The Center for Sales Strategy

APRIL 24, 2023

A successful sale often depends on the product and customer knowledge of the salesperson, but what happens when the hard work isn’t translating into results? For any sales manager, it's incredibly frustrating when their salespeople don’t seem to be able to close the deal.

Customer Knowledge 94

Customer Knowledge Meetings Sales Management Management 94

Hubspot Sales

AUGUST 21, 2020

Combine your customer knowledge with your own business offerings and find common ground. Assess which products and features can bring a customer’s vision to life and make note of your reasoning. Learn how their company operates and their pain points. Connect the dots. This is where you get to work some magic!

Prioritization 138

Prioritization Decision-making Meetings Customer Knowledge 138

SBI Growth

APRIL 7, 2013

Do you know your customer? Years ago the MacKay 66 was the holy grail of customer knowledge for sales reps. Vince Koehler offered a Buyer Process Map (BPM) Template in his recent blog which is a great tool for charting customer insight. It’s not about you, or the way that you want to sell. It’s about your buyer.

Customer Knowledge 118

Customer Knowledge Organization Marketing Meetings 118

SBI Growth

SEPTEMBER 17, 2012

Can articulate how the product will impact the customer’s business needs. Customer Knowledge. Content and Marketing Material Knowledge. Knows high-level product features. Can articulate differences between their product and the competition's. Conducts effective background research on prospect.

Construction 117

Construction Internet Customer Knowledge Sales Training 117

SBI Growth

SEPTEMBER 4, 2012

Whether face to face, on the phone or exchanging emails, this level of interaction produces incredible insight into what prospects and customers expect and value in their journey to purchase. One way to leverage the customer knowledge of your sales force is to convene an “Expert Panel”.

Marketing 115

Marketing Sales Media Decision-making 115

Upland

JUNE 1, 2023

Form relationships with the right people – this can be through executive sponsor programs (in Scott’s case they used a program called Exec Connect) or through existing relationships your team has. Seek deep customer knowledge – understand your customers’ businesses as well as they do or better!

Account Planning 195

Account Planning Sales Customer Knowledge Account Management 195

Hubspot Sales

JUNE 6, 2018

It also explains the rationale behind the recommendations it provides, giving the sales team valuable customer knowledge and talking points to help close the deal. Because it’s capable of weighing so many factors simultaneously, AI can provide salespeople with intelligent recommendations that make a sale much more likely.

Artificial Intelligence 111

Artificial Intelligence Sales Negotiation Communication 111

Flevy

JUNE 15, 2023

Assurance Assurance is composed of the knowledge, abilities, and trustworthiness of staff and their capacity to use this expertise to kindle trust and confidence in customers. Knowledge comprises the necessary qualifications, skills, and training to deliver the service effectively.

e-Learning 91

e-Learning Digital Transformation Customer Knowledge Customer Experience 91

Hubspot Sales

NOVEMBER 22, 2023

Imagine if every business had this level of customer knowledge and personalization. Wouldn’t you want to make your customers feel valued? That's where Customer Relationship Management (CRM) software comes in. When you go up to the counter, a barista greets you and asks if you want your usual order.

CRM 111

CRM Artificial Intelligence Customer Success Decision-making 111

Hubspot Sales

MARCH 20, 2018

automation, efficiency, enablement, and training solutions), and customer success enablement (e.g., connecting the pre-sale and post-sale experience, building customer support and chat experiences, designing the customer knowledge base, etc.). These are services like lead generation (e.g.,

Software 111

Software Software Brainstorming Customer Success 111

Zendesk

NOVEMBER 1, 2021

The process of securing and learning from customer data is critical for any support team—but all that work doesn’t need to rest entirely on your agents’ shoulders.

Artificial Intelligence 98

Artificial Intelligence CRM Media Software 98

Hubspot Sales

FEBRUARY 27, 2020

Nutshell provides a central repository for all your company’s customer knowledge. It offers a single location for you and your team to store and reference any contact details, call notes, and email conversations you have with customers. Price: Plans starting from $19 per user per month. Source: Nutshell.

