Upland

AUGUST 9, 2023

Despite having what appeared to be success in his existing partnership, he did not have his customer’s trust. There’s a real, profitable value in understanding our partners, and building that solid relationship and foundation. They’re giving me their business. He had not done the extra work of seeking deep understanding of their account.

Account Planning 195

Account Planning Innovation Decision-making Healthcare 195

Software Sales Guru

JUNE 7, 2021

The Four Stages of Learning I recently discussed the value of training in order to change our instinctive response to certain situations. The post The Four Stages of Learning appeared first on Software Sales Gurus. Let’s take a quick look at the four stages of learning new skills, as popularized by Noel.

Software 147

Software Software Sales Management 147

Engage Selling

JUNE 10, 2022

I recently have been interviewed on a number of podcasts because there’s great interest in my new book, Right on the … Read More. The post The Ideal Buyer in Today’s Marketplace | Sales Strategies first appeared on Colleen Francis - The Sales Leader. ??????? Is there such thing as an ideal buyer?

Sales 125

Sales Client Relationships Account Management Sales Leadership 125

Customer Think

JANUARY 3, 2024

We hosted the Global Customer Service Experience Director of Alvarez & Marsal Alex Mead (alexmead@sky.com) recently to talk about it, and I wanted to share what we discussed here with all of you, too.

Customer Experience 69

Customer Experience 69

Engage Selling

AUGUST 26, 2022

Recently, I was speaking with my good friend and advisor, Alan Weiss, about how inundated today’s marketplace has become with thought … Read More. The post How to Be an Object of Interest first appeared on Colleen Francis - The Sales Leader. You must learn to be an object of interest!

Sales 116

Sales Sales Training Sales Leadership Leadership 116

Customer Think

SEPTEMBER 10, 2023

In a recent article, I wrote about the benefits of a customer-centric culture, but I also mentioned the challenges of deliberately designing such an organization. The post Five Ways to Solve Your Customer-Centricity Challenges appeared first on CX Journey™. How does one overcome these challenges? Read on to find out.

Organization 81

Organization Customer Experience Leadership 81

Software Sales Guru

OCTOBER 11, 2021

appeared first on Software Sales Gurus. Why is Consultative Selling Better? The post Why is Consultative Selling Better?

Government 147

Government Software Software Sales 147

Engage Selling

NOVEMBER 5, 2021

I recently worked with a client on a new program and got the opportunity to interview a few of their sales managers. There was one aspect, in … Read More » The post Don’t Make This Mistake with Your Sales Data | Sales Strategies first appeared on The Sales Leader.

Sales 143

Sales Sales Management Management Sales Leadership 143

Engage Selling

MAY 13, 2022

recently came across some interesting research from Gartner on the customer engagement shift. The post Customer Engagement Shift | Sales Strategies first appeared on Colleen Francis - The Sales Leader. They discovered that when a customer is buying a brand new solution, they prefer online … Read More.

Sales 116

Sales Client Relationships Sales Training Sales Leadership 116

Engage Selling

DECEMBER 17, 2021

A client recently reported interesting results to me. Many of … Read More » The post Why Team Selling Works | Sales Strategies first appeared on The Sales Leader. Why does team selling work? They are a manufacturer and they sell through distributors.

Manufacturing 131

Manufacturing Sales Business Growth Sales Leadership 131

NG Data

FEBRUARY 20, 2024

More consumers are choosing credit unions and small banks for their primary credit cards, as per a recent study. appeared first on NGDATA. National banks still hold the majority share, but their percentage has declined. Source The post Why Are More People Using Small Banks and Credit Unions?

Banking 52

Banking 52

Customer Think

SEPTEMBER 28, 2023

Customer anthropology I had to think back to that story, when I recently learned that Brian Chesky, the CEO of. The post Dear CEO, to understand the customer, you have to become the customer appeared first on Steven Van Belleghem.

