Mike Kunkle

AUGUST 27, 2019

In the first post in this series , I defined Learning, Training, Development, and Education. Learning: Learning is the act of acquiring new knowledge and skills.

Onboarding 130

Onboarding Leadership Acquisition Publishing 130

Outbound Engine

DECEMBER 4, 2019

It’s always a good time for business owners to think about the most effective small business marketing ideas. Maybe your messages don’t seem to be landing as they have in the past. Or it could be that business seems to be stagnant.

Small Business 114

Small Business Marketing Insurance B2C 114

Groove HQ

DECEMBER 17, 2019

Learn how to create a knowledge base from the ground up that your customers will love. The post How to Create a Knowledge Base: Building Self-Service for Customer Support appeared first on Groove Blog. Customer Support

105

105

Engage Selling

DECEMBER 30, 2019

Previously, we looked at how important it is to beware of talk traps.

Sales 99

Sales 99

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

Marketing

Jeffrey Gitomer

JANUARY 13, 2019

The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless. When I say sales, I'm not just talking, "Hey, please buy my stuff." Sales is not just selling your product or service. There are meaningful uses of selling skills that permeate every facet of the entrepreneurial process.

Small Business 99

Small Business Suppliers Banking Sales 99

Miller Heiman Group

MAY 23, 2019

In 1492, Christopher Columbus set sail across the ocean blue with the goal of finding riches in the East Indies. However, though he had a clear goal, he didn’t have a map, so he fell well short of his intended destination, landing in the Caribbean islands instead. Despite what many believe, he didn’t discover continental North America or even set foot there.).

Suppliers 97

Suppliers Decision-making Organization Sales 97

SBI Growth

MARCH 21, 2019

A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base.

Suppliers 96

Suppliers Organization Sales Marketing 96

MTD Sales Training

JUNE 25, 2019

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’. There are many occasions where we have presented a solution and it’s not created any connection with the prospect. How, then, can we build a great presentation and really connect with the prospect? First, lets see what we shouldn’t do in our presentation: A product demonstration should NEVER be a tour of features and functions. Why not?

Sales Training 90

Sales Training Procurement Software Software 90

RAIN Group

NOVEMBER 27, 2019

Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Research buyer wants and needs through sources other than the buyer.

Negotiation 88

Negotiation Sales 88

Sandler Training

NOVEMBER 25, 2019

Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call. The post How to Succeed at the First 30 Seconds of a Prospecting Call [Podcast] appeared first on Sandler Training.

Sales 87

Sales 87

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

B2B

Mike Kunkle

AUGUST 20, 2019

One of the things that’s been on my mind lately is the difference between education, learning, development, and training as they relate to sales talent development organizational learning strategies for Sales.

Acquisition 130

Acquisition Publishing Software Software 130

Matthew Barby

AUGUST 20, 2019

Just under two years ago I launched an online community business called Traffic Think Tank with two other co-founders, Nick […]. The post The Delicate Balance of Building an Online Community Business appeared first on Matthew Howells-Barby. Growth

87

87

Groove HQ

NOVEMBER 25, 2019

Find out how to provide exceptional customer service using our 15-point checklist. The post Customer Service Checklist: 15 Ways to Provide Exceptional Customer Service appeared first on Groove Blog. Customer Support

90

90

Engage Selling

APRIL 18, 2019

There’s a right way and a wrong way to handle objections. Let’s start with the wrong way. What countless sellers do when they’re “thrown a curveball” from a prospect is they freeze up, begin stuttering or show visible signs of … Read More » Observations from the real World client attraction Client Communication client loyalty client relationships Client Success Engage Selling Solutions Lead Up!

Client Relationships 95

Client Relationships Communication Sales Management 95

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Value Proposition

Jeffrey Gitomer

MARCH 4, 2019

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale. You do a perfect job of delivering what you promised. You provide impeccable service after the sale. If you don't do the above, don't bother reading the rest of this article. It won't help you.

Suppliers 93

Suppliers Construction Sales Organization 93

Miller Heiman Group

JUNE 13, 2019

Ostensibly designed to help sellers close more deals, in many organizations, the CRM is just another administrative task on a salesperson’s already crowded plate. It’s a way for sales managers to monitor deal status that adds little, if any, value to their selling activities. But this approach to CRM is changing. More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights.