Software 111

Software Software Management CRM 111

Insightly

JANUARY 19, 2022

It’s about building customer relationships that make your clients feel valued and confident about their purchases. . You already know the importance of centralizing customer knowledge in one place, so your entire team has instant access to essential, reliable data. .

CRM 104

CRM Prioritization Decision-making Onboarding 104

MTD Sales Training

APRIL 2, 2019

The overall experience the customer enjoys using your services will make or break future business opportunities, and the experience can be built around your record-keeping and use of knowledge through your CRM system. Customer knowledge is vital if you are to give a great support experience to your customers.

CRM 74

CRM Sales Training Communication Customer Knowledge 74

Hubspot Sales

JANUARY 31, 2018

You need product knowledge, sales knowledge, and customer knowledge to get the right results. Thinking you're too good to learn new things. As a sales professional, the information you need to be successful is always changing. Ask your manager to review your calls.

Sales 145

Sales Media Meetings Brainstorming 145

MTD Sales Training

NOVEMBER 21, 2018

Especially when the knowledge of these people helps them to better themselves or their own businesses. So what steps can you take to become known as a real asset to your new prospects and customers alike? Here are some ideas: 1) Decide which areas your customers’ knowledge is lacking. Follow influencers on LinkedIn.

Banking 69

Banking Sales Training Customer Knowledge Marketing 69

Cosawi

JANUARY 31, 2020

In both Sales and Marketing, we work so hard on customer centricity, customer focus and customer knowledge. Yet do we truly understand the customer’s buying journey – from the moment they realize a need for a product or service, i.e., the point of inspiration, to the point of purchase?

Co-Creation 52

Co-Creation Marketing Sales Innovation 52

Hubspot Sales

JUNE 8, 2020

Including prospects in your webinars, customer events, special updates, user groups and online forms gives them a sense of belonging before they make a purchase. Instead, you could say "Why don’t you spend a little time in our customer knowledge base?" Do frequent check-ins through the process and after the purchase.

B2B 120

B2B Sales Decision-making Marketing 120

Help Scout

MAY 25, 2021

Your team can prioritize and work more efficiently with all your customer knowledge in a central source. Upgrading to a shared inbox While a distribution list or shared mailbox may work well for your team when you’re just starting out, these tools simply aren’t built to provide customer support at scale.

Software 105

Software Software Finance Customer Knowledge 105

Showpad

NOVEMBER 16, 2021

The knowledge of creating, generating, and fostering leads has always resided in the sales teams, but mostly with our agents and dealers because we use a two-step distribution model. This means a lot of our customer knowledge sits with agents and dealers, creating a gap back to the company. .

Digital Transformation 98

Digital Transformation Digitalization Marketing Sales Environment 98

Zendesk

NOVEMBER 2, 2022

Build in operational efficiencies: Adopt agile systems and processes: Your support system should allow you to share customer knowledge across the organization—and especially with your sales team—so that data doesn’t live in silos. Use tools that boost efficiency and collaboration so agents can see that their time is valuable.

Customer Experience 52

Customer Experience Customer Knowledge Prioritization Decision-making 52

CMOE

JUNE 20, 2019

Every successful company or organization in the world is built upon the same foundation: knowledge. But this all goes deeper than simply ensuring your organization is comprised of talented and knowledgeable employees.

Organization 63

Organization Communication Logistics Software 63

SBI

FEBRUARY 25, 2020

I’m always fascinated that customer advocate programs (CAP) are rarely in the various pundits’ priority lists, at least explicitly. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics. Improve customer experience throughout the full lifecycle.

Value Proposition 49

Value Proposition B2B Investors Decision-making 49

Openview

APRIL 13, 2018

Of course, even if you have true knowledge of customers, members of your team may focus on different aspects, or simply express it in ways that sound divergent. 5 Questions For Aligning Your Team Around True Customer Knowledge. When we talk about “knowledge” of customers, what exactly are we trying to know?

