February, 2022

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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. Was it the $5 you saved on your purchase or the ease and delight of doing business with them?

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Introducing CX1™ – Our Salesforce Strategic Customer Engagement Tool

Clarity Engagement Solutions

Clarity is proud to introduce Clarity CX1™ , made for Pharma by Pharma, based on our 4 Zones™ of Customer Engagement technology. The 1st Industry Cloud Solution on Salesforce to focus exclusively on Strategic Customer Engagement. This solution will help optimise sales performance in your company and will aid you to mean more to your customers. As global commercial organizations continue to accelerate the shift from tactical selling to strategic customer engagement and partnership value, they nee

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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. Effective sales managers use call recordings like game film to help their team analyze the outcomes, and learn what is effective. Here are four reason to review sales calls with your team: #1.

Sales 147
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Blockchain in Modern Business Adopting Real Cases by 2022

Customer Think

Blockchain technology has been around since the early days of Bitcoin, which debuted in 2009 as the world’s first decentralized Cryptocurrency. Yet, it is more than just digital currency. Blockchain is a distributed ledger technology that can revolutionize modern business. But how fast will blockchain technology make its mark on the business world? According to […].

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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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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. That’s why I launched this four-part … Read More » The post How to Leverage Your Perspectives first appeared on The Sales Leader.

Sales 128
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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. So, as someone looking to gain great success in sales, you need to work on your personality traits. But what are the best personality traits in sales that enhance the prospects of success?

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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. Identify five people, five centers… The post Four Powerful Steps for Generating Referrals appeared first on Sandler Training.

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5 Tips for a Great Sales Hook, According to Sales Reps

Hubspot Sales

As a writer, I know all about the importance of great hooks. A good hook is imperative for holding your audience's attention, and ultimately convincing your audience that you're worth hearing out. In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot.

Sales 128
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How to Make Your Sales Smarter Through Sales Process Mapping

Customer Think

Every business needs a plan, and it’s no different when it comes to sales. While gut feelings and intuition might be a method to attract leads and close deals, what happens when they fail? To eliminate the need for guesswork and luck, a solid sales process needs to be established, ensuring consistency and a positive […].

Sales 125
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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.

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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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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? This article discusses 19 time-saving strategies and tools that help sales teams focus on reaching out to the right customers who convert quickly.

Sales 126
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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. This even occurs when companies develop their process and systems to the point that a customer should have a positive feeling by the end of the transaction/negotiation.

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10 Marketing & Sales Trends You Can’t Ignore in 2022

Drift

I don’t have a crystal ball to see what the rest of 2022 has in store for us. But I do have plenty of data. There’s so much that’s changed in the last two years — how can you build (and execute) a solid strategy that’s agile enough to adjust to how work is changing in 2022 and beyond? I wanted to know, too. So I sat down with Mark Kilens, VP of Content and Community, for a deep dive into our top.

Marketing 118
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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? In my years of consulting, … Read More » The post Failed Sales Strategies: Why They Happen first appeared on The Sales Leader.

Sales 117
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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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Customer Success: What It Means, Why It Matters, and More

Help Scout

Customer success boosts lifetime customer value, creates stickier customers, and even provides deeply helpful product insights. Here’s our guide on how to do it well.

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Understanding and Building Sales Impact Models

RAIN Group

You can be spot-on building rapport with your buyers and uncovering their needs, but without communicating the impact of what you’re selling, you—and your initiative—won’t be a priority. When you’re able to understand and articulate the impact of your solutions, you can help buyers start thinking differently.

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Weekly Roundup: 2022's Economic Slowdown + More

The Center for Sales Strategy

- MOTIVATION -. "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. In 2021, industrial sectors experienced Accelerating Growth, creating crunches on capacity, exacerbating concerns surrounding the labor market, prompting a willingness to purchase raw materials at higher costs than perhaps would have otherwise been desired.

Marketing 119
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How to Harness Hyperpersonalization in Your Email Marketing Strategy

Customer Think

You receive countless emails with some basic level of personalization like including your first name. It’s no surprise why; 80% of customers are more likely to make a purchase when brands offer personalized experiences. You might notice other emails aimed at your age bracket, gender, location, or industry. But what if emails were personalized to […].

Marketing 120
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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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Inside Drift: Meet Richard Wright, VP of Sales, EMEA

Drift

Welcome back to another edition of Inside Drift, where we introduce you to all of the people that make Drift such a great place to work. So far you’ve met Shannon Donovan, Mary Mitchell, Catherine LaMacchia, Nadine Shaalan, Britnee Laughlin, Carolina Caprile, Michelle Ai, Frank Schepps, Tate Knapp, Zareena Javed, Jason Richman, Stacy Chen, Lillian Frost, Josh Moody, Miles Kane, Lorraine Chon-Qui.

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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. … Read More » The post Do You Have Pushy Salespeople? | Sales Strategies first appeared on The Sales Leader.

Sales 114
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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. You'll learn techniques, tactics, and strategies for crafting price increase messages, planning price increase conversations, and compelling customers to accept price increases without losing their business.

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How to Deal with Difficult Customers

Help Scout

Every support person needs to know how to deal with difficult customers. Read about different types of difficult customers and the best ways to help them.

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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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Sales Strategy: How Preparation Speeds Up the Sales Process

The Center for Sales Strategy

New business efforts are full steam ahead! As we help execute new business sales drives for different sales organizations from all over the country, we're uncovering a significant difference between how management feels this should be accomplished versus the salespeople charged with generating the revenue.

Sales 118
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6 fintech and technology trends that will redefine CX in 2022

Customer Think

As we look out over the horizon of 2022, one thing is clear — we can only move forward. We won’t just dust off old habits, even for workers who finally return to the office. As individuals, our mindset, our needs and our priorities have shifted. And companies in technology, financial services, logistics, and other […].

Logistics 120
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5 Ways to Solve the Trillion-Dollar Marketing & Sales Feud

Drift

Misalignment between marketing and sales isn’t just costing you sleepless nights. It’s a trillion-dollar problem. If that price tag doesn’t get you thinking, then consider this ?? Historically, marketing is responsible for leads while sales handles revenue. With these teams working towards two separate goals, companies end up with a disjointed buying experience.

Marketing 111
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Corporate Functional Strategy

Flevy

The role of corporate functions, traditionally, has been to conduct the various service-oriented specialized tasks necessary to run the business. Corporate functions ar e of strategic significance in achieving organizational objectives yet their role at most enterprises is kind of contractual at best. These units assist in routine operations, facilitate other business units, and manage conflicts and relevant pressing matters.

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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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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.

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13 Best Practices for Improving Online Customer Service

Help Scout

Online customer service is one of the most important functions at any company. Here’s how to get started with it and continue improving it as you grow.

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Weekly Roundup: Remove Emotions, Sales Songs + More

The Center for Sales Strategy

- MOTIVATION -. "Some people want it to happen, some wish it to happen, others make it happen.". - AROUND THE WEB -. > Remove the Emotions and Plan With Confidence – The Great Game of Business Blog. One of the most critical values that ITR Economics provides is removing the emotion from your business planning. Every business leader faces ever-daunting questions, such as “is this the right decision?

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How Trust is the Basis for Value from Customer and Employee Experience

Customer Think

Trust is the basis of any valuable relationship with friends and family, employees and employers, customers and suppliers, and among partners. You entrust these parties to enrich your life, business, and growth. They entrust you to do the same. Trust is reciprocal. In particular, businesses rely on (a) customers to fund salaries, budgets, and dividends; […].

Suppliers 118
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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.