Wed.Jun 02, 2021

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4 Steps to Overcoming Sales Objections

RAIN Group

The word "no" can be a tough pill to swallow. In selling, when you're trying to meet a quota, squeeze in an extra deal before the end of the quarter, or get your bonus, the word "no" is too often interpreted as a sign to run for the hills. Worse, some salespeople see most objections as a call to battle. With this attitude, it’s no wonder they handle sales objections poorly.

Sales 140
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Value Grid Analysis

Flevy

A traditional Value Chain involves a linear sequence of activities—from conversion of raw materials into components which are assembled into products. The products are then distributed, marketed, sold, and serviced. Management plans and execute strategies and operations based on this sequence. This set of activities worked well for organizations in the past.

Suppliers 110
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4 ways a unified CRM simplifies life for your remote teams

Insightly

Data from the United States Census Bureau shows that approximately one-third of U.S. households work from home more frequently than before the COVID-19 pandemic. Among those with a bachelor’s degree or higher, 61.7% of households reported at least one member switching from in-person work to telework. . . Many Americans who have switched to remote work recognize the benefits.

CRM 98
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The Ins & Outs of Successful Peer-to-Peer Selling

Hubspot Sales

Consumers are skeptical by nature. They understand that businesses are selling for themselves and, in turn, can't always be taken on their word. That's why word-of-mouth and recommendations from prospects' networks are so valuable — and it serves companies to know how to tap into those. That process — capitalizing on consumer trust — is the basis of something known as peer-to-peer selling.

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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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Building an Effective Sales Strategy (Including Examples)

The Center for Sales Strategy

When you're starting your own company, you want to start out with the strongest foundation possible. 20% of new businesses fail in the first two years that they're open. The reasons why they fail can vary, but starting your business with the right planning will give you a better chance of success. If you're in the business of selling products or services to your customers, you need an effective sales strategy.

Sales 84
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Will Sales Transformation of the Future be Virtual or Face-to-Face?

Sandler Training

Enterprise sales transformations typically involve a multi-year plan to improve the people, processes, and technologies of the entire sales organization. The post Will Sales Transformation of the Future be Virtual or Face-to-Face? appeared first on Sandler Training.

Sales 88

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Which Salespeople Can Improve the Most with a Modern Sales Transformation?

Sandler Training

Although there are many different aspects of a sales transformation, a large component will be the training and development of human capital. The post Which Salespeople Can Improve the Most with a Modern Sales Transformation? appeared first on Sandler Training.

Sales 74
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4 ways a unified CRM simplifies life for your remote teams

Insightly

Data from the United States Census Bureau shows that approximately one-third of U.S. households work from home more frequently than before the COVID-19 pandemic. Among those with a bachelor’s degree or higher, 61.7% of households reported at least one member switching from in-person work to telework. Business & tech. 40 tips for remote work. Here’s how to stay productive & keep a work-life balance while working remotely.

CRM 52
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How chatbots can help agents improve customer support

Zendesk

The year 2020 shook SMB and Enterprise businesses across the world. According to the Zendesk CX Trends 2021 report , 75% of company leaders surveyed agreed that the global pandemic accelerated the acquisition of new technologies. Customers are increasingly preferring live chat for customer service with 73% satisfaction levels as compared to 61% for email and 44% for phone.

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Four Sales Takeaways After a Life-Changing Year

Brooks Group

Co-written with Juan Kingsbury, Founder, Career Blindspot. When Bob Dylan sung about how “The Times, They Are A-Changin’,” he likely didn’t have 2020 in mind – though he certainly created a relatable lament about unexpected transitions that still resonates today. Though the COVID-19 pandemic someday may inspire its own collection of musical tributes, those of us who lived – and worked – through it have no shortage of superlatives to describe the intensity of the period.

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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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Developing a Data Strategy & Customer Analytics for Today - w/Vivian Tan (Kaiser Permanente) Ep#104

Strategic Planning and Management Insights

Vivian Tan is the Vice President of Strategic Information Management & Global Relationships at Kaiser Permanente. She's been with KP for over 15 years, now working closely with the CFO, Chairman and CEO to provide strategic leadership for an enterprise data and analytics team in order to support, enable and advance KP’s strategy. She's also KP's representative at the World Economic Forum in Davos, and is in charge of KP International, where she hosts guests from around the world who want to

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Tap into and use the 3 layers of sales questions

Crank Wheel

Need a way to increase conversion rates?

Sales 96
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The Art of Negotiation: A Guide for Customer Success Managers

SmartKarrot

Sustaining and retaining customers could be challenging at times – and that is completely fine. At the same time, making a positive impact on your customer relations is practical if you know the art of negotiation. Daniel Pink, in his bestselling book, ‘ To Sell is Human ’, speaks extensively about how negotiation as an act is only human. With a perfect negotiation, you can unravel through a customer’s journey with you and understand their needs better.

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6 Benefits of Working With Apptivo Project Management Software

Apptivo

Large and small businesses, without a doubt, juggle a plethora of projects, plans, tasks, and people. Having a solution in place can assist them in keeping everything organized while planning and executing projects in a precise, predictable, and profitable manner. A formal project management process is not something used by every company or team. And it may not be something your team has prioritized yet, whether you work for a large corporation or a fast-growing startup.

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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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Jun 02 – Customer Success Jobs

SmartKarrot

Role: Director of Customer Success Location: New York, NY, US Organization: Diligent Corporation As a Director of Customer Success, you will lead Customer Success practice for the BoardEffect brand in AMER, EMEA, and APAC regions, with a focus on building strong, trusted customer relationships. Manage team leaders and individual contributors to achieve retention, renewals, product usage, NPS, and CSAT targets.