Leadership 69

Leadership 69

Engage Selling

OCTOBER 15, 2021

Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. Especially now: everyone’s scrambling to keep their best people … Read More » The post Loyalty Is an Inside Job, Too first appeared on The Sales Leader. But what about within your organization?

Organization 134

Organization Sales Sales Leadership Leadership 134

SOAR Performance Group

DECEMBER 13, 2023

A challenging market in recent years has caused many companies to reconsider how they balance new account acquisition with existing customer expansion. Keep reading for 3 practical shifts your organization […] The post 3 Practical Ways to Optimize Account Growth appeared first on SOAR Performance Group.

Account Growth 59

Account Growth Acquisition Organization Marketing 59

Engage Selling

APRIL 9, 2021

I’ve been working on numerous consulting projects recently, and I’m incredibly frustrated with clients who lost business for no other reason than they didn’t see it coming.

Sales 149

Sales Client Relationships Business Growth Sales Leadership 149

Engage Selling

AUGUST 19, 2022

I recently had a conversation with an exceptional sales leader I work with. The post The Right Outside and Inside Sales Team Structure | Sales Strategies first appeared on Colleen Francis - The Sales Leader. ??????????? What’s the right outside and inside sales team structure?

Sales 103

Sales Sales Leadership Leadership Sales Management 103

Engage Selling

OCTOBER 22, 2021

I recently had a conversation with a really smart sales VP who said, “I need my team to remember that our job is to provoke our customers. It’s to bring them new ideas that they … Read More » The post Keeping the Prospect Engaged | Sales Strategies first appeared on The Sales Leader.

Sales 130

Sales 130

Customer Think

NOVEMBER 8, 2022

Recently, I had a fascinating conversation with a client. first appeared on Partners in EXCELLENCE Blog -- Making A Difference. We talked about something I rarely hear managers discussing, and something I don’t see pundits commenting on. The topic was, “What kind of career path options do we want to develop for our people?

Management 115

Management Sales Leadership 115

Engage Selling

JULY 30, 2021

I recently watched a presentation that underscored the best practices of top performers. For example, they wake up at 4am, work out, … Read More » The post Make Your Daily Routine Your Own | Sales Strategies first appeared on The Sales Leader.

Sales 132

Sales Sales Leadership Leadership 132

Customer Think

APRIL 29, 2023

It recently appeared on their site. I originally wrote today’s post for Concentrix. The customer experience never sits still. Just as customer tastes and preferences change, CX is always evolving. According to Adobe’s 2023 Digital Trends Experience.

Digitalization 75

Digitalization Customer Experience 75

NG Data

JANUARY 10, 2024

The company's strong brand identity creates a visceral feeling in people, and it recently appointed Asad Ayaz as its first Chief Brand Officer. Source The post How the wonderful world of Disney marketing is the secret to its universal success appeared first on NGDATA.

Marketing 52

Marketing 52

Sandler Training

JULY 2, 2021

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.

Digitalization 123

Digitalization Sales Sales Leadership Leadership 123

Zendesk

AUGUST 10, 2022

With inflation on the rise, the global economic environment is one of the most challenging in recent memory. The post Why financial services companies need to invest in CX now appeared first on Zendesk. Financial services companies have to create better customer experiences to compete.

Financial Services 98

Financial Services Customer Experience 98

Engage Selling

SEPTEMBER 3, 2021

Most recently, it was from a client of mine, saying: “I’ve been supplying my long-time customer with … Read More » The post Loyalty Is Your Job, Not Theirs first appeared on The Sales Leader. Customers don’t care about the relationship anymore!” I’ve been hearing that whine a lot from sellers.

Sales 116

Sales Customer Success 116

Customer Think

APRIL 7, 2023

The tide appears to be turning. In recent times, CMOs focused on innovation and growth, yet now economic uncertainty and the financial climate are making marketers take a long hard look at themselves. And when they do that, they focus on two things: the customer and revenue. As marketers, we exist for our customers. As […]

Innovation 75

Innovation Marketing Digitalization 75

Red Star Kim

AUGUST 7, 2023

A high level of internal communications was needed during the pandemic (many firms had reassuring weekly update) but less is needed now. The management team awards prizes to those who’ve taken the tech-free culture on board and come up with a creative past time.

