February, 2022

Determining Product Value Through a Customer’s Eyes

Holden Advisors

When determining product value, it’s important to go beyond cost and demand. Your customers’ perceived value matters too, especially if you want to build lasting business relationships. Have you ever walked out of a business feeling happy? If so, think about the things that made you feel that way.

The Neuroscience of Decision Making

Strategic Account Management Association

By Carmen Simon, PhD, Chief Science Officer, Corporate Visions. Why do human beings have brains? To communicate, create, express emotions? To help us solve complex problems?


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How to Execute a Churn Analysis for Account Managers


For a business to be successful, you must be willing to make continuous updates and improvements where necessary. More importantly, you should always be focused on your customers and how you can improve their experience with your brand and products or services.

How CEOs Can Make the Most of Independent Board Members

SBI Growth

Last week, we assembled a group of Independent Board Members as part of SBI’s executive advisory board program.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Four Powerful Steps for Generating Referrals

Sandler Training

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! Step 1: Pick Your Referrers.

Guide to Customer Retention (Definition, Rates, Strategies & More)

Groove HQ

It's cheaper to keep an old customer than to acquire a new one—with that in mind, we'll walk you through customer retention strategies and ideas. The post Guide to Customer Retention (Definition, Rates, Strategies & More) appeared first on Groove Blog. Customer Support


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People & Problems: The core of strategic account planning

Strategic Account Management Association

By Richard Scheig, Chief Revenue Officer, Upland Software. The view from where I sit as Upland Software’s Chief Revenue Officer is a profoundly interesting one. Our revenue teams are physically distributed through time zones and countries, as well spread across 25-plus product lines that serve industries from healthcare to tech. These complex operations alone would be enough to keep anyone’s head buzzing.

Is Your Customer at Risk of Churn? 5 Ways to Find Out


It’s a key account manager’s worst nightmare: One day, out of nowhere, you lose a major customer. Sometimes it’s completely outside of your control.

How a CEO Accelerates Growth in Less Time

SBI Growth

Private equity-backed companies are served with high expectations for accelerated growth. CEOs are operating in months, not years, and are challenged with generating revenue faster and in a variety of forms. type-video topic-Growth Strategy


7 Personality Traits of Salespeople That Count in Conversions

The Center for Sales Strategy

There's hardly any organization that would not want its salespeople to be well-groomed and highly presentable. Every employer understands well that in sales, the personalities of salespeople are vital in driving conversions.

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5 Essential Virtual Selling Practices Every Company Must Have by 2023

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Join us on Sept. 13 at 9:30 am PT as Erika Bzdel, VP of Sales, and Craig Simons, Director of Marketing, discuss the virtual selling practices that every company should adopt, and how to succeed at selling in a hybrid world.

How to Leverage Your Perspectives

Engage Selling

Do you know how to strategically create, foster, and leverage your perspectives? Learning how to be Right on the Money means learning field-tested strategies to adapt fully and thrive in today’s permanently changed marketplace.

Where Does Your Company Fall on the Customer Experience Pyramid?

Holden Advisors

Want to negotiate a winning deal? Learn the four basic buyer types and leverage the Customer Experience Pyramid to give yourself the winning edge. The Customer Experience Pyramid. Companies spend $8.7B annually to improve their customer experience, but they don't always see the results they want.

Four Reasons to Review Sales Calls with Your Team

Software Sales Guru

Four Reasons to Review Sales Calls with Your Team Many sales calls are recorded. Few are reviewed. Sales calls should not be recorded as a means to simply check boxes. That’s pointless.

Your Step-by-Step Guide to Lowering Your Customer Churn Rate


Customer churn is an essential metric to track for any organization in any industry. It not only gives you insight as to when and why customers are leaving your organization, but it also helps inform future decisions you’ll make for your business.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

How to Approach Customers With Price Increases

Sales Gravy

On this episode of the Sales Gravy podcast, Jeb Blount (author of Selling the Price Increase) and Donald C. Kelly (host of the Sales Evangelist podcast) discuss how to approach customers with price increases.

