Sat.Feb 17, 2024 - Fri.Feb 23, 2024

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What is Socratic questioning? (Questioning skills)

Red Star Kim

Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. Socratic questioning is a way to drive logical argument. It’s helpful in conversations, critical thinking and negotiation. So what is Socratic questioning? (Questioning skills). This article on Socratic questioning follows an earlier and longer post on questioning skills Why are questions so important?

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Building Successful Sales Teams w. Eric van Antwerpen

Account Manager Tips

Explore Eric van Antwerpen's unique approach to redefining success in sales teams.

Sales 147
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A Seller’s Perspective on Enhancing Sales with AI

SBI Growth

As business leaders, we get excited when we think about just how much a Sales team empowered by artificial intelligence (AI) can achieve in terms of commercial productivity, but the reality is that most companies aren’t there yet because it’s a long learning process for everyone involved.

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Transforming E-Commerce with Data: From Insights to Action for Superior Customer Journeys

Customer Think

In the dynamic world of e-commerce, understanding your customers is key to success. Meeting customer needs is critical in today’s competitive e-commerce landscape. Digital platforms have raised consumer expectations by offering a wide range of products and services. Customer-centricity is more than a trend; it is a strategic approach that sets companies apart.

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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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Why are questions so important? (Questioning skills)

Red Star Kim

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. In this post I explore different types of questions and how they can be used in various business scenarios. Why are questions so important? (Questioning skills). The importance of questions Children learn by asking questions.

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B2B Sales Teams Number One Complaint (And What To Do About It)

The Center for Sales Strategy

"I spend all day making cold calls, and I'm getting very little to show for my efforts. Getting the first appointment is harder than ever. If I could just get my foot in the door." It's a common complaint from B2B sales reps nowadays. Traditional prospecting approaches like cold calling have become less and less effective over the years. Decision makers simply don't answer unsolicited sales calls like they used to.

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Data Warehouse: All you need to know

Customer Think

At its core, a data warehouse is a centralized repository that stores data from multiple sources in a structured format, enabling organizations to perform complex analytics and generate insights. Unlike traditional databases, which are optimized for transactional processing, data warehouses focus on analytical processing, facilitating strategic decision-making based on historical and real-time data.

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Why Using a Bonus Program Is an Effective Motivational Tool

The Great Game of Business

Like most business owners, you seek innovative ways to motivate your teams, enhance productivity, and achieve sustainable success. One powerful strategy is the implementing bonus programs.

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Prospects Do NOT Care About Your Features and Benefits

The Center for Sales Strategy

Here is a truth bomb that might just revolutionize your sales strategy. Brace yourself because I'm about to tell you why your meticulously crafted pitches about features and benefits are falling on deaf ears. Yes, you heard that right. It is time to shift gears and move beyond the traditional features and benefits spiel.

Sales 107
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Qualifying Prospects: A Sales Leader Guide to Elevating Selling Skills

Brooks Group

Qualifying prospects is one of the selling skills every great sales professional relies on. That’s because filling your sales pipeline is a numbers game. Buyers leave the funnel for many reasons as they progress through the sales process : lack of budget, timing, or wrong fit to name a few. You’ve got to qualify many more prospects than you need. Yet inexperienced salespeople tend to fast-forward to the pitch without properly understanding their prospects’ wants and needs.

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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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Nutshell Announces Free Marketing Seats

Nutshell

Want to get more of your marketing team on your CRM and email marketing platform so they can send email campaigns, but don’t want to pay for an entire seat? A new update we’ve been hinting at is here! Introducing three free marketing seats for Nutshell Pro customers and above! Nutshell is here to help sales and marketing teams work better together.

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Building Sales Pipelines: Coaching Tools

Force Management

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.

Sales 71
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Why Are Organizational Goals Becoming Harder to Achieve?

The Center for Sales Strategy

In this episode of Improving Sales Performance, we’re once again diving into The 5th Annual Media Sales Report by The Center for Sales Strategy. Today, we’re exploring why sales managers are experiencing such increased difficulty in achieving organizational goals. Joining Matt to discuss that and much more is Stephanie Downs, SVP/Senior Consultant here at CSS.

Media 105
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10 Top Features to Look for in Modern Business Reporting Software

ClearPoint Strategy

Discover the 10 features that set apart the best business reporting software. Enhance your decision-making with insights on functionality and capabilities.

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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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Three Trends Shaping Mobile Marketing in 2024

Customer Think

When it comes to the mobile ecosystem, change is the one constant we can count on. During the pandemic, brands were nimble and adopted new mobile technologies and strategies to reach their customers digitally. In 2023, we saw brands evolve and become more strategic across the mobile customer lifecycle.

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Customer Advocacy through Customer Support: Lower Churn, Higher Loyalty

Groove HQ

Customer acquisition is difficult. Its costs time and money to get a new customer and if they churn quickly, your LTV suffers and suddenly your can not afford such CAC’s as your competitor can. We all know where this downward spiral ends. To evade this fate, you must focus on customers. Not just have them […] The post Customer Advocacy through Customer Support: Lower Churn, Higher Loyalty appeared first on Groove Blog.

