Tue.Dec 27, 2022

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9 Techniques for Building Rapport Over the Phone

Hubspot Sales

There's a big difference between building rapport with customers in-person versus building rapport through the phone. In person, you can read a prospect's body language and engage with them in a setting that makes them feel comfortable — but phone calls are a different ballpark. On a sales call, you must gauge their tone, form trust, and engage prospects through your words and delivery.

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5 Customer Success Strategies for Growing Businesses

Customer Think

People often mistake customer success for customer satisfaction. However, there’s a drastic difference between both. Customer satisfaction is a concept centered around a company’s profits. On the other hand, customer success is all about facilitating customers with the best-suited solutions that help them achieve their goals or solve certain problems.

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Leveraging Change Management to Enhance Sales Training Results

Sales Readiness Group

Many organizations invest in sales training initiatives to improve the sales team’s performance, yet these efforts often fail to achieve the desired results. Why does this happen?

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Human-Centered Design: Core Principals for Research

Customer Think

Human-Centered Design (HCD) continues to create interest and intrigue among professionals from researchers to innovation specialists. And with good reason: it offers powerful new ways of understanding human behaviors, preferences, and challenges from a uniquely customer-centric perspective. However, there is also a fair amount of confusion about what Human-Centered Design is—and how to best employ […].

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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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How Change Management in Sales Improves Your Training Success

Sales Readiness Group

Many organizations invest in sales training initiatives to improve the sales team’s performance, yet these efforts often fail to achieve the desired results. Why does this happen?

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6 Missteps By Walmart, McDonald’s And Others, And How They Can Fix Them

Customer Think

Retailers had a tall order to fill in 2022, adjusting for pandemic-caused changes in shopping patterns, rising prices, a diminishing workforce and unrelenting demand for fast delivery. Yet, the National Retail Federation forecasts retail sales to exceed $4.86 trillion. That represents growth of 6% to 8% over 2021, a year when sales accelerated by a […].

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Is it time to talk about a more sustainable approach to serving our customers?

Customer Think

At a recent event, I spoke to a Chief Technology Officer (CTO) about how it was not untypical for him to have a day of 14 back-to-back half-hour meetings. He explained that this started during the early part of the pandemic, and by 4 pm, he was absolut.

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What Is Multiparty Negotiation?

Shapiro Negotiations

Often, when we talk about negotiation, we do so in reference to two parties collaborating to find a common solution. Though this is certainly the nature of some negotiations, many times, negotiators have to deal with more than one other person. Multiparty negotiations are exceedingly common, and it is important to understand them if you wish to be a successful negotiator.

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Best Sales Tool in 2023

Agile CRM

Sales tool is a type of software that helps sales teams manage and optimize their interactions with potential customers. It is designed to streamline the sales process and improve the efficiency of sales representatives by automating certain tasks and providing tools for managing customer relationships. The evolution of sales tool has been driven by the increasing use of technology in the sales process and the desire to improve the productivity and effectiveness of sales teams.

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What Is Multiparty Negotiation?

Shapiro Negotiations

Often, when we talk about negotiation, we do so in reference to two parties collaborating to find a common solution. Though this is certainly the nature of some negotiations, many times, negotiators have to deal with more than one other person. Multiparty negotiations are exceedingly common, and it is important to understand them if you wish to be a successful negotiator.

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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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Best Website Recording Software in 2023

Agile CRM

Website recording software has evolved greatly over the years as the demand for website usage tracking and analytics has grown. Website recording software, or web analytics, is software that allows users to track and analyze the traffic on their websites. This type of software can provide valuable insights into user behavior, website performance, and marketing effectiveness.

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Top Sales Performance Articles of 2022

The Center for Sales Strategy

Providing quality content that helps our clients and visitors improve their sales performance is our goal, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blog posts of 2022, and we've curated these lists to bring you some of the most informative content from the year.

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What To Consider When Creating Goals For Your Sales Team

Brooks Group

What Are Sales Goals? The business world sometimes has a tendency for complicating simple concepts. While there may be more elegant and creative definitions for a sales goal, let us define a sales goal as the total number of sales your team is responsible for obtaining within a fiscal period. Obviously, this can be broken down into monthly or annual goals and can be applied to an individual sales rep, sales manager, regional manager, or the company as a whole.

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Best AI Writer Software for Your Business in 2023

Agile CRM

AI writer is a software program that uses natural language processing (NLP) and machine learning algorithms to generate written content. AI writers have been developed in recent years to automate the process of creating written content, and they have seen increasing adoption in various industries, including journalism, marketing, and content creation.

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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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The Four Biggest Obstacles to Strategic Planning

Luminas Strategy

written by Nacho De Marco There’s a lot to be said about strategic planning. That the resulting plan requires multiple adjustments while moving forward. That it sidelines creativity. That it fails to anticipate obstacles. That, in short, it’s not worthy enough to go through all the trouble of actually planning an in-depth strategy. Yet strategic planning is still a highly valuable asset when doing business.