Force Management

MAY 23, 2024

The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions.

Value Selling 82

Value Selling Sales 82

SBI Growth

MAY 23, 2024

The buying environment faced by many sellers today is volatile: it almost seems as if the once-reliable commercial approaches no longer apply. But for CEOs and GTM leaders looking to capture the immense growth potential in 2024, it’s time for them to consider a revolution in how their companies approach their customers' shifting concerns and expectations.

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The Great Game of Business

MAY 23, 2024

In our personal lives, we are terrible predictors of our future selves. Uniformed, we buy houses based on a salary we believe will only increase. We buy cars thinking the price of gas will stay the same. We subscribe to memberships and services thinking we’ll always use them. We constantly seek stasis in a world that is constantly changing.

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Customer Think

MAY 23, 2024

Your relationship with your customers doesn’t end the moment they make a purchase. As a matter of fact, it starts from there. In order to ensure high retention, it’s essential to establish a strong bond with your customers by offering them seamless experiences.

Facilitation 64

Facilitation Customer Experience 64

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.

Groove HQ

MAY 23, 2024

Customer support is more important than ever, yet it’s also more complicated. Buyers will reach out through a wide variety of channels, and expect fast, personalized service. If they don’t get it, they’re likely to complain in visible ways that can hurt your brand. For these reasons, the ‘client success manager’ is becoming an increasingly […] The post What Is a Client Success Manager (And Do You Need One)?

Management 62

Management 62

Customer Think

MAY 23, 2024

A Master Class Part 2: Unlocking the Psychology of Customer Experience Listen to the podcast: This issue is the second in an eight-part master class series unlocking the psychology of Customer Experience. In our last episode, you might recall that we covered some common cognitive shortcuts or heuristics that customers use in their decision-making.

Customer Experience 59

Customer Experience Decision-making 59

Customer Think

MAY 23, 2024

In this episode of the Sales Leadership Awakening Podcast, Margo Edris, Salesforce's Regional VP of Sales, shares insights on sales leadership and discusses topics such as handling challenges gracefully, preparing for coaching, and integrating fun into the workplace. She also provides valuable advice for women in male-dominated industries and stresses authentic interactions for success.

Sales Leadership 59

Sales Leadership Leadership Sales 59

Brooks Group

MAY 23, 2024

Sales hiring assessments are now an essential element of a B2B sales leader’s expertise. Hiring the wrong person for a sales role, whether due to a lack of necessary skills or a poor cultural fit, can have serious negative consequences for an organization. Not only are there significant financial costs, but a bad hire can also negatively impact team morale, customer relationships, and the organization’s reputation.

Sales 52

Sales Sales Training Decision-making Negotiation 52

Customer Think

MAY 23, 2024

Generative AI to be incorporated into CPQ and Analytics to improve productivity, enhance user experience and increase speed to insights

Artificial Intelligence 59

Artificial Intelligence 59

Customer Think

MAY 23, 2024

Source: McGraw Hill As marketers, we communicate with potential buyers and hope they will remember our messages when they decide to make a purchase. Unfortunately, scientific research has demonstrated that our audiences forget most of the content we share, up to 90% by some accounts.

Communication 49

Communication Marketing Digitalization 49

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