Sat.Jun 26, 2021 - Fri.Jul 02, 2021

article thumbnail

Improving Sales Performance - IMPACT Your Sales Process: Sales Structure

The Center for Sales Strategy

To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization. Is your current sales structure designed for the results you want? In Episode 26, Mike Paterson, President / General Manager at Mid-West Family Illinois, discusses how sales leaders can make an IMPACT on their sales process through sales structure.

Sales 62
article thumbnail

4 Key Factors to Create a Sales Training Program That Delivers Results

Sales Readiness Group

When companies experience sales challenges, they often view sales training as the solution. While training can impact sales performance, there are many challenges that go well beyond training. These include not hiring the right salespeople, an out-of-date or overpriced offering, or ineffective sales leadership. In most cases, however, the specific challenges companies want to address are intrinsic to the sales team and involve behavior change.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Trending Sources

article thumbnail

How Can You Get The Most Out of Your CoSelling Partnerships?

CoSell

We’re all looking to get the most out of our co-selling partnerships. To give you a head start, we interviewed 6 top sales leaders. Here, we’re sharing their insights and offering answers to frequently asked questions about how to super-charge your co-selling partnerships. These insights will give you a competitive edge about being human-centered. They shine light on the vital importance of being authentic, genuine, and focused on adding value.

article thumbnail

The Challenge of Selling Expertise (Not Product)

Strategic Account Management Association

An interview with Michael Thomas by Harvey Dunham, Managing Director of Business Development at SAMA. Michael Thomas is the founder of Magnetic Services. He also spent years as a managing consultant for Microsoft’s global consulting organization. This interview is based on a recent SAMA podcast. Join us for a Next Practice Symposium on September 15 when Michael Thomas will be speaking more on this topic.

article thumbnail

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.

article thumbnail

10 New Capture Strategy Tips to Keep Clients & Avoid Competitive Bids

Account Manager Tips

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Tweet. 0. Share. 0. Pin. 0. Share. 0. Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives.

Suppliers 246
article thumbnail

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

More Trending

article thumbnail

How to Build a Globally Remote Team That Really Works

Help Scout

It’s still yesterday for you. Statistically speaking, you (like most of my Help Scout colleagues) are probably somewhere in the Northern Hemisphere. Meanwhile, I cling to the bottom of the planet in Australia, probably in your tomorrow. That separation is about more than weather and the relative deadliness of the local wildlife. Remote vs. really remote.

article thumbnail

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.

article thumbnail

How to Choose a Sales Training Partner

Sales Readiness Group

Most companies don’t go through the process of hiring a sales training partner very often. When they do, they’re often looking to be educated about the selection process – or, in a worst-case scenario, influenced toward an ineffective solution by an unscrupulous vendor.

article thumbnail

How to Make a Great Customer-Centric Web Design

Customer Think

Web design is a variable that changes as fast, if not faster than we can get our latest creation published! In just the past twelve months, digital adoption has expanded five to ten times faster than was expected, thanks to the pandemic and lockdowns. This, together with the increased economic uncertainty and loss of predictability, […].

article thumbnail

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

article thumbnail

What a Thought Leader Does

The Center for Sales Strategy

We’re all guilty of throwing around the terms “thought leader” and “thought leadership.” These days the terms are so often used that we forget what they actually mean. In fact , Inc Magazine states that the term "thought leader" is one of the most misunderstood titles in business. Tied for first is the term "influencer.". Is sharing content on social media considered thought leadership?

article thumbnail

Eight Ways Salespeople Can Sell More by Listening More

Sandler Training

Here are eight powerful strategies for more effective listening during conversations with prospects. The post Eight Ways Salespeople Can Sell More by Listening More appeared first on Sandler Training.

article thumbnail

Showpad 2021 Modern Selling Study: Enablement Drives B2B Selling Behaviors

Showpad

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. More than 400 organizations from various industries and company sizes, covering the US, the UK and the DACH region answered questions on all things enablement, buying behaviors, selling challenges and what that means for the enablement profession.

B2B 111
article thumbnail

CDPs Then & Now – The Customer ID (Identification & Data) Problem

Customer Think

In November 2019 perhaps you caught this article: “To CDP or NOT – 3 tips – then you decide.” The main takeaway – the CDP space is a quasi-market with a mixed bag of firms coming from different lineages and different levels of capability, maturity, and focus. The conclusion: buyer beware and standby. That was […].

Marketing 131
article thumbnail

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.

article thumbnail

Delivering Great Customer Service in the Healthcare Industry

Help Scout

Every industry has its nuances. Perhaps there’s specific terminology to learn or a heavier focus on one type of metric over another. Often, customer service skills are transferable; however, in some cases there are significant differences that make things a bit more complicated. Take healthcare, for example: Outside of differing cultural norms, there are also laws pertaining to things like storing information or interacting with customers.

article thumbnail

5 Tips to Boost Revenue Growth with Sales Acceleration

Revegy

Your team can achieve sales acceleration if you effectively coach your teams on the right tactics and strategies. Even the most charismatic, fast-talker needs a few hints to engage with and earn a prospect's trust. The post 5 Tips to Boost Revenue Growth with Sales Acceleration appeared first on Revegy, Inc.

