Sat.Sep 18, 2021 - Fri.Sep 24, 2021

The Tenets of Process Thinking in Operations Management


James Womack and Dan Jones are the founders of the Lean Enterprise Institute and the Lean Enterprise Academy (UK), respectively. Their book, Lean Thinking: Banish Waste and Create Wealth in Your Corporation , is considered by some to be the bible of Lean manufacturing.

How To Position Yourself as a Trusted Advisor, Not a Salesperson

Sales Readiness Group

“Do you mind if I ask you a few questions to understand your needs better?” This is the go-to line most salespeople use as they transition the sales call from building rapport to discovery. But is this the best approach for selling to senior-level clients? Selling Skills Building Relationships

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Multi-Partner Plays are the Key to Enterprise Growth


Multi-partner plays (co-selling with ecosystem partners) are the fastest way to grow your channel programs in 2021 and beyond. In order to meet your customers’ unique business needs, you must bring together a best-of-breed solution from multiple partners.

Defeating the "No-Decision" Trap: The Power of Divergent Thinking

Holden Advisors

Imagine if you could banish “no-decision” from your sales funnel. More deals that travel all the way to the win/loss finish line, less wasted sales time, more essential customer needs resolved, and a higher share of wallet. What’s standing in your way?

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How Zoom Uses AI to Ramp up Sales Certification and Proficiency

Zoom were struggling to ensure that sales reps around the world - with different levels of experience and proficiency – were getting certified on updated messaging. Traditional methods were unexciting, time-consuming and ineffective! But using a new innovative method driven by AI, Zoom managed to: Achieve 100% participation for their certification program, increase the number of practice sales conversations performed by each employee, and standardize feedback and scoring of practice sessions. Find out how in Second Nature’s Customer Case Study!

The Future of Automated Account Management


Relationships are the most important part of successful account management. However, if you take a look at where the average account manager spends their time, it doesn't reflect the same sentiment. Customer Success Key Account Management

This One Simple Step Will Help You Coach Your Team to be Self-Sufficient

Sandler Training

Sales leaders often tell us that they want salespeople to take a more proactive role. Fortunately, there is a simple fix for turning this dynamic around. The post This One Simple Step Will Help You Coach Your Team to be Self-Sufficient appeared first on Sandler Training.

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When the Golden Rule Fails, Try the Platinum Rule

The Center for Sales Strategy

The idea that you should “do unto others as you would have them do unto you” dates back at least to Confucianism (551 BC) and has precedents in nearly every religion. It makes sense, doesn’t it?

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Account Management Tools to Simplify the KAM Process


Retaining clients requires more than good reactive support and strong products. It requires proactive account management, anticipating client needs, and constantly strengthening the relationship.

How to Succeed at Being Assertive [PODCAST]

Sandler Training

Mike Montague interviews Paul van den Hoven on How to Succeed at Being Assertive. . The post How to Succeed at Being Assertive [PODCAST] appeared first on Sandler Training. Podcasts] Blog Posts How To Succeed Professional Development communication Communication Skills professional growth

Customer Success Specialist Job Description: Template & Examples

Help Scout

The first named customer success group was created in 1996. While the original driver for the role was to grow relationships and increase revenue, the customer success specialist job description has changed quite a bit since then.

An Innovative & Creative Problem Solver Approach to Selling in the Medical Device Space

Speaker: Steve Goldstein, Sales Leader

Currently in sales or involved in a business that depends on strong sales results? Join Steve Goldstein, Sales Success Coach, Motivational Speaker and Medical Device Sales Leader from Gold Selling LLC. You will absorb critical strategies to become a trusted partner in greater sales success.

Slow Down the Sales Process So You Can Speed Up the Sale

The Center for Sales Strategy

Everybody wants to sell faster! No matter your industry or product, every organization is in a hurry to close more business. And on the surface, that sounds like a good idea — but it's not.

33 Tips to Look Professional in Your Virtual Meetings

RAIN Group

There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. With a little forethought and preparation, you can make a great first impression with your buyers.

Scaling Sales Coaching with Sandler and Highspot

Sandler Training

Sales coaching is the process of developing and mentoring a salesperson through one-on-one relationships with a manager or peer. The post Scaling Sales Coaching with Sandler and Highspot appeared first on Sandler Training. Blog Posts Professional Development sales coaching Sales Enablement training

Consultative Selling Stages


Reading Time: 4 minutes. Buyers have a point of view and Sellers have a point of view. Buyers have pressure to buy a solution to solve a business pain point. Salespeople have pressure to Sell their solutions because of their targets.