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19 Time-Saving Strategies and Tools for Sales Teams

The Center for Sales Strategy

More sales equal more revenue, more business opportunities, and more motivation. Thus, streamlining your sales team’s work is the backbone of expanding your company. How can you do that?

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Harnessing Critical Mass Influence

Engage Selling

Are you effectively harnessing Critical Mass Influence?

The Sandler Summit is Back, Bigger and Better than Ever!

Sandler Training

Join us for the 2022 Summit — as Sandler leads the way in transforming organizations into world-class operations through the power of resilience. The Sandler Summit is a powerful two-day hybrid event where successful business professionals across all industries learn, collaborate, and network.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

USI versus Salesforce: A strategic marketing lesson

Software Sales Guru

USI versus Salesforce: A strategic marketing lesson I worked with the sales teams of both USI and Salesforce in their early days. One flopped and one skyrocketed. The difference is that USI tried to broadly sell software as a service to everyone. They did not focus on a single application.

How to Successfully Manage Customer Churn


Customers will leave for just about any reason today — and more often than not, it doesn't even have anything to do with your product or service.

5 essential customer engagement metrics and KPIs


It’s important to monitor the level of engagement customers have with your product, service, or brand. When you make a sale, you need to know if people are engaging with your solution or product and having a positive experience. .

Weekly Roundup: 2022's Economic Slowdown + More

The Center for Sales Strategy

- MOTIVATION -. "A A person always doing his or her best becomes a natural leader, just by example.". AROUND THE WEB -. > > The Top 3 Things to Consider for 2022's Economic Slowdown– The Great Game of Business.

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Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

Failed Sales Strategies: Why They Happen

Engage Selling

Frustrated with failed sales strategies? You put together a robust sales strategy—a strategy that you worked extremely hard on and believed to be near flawless—only to see it fail in the long run. Frustrating, right?

5 Keys to Effective Sales Onboarding

Sandler Training

Onboarding sales talent has never been more important, given the tightness of the current labor market. Yet the most effective, proven best practices for shortening the runway to success for new hires remain largely unknown and unimplemented.

[Checklist] Tips to Build Value in Sales Negotiations

RAIN Group

In our sales negotiation research , we studied the factors separating the best negotiators from the rest. According to buyers, six out of 10 sellers cave on price at some point in negotiations.

Best Email Finder to Find Anyone’s Email

Agile CRM

Today, about 4 billion people use email regularly all around the world. This represents roughly half of the world’s population. Email is used by each one of your clients, consumers, and prospects.

CRM 83

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

5 Ways To Improve Customer Focus


What is a customer focus strategy? Top brands like Apple, Amazon, Trader Joe’s, and Costco (just to name a few) hyper-focus on customer experience. . Shouldn’t you? How do you get this competitive advantage? It’s time to change your perspective. Put customer satisfaction first.

Improving Sales Performance, Jim Doyle, ServantSellingBook.com

The Center for Sales Strategy

This episode of Improving Sales Performance takes an interesting twist where host Matt Sunshine interviews a big competitor of The Center for Sales Strategy. And while we are competitors, there is one thing we absolutely agree on, and that is creating impact for clients.

Do You Have Pushy Salespeople? | Sales Strategies

Engage Selling

Can pushy salespeople thrive in today’s marketplace? It’s commonly discussed amongst salespeople that it’s good to be a little impatient. It’s good to be assertive and pushy to get deals done—not just sit back and wait for things to happen.

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How to Succeed at Retaining Top Performers [PODCAST]

Sandler Training

Mike Montague interviews Cal Thomas on How to Succeed at Retaining Top Performers. . The post How to Succeed at Retaining Top Performers [PODCAST] appeared first on Sandler Training. Podcasts] Blog Posts How To Succeed Management & Leadership employee management employee retention management

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.