Sat.Sep 11, 2021 - Fri.Sep 17, 2021

Turning lemons into lemonade: Five ways to reset on customer management fundamentals in a post-pandemic world

Strategic Account Management Association

By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. Turning lemons into lemonade. It is one of the most optimistic cliches known to man – and with good reason.

Selling to Committees

Software Sales Guru

Selling to Committees All buyers want to have options, and they want a simple way to compare those options. An example is the Mutual Fund industry. Most brokerages have tools that allow buyers to compare funds side-by-side, helping them to make an informed decision.


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The Ultimate Guide to Small Business Customer Service

Help Scout

With access to fewer resources and generally leaner teams, small businesses need to be more creative and tactful in their approach to customer service. That’s not to say they can’t provide a top-notch experience — they absolutely can. They just need to be a little more focused with their efforts.

The Power of Pause

Revenue Storm

With the world’s expectations for being dialed in 24/7, speed and responsiveness are of the essence. Sometimes to get the best outcome, particularly in the heat of a deal, it’s ok to hit a brief pause. This is counter-intuitive to today’s expectations and though seemingly simple, is often overlooked.

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

Sales Leadership Series with Bernie Weiss, President at iHeartMedia New York and Author

The Center for Sales Strategy

What do selling and tennis have in common? Bernie Weiss, President at iHeartMedia New York and Author of Ace It! How Sales Champions Win New Business answers that question, plus offers some sales performance tips. Tune in now or keep reading for a brief overview. sales performance

Motivating Salespeople in a Hybrid Environment

Sales Readiness Group

Many companies are wrestling with the question about what their future work environment looks like as they emerge from COVID-19 restrictions. Preferences are mixed, but many employees want to keep working from home at least part of the time. Sales Management Sales Coaching Managing Performance

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Help Your B2B Buyers Do Their Own Discovery

Customer Think

Discovery is most often considered a function performed by sales reps. But in this context, it’s more about discovery FOR the sales rep, NOT B2B buyers.One of the problems marketing and sales have as B2B buyers’ roles shift is that they start too late.

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Weekly Roundup: Enough Pipeline to Meet Quota, Importance of Candidate Feedback + More

The Center for Sales Strategy

- MOTIVATION -. Don't worry about failure. You only have to be right once.". Drew Houston. AROUND THE WEB -. > > Does Your Sales Team Have Enough Pipeline to Make Quota? Selling Power.

Get on the Bus | Why Psychological Safety is vital to building trust

EcSell Institute

Tough road loss. Frustrated coach. After the game, outside the team bus, he stands with the other coaches and “talks smack” about his players behind their backs. The players overhear. And just like that, their psychological safety is gone.


Small companies got faster at solving customer issues last year – here’s how


. . . When a customer has an issue, all they want to do is solve it—quickly. In fact, 73 percent of customers say that speedy resolutions sit at the very top of their priority list. This should have companies paying attention.

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

3 Types of Risk That Exist Across Industries

FinListics Solutions

Whether it’s an irreplaceable employee quitting, the onset of a recession, customers leaving for a competitor, or any number of other business problems, companies face risk every day


Recruitment Trends Shaping the Future

The Center for Sales Strategy

Most companies scale back recruiting in response to a financial crisis. Did you know that but 1 of the 3 most effective responses is to hire top performers from the competition?

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Customer Support Funnels: An Essential Enterprise Guide on Developing One

Customer Think

A funnel is a business term generally used with regards to sales and marketing. Customers are made aware of your company, then marketed to, then eventually a sale is made. These are the initial stages of a customer’s journey, their conversion from a merely potential customer to an actual buyer.

16 cold calling scripts & what you can learn from them


Contrary to what you might expect, potential clients are often receptive to cold calls. A study by Rain Group found that 82% of buyers are open to booking meetings when sales reps reach out. Nevertheless, cold-calling and discovery calls can be terrifying for many sales reps.

It’s Time to Stop Obsessing Over Leads

If leads are no longer the main goal for your marketing and sales teams, what should you focus on instead to measure success? And how can you optimize your program to create more qualified sales opportunities, faster? Download the eBook today to find out how!

