Crank Wheel

APRIL 28, 2021

How do you overcome objections in sales? We look at the most common objections, and how to overcome them.

Sales 97

Sales 97

The Center for Sales Strategy

APRIL 29, 2021

“Get the right people on your bus and get the right people in the right seat on your bus.”. Jim Collins, leadership guru and author of the best-seller Good to Great. If you have the right people on your bus, how well do they fit into the role you have them in? Even if you hired the right talent onto your bus, reports show that less than 20% of employees feel they get to use their talent and strengths each day at work which means adjustments are needed.

Sales Management 104

Sales Management Leadership Management Sales 104

Engage Selling

APRIL 30, 2021

Amongst your sales efforts, don’t forget to grow your current accounts!Client acquisition and finding new prospects is, of course, alluring. It’s what often immediately comes to most people’s mind when the word “sales” comes up in conversation. But, not only … Read More » The post Don’t Forget to Grow Your Accounts!

Acquisition 85

Acquisition Sales Account Growth Business Growth 85

Software Sales Guru

APRIL 26, 2021

Using Checklists It may sound obvious but if you want a checklist for sales conversations to help guide you, you must USE the checklist. To do that properly, the checklist must actually be in front of you. The Fear of Stilted Conversations Many salespeople go through sales training programs and walk away with a list of questions they should ask on sales calls, which are.

Sales Training 147

Sales Training Software Software Sales 147

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.

Customer Think

APRIL 25, 2021

To meet the needs of the empowered 21st Century consumer, most companies, especially larger enterprises, need to embark on a customer experience transformation. Imagine a car manufacturer that does not allow any vehicle customization, or a retail bank.

Customer Experience 144

Customer Experience Banking Manufacturing Retail 144

Help Scout

APRIL 29, 2021

Your customer service culture is not what your fancy “Customer Guarantee” promises, and it’s not whatever you say it is in your new employee handbook. For proof, compare this 2014 customer promise from Comcast — “We are committed to providing Comcast customers with a consistently superior customer experience” — to this recording from the same year. Your culture is the set of beliefs held by your employees about your company: who and what it is for, what it values, and how they act in response to

Decision-making 139

Decision-making Customer Experience Profitability Organization 139

Sales Readiness Group

APRIL 30, 2021

The expansion of online, collaborative learning is one of the most exciting evolutions to come out of the challenges of delivering sales training over the past year. As the participant feedback suggests below, online, collaborative learning did a great job engaging participants, increasing group collaboration, and reinforcing skills over time – all of which is leading to greater success for learners and better outcomes for companies.

Sales Training 118

Sales Training Sales 118

Customer Think

APRIL 29, 2021

When a company tells a customer they’ll deliver product X by a certain date and fail to do so, it can cause their reputation, or brand, to suffer. Businesses rely on logistical management, or logistics, to avoid these problems and meet their customer’s expectations. Logistics is an essential part of any business strategy. It’s about […].

Logistics 133

Logistics Meetings Management 133

Sandler Training

APRIL 29, 2021

Mike Montague interviews Michael Coles on How to Succeed at Getting Tough. The post How to Succeed at Getting Tough [PODCAST] appeared first on Sandler Training.

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123

Help Scout

APRIL 27, 2021

For customer service teams, the support queue shapes their work lives, shifting from a trickle of questions to a raging torrent of customer confusion throughout the various seasons of a business. Understanding and managing the power of the queue is critical to a sustainable customer service organization. The art of the support queue. You might well ask, “Why do we need a whole article about dealing with a list of questions?

Management 117

Management Prioritization Decision-making Organization 117

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

The Center for Sales Strategy

APRIL 27, 2021

Only two jobs? Most sales managers will meet that headline with an eye-roll but stay with us. Great sales leaders individualize their coaching while they manage a standardized sales process. The first job of a sales leader is relatively easy - the second takes more discipline. The two jobs sales managers have related to sales process are: Install a process that everyone on your team uses.

Sales 108

Sales Sales Management Meetings Management 108

Customer Think

APRIL 25, 2021

The omnichannel customer service approach has long surpassed the multi-channel one as something all businesses should strive for. In a world where modern technology has given consumers more choice than ever before, adopting a customer-focused management strategy is essential. So what’s it all about? The old multi-channel approach offers a range of services for customers, […].

Management 128

Management 128

Flevy

APRIL 28, 2021

Most organizations aren’t ready to deliver great Customer Experiences across all channels. Many of them have invested heavily in conventional methods of doing business, backed by in person or over-the-phone customer experience. This has led to creation of siloed operational structures within companies, where each silo operates individually. With the advent of digital channels, these organizations set out to use and proffer their services via digital channels.

Customer Experience 111

Customer Experience Leadership Digitalization Government 111

Help Scout

APRIL 27, 2021

Every time I travel to Boston, I stay in the same hotel. It’s not fancy and the location isn’t great, but they know how to wow a customer. The way that I’m treated when I go there has always left an impression on me. The first time I stayed there, I arrived in the dead of winter. My face was chapped, and my hands were raw as I checked in. Ten minutes after I got to my room, guest services showed up at my door with some cookies and hot chocolate.

Banking 117

Banking Meetings CRM Management 117

Advertisement

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.

Meetings

Sandler Training

APRIL 30, 2021

The results of the Sandler Research Center’s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team. The post Highlights From the New Sandler Research Center Survey, “Leading From the Front in Challenging Times” appeared first on Sandler Training.

