Mon.Nov 08, 2021

article thumbnail

Mobile Defense Plan

Software Sales Guru

Mobile Defense Plan When a salesperson believes the buyer has the money, and thus all the leverage, negotiating a deal feels insurmountable. This belief causes mistakes to happen, as the seller starts offering concessions in order to get a deal. Any deal. Instead of turning into a wimpy seller, learn to deploy the Mobile Defense Plan for sales negotiations.

article thumbnail

How the Customer Experience is Shifting in Manufacturing

Customer Think

Photo by Unsplash, CC0 1.0 Manufacturers can serve as a valuable resource to their customers by implementing digital strategies. It makes doing business simpler, which is another excellent growth strategy. Customer experience is at the heart of acquisition and retention, but until now seemed to be only a strategy for B2C. However, B2B companies have […].

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

The Cost of Sales

Software Sales Guru

The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. Yet we rarely look at our own costs to pursue leads that may never close. Think about all zombie accounts that hang out on your forecast for months or years that will never close. Pursuing them. Read more.

Sales 147
article thumbnail

How personalization in CX improves your ROI

Customer Think

Not getting enough from your investments in data? Look into more personalization. Worldwide online buyers are expected to reach 2.14 billion by the end of 2021 according to Statista. The increasing number of online consumers has prompted a higher demand and tougher competition in online marketing. Having an online presence may bring in sales, but […].

Marketing 136
article thumbnail

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.

article thumbnail

How to Help Your Team Hit Quota During the Holiday Season

Hubspot Sales

I'll preface these tips by mentioning that many sales teams struggle to hit quota during the holiday season — and those issues come from a lot of different angles, including: It's a shorter quarter with weeks-long holidays for prospects. Prospects take additional PTO during the holidays, in addition to company-wide holidays. Company-wide freezes — like code, website, purchasing, and budgeting freezes — tend to occur during the holidays.

article thumbnail

6 Ways to Solve Difficult Problems

Customer Think

Lately, I have been talking a lot about how to be creative on demand. I have shared my learning and insights with my colleagues, students, startups, leaders and creative professionals. This is one of the most fundamental abilities that we need to maste.

More Trending

article thumbnail

Do We Really Want Our Sales People To Be Value Creators?

Customer Think

In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. Despite giving lip service to these concepts, it seems our actions are focused on the opposite. Too many [.]. The post Do We Really Want Our Sales People To Be Value Creators?

B2B 117
article thumbnail

Sales Pain Points You Need to Address in 2022

The Center for Sales Strategy

This past year has been full of changes due to the pandemic. More and more people prefer to shop and find their information online. By now, you realize it's going to take more than just clever marketing and hard work to compete in this ever-changing landscape. If you want to prepare for 2022, you must look at the pandemic’s impact and how the business landscape has changed.

Sales 104
article thumbnail

Brand engagement in post pandemic inflation based times

Customer Think

Synopsis As a society we have all lived through 18 months of disruption caused by the COVID pandemic, and now as things start to get back to the ‘new’ normal, there is an emerging economic threat on the horizon – rising costs and inflation. For hard working families, that means making choices and decisions about […].

article thumbnail

Volume Discounting: What It Is, How It Works, & What It Looks Like

Hubspot Sales

As a wholesaler or supplier of high volumes of certain products, you're going to run into cases where you want a bit more from your buyers — instances where they might have the bandwidth to buy more but lack the motivation to. Those kinds of situations put you in a tough spot, and incentivizing buyers to put up more cash for higher volume orders is a challenge in itself.

article thumbnail

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

article thumbnail

Apptivo Mobile Release Updates as of November 08, 2021 – Android All-In-One Mobile App: v6.3.8

Apptivo

Smart devices have become one of the key tools for viewing and managing data at all times from anywhere. On that note, Apptivo has come up with a new update for our Android application to meet the latest update of our web application. Our Android All-in-One Mobile App has been upgraded to version 6.3.8 to ensure optimum stability. Apptivo – All-In-One Android App Updates – v6.3.8.

article thumbnail

Customer Advisory Board Members Not Showing Up to Meetings? Top 5 Reasons Why (And What You Can Do About Them)

