Sat.Dec 04, 2021 - Fri.Dec 10, 2021

4 Ways to Impact Price Realization

Holden Advisors

One of our top goals in any consulting engagement is uncovering revenue and profit growth opportunities for clients. Generally, we want to answer four key questions: How much opportunity is there? Accordingly, how hard should we work to capture it? Where is it coming from?

Strengthen Altify account and opportunity plans with Google Docs

Upland

The most successful account executives rely on close collaboration with their wider revenue teams to expand existing customer relationships and win the opportunities that matter. But sellers often move fast and get pulled in several different directions at once.

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The Importance of Creating a Repeatable Voice of Customer Process

Kapta

Net promoter score results aren't enough to gain a clear understanding of what your organization needs to do to build healthier and longer-lasting relationships with key clients.

Are You Still Selling Like It’s 1982?

Engage Selling

Did you know closing ratios on deals that employ traditional selling methods (e.g., cold calls and direct mail) have not changed since the 1980s? Seriously. They’ve not budged at all since “Eye of the Tiger” was a hit song on … Read More » The post Are You Still Selling Like It’s 1982?

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

4 Rules of Price Concessions

Software Sales Guru

4 Rules of Price Concessions When a buyer puts pressure on a seller, the seller’s natural reaction is to start offering concessions. Yet if a seller gives big discounts quickly, they degrade themselves and diminish their offering in the eyes of the buyer.

How Omicron Is Impacting SKO Plans

SBI Growth

Immediately following the announcement of the Omicron COVID-19 variant, commercial leaders began questioning their sales kickoff (SKO) plans and turning to SBI for peer comparisons and feedback. type-article

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More Trending

How to Identify Your Top Accounts to Upsell in Q1

ProlifIQ

A bird in the hand is worth two in the bush. In sales, though, a bird in the hand can be worth way more than that – because after all, growing a current account is a lot easier and more efficient than landing a new one. .

How to improve and optimise the efficiency of your customer service practices

Crank Wheel

Customer expectations have changed. Here are 10 tips on how to adapt your customer services

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Weekly Roundup: Avoid Burnout, Convert More B2B Sales + More

The Center for Sales Strategy

- MOTIVATION -. Anyone, anywhere, can make a positive difference.". Mark Sanborn. AROUND THE WEB -. > > 10 Tips to Avoid Burnout While Working in Sales – Badger Maps. Are you feeling a lack of motivation, negative energy, and exhaustion? Wheels spinning but you’re getting nowhere?

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Conversational UX: A beginner’s guide (+5 best practices)

Zendesk

In 2013, our world witnessed one of the most poignant and romantic love stories in recent memory between Joaquin Phoenix and…a robot. It’s a tale as old as time: Guy gets phone, guy falls in love with phone’s operating system, and a beautiful relationship blossoms.

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.

The Power of Client Testimonials in Transforming Customer Experience

Customer Think

Customer experience isn’t just what you create, but the perception you inspire. You might’ve optimized your ads, improved the customer support response rate, and even created an intuitive website; but if your customers don’t think so, then there’s still work to be done.

The Linkage Between Technology & Business Outcomes

Revenue Storm

The sole existence of almost all business technological innovation is due to the need to solve a customer issue or problem. From a proactive perspective, it is to improve the performance of the business by increasing revenue, margin, customer loyalty, or competitive performance.

Hybrid Meeting How-To’s

The Center for Sales Strategy

A recent McKinsey survey shows that 90% of organizations will adopt some combination of remote and on-site work as they emerge from Covid restrictions. This combination will change how we meet and interact forever.

31 customer service statistics you need to know

Zendesk

Over the past two years, the Internet has become our conference room, gym, doctor’s office, personal gathering place—basically, our whole life. With consumers spending more time online than ever before, companies have had to rethink their customer service experience.

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.

Predictions for Customer Experience (CX) in 2022

Customer Think

Retail has been challenged on every front over the last 12 plus months, resulting in several changes within the customer experience (CX) industry – livestream shopping, social commerce, and supply chain disruptions are just a few examples that have forced a dramatic pivot towards digital transformation.