Sales 110

Sales Leadership Management 110

Customer Think

APRIL 29, 2021

If you’ve ever tried to build any kind of custom software or been involved in a software development project, you’ve likely run into problems where projects get off-track. They don’t stick to the three principal constraints of time, cost, or quality. The top 6 Dialpad alternatives for small businesses have all experienced such hiccups during […].

Software 124

Software Software Small Business 124

Hubspot Sales

APRIL 27, 2021

This might not be all that mind-blowing to point out, but not all sales orgs are comfortably confined to their companies' corporate headquarters — operating under a group of managers that can come together to share stories over lunch every day. Many businesses have too broad a reach for that. They can't thrive without branching out and putting boots on the ground beyond the cities their main offices are located in.

Management 110

Management Sales Management Leadership Communication 110

Help Scout

APRIL 27, 2021

While I’m writing this in March of 2021, having just experienced a generational winter in my home state of Texas that created a source of stories I can use to bore my future grandchildren to death, I realize one nice thing about power outages is a return to books. I’ve always enjoyed reading, but I can’t say that it was a nightly affair for me like it has become during this stunning storm of 2021.

Customer Experience 117

Customer Experience Retail Brainstorming Publishing 117

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.

Sales

Clarity Engagement Solutions

APRIL 26, 2021

Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed. New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to pharmaceutical companies to sit more consistently at the patient population management table. Only a few were in the process of pivoting in response, but everyone knew that their way of engaging with their customers needed to change.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Customer Think

APRIL 29, 2021

Artificial Intelligence and automation are being increasingly adopted in contact centers to deliver self-service options for consumers and to assist human agents. Intelligent Virtual Agents (IVAs) with advanced conversational AI capabilities are now helping customers resolve routine requests during self-service interactions while providing a smooth escalation path to the live agent, who is fully prepared […].

Artificial Intelligence 122

Artificial Intelligence Digitalization 122

Sandler Training

APRIL 30, 2021

There's been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson? The post Three Ways Sales Leaders Can Develop a Powerful Sales Strategy in a Digital Environment appeared first on Sandler Training.

Digitalization 106

Digitalization Sales Leadership Management 106

Revegy

APRIL 29, 2021

Recently, our VP of Global Sales, Joe Monastiero, and VP of Marketing, Laura Hall, sat down to discuss moving the needle: ways to mature your sales execution approach. When viewing, you’ll see that change doesn’t have to (and almost certainly will not) happen overnight. Like your children, maturity comes with time and nurture (and maybe some tears).

Organization 105

Organization Sales Marketing 105

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.

Negotiation

Clarity Engagement Solutions

APRIL 26, 2021

Long before the COVID-19 outbreak, pharmaceutical companies knew that the customer engagement game had changed. New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big pharmaceutical companies to sit more consistently at the patient population management table. Only a few were in the process of pivoting in response, but everyone knew that their way of engaging with their customers needed to change.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Customer Think

APRIL 25, 2021

Photo by Pixabay, CC0 1.0 Whether you’re just starting as a new construction company or have years of industry experience under your belt, your customers should always be your main priority. You need to attract new customers and new projects if you want your construction business to continue growing and surviving, but this can sometimes […].

Construction 122

Construction 122

Sandler Training

APRIL 30, 2021

Create and circulate a documented playbook of best practices for anything and everything that occurs on an ongoing basis. The post The Power of the Playbook appeared first on Sandler Training.

Leadership 104

Leadership Management 104

SBI Growth

APRIL 25, 2021

CEOs often get lost in data while trying to decide what’s working, if there is too much, or if it’s even correct. But even great data is futile if not activated properly across commercial functions. On today’s show, Mike Dickerson, CEO.

Meetings 98

Meetings Customer Experience Customer Success B2B 98

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

Clarity Engagement Solutions

APRIL 26, 2021

Long before the COVID-19 outbreak, pharmaceutical companies knew that customer engagement game had changed. New types of stakeholders, little swayed by the strength of a product sales pitch, have been looking to big Pharma to sit more consistently at the patient population management table. Only a few were in the process of pivoting in response, but everyone knew it.

Healthcare 91

Healthcare Stakeholders Co-Creation Digitalization 91

Customer Think

APRIL 29, 2021

Customer data gives you a clearer picture of your audience. Just knowing the basic demographics of your customers helps you identify the right channels to target and refine your messaging. While information like age and income levels are useful, they don’t exactly tell you how customers feel about your products or services. Nor do they […].

Customer Experience 115

Customer Experience 115

Sales Readiness Group

APRIL 26, 2021

Sales organizations continue to invest in sales training but are often challenged when it comes to demonstrating that the training had a lasting impact on how their sales team sells. According to ATD Research ( pre-COVID ), sales organizations invested an average of $2,326 per salesperson annually on sales training. Interestingly, a survey by TrainingIndustry.com found that 43.5% of participants felt that sales skills training “needed improvement.”.

Sales Training 98

Sales Training Sales Organization 98

Zendesk

APRIL 28, 2021

To offer superior support, customer service teams need their systems, tools, processes—and most of all—people to work in harmony. But in lieu of personalized service, self-service support is your stand-in, and it needs to be just as good as your agents. This harmonious approach is important because 69 percent of customers want to resolve as many issues as possible on their own using self customer service options, according to the Zendesk Customer Experience Trends Report.

Customer Experience 98

Customer Experience Communication 98

Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

B2B