7 Top KPI Software Solutions

ClearPoint Strategy

If you’ve landed here, you probably already know the vital role that key performance indicators, or KPIs, play in meeting your company’s strategic goals.

Get More New Meetings — Developing a Valid Business Reason

The Center for Sales Strategy

"4 out of 5 Sales Managers admit appointments, whether in-person or virtual, are more challenging to secure than five years ago.". This nugget of information came from The Center for Sales Strategy 2020 Media Report. My initial response to this new data was.DUH!

How to Use a Social Media Response Template (with Free Template Download)

Customer Think

Imagine this scenario: you’re a social media manager for a thriving software-as-a-service company. Your day starts normally, but by the time you get to work, you’ve heard the bad news: the network is down.

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Quality Assurance vs. Quality Control: Five Differences


People often use the terms quality assurance and quality control interchangeably. However, although they are similar, there are essential differences between the two ideas. Each is a piece of the quality management puzzle.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

How to Succeed at Stopping Human Trafficking in Africa [PODCAST]

Sandler Training

Mike Montague interviews Jennifer Crow on How to Succeed at Stopping Human Trafficking in Africa. The post How to Succeed at Stopping Human Trafficking in Africa [PODCAST] appeared first on Sandler Training.

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Customer Success Disasters and How to Avoid Them


As Julia Child once said, “Any disaster is a learning process.” Whether it’s a natural calamity or a corporate dysfunction, the disaster, and its aftermath, make us stronger and more prepared to face similar challenges that come our way.

Small Business Customer Service Outsourcing: 4 Pitfalls to Avoid

Help Scout

These days it’s easier than ever to outsource customer support, even for small teams that prioritize customer experience and quality. A new crop of companies that specialize in brand-forward customer experience outsourcing for small teams has emerged in the past five years.

The Vital Role of Electronic Kaizen at Toyota Memorial Hospital


Lean or the Toyota Production System often gets an unfair rap for being "anti-technology." Some of this mindset results from the old debate between using Material Resource Planning (MRP) computer systems to plan production or the more visual Lean methods of kanban cards and heijunka boxes.

Going to Market Smarter in the New Economy

In 2021, as companies continue to move more functions online, employees will take a more virtual -- and flexible -- mindset and lifestyle in parallel to the digitization of businesses. To succeed, you must change the way you conceive and build new products as a digital business. Download the report today to discover more!

Virtual Reality (VR) – The Silver Lining for E-learning Industry

Customer Think

Virtual Reality (VR) has been used in video games and movies for years, but now it’s poised to make significant headway into another industry: education. What can it do? How can it help us learn?

4 Reasons Why Good Leaders Must be Flexible and Adaptable [and How]


With the natural stressors that pervade our economy and society, there’s no denying the prevalence of volatility in the workplace. Change is inevitable. Good leaders understand this and can efficiently adapt to changing circumstances.

How You Can Use Financial Intelligence to Unlock Business Growth w/Henry Daas Ep#118

Strategic Planning and Management Insights

Henry Daas is an Entrepreneurial Coach, Personal Finance Coach, and the author of FQ: Financial Intelligence , a 432 page book that explores every aspect of personal finance.

Into the deep end: Becoming a SAM during COVID

The SAMA Podcast

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

What Is A Project Dashboard? A Definition + Examples

ClearPoint Strategy

While project managers used to be part of a specialized office focused on scheduling and executing technical projects, the world has changed—project managers are everywhere now.

Coaching in Everyday Conversations


According to an Association for Talent Development (ATD) survey, only 27% of organizations regularly or consistently coach their employees.

3 Reasons Why Customers Still Choose Voice Over Any Channel (and Always Will)

Customer Think

Granted, customer engagement has gone through massive changes in recent years. The digital age has propelled brands’ omnichannel presence across phone, chat, self-service, SMS, and so on. But still, one thing remains, customers prefer the phone above all other channels.

Strategies and Tactics for Sales Negotiation

RAIN Group

Whether you work on a sale for 9 hours, 9 weeks, or 9 months, when you get to the negotiation phase of the selling process, you can lose the sale in an instant. And even for those sellers who win the sale, the negotiated outcome may not be the best. Sales Negotiation

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!