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The 20% Dilemma: Managing Underperformance in Sales

The Center for Sales Strategy

New data from the Media Sales Report shows that 46% of managers believe less than 20% of their sales teams are underperforming. It’s a terrible position to be in. It sucks your energy, time, and takes your focus from where you can be making a positive impact. It’s hard on leaders and underperformers. Underperformers usually fall into two categories: 1.

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The Great Engagement: Your Secret To Improving Retention, Quality, And Profitability With Brad Zimmerman

Strategic Planning and Management Insights

The great resignation woke the eyes of many business leaders to shift their culture in their organizations. That culture shift will keep them afloat in their business because everyone aboard is driven to keep the ship sailing. In this episode, Brad Zimmerman , the Co-Founder and Partner of Phoenix Performance Partner, dives into The Great Engagement to guide leaders into creating high-performing cultures.

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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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My Curated And Recommended Reference List For EX, CX, Enterprise Culture, And Brand-Building Practitioners

Customer Think

For those not familiar with my work, I’m an active author, consultant, researcher and trainer in CX and EX (and also a member of CustomerThink’s Hall of Fame).

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Customer Acquisition Cost: Less CAC More LTV

Groove HQ

“Why are you selling $1 for 90 cents ?” “Well, profits are not great but the revenue is booming!” To some, it may seem like a joke, but for many businesses, this is a reality that they ignore. Today we will dig deep into what is CAC and how to keep it lower than your […] The post Customer Acquisition Cost: Less CAC More LTV appeared first on Groove Blog.

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Improving Sales Performance Often Requires Changing Focus

The Center for Sales Strategy

How much more productive would you be if you focussed on your inputs? This means avoiding all distractions and only working on planning, pitching, and following up—all the factors that budge the needle, not those that don't. A lot of valuable time is wasted focusing on things we cannot control. For example, we have zero control over the economy, competitors, pricing, inventory, or customers' attitudes.

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Transforming Sales Enablement: Focus on Seller Behavior Change and Strategic Sales Alignment

RAIN Group

In the competitive arena of sales, the true game-changer is having a well-trained sales team whose behaviors result in the desired outcomes. Consider the case of a technology firm that revamps its sales strategy to focus on consultative selling. During training, a conversation planning tool is shared that helps reps prepare for needs discovery meetings.

Sales 58
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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.

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The imperative of customer trust in 2024

Customer Think

How to gain and keep a customer’s trust has become an ever-present challenge in recent years, with customers becoming increasingly concerned about data, privacy and security issues. This trust challenge has been exacerbated over the last year with the emergence of Generative AI. Recent research by Qualtrics XM Institute reveals how big this challenge has become.

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Free customer persona templates and examples

Zendesk

What is a customer persona template? A customer persona template is a tool businesses use to create a detailed description of their ideal customer based on market research and customer data. While customer or buyer persona templates can vary depending on your business needs, they generally include demographic information, interests, motivations, frustrations, and more.

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2024 State Of Account Planning: Survey Results

ProlifIQ

The State of Account Planning in 2024 2023 was a challenging year for go-to-market teams. With economic uncertainty, slowing growth, and more scrutiny on every purchase, many teams struggled to close deals and retain accounts. To better understand how teams are adapting to this new environment, we surveyed over 250 professionals across sales, customer success, account management, and more about their account planning processes, challenges, and priorities for 2024.

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How to boost your sales performance with opportunity management

PandaDoc

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? But opportunities can be much more than that. All you need to do is zoom out, see the bigger picture and start looking for long-term growth and expansion possibilities rather than focusing only on short-term conversion objectives. Below, we’ll discuss the impact that a robust opportunity management process can have on your bottom line.

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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.

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Turning Status Quo into Your Ally

Customer Think

I recently read a blog post by Seth Godin titled, “The four cohorts of the status quo“ It reminded of the fact that as leaders, we need to understand the concept of status quo, how to leverage it and deal with it, as appropriate.

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Unveiling the Power of Revenue Operations

Arpedio

In today’s fast-paced and ever-evolving business landscape, organizations face a myriad of challenges when it comes to driving revenue growth and maximizing profitability. As customer expectations continue to rise and market dynamics shift at an unprecedented pace, the need for a strategic approach to revenue generation has never been more critical.

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What we mean when we say “ease of use”

Insightly

This article was originally published on Fast Company Executive Board. Check out nearly any review platform for SaaS companies and a phrase you’ll run into often is “ease of use.” It is important because nearly all users and SaaS buyers cite “ease of use” as one of the top requirements for software they purchase. This should be fairly straightforward—how quick is the learning curve to onboard new users to the product or platform?

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Measure What Matters: Examples of University KPIs and Performance Measures

Envisio

Welcome to Measure What Matters, where we focus on performance measurement across the public sector. We love talking about SMART goals and Key Performance Indicators (KPIs) , and public sector organizations that measure what matters. In previous posts, we have done deep dives into the most common police department performance measures , library performance measures , and others.

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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.