July, 2021

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The Sales Olympics: How to Win Gold with Account-Based Sales

Revegy

Have you ever noticed the grace and finesse of the women’s gymnastics team? Have you ever wondered what kind of teamwork they put into planning, training, and performing? We all know it’s a demanding sport that requires hours of effort, constant support, and ongoing coaching. Account-Based Selling isn’t much different in concept when you think […].

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5 Decision Support Tools for Strategic Decision Making

Flevy

Do people always follow a rational linear process to come to a decision? Studies have suggested that a combination of Decision Making Models are used by people to reach quality decisions. Strategic Decision Making is a complex process with a lot riding on those decisions. Eliminating risk from Decision Making is unthinkable but radically enhancing chances of success is a realistic goal.

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Catching a Loss Before It Happens | Sales Strategies

Engage Selling

I’ve been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent client departures. And one of the biggest warning signs or triggers we have discovered is … Read More » The post Catching a Loss Before It Happens | Sales Strategies first appeared on The Sales Leader.

Sales 146
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How to Boost User Experience With Interactive Design

Customer Think

What is the point of a product or service? To benefit the people who use it! A successful product or service will focus on user experience as a metric of success. A big part of this is to look at interactive design. Interactive design is the relationship between the digital product and the consumer. In […].

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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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11 Types of Bad Customer Service (and How To Avoid Them)

Help Scout

Sometimes the customer service teams who are supposed to be solving problems somehow manage to make them so much worse instead. These are their stories — along with some tips to help you avoid ending up on this list next time we update it! 1. Running from responsibility The root of many terrible customer experiences is a company that is happy to collect money from a transaction but not to accept responsibility when things go wrong.

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Why Sales Talent Isn’t Enough

The Center for Sales Strategy

Have you ever heard music that was so brilliant, you couldn’t even carry on a conversation while listening? I had a friend in college who played like that. Her audiences would be nearly silent as she played, mesmerized by the sound, until her last note when they would go nuts! She practiced both the piano and the guitar often, simply because she loved it, and she often played for us upon request.

Sales 130

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Sales Call Planning Guide

RAIN Group

By failing to prepare, you are preparing to fail. ?. - Benjamin Franklin. We acknowledge that sometimes you can't prepare for a sales call or—hallelujah—a buyer calls you out of the blue. It's reasonable to suggest that, on occasion, sales calls are appropriately deemed 'exploratory discussions'; the kind of discussion in which we just talk and 'see where it goes.'.

Sales 128
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Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies

Engage Selling

I was working with a group of high performing salespeople years ago—well before the pandemic. And one of them was whining and complaining to me about how he was losing all of his business to the competition. The competition was … Read More » The post Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies first appeared on The Sales Leader.

Sales 139
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CX Transformation with AI Chatbots is not a “One-Size-Fit All” Approach

Customer Think

Businesses now realize the need for a customer-centric approach to transforming their customer experience (CX). According to the Zendesk Customer Experience Trends Report 2021, 75 percent of company leaders agreed that the global pandemic accelerated the acquisition of new technologies to get customer-centricity right. But, there are challenges too.

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How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays

Sandler Training

There is clearly a limited supply of raw materials and finished goods around the world at the moment. The post How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays appeared first on Sandler Training.

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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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How Do You Improve Sales Performance?

The Center for Sales Strategy

It's obvious why sales performance is a crucial part of any organization. Good sales performance leads to increased sales and greater profits. These results become a motivating factor for your sales force. A motivated sales team will perform well. This creates a cycle of continued success. However, it's often hard to achieve. Poor sales performance results in lost time and increased costs.

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A farewell to the open rate

Nutshell

This fall, when we all unwrap our batch of new emojis with iOS 15, we’ll also say goodbye to something that’s been in the marketer’s toolbox for 20 years: the open rate. Apple’s new Mail Privacy Protection feature eliminates the ability for email marketers to measure opens. iOS Mail currently makes up 40% of email client market share. Add MacOS Mail to that, and half of email clients will soon be hiding open data.

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How to Get Access to Key Executives

Sales Readiness Group

In previous blogs, we discussed how to prepare for a meeting with a key executive (see here and here ). But the 800-pound elephant in the living room is how do you get a meeting with a senior executive in the first place?

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Make Your Daily Routine Your Own | Sales Strategies

Engage Selling

I recently watched a presentation that underscored the best practices of top performers. In particular, one topic they highlighted was morning routines and how top performers had a strict morning routine. For example, they wake up at 4am, work out, … Read More » The post Make Your Daily Routine Your Own | Sales Strategies first appeared on The Sales Leader.

Sales 132
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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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9 Actionable Tips For ECommerce Multichannel Marketing

Customer Think

In a world where smartphones are ubiquitous and 76% of adults living in advanced economies have a world of information at their fingertips, it should be no surprise that the future of marketing lies in tapping into the customer’s online experience. Image Source Ecommerce multichannel marketing—consistent brand presence across multiple online and offline channels—is an […].

eCommerce 140
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Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021

Sandler Training

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. The post Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021 appeared first on Sandler Training.