Sales 105
article thumbnail

The Ultimate Bucket List for Sales Managers

The Center for Sales Strategy

A bucket list is an ultimate list of things you would love to have happen, or be able to do, at least once in your lifetime. While many of us use bucket lists for personal achievements, we couldn't help but wonder what's the ultimate bucket list for a sales manager look like? Improving sales performance in your organization is critical. But how will you get there?

article thumbnail

5 Ways to Make Money with Mobile Games

Customer Think

The popularity of mobile devices and the huge increase in technological capability have taken the mobile app industry to the next level. In 2017, 80% of all app revenue came from gaming apps for both the Apple iOS App Store and the Google Play Store. The mobile gaming industry accounts for $ 50 billion in […].

article thumbnail

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.

article thumbnail

How to Better Asking Questions to Boost Business Opportunities (video)

SalesPop

In this Expert Insight Interview, Shawna Schuh discusses how to become better at asking questions to boost your business opportunities. Shawna Schuh is a leadership coaching and speaking expert for organizations that are ready to evolve. This Expert Insight Interview discusses: The difference between questioning vs. telling, selling, and allowing. Why it’s essential to know the intent behind your questions.

article thumbnail

Market Makers

Vantage Partners

Partner Marketplaces have become a popular route to growth and success, but 38% of respondents to a recent poll report they are skeptical and have yet to experience a partner marketplace that has generated value for their company. Diagnosing this gap, identifying the right customer engagement strategy and ensuring a tailored approach by sales representatives based on the structure of the marketplace and the specific products being sold is key to success.

article thumbnail

“I’m not on holiday – I’m strategically preparing for work…”

Mercuri International

In a previous blog post, we looked at the link between well-being and productivity, making the case that a happy workforce was not just a goal in itself, but essential to long-term business growth. However, we mainly discussed being happy in the workplace – but what are the implications of not being at work at all? Back in July 2016, an intriguing academic paper was published; a 3-year joint research project between the US Travel Association and Project: Time Off.

article thumbnail

It’s Time to End Customer Login Struggles … for Good

Customer Think

With more people doing business online than ever before, companies are gaining clarity on what’s working and what needs attention when it comes to the digital customer experience. Let’s start with the basics – logging in. Logging in to websites is part of our daily routines including everything from our banks to our insurance providers […].

Insurance 111
article thumbnail

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.

article thumbnail

What to consider when switching to long-term remote work

Insightly

In a recent PwC survey of 133 U.S. company executives, 83% said remote work has been a success, yet only 13% are prepared to give up the office for good. At the same time, the majority of both executives and the 1,200 office workers who participated in the survey believe hybrid work will become a reality once Covid-19 restrictions are lifted, and vaccines become more widely available. .

article thumbnail

The Ins & Outs of Lead Distributions [+5 of the Best Tools for It]

Hubspot Sales

No two sales reps are the same. They all have their share of strengths and shortcomings — qualities that ultimately shape how they sell. Similarly, every prospect has their own interests and needs, informing the nature of how they like to be sold to. In many cases, those " how's " between reps and prospects can align — naturally making for smoother, more amicable sales efforts.

article thumbnail

Sales Effectiveness: Translating Enablement Efforts Into Tangible Sales Results

Showpad

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. This is the domain where we need absolute clarity on responsibilities. . Sales effectiveness is where enablement efforts translate into sales results.

Sales 96
article thumbnail

A Definitive Guide to Marketing Home Service Businesses

Customer Think

Home service enterprises are important for communities, but even among local businesses, competition is fierce, so a robust marketing strategy is essential for growth. Image source While it’s ultimately up to you which direction you want to take your business, here are some definitive tips for marketing to help you grow and succeed in your […].

Marketing 111
article thumbnail

ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

article thumbnail

How to Succeed at Creating a Career Toolkit [PODCAST]

Sandler Training

Mike Montague interviews Mark Herschberg, author of Career Toolkit: Essential Skills for Success That No One Taught You, on How to Succeed at Creating a Toolkit. The post How to Succeed at Creating a Career Toolkit [PODCAST] appeared first on Sandler Training.

article thumbnail

Customer service vs. customer experience: Here’s the difference

Zendesk

You’re at your desk when you overhear two fellow support agents debating the difference between customer service and customer experience. They ask you for your take, and your palms turn sweaty—you have no idea how they’re different. Many support agents use customer experience and customer service interchangeably, but the two terms do not mean the same thing.

article thumbnail

5 Years With the Bullet Journal: From College to the Workplace

Texas Creative

"> As an account coordinator, the most important part of my job is organization. Using a bullet journal and the “bullet journal method” helped me through college and turned me into the organization superstar I am today. I’d like to use this blog post to share why I think it is so useful and how my use of it has changed over time. .

article thumbnail

Products Are Talking. Are You Listening?

Customer Think

Ever since there was competition, businesses of all sizes have always known that the key to staying relevant in the market is understanding their customers’ needs. Whether that was achieved through good old chitchat in the store around the corner, or through an elaborate research project in the Customer Experience department using the latest messaging […].

article thumbnail

Contact vs. Company Intent Signal Data

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.