Red Star Kim

FEBRUARY 22, 2024

Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. Socratic questioning is a way to drive logical argument. It’s helpful in conversations, critical thinking and negotiation. So what is Socratic questioning? (Questioning skills). This article on Socratic questioning follows an earlier and longer post on questioning skills Why are questions so important?

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Customer Think

FEBRUARY 22, 2024

In the dynamic world of e-commerce, understanding your customers is key to success. Meeting customer needs is critical in today’s competitive e-commerce landscape. Digital platforms have raised consumer expectations by offering a wide range of products and services. Customer-centricity is more than a trend; it is a strategic approach that sets companies apart.

Digitalization 119

Digitalization Meetings Marketing 119

The Center for Sales Strategy

FEBRUARY 22, 2024

In this episode of Improving Sales Performance, we’re once again diving into The 5th Annual Media Sales Report by The Center for Sales Strategy. Today, we’re exploring why sales managers are experiencing such increased difficulty in achieving organizational goals. Joining Matt to discuss that and much more is Stephanie Downs, SVP/Senior Consultant here at CSS.

Media 107

Media Sales Management Sales Management 107

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.

Sales 71

Sales Sales Management Organization Management 71

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.

ClearPoint Strategy

FEBRUARY 22, 2024

Discover the 10 features that set apart the best business reporting software. Enhance your decision-making with insights on functionality and capabilities.

Software 81

Software Software Decision-making 81

Customer Think

FEBRUARY 22, 2024

For those not familiar with my work, I’m an active author, consultant, researcher and trainer in CX and EX (and also a member of CustomerThink’s Hall of Fame).

Customer Experience 69

Customer Experience 69

Customer Think

FEBRUARY 22, 2024

This article was initially published in issue 10.1 of the International Journal of Sales Transformation. I suppose this article could have been titled “what do I wish I had known or done in my first day as a salesperson?” – and maybe I might have benefited from reading it then.

Publishing 59

Publishing Sales 59

Insightly

FEBRUARY 22, 2024

This article was originally published on Fast Company Executive Board. Check out nearly any review platform for SaaS companies and a phrase you’ll run into often is “ease of use.” It is important because nearly all users and SaaS buyers cite “ease of use” as one of the top requirements for software they purchase. This should be fairly straightforward—how quick is the learning curve to onboard new users to the product or platform?

CRM 52

CRM Decision-making Onboarding Manufacturing 52

Envisio

FEBRUARY 22, 2024

Welcome to Measure What Matters, where we focus on performance measurement across the public sector. We love talking about SMART goals and Key Performance Indicators (KPIs) , and public sector organizations that measure what matters. In previous posts, we have done deep dives into the most common police department performance measures , library performance measures , and others.

Innovation 52

Innovation Publishing Management Onboarding 52

Arpedio

FEBRUARY 22, 2024

In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Advertiser: ZoomInfo

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

B2B

Flevy

FEBRUARY 22, 2024

In the high-stakes world of corporate growth and expansion, Mergers and Acquisitions (M&A) Strategy plays a pivotal role. This strategic avenue is not just about expanding business footprints or diversifying portfolios–it’s a complex maneuver that, when executed with precision, can significantly alter an organization’s trajectory towards success.

Management 52

Management Acquisition Digital Transformation Decision-making 52

Arpedio

FEBRUARY 22, 2024

In today’s fast-paced and hyper-competitive business landscape, the key to success lies in understanding and effectively leveraging the concept of value selling. As businesses strive to differentiate themselves and capture the attention of increasingly discerning consumers, traditional sales approaches centered solely on product features and pricing often fall short.

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Account Management Skills

FEBRUARY 22, 2024

I read as many reports I can about the state of agency account management and it makes for grim reading. “I sometimes feel they are more concerned with their gmail and booking meetings than with my challenge” – client lead ( “The Future of Account Management” report, IPA 2020 ) The feedback from clients and industry experts is relentless and often scathing about the account manager’s performance.

Account Management 52

Account Management Management Client Development Account Growth 52

Arpedio

FEBRUARY 22, 2024

Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively. Key Principles and Objectives of Spin Selling At its core, Spin Selling aims to shift the focus of sales interactions from product features to customer needs.

Software 52

Software Software Decision-making Performance Review 52

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Meetings

Customer Think

FEBRUARY 22, 2024

(This month’s Research Round-Up features a study by Boathouse that reveals what CEOs actually think about marketing and CMOs, and a survey by Informa Tech that addresses how much trust B2B technology buyers actually place in marketing.

Marketing 64

Marketing B2B Digitalization 64

Arpedio

FEBRUARY 22, 2024

In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. In today’s fiercely competitive market, having a well-defined and meticulously executed sales strategy is more crucial than ever before.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Customer Think

FEBRUARY 22, 2024

In recent years, the line between functional workwear and fashion has increasingly blurred. Safety gear, uniforms, and personal protective equipment (PPE) are no longer confined to their traditional realms. They have started making appearances on runways, in streetwear, and amongst fashion-forward crowds, signaling a shift in how we perceive these utilitarian items.

Innovation 52

Innovation 52

Help Scout

FEBRUARY 22, 2024

Learn about the role of AI for healthcare and what it means for patient care, diagnostics, and administrative tasks and how best to implement it.

Healthcare 45

Healthcare 45

Advertiser: ZoomInfo

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.

Marketing