The Making of a Sales Champion #AskJeb

Sales Gravy

This is another episode of #AskJeb where Jeb answers a question, from Justin, a sales leader based in Dallas. Justin asked: "What's the best predictive indicator of a person becoming a sales champion."

Sales Leaders’ Top Challenges: Time Management

The Center for Sales Strategy

No matter how good a product is, nobody will buy it if they have not heard about it. On top of that, sometimes it takes a skilled and informed presentation of a product for people to realize how much value it can bring to them.

What customer first really means

Zendesk

It’s easy to talk about being a customer-first organization. It’s comforting to think that everyone in the organization puts the customer first. This attitude should, in theory, lead to happier customers, better business outcomes, and the type of place anyone would love to work.

The Ultimate Guide to Executive Recruiting

Sourcing the right executive candidates and filling key managerial roles in an organization can be difficult, even in the best of times. Download this eBook to level up your discovery process, talent sourcing, and strategies for reaching your best-fit candidates.

How to Write Compelling Copy For Your Email Marketing Campaign

Customer Think

According to the Content Marketing Institute, 87% of marketers use email marketing for content distribution. Putting the numbers in perspective, roughly nine out of every 10 marketers use email marketing to reach customers.

How to Create a High-Performance Organizational Culture

Kainexus

An organization's culture is the foundation upon which success, stagnation, or failure is built. It is imperative during times of growth or disruption. The problem is that often well-intentioned leaders don't make culture a priority during challenging times.

4 Ways for Managers to Increase Psych Safety

EcSell Institute

Many years ago, I was recruiting a young leader to be part of our company. To give her a better sense of the work we did and how our team operated, I invited her to attend our annual client conference.

Sales tactics that work: Tactical selling simplified

Zendesk

When it comes to relationships between individuals, building trust isn’t a very difficult thing to do. It typically requires only a few points of relatability—movies or books you both enjoy, places you’ve visited, and so on—until a level of camaraderie is established.

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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.

Salesperson burnout is hurting your business. Here’s how to fight it.

Customer Think

The life of a sales rep has never been easy. Whether they’re traveling around the globe, bogged down in administrative work, or fresh out of leads, the road to closing a deal can be an uphill battle.

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The CRM process is flawed. Here is why.

Insightly

Countless businesses operate under the assumption that they’re maximizing the CRM process implemented in their companies even if it may not be fully optimized to support their organization. You might be wondering, if something that ubiquitous doesn’t work, then what does?

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Big Rocks for Sales Managers to Focus On

The Center for Sales Strategy

In addition to resetting your priorities, recruiting and selecting the right talent, and managing people individually — there’s another aspect sales managers need to focus on. Great management begins and ends with YOU.

3 ways to provide an AI customer experience

Zendesk

A great customer experience features efficient and personalized interactions at each step of the buyer’s journey. But in order to achieve this, companies need a way to quickly analyze customer data and act on it.

12 Plays to Kickstart Your Recruitment Process

To stay ahead in this race, every recruiter needs a good playbook. In this eBook, we lay out 12 recruiting plays that can automate key steps in your recruitment process, helping you reduce both the cost and the time it takes to hire the best candidates.

Focus on the Experience, and the Numbers Will Come – ALWAYS

Customer Think

I originally wrote today’s post for StellaConnect. It appeared on their site on July 13, 2021. You’ve probably all heard – or read about – the Bain statistic from 2005 that goes like this: 80% of executives believe that they are delivering a supe.

How Technology for Improvement Supports Positive Change

Kainexus

If you look around any public space today, odds are you will see more than one person with a phone in their hand or pressed up to their ear. This is because mobile technology has become an integral part of our lives.

Our journey of becoming CO2 neutral – reasons and tips

MDI Training

MDI is CO2 neutral. The pandemic has made us more thoughtful. Adult education in presence is connected with traveling. Often these are only short distances, but we also had seminar weeks where participants came together from all over the world.

How to Build Trust in a Remote Environment

Peter Simoons

Trust is one of the cornerstones in successful alliances and partnerships. We build trust in many ways, for instance, we observe people’s behaviour and unconsciously it helps us to answer the question “Can I trust this person?”

Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!