Communication 130

Communication Management Value Proposition Stakeholders 130

Revegy

AUGUST 31, 2023

In our most recent webinar, “Sales on the Move: Embracing Agility for a Changing Sales Journey,” Luiz Martins, the CMO of Revegy, dived into the evolving landscape of the sales journey.

Sales 64

Sales Account Management B2B Management 64

ACT

APRIL 25, 2024

The second email opens with a reference to your recent LinkedIn post, connects it to your pain points , and offers a helpful solution. Stay on top of the latest news about them, including any recent awards or company milestones. Find out whether they relocated to a new home or added a new pet to their home recently.

Sales 52

Sales Decision-making Media CRM 52

Customer Think

AUGUST 31, 2023

My wife and I recently finished streaming Parenthood, whose theme song was Forever Young, by Bob Dylan. The post The Impact of Relationship Building Challenges in Sales appeared first on Kurlan & Associates, Inc. Despite my enjoyment of the series, the theme song hit me like nails on a chalkboard.

Sales 59

Sales 59

Red Star Kim

SEPTEMBER 7, 2023

The post Market research: Professional services benchmark and accountancy profession statistics appeared first on Kim Tasso. The authors (heads of research and development at the B2B Institute (a think tank at LinkedIn) argue that AI will expand the market for marketers and market researchers.

Marketing 130

Marketing Financial Services B2B Media 130

Customer Think

FEBRUARY 22, 2024

In recent years, the line between functional workwear and fashion has increasingly blurred. They have started making appearances on runways, in streetwear, and amongst fashion-forward crowds, signaling a shift in how we perceive these utilitarian items.

Innovation 52

Innovation 52

NG Data

OCTOBER 25, 2023

Yet, 51% of consumers have considered abandoning a new account opening because of a negative experience, according to a recent Experian report. The post How Credit Unions Can Mitigate Risk and Drive Growth appeared first on NGDATA. People appreciate a seamless digital experience when opening new accounts that is simple and secure.

Digitalization 52

Digitalization 52

Hubspot Sales

OCTOBER 16, 2023

Take the time to look at their profile and recent posts and send them a personalized, engaging message. Image Source On the analytics page, you should have a grid with four rectangles at the top, featuring post impressions, total followers, search appearances, and profile viewers. Open profile views. Optimize your headline.

Publishing 101

Publishing Marketing Media Management 101

Nutshell

JANUARY 31, 2023

Recently, some of the big names in the CRM space have been cutting costs and announcing layoffs. The most recent Nutshell updates In case you missed them, here’s a look at some of the recent updates we’ve made. appeared first on Nutshell. So, what have we been working on and what’s on the roadmap for the future?

CRM 127

CRM Digitalization Advertising Marketing 127

Luminas Strategy

APRIL 21, 2024

In a recent Harvard Business Review article, Darius Adamczyk, former CEO of Honeywell, underscores this reality by detailing the pivotal role of digital strategy in navigating through tumultuous times. This is a compelling read that will inspire you as work to accelerate organic growth. Was the investment worth it?

Innovation 52

Innovation Organization Digital Transformation Digitalization 52

Zendesk

MARCH 31, 2023

A recent report from Gartner, 3 Ways AI Benefits Customer Service Organizations ,* explains how customer service organizations can use AI to move beyond cutting costs to adding value. The post Gartner: 3 Ways AI Benefits Customer Service Organizations appeared first on Zendesk.

Organization 95

Organization Customer Experience 95

Sandler Training

APRIL 30, 2021

The results of the Sandler Research Center’s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team. The post Highlights From the New Sandler Research Center Survey, “Leading From the Front in Challenging Times” appeared first on Sandler Training.

Sales 110

Sales Leadership Management 110