Account Manager Tips

NOVEMBER 19, 2022

He says it's ruder to waste people's time than to walk out. In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. What do you think the answer was? If you said “NO” then you were right. Imagine you're at the front of a boardroom about to make a presentation. DOWNLOAD NOW.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. Like Antoine de Saint-Exupéry says, "A goal without a plan is just a wish." Not focused on the customer The biggest mistake you can make with clients is to put your needs first. Putting out fires instead of preventing them.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Hubspot Sales

JANUARY 17, 2024

In-Person vs. Self-Service: Who Wins? Despite the growing trend of self-service, most consumers still prefer in-person interactions. 65% of consumers prefer to interact with a salesperson in person, compared to 26% who prefer self-service. However, preferences change depending on the product or service.

Value Proposition 90

Value Proposition Decision-making Sales Internet 90

Zendesk

MAY 30, 2023

In the eyes of customers, you’re only as good as their last experience with you. This means that consistency is key—whether you’re facing economic headwinds or an unexpected spike in customers needing help. The pressure isn’t just coming from above: 61 percent of customers say they’ll walk away after just one bad experience.

Onboarding 98

Onboarding Prioritization Customer Experience Meetings 98

Hubspot Sales

NOVEMBER 28, 2023

Some people won’t easily part with their hard-earned cash for your product or service. He says, “Allow them the opportunity to say no, but get buy-in to the idea that if the price works for both parties, they would be willing to accept it today.” This tactic, compounded with showing product or service value, helps close deals.

Negotiation 104

Negotiation Sales Leadership CRM 104

Hubspot Sales

OCTOBER 5, 2023

Social media is the future of consumer shopping , so it’s no surprise that 59% of social sellers say they’ve made more sales through social media this year compared to last. More yet, 87% of social sellers say social selling has been effective for their business this year. Marketers say it offers the highest ROI and best selling tools.

Media 101

Media B2C Advertising B2B 101

Hubspot Sales

DECEMBER 7, 2023

It’s no coincidence that 42% of managers and sales pros who coach or train their teams say that their primary goal is to get sales teams aligned on a common goal. It’s no coincidence that 42% of managers and sales pros who coach or train their teams say that their primary goal is to get sales teams aligned on a common goal. Set a goal.

B2C 121

B2C Transportation Decision-making Logistics 121

Hubspot Sales

JANUARY 23, 2024

Sleazy sales reps will try to upsell everyone and anyone, regardless of whether or not the customer actually needs the additional service. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. Set and track measurable goals.

Media 91

Media Decision-making Customer Experience Marketing 91

Zendesk

MAY 8, 2023

With the surge of generative AI tools coming on the market, software companies can keep pace and scale to support more customers without adding more headcount. With the surge of generative AI tools coming on the market, software companies can keep pace and scale to support more customers without adding more headcount.

Prioritization 98

Prioritization Software Software Profitability 98

Strategic Communications

MAY 7, 2024

O ver the years marketers have come to rely on many different types of technology to perform a wide range of tasks, from collecting customer data to communicating with customers, from creating and distributing content to identifying and nurturing leads, tracking campaign success, and much more.

Artificial Intelligence 59

Artificial Intelligence Marketing Retail Communication 59

Hubspot Sales

JANUARY 30, 2024

Salespeople say that a change in the sales field that has had the biggest impact on their role is that selling has become more focused on presenting a solution than pitching a product or service. Because of their self-led research, salespeople say buyers enter conversations with them more informed than ever. Why the change?

Virtual Selling 96

Virtual Selling Media Sales Decision-making 96

Hubspot Sales

APRIL 15, 2024

Let’s take a look at what they had to say. Matthew Murray , Managing Director of Sales Higher , says, "The best prospectors only reach out to opportunities that activate sales triggers. Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement.

Sales 115

Sales Prioritization CRM Communication 115

ACT

MAY 7, 2024

You’re likely the CEO, the marketing director, the customer service representative—the list goes on. Urgent and Important These are the most critical business tasks that need your immediate attention—a critical customer issue, a limited-time sales campaign, or a project deadline. But it isn’t impossible.

