Tue.Mar 21, 2023

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Are You Hearing Objections or Objectives?

The Center for Sales Strategy

In sales, you need to understand the difference between an objection and an objective. Here are the four most common customer objections that a salesperson will encounter. Price Need Trust Time If a salesperson is being bombarded by these four questions throughout their initial meeting, then they most likely have more work to do. Simply put, the salesperson needs to spend more time preparing for the meeting, researching the client, and developing insightful questions to build trust and confidenc

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How To: Be a Success Story in Sales

Brooks Group

View this week's video Success Begins With Emotional Maturity Winners in any venture are willing to be held accountable for their own actions and results. High-performing professionals in any industry have no desire to be part of the equation for failure. The success stories in sales are certainly no different. Organizations grow, proliferate, and expand when they are led by people who possess the emotional maturity to assume responsibility, rise to the level of authority given to them, and

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Sales reporting: Measure the right KPIs and report them on a regular basis

QYMATIX

Regular sales reporting is an important tool for sales planning, controlling and monitoring. In this regard, it is essential to reduce the effort of sales reporting to a minimum, while still reporting meaningful Key Performance Indicators (KPI) for the sales team and management. Sales reporting brings together subjective sales indicators from key account managers about their sales activities with the results of their particular customer contacts.

B2B 97
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Stop wasting your data — and start acting on it

Showpad

It’s likely your organization has access to plenty of meaningful analytics that can provide critical insights into your business, customers and competitors. But do you apply your data findings to make insight-driven decisions ? When you don’t act on your data, you waste resources, miss revenue opportunities and decrease profitability. Yet many businesses continue to let data sit idly by without taking action.

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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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Protecting Your Best Accounts from Competitive Encroachment

Sales Management Plus -- SMP

During difficult economic times, it is especially important for distributors to protect against competitive encroachment. As the focus shifts from growth of new accounts to maintaining and nurturing existing accounts, distributors must protect their turf and ensure that rivals don’t successfully steal away customers. This may involve creating more comprehensive marketing campaigns, strengthening relationships with key customers, or providing additional incentives to retain loyalty.

CRM 52
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5 Ways a CRM Powers the Real Estate Sales Process

ACT

Did you know that 80 percent of consumers say trust is a deciding factor in their purchase decisions? In the real estate industry , trust is paramount. Prospects and leads who trust you as their realtor or agent will likely not only buy from your real estate business but they will also become repeat customers and referral sources. To achieve this sweet spot with your clients, you in turn must be reliable, consistent, and resourceful to build that trust and empower your real estate sales process.

CRM 52

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Best CRM for QuickBooks: see why accounting software + CRM is a win

Insightly

Your team should love the tools they’re using. Odds are, they probably don’t love them all. Now more than ever, it’s essential that your CRM has the ability to integrate with the tools your teams already use. Easier integrations make it easier to adopt across teams, helping your business better achieve its goals. If you’re new here or just need a refresher, CRM, or Customer Relationship Management , is a software system that helps businesses manage interactions with cust

CRM 52
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Mar 21 – Customer Success Jobs

SmartKarrot

Role: Director, Customer Success Strategy Location: Seattle, WA, United States (Remote) Organization: CommerceIQ As a Director, Customer Success Strategy, you’ll create and implement customer success strategies that promote effective onboarding, adoption, retention, value creation, and customer satisfaction. Develop trusting connections with our clients and their key stakeholders, such as VP-level executives, to better understand their needs and spot commercial value-creating potential.

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Kaizen Event Planning in 7 Simple Steps

Kainexus

Here at KaiNexus, we get the opportunity to chat with organizations across all industries and write about many different continuous improvement tools and techniques they use. Lately, I’ve been thinking about two things that most have in common. First, the tools they use are generally simple but not easy. And second, the key to success lies in the planning phase.

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The Current State of Professional Services

ACT

The COVID-19 pandemic triggered significant changes in several industries, particularly professional services. Emerging hopes for economic recovery in 2022 quickly faded with Russia’s invasion of Ukraine, and rising commodity prices and inflation rates signaled that a worldwide recession might be lurking around the corner. According to the International Monetary Fund (IMF), it’ll affect nearly a third of the global population.

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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 CRM for Insurance Agencies: Serve Your Clients, Grow Your Business

Insightly

Insurance agencies strive to bring value to their customers and provide peace of mind in life’s biggest moments. Whether you’re focused on auto, home, life, or health insurance, every situation is unique and every customer has distinct needs. In order to deliver the best possible experience, you need to provide the right coverage at the right time — and let your clients know you’re looking out for them.