CRM 91

CRM Organization Sales Management Management 91

Nutshell

FEBRUARY 6, 2019

One of the main benefits of CRM software is the ability to get every aspect of your business working in sync. By uniting your communication and marketing tools with your sales platform, your team can conduct and track all their sales conversations from a single tool. But if you also rely on accounting software to manage incoming and outgoing payments, there are a lot of hidden benefits to integrating it with your CRM as well.

Software 96

Software Software CRM Finance 96

SBI Growth

APRIL 26, 2019

Customer centricity and stiff competition in the tech industry are changing how sales enablement operate. Teams need to focus on sales reps solving customer challenges instead of simply selling products and services. Sell Solutions Instead of Products. Traditional sales enablement motions are.

Supply Chain 96

Supply Chain Sales B2B Marketing 96

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Marketing

MTD Sales Training

JULY 9, 2019

It may sound strange, but there will be people you know you can help who will refuse to meet with you! How dare they! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for? Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs. How can you deal with these kinds of situations? Firstly, let’s look at what you SHOULDN’T do: 1) DON’T take it personally.

Sales Training 89

Sales Training Meetings Management Sales 89

Tidio

AUGUST 30, 2019

Before we jump into the subject of customer relations, consider this—. There are three varieties of customers: those you have, those you don’t (yet), and those you used to. And while it’s always a priority to focus on the current ones, the other two types are just as essential.

Management 87

Management Acquisition CRM Software 87

The Center for Sales Strategy

NOVEMBER 26, 2019

World-class leaders understand improving performance is part art and part science. A recipe that includes the proper blend of both—art and science—is often what separates failure from success and exhibits the following: Outstanding performance (beating others in their peer group).

Sales Leadership 86

Sales Leadership Leadership Sales Management 86

Mike Kunkle

MAY 15, 2019

[This article was originally published as part of the Sales Education Foundation 2018 Annual Magazine , co-authored with Robert M. Peterson, Ph.D., Dean’s Distinguished Professor of Sales, Northern Illinois University Professional Sales Program ].

Artificial Intelligence 130

Artificial Intelligence B2B Brainstorming Publishing 130

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Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

B2B

Openview

AUGUST 27, 2019

The post Axonius, a cybersecurity asset management startup, raises $20M in Series B appeared first on OpenView. News TechCrunch

Cybersecurity 123

Cybersecurity Management 123

Groove HQ

DECEMBER 11, 2019

If you’re searching for customer service apps, chances are you’re looking for something quick and easy to lighten your support load. This list compiles the top apps to help customer service teams save time, reduce effort, and provide holistic customer support.

87

87

Engage Selling

NOVEMBER 28, 2019

Yes, it is possible to do less and achieve more. As I’ve touched on recently, the general mantra for professionals in today’s world is “more, more, more.”

Management 88

Management Sales Management Sales 88

Jeffrey Gitomer

MARCH 5, 2019

The most coveted prize in selling besides a sale is a referral. How do you approach this person? Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are 8.5 rules to ensure your success: Approach with care, be prepared, don't move too quickly. Timing is everything. Don't appear to be too anxious to get the sale (money). Proper set up will breed a long term relationship (more money) instead of just a sale.

Meetings 91

Meetings Communication Sales 91

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Organization

Miller Heiman Group

APRIL 2, 2019

Managing a strategic account is a complicated balancing act. Sometimes, you find yourself striving for short-term gains by upselling. But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals. Strategic accounts are an important part of your company’s success.

Account Management 89

Account Management Value Proposition Suppliers Management 89

Nutshell

AUGUST 1, 2019

There’s something about the memory of your first real sale that elicits pride, confidence, and love for the profession. No matter how young or inexperienced you are when it happens, that first sale leaves an impression that stays with you for the rest of your career. We asked 11 sales professionals to take a trip down memory lane and share the stories behind the first sales they ever closed. Remember your own first sale? Tell us about it on Twitter or in our Sell to Win Facebook community !

Advertising 89

Advertising Retail Insurance Negotiation 89

SBI Growth

MARCH 26, 2019

Sales 95

Sales 95

Force Management

AUGUST 14, 2019

There are a lot of organizations out there that tout what makes them different from the competition. However, at times, that differentiation is simply talk and no action. What's on the PowerPoint slides fails to translate to the real-life customer experience.

Management 86

Management Organization Customer Experience Sales 86

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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.

Sales