Management 52

Management Small Business Media Investors 52

Hubspot Sales

MARCH 27, 2023

You can also buy virtually anything online, including services. These services range from financial counseling to tarot readings. But, it's advantageous for businesses to sell services online, especially now, when a plethora of services can be offered virtually. How to Sell Services Online 1.

Media 124

Media e-Learning Onboarding Marketing 124

AchieveIt

MARCH 6, 2024

Rather than connecting with a salesperson who is passionate about the product or service, knowledgeable about the benefits and empathetic to customer needs and concerns, consumers are often met with someone simply trying to close a sale and earn their commission. Negotiations don’t always have to be that way — and they shouldn’t be.

Negotiation 52

Negotiation Decision-making Meetings Sales 52

Hubspot Sales

JANUARY 5, 2023

As a result, their buying preference has shifted to a self-service approach. In fact, 60% of buyers say that vendor sales aren't involved in their research phase, and 68% only involve sales at the last stage of the buyer's journey. Share customer stories with your prospects. Buyers have an abundance to pick and choose from.".

Stakeholders 111

Stakeholders Software Software Decision-making 111

Zendesk

DECEMBER 8, 2023

Few can deny the transformative power of AI, with customer experience (CX) set to see some of its biggest and most immediate impacts. In fact, 69 percent of respondents say that training on AI has increased or will do so in the next year, with a similar number citing increased training specifically on AI-driven sentiment analysis.

Customer Experience 52

Customer Experience Prioritization Innovation Digitalization 52

Revegy

SEPTEMBER 18, 2023

A staggering 60% of customers say no to sales reps at least four times before finally saying yes. Surprisingly, almost 48% of salespeople miss out on the “yes” because they do not follow up.

Sales 59

Sales Account Planning Account Growth Account Management 59

Zendesk

AUGUST 17, 2021

“The customer is always right.”. If you’ve ever worked a day in the service industry, you’ve seen this slogan plastered on a break room wall. The idea was coined by a turn-of-the-century retailer, and it’s so common that many businesses make it a mandate for their customer service teams. Here’s why. No returns allowed.

Retail 98

Retail Customer Experience Advertising Management 98

Zendesk

JANUARY 18, 2022

As many companies hold on deploying new initiatives until the outlook is more clear, they are eyeing where current investments can be made: such as in customer experience. According to our 2022 Zendesk Customer Experience Trends report , the pandemic didn’t make customers more forgiving—if anything, they’re more discerning.

Customer Experience 98

Customer Experience Leadership Business Growth Prioritization 98

Hubspot Sales

NOVEMBER 14, 2023

53% of sales reps say AI has made it easier to compete with other businesses in their industry. Did you know NASA plans to build houses on the moon by 2040 ? This means that in 17 years, you might be selling space voyages. Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?)

Energy and Utilities 99

Energy and Utilities Media Sales Publishing 99

Hubspot Sales

MARCH 18, 2024

Positioning Time Over Money Regardless of the price of your product, whether it’s $1 or $1000, focusing on “time” over price can boost sales and customer satisfaction. The “time” sign attracted twice as many people as the “money” sign — these customers also spent twice as much. Want more “Pipeline” Content? Let’s take a look.

Advertising 109

Advertising Sales Marketing 109

Nutshell

MAY 20, 2024

That’s not to say that setting up a meeting with your new prospect and firing away with a list of questions about their business is necessarily the answer. The sales discovery process is a sales representative’s first set of interactions with a prospect to determine whether their product or service is a good fit for the prospect’s business.

Sales 62

Sales Decision-making Meetings CRM 62

Zendesk

APRIL 3, 2023

It’s no longer enough to simply offer a great product—your customers demand much more. In the flooded market with almost endless options, many retailers are competing on the quality of their service. This is where retail customer engagement plays a vital role. What is retail customer engagement? Why does this matter?

Retail 98

Retail eCommerce Digitalization Artificial Intelligence 98

Insightly

SEPTEMBER 28, 2021

4 customer service challenges (and how to solve them). This is part 2 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. Director Client Services at Insightly. Continuing on with my discussion with Zeke Silva, Sr.

