whether ranting or raving, customers are telling stories online about businesses whether those businesses are listening or not. With customers using platforms like Twitter and Facebook to complain loudly and sometimes virally to the world, companies have had to add resources to respond accordingly.

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Highlights From the New Sandler Research Center Survey, “Leading From the Front in Challenging Times”

Sandler Training

The results of the Sandler Research Center’s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team. The post Highlights From the New Sandler Research Center Survey, “Leading From the Front in Challenging Times” appeared first on Sandler Training.

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2024, The Year of the Customer

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.

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Why AI Sentiment Analysis has Become a Critical Part of the Customer Experience

Customer Think

Staying on top of what customers are saying about your brand through voice and digital channels is a complex task that’s made simpler by artificial intelligence (AI) powered sentiment analysis. The power of AI sentiment analysis is that brands can have a pulse on how their customers are feeling, positively or negatively, and know when […].

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Three Ways Sales Leaders Can Develop a Powerful Sales Strategy in a Digital Environment

Sandler Training

There's been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson? The post Three Ways Sales Leaders Can Develop a Powerful Sales Strategy in a Digital Environment appeared first on Sandler Training.

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The Power of the Playbook

Sandler Training

Create and circulate a documented playbook of best practices for anything and everything that occurs on an ongoing basis. The post The Power of the Playbook appeared first on Sandler Training.

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Five Best Practices to Consider Before Adding New Digital Channels

Customer Think

The dramatic shift in customer expectations over the last year is causing companies to rethink the way they engage with customers using cloud contact center software. Rising demand for personalized service and convenience is driving brands to meet over customers’ preferred channels, which is increasingly through today’s most popular messaging apps. In fact, over 90% […].

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Using the Infield Shift with DISC

Sandler Training

It’s baseball season, and here in Southern California, we have high hopes for our teams this season. The post Using the Infield Shift with DISC appeared first on Sandler Training.

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Don’t Forget to Grow Your Accounts!

Engage Selling

Amongst your sales efforts, don’t forget to grow your current accounts!Client acquisition and finding new prospects is, of course, alluring. It’s what often immediately comes to most people’s mind when the word “sales” comes up in conversation. But, not only … Read More » The post Don’t Forget to Grow Your Accounts!

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How to Stay Competitive in the Evolving State of Martech

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

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Account Management Must Include Adding Value

SalesPop

From my observation, the SaaS industry has greatly misled people over the years. It has prioritized lead and opportunity management over account management. This emphasis was echoed in nearly all CRM systems, and we at Pipeliner CRM fell into the same trap for a long time. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management.

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Sales Process Pivot Points | Jeb Blount & Diane Helbig | Part Four

Sales Gravy

On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss the power of mapping and uncovering sales process pivot points. You will learn how these pivot points help bend win probability in your favor and offer important clues for when it may be time to walk away from a deal. Listen to Part One – Selling Without Selling Listen to Part Two – Intentional Empathy Listen to Part Three - Sales is a Process On this Sales Gravy Podcast episode Jeb Bloun

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Think Efficiency and Effectiveness | Team Member and Customer Experience Value

Customer Think

This is the third post in a series titled “Team Member and Customer Experience Value.”. Writing for the online magazine Simplicable, technologist John Spacey defines value creation as “any process that creates outputs that are more valuable t.

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To Keep Momentum in Q2, Double Down on Sales Management

Sandler Training

One of the big questions we are hearing from clients these days is this one: We’ve finally begun to turn the corner … so how do we sustain our organization’s sales momentum in a time of uncertainty? The post To Keep Momentum in Q2, Double Down on Sales Management appeared first on Sandler Training.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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How to Measure and Boost Your Sales Team Efficiency

Showpad

Every sales operation has its own preferred KPIs. But for those that don’t currently track sales efficiency, you ought to think about doing so. Efficiency is the ideal in just about every business and practical scenario. You want to ensure your reps are making meaningful use of the time and resources they have to drive deals and client engagement. .

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Episode 35: Customer Engagement in the Virtual World

SOAR Performance Group

A virtual meeting of the Sales Leadership Community hosted by the Chicago Chapter. The topic for the meeting was “Customer Engagement in the Virtual World (Lessons Learned from 2020)”. At […]. The post Episode 35: Customer Engagement in the Virtual World appeared first on SOAR Performance Group.

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Using Territory Management Tools to Assess Salesperson Performance

Sales Management Matters

A guest post by eSpatial ‘s Heather McLean. How do you really know who your ‘best’ reps are? Every sales manager knows that they have a responsibility to keep an eye on the performances of their various sales reps. Your strong, experienced guidance is necessary to your (and their) efforts to pursue revenue and strengthen the company’s financial bottom line.

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How Much Does it Cost to Make a Live Streaming App?

Customer Think

Livestreaming is becoming more popular as we go into the future. It is almost looking like the future of TV and video watching will entirely switch to live streaming apps if this trend continues. As an existing or potential app developer, this area would be of great concern to you. Read along for some insights […].

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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April 30 – Customer Success Jobs

SmartKarrot

Role: Director of Customer Success, eCommerce Location: Cincinnati, OH, US Organization: Quotient Technology Inc. As a Director of Customer Success, you will lead, enable and empower a geographically dispersed team of Customer Success, eCommerce professionals resulting in superior customer experiences. Evaluate, optimize current and recommend new strategies to grow client business.

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Crappy Salespeople and Lack of Urgency Alignment  – The Bob Chronicles Part 4

Customer Think

We shouldn't discuss that time you were in a meeting when, without warning, you had about 10 seconds to get yourself to the nearest restroom or you would need to drive home for a wardrobe change. Fortunately, you were able to gracefully excuse yo.

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A case of the Mondays: Comparing a CRM template to a real CRM

Nutshell

The 1.9 billion dollar question: Can a project management suite transform itself into a CRM just by changing its user interface? Any mad scientist can tie some spreadsheets together and advertise it as a CRM, so in true investigative fashion a few things will need to be established before determining whether or not Monday CRM is legit: What exactly does a CRM do?

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