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Weekly Roundup: Outdated Sales Techniques, Retain Top Talent + More

The Center for Sales Strategy

- MOTIVATION -. "Lightning makes no sound until it strikes.”. - Martin Luther King Jr. - AROUND THE WEB -. > It’s Time to Ditch these Outdated Sales Techniques – LinkedIn. If a salesperson from 20 years ago suddenly showed up in a DeLorean and tried to dive right back into the art of selling today as they knew it back then, they wouldn't be likely to have much success.

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10 Tips to Recharge Sales Energy When Working From Home

Hubspot Sales

Almost all tech salespeople were selling from home this past year, and several will continue to do so throughout 2021. Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. But the perks of selling from home come with a host of challenges as well — one of the most pressing being keeping up with self-care.

Sales 122
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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.

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Empathy May Be the Most Important Selling Skill

Sales Readiness Group

Microsoft CEO Satya Nadella often speaks of how his career – and his company – have been shaped by empathy. He views it as a quality to be consciously cultivated, practiced, and applied – “not just as something nice to have, but as the core to the innovation agenda in the company.” He believes empathy can be a differentiator when working with clients.

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When Prices Go Up, Sellers Get Down to Business

Engage Selling

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us. In some markets, these increases are incremental bump-ups. But in others, the spikes are meteoric, due … Read More » The post When Prices Go Up, Sellers Get Down to Business first appeared on The Sales Leader.

Marketing 126
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Low Code / No Code: How to Get the Value, Avoid the Pitfalls

Customer Think

Apart from a lot of other CX-related topics like e.g. customer data platforms, customer journey orchestration, configure, price, quote, artificial intelligence, machine learning, robotic process automation, and many more, there is another topic that currently gets quite some attention. Low code and no code platforms. It is said that low code / no code enables […].

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DISC: A Powerful Negotiating Tool

Sandler Training

The best negotiators always start negotiation by negotiating with themselves. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC. The post DISC: A Powerful Negotiating Tool appeared first on Sandler Training.

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The 2023 Supply Chain Crystal Ball: Challenges and Solutions

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

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Positive Feedback Examples (And a Few Negative Ones Too)

The Center for Sales Strategy

Imagine this scenario: You’re managing a seller who is excellent at developing close relationships with their clients, but you’ve noticed they've been running late to several prospecting meetings in recent weeks. You want them to be on time for their meetings and are preparing to give them feedback on this issue. Which style of feedback do you think would motivate them to be more punctual?

Meetings 121
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27 Productivity Tips that Will Change the Way You Live, Work, and Feel

RAIN Group

Take a moment to think about a time when you had a period of deep focus in which your work performance and productivity were at a high. Everything clicked. You nailed the deadline. Made the leap. Produced 10X. Everything came into focus. Wouldn’t it be great if you could have that level of focus and achieve that extreme productivity all the time—or even most of the time?

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What is a Chief Revenue Officer? & How to Become One, According to Experts

Hubspot Sales

As a growth-focused company, you want to ensure that all elements of your business are ready and able to support your scaling, especially those that impact revenue generation. This is where Revenue Operations, also known as RevOps, enters the picture. This team responsible for aligning activities and supporting sales, marketing, and service departments — all of which contribute to revenue growth.

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11 Tips on Delivering Great Customer Service in Education

Help Scout

When thinking about education, most of us tend to think only about teachers and other administrative staff — frontline workers, so to speak. It makes sense; frontline educators are incredibly important and often underappreciated. In reality, the education ecosystem is like an iceberg: What you see is just a small fraction of the whole. In order for frontline educators to do their jobs successfully, they need access to things like books, software, and various other supplies.

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The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

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Welcome to the Future of Sales

Customer Think

The sales profession is in transition. It is quickly shifting from an offline, seller-driven, push-based model toward a digital-first, data-driven and buyer-focused response. There are four unmistakable buyer-led trends that will define the future of s.

Sales 140
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The “Superhero Syndrome” that Causes Sales Managers to Fail

Sandler Training

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”. The post The “Superhero Syndrome” that Causes Sales Managers to Fail appeared first on Sandler Training.

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5 Reasons Managers Struggle to Develop Consistent Revenue

The Center for Sales Strategy

Driving, maintaining, and developing consistent revenue growth is a top concern in every organization. Taking care of employees, meeting goals, trying to exceed goals, and keeping your business afloat during challenging times is a lot to manage. If your revenue growth remains stagnant — or worse, slows down — it's easy to lose focus and start panicking.

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Strategic Alliance Management

Flevy

Strategic Alliances are quite ubiquitous in businesses nowadays, but most of them often go unsuccessful. A Strategic Alliance is referred to as “an agreement between 2 organizations to share resources to carry out a mutually beneficial initiative.” The arrangement differs from a Joint Venture (JV) given that both firms in a Strategic Alliance remain independent.

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Negotiate Larger Deals More Quickly

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.