Remote Working 98

Remote Working Prioritization Communication Stakeholders 98

Zendesk

MAY 20, 2022

For our first hybrid event, it was wonderful to bring an intimate group of customers and partners together for viewing parties in both San Francisco and London. We loved the opportunities to connect even more deeply with great brands and our customers and to bring some of the digital content to life on stage as fireside chats.

Procurement 98

Procurement Digitalization Customer Experience Leadership 98

Hubspot Sales

OCTOBER 20, 2020

Approaching prospects with some bumbling, inarticulate, lazy, passive jumble of words can stifle any sales pitch — regardless of the product or service behind it. If you want your prospects to listen and believe what you say, you have to say it with your chest. Your Prospect's Name. Think about it.

Sales 129

Sales 129

Strategic Communications

SEPTEMBER 27, 2023

The more they can understand the motivations of their customers, the better they will be able to produce the goods and services that best meet their needs and effectively communicate the right points to compel the desired action—a sale. She says it has always been like that and will likely remain so.

Banking 52

Banking B2C Decision-making B2B 52

Zendesk

APRIL 7, 2022

More and more companies are realizing the power of customer relationships. 31 percent of business leaders surveyed in the Zendesk Customer Experience Trends Report 2022 say driving stronger customer relationships is a top priority this year. But the question is, how can companies create connections with their customers?

e-Learning 98

e-Learning eCommerce Communication Negotiation 98

Hubspot Sales

FEBRUARY 14, 2024

A focus on user benefits over product or service features. Ackerman says, “I know brands that have their own Facebook groups or discord channels for their top fans. You’ve got a reliable place to get feedback, and your best customers are incentivized to become your brand advocates. Social proof or case studies. Get meta with it.

Sales 95

Sales Marketing B2B Digitalization 95

Hubspot Sales

AUGUST 3, 2023

Many people see AI as a black box absorbing their data with a possibility to provide inaccurate results full of biases and lack of privacy and transparency,” she says. In her Forbes article , Jodie Cook says, “Some entrepreneurs are afraid of AI. Between 2019 and 2022, AI adoption plateaued.

Artificial Intelligence 91

Artificial Intelligence Sales CRM Meetings 91

Zendesk

APRIL 12, 2023

More than half of customers associate generative AI use with more premium brands, according to Zendesk research. There’s no doubt that the impacts of this technology—particularly on customer experience (CX)—will be widely felt. At Zendesk, we believe that AI will drive each and every customer touchpoint in the next five years.

Internet 98

Internet Government Customer Experience Communication 98

Zendesk

APRIL 20, 2023

For many support teams, AI is already handling the majority of customer requests for issues like password resets, refunds, or order tracking. For more complex questions, AI can route customers to the right place and ensure that agents have the information they need to provide quick and personalized assistance.

Artificial Intelligence 96

Artificial Intelligence Digitalization Customer Experience Communication 96

Hubspot Sales

FEBRUARY 16, 2022

Here, we asked six sales reps their tips for creating a convincing sales hook to turn prospects into customers. Essentially, a sales hook (or pitch) is a condensed sales presentation that gets the conversation started regarding what your business is, as well as your product or services' main benefits. Do your customer research.

Sales 131

Sales e-Learning Media B2C 131

Insightly

SEPTEMBER 24, 2021

This is part 1 of a customer service blog series based on conversations with members of Insightly’s client services and customer success teams. Successfully guiding customers through stressful circumstances is the mark of a talented customer service representative. According to Zeke Silva, Sr.

Customer Success 98

Customer Success Communication Meetings Customer Experience 98

Hubspot Sales

AUGUST 21, 2023

They need to receive a "cold call" from you, where you introduce yourself and your services and make your value proposition clearer. You have your list of names and phone numbers. Before the end of the day, you need to make 100 calls. Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial.

Value Proposition 98

Value Proposition Decision-making Software Software 98

Zendesk

FEBRUARY 23, 2023

Being thoughtful about the words you use during a customer interaction can be the difference between a good customer experience and an incredible one. According to the Zendesk Customer Experience Trends Report 2023 , 61 percent of customers will switch to a competitor after a single bad experience. Nice to meet you.”

Customer Experience 52

Customer Experience Communication Customer Success Prioritization 52