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This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

5 customer service skills to build great customer relationships


This is part 1 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams.

Virtual selling: what success in virtual sales looks like


Remote sales have become increasingly common, but it took a pandemic to truly establish virtual selling as the new normal. A McKinsey survey conducted in the wake of Covid-19 found that over 75 percent of buyers and sellers alike now prefer virtual sales meetings over face-to-face interactions.

How Language Inequity Impacts the Customer Experience

Customer Think

Anyone who has traveled to a different country and didn’t speak the language knows the feelings of frustration and anxiety that come with that experience. Even fluent speakers who are experts in their fields can face bias if they have an accent.

“I Quit!” – I Did Not See That Coming

Revenue Storm

“I QUIT!”. I did not see that coming. Your top sales talent is being head hunted and after what everyone has been through, there are an increasing number of salespeople willing to listen to the pitch of greener pastures. It has been named “The Great Resignation Movement.”

Top 10 Tactics for a Successful SKO!

The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with SecondNature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.

Top Development Trends and Tips

The Center for Sales Strategy

Does your organization have a turnover problem? Do you worry that your top talent will leave for another opportunity? It may be time to refocus on people development and revisit employee growth plans.

Customer acquisition cost (CAC): How to calculate and improve it


Customer acquisition cost (CAC) was on the rise for many companies prior to COVID-19. According to ProfitWell, CAC for businesses increased by approximately 60 percent between 2014 and 2019. But since the onset of COVID-19, brands have actually been acquiring new customers more cost-effectively.

Customer Onboarding Specialist Job Description: Templates and Examples

Help Scout

Since there are multiple, distinct steps in the customer journey , some companies choose to separate these steps and have them managed by separate roles: The sales team handles pre-sales. A customer onboarding specialist manages onboarding. A customer success specialist owns lifecycle management.

5 Effective Lead Generation Strategies for Small Business

Customer Think

Source: Pixabay Have you ever wondered what is the key to successfully turning business pitches into sales? Many businesses struggle with lesser sales despite putting in a lot of effort into getting in touch with people. One of the main reasons is that we fail to sell to the right people.

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!

Don’t Get Trapped by Your Ideal Client | Sales Strategies

Engage Selling

This week, I want to examine the ideal client. Because, far too often, we have a superficial picture of what the ideal client looks like.

Sales Leadership Series with Carrie Berkbuegler, Director of Sales at Zimmer Communications

The Center for Sales Strategy

Straight from the Director of Sales at Zimmer Communications, Carrie Berkbuegler discusses sales leadership, sales performance tips, and answers a few questions that we all have. You’ll get answers to questions like – what are the key performance metrics you track?

How CEOs Maximize Value Creation

SBI Growth

On today’s show, serial entrepreneur Jeron Paul, Cofounder and CEO of Spiff, explains how he started, grew, and exited 3 successful ventures. Jeron and SBI’s CEO, Matt Sharrers, talk about the elements needed to drive a growth culture, including a Revenue.

Five things we can learn about customer experience from Starbucks

Customer Think

September 20, 2021. Add to rss feed. I think it’s safe t. Blog Customer Experience Customer Loyalty Editor's Pick Employee Engagement Innovation

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

How to Effectively Define Your Six Sigma Project Scope


Lean Six Sigma is a business optimization methodology that combines two popular continuous improvement methods, Lean and Six Sigma. These well-proven approaches give organizations a structured path to reaching their strategic goals quickly and profitably.

7 best email marketing strategies to increase conversions

Crank Wheel

Email marketing is one of the most profitable and easy to start forms of marketing

Weekly Roundup: Managing a Quota-Crushing Sales Team, How to Use Inbound Marketing + More

The Center for Sales Strategy

- MOTIVATION -. Establishing trust is better than any sales technique.". Mike Puglia. AROUND THE WEB -. > > 13 Ways to Manage a Quota-Crushing Field Sales Team – Spotio. Looking to build an efficient, high-performing field sales team? There’s no “right way” to make a sale.

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Conversational Commerce: Stand Out from the Competition by Improving the Customer Journey

Customer Think

We are seeing an increasing willingness of consumers, but also B2B buyers, to interact with companies using chats or even voice interfaces. This can be attributed to the simple fact that words, written or spoken, are the method of communication that is most natural for humans.

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The Blueprint for Better Sales Onboarding

Onboarding – every company does it, but a shockingly few do it really well. So the question is – how do you break the cycle and onboard salespeople in a way that actually works? This exclusive eBook provides 6 steps to better sales onboarding. Download the eBook today!