Customer Think

Well-run customer advisory boards (CABs) usually get a high percentage of member attendees at meetings (either in-person or virtual). And why not – these engagements should offer your members the opportunity to learn about potential solutions to shared challenges, industry trends coming their way and developments and perspectives from your host company.

article thumbnail

How Freshworks helped NITI Aayog build the COvAID donation portal for fast and easy global aid

Freshworks

In April 2021, the number of Covid-19 infections in India was increasing at a rate of more than 3 lakh new cases daily. . India needed a steady supply of critical medical equipment, personal protection equipment (PPE) kits, masks and sanitizers, oxygen cylinders and concentrators, and Covid-19 essential medication as the numbers continued to rise. When resources proved scarce, their optimal allocation was the need of the hour.

article thumbnail

The costs of marginal thinking in customer experience

Customer Think

CX has come a long way, the hard way. Long ago, companies dictated their customer experience. They devised a marketing strategy and told the public what to like, what to buy, even how they should feel about it. And most of us bought it. Real “customer experiences” were something that just happened, not an enterprise […].

article thumbnail

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.

article thumbnail

3 Ways to Use Virtual Selling Assistants to Accelerate Deals and Increase Productivity

Drift

It’s a no-brainer: Your sales team is there to sell your product. But that might be less true than you think. In fact, sales reps spend an astounding 64% of their time on non-revenue generating tasks. Shocking, right? So how can you make time for your sales reps to actually sell without massively increasing your headcount? Drift’s Virtual Selling Assistants (VSAs) are AI-powered chatbots that are.

article thumbnail

Predictions for CX Success in 2022

Customer Think

Big changes are coming for customer experience (CX) in 2022. But aren’t we used to this by now? The pandemic changed everything, right? Not quite. In some ways, the pandemic did change the world in a fundamental way. Buying behavior, for instance, may never go back to pre-pandemic norms. In other ways, we’re simply expanding […].

article thumbnail

Recipe for Sales Leaders to Set the Pace

Sales Outcomes

Recipe for Sales Leaders to Set the Pace. Ingredients. Preparation & Execution Time. Directions. I’ve never seen a salesperson outpace the sales leader when it comes to doing things right and doing the right things. Many companies invest in salesperson training expecting that the training will help solve problems that can’t practically be solved by salesperson training.

article thumbnail

Everything You Need to Know About Packing Slips in 2021

Customer Think

Everything You Need to Know About Packing Slips in 2021 Whether you’ve been filling out, printing, and sending packing slips for years or you’re a new ecommerce business aiming to understand how they work, this article will cover everything you need to know about packing slips in 2021. What is a Packing Slip? In short, […].

article thumbnail

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.

article thumbnail

How Can AI Transform Customer Success?

SmartKarrot

Customer success has a vital role to play in any B2B business. Today, businesses have become quite aggressive, which has become very challenging to compete with customers. . Fortunately, AI has come to the fore. It gives a definite edge over your competitors, which results in better customer success. . As a result, we see more and more B2B businesses across the globe extensively using this amazing technology to maximize their benefits.

article thumbnail

I Am Really Frustrated. Why Can’t My Boss See the Need to Change?

Customer Think

Our podcast encourages listeners to tell us about problems that they would love some behavioral science or practical insights into helping them solve. We call it “I’m in a pickle,” and it is about solving real-world problems with the principles we d.

article thumbnail

Creating a sell sheet: Sell sheet examples, template, and design

Zendesk

In a perfect sales world, there would be enough time and resources to give a relaxed, in-person sales presentation to every single prospect. There’d be coffee and bagels, and you’d have the chance to lay out every detail of your company and products. Unfortunately, that’s rarely the case. Because time and resources are scarce—and you may be reaching out to hundreds of prospects in a short amount of time—a solid sell sheet is a must.

B2C 52
article thumbnail

How to create a sales report (+4 free templates)

Zendesk

Are your agents on track to meet sales goals? What led to a bad quarter, and how can you fix it? Do you have enough prospects in your sales funnel? Answering these questions without accurate data is impossible—this is where sales reports come in. They detail all sales activities and offer key insights, helping sales managers plan ahead and build sales strategies.

Sales 52
article thumbnail

How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.