Investors 60

Investors Leadership Software Software 60

Nutshell

MARCH 19, 2024

Customer knowledge With everything you could possibly want to know available online, it’s easier than ever for customers and prospects to educate themselves about a product or service.

CRM 71

CRM Sales Software Software 71

Showpad

OCTOBER 9, 2020

The only way to provide value to the buyer is to be customer obsessed and know your customers deeply. Collecting and documenting customer knowledge can help your reps tailor the buyer experience to each customer. . This disorganization leads to every team thinking differently about the customer. .

Co-Creation 40

Co-Creation Healthcare B2B Customer Knowledge 40

Zendesk

NOVEMBER 28, 2023

There are numerous benefits of SaaS customer support, including: Customer satisfaction: According to the Zendesk Customer Experience Trends Report 2023 , over 70 percent of consumers will switch to a competitor after multiple bad experiences.

e-Learning 52

e-Learning Software Software Brainstorming 52

Zendesk

MAY 25, 2022

If you can find the intersection of customer knowledge and product knowledge, you’re in a prime position to make a sale. When your reps don’t have to research products on the fly, they can move sales along gracefully and bring in more revenue. Be personal and specific.

B2C 52

B2C Sales B2B Decision-making 52

Zendesk

OCTOBER 20, 2023

To help meet these goals the plan would: Consider in-depth data about the target customer(s) including their goals, objectives, existing knowledge, knowledge gaps, and where they are in their journey.

Customer Success 52

Customer Success Onboarding Software Software 52

Tidio

FEBRUARY 26, 2021

Chatbots, for example, assist with easy shopping and fast support: How To Increase Customer Loyalty With Chatbots can tell you more. Gather Customer Feedback. That’s how trying to sell without any customer knowledge can feel like. Inquire into customer experience and preferences to get a clear view.

eCommerce 52

eCommerce Acquisition Communication Retail 52

SmartKarrot

JULY 5, 2022

Gather data and information around their customers and their satisfaction with the Elite brand and products. Work with the broader Elite teams, particularly marketing, to share customer knowledge and the perception of the Elite brands from customers. Guide and nurture a small team of customer support representatives.

Customer Success 19

Customer Success Retail Negotiation Facilitation 19

SmartKarrot

APRIL 27, 2021

Enter customer education, or as they say in customer term vocabulary, customer knowledge base. At its core, no matter the purpose, a knowledge base solely supports the customers to ascertain solutions and attain success in their efforts. Let us dig into the world of knowledge base to get started.

Customer Success 10

Customer Success Customer Knowledge 10

SmartKarrot

JULY 6, 2022

Effectively using data, as well as customer knowledge, to create meaningful interactions with the customers.

Customer Success 3

Customer Success Onboarding Stakeholders Government 3

Insightly

JULY 20, 2022

Businesses that choose to prioritize customer relationships find that CRMs help support teams efficiently resolve issues, and make it easy to connect customers to the right person at all times. Why CRM matters to your business.

CRM 52

CRM Prioritization Decision-making Software 52

Zendesk

JUNE 28, 2022

B2B sales training focuses on sales between businesses, rather than from business to customer (B2C). Successful B2B sales reps must have a wealth of product, market, and customer knowledge so that they can convince savvy company decision-makers that their product or service will solve their problems.

Sales Training 52

Sales Training B2B Sales Profitability 52

Zendesk

FEBRUARY 7, 2022

“When we’re focusing on adding in new features, products, or updates/changes to the marketing site, we listen to the input of the support team who are our voice of the customer.”. It’s a virtuous cycle that’s crucial to the business. Without our support team, it would be extremely difficult to operate as a company,” says Meg.

Decision-making 52

Decision-making Customer Experience Insurance eCommerce 52

PandaDoc

MAY 28, 2024

Consultative sales teams put customer needs first, with sales professionals asking probing questions and adapting pitches to every lead. A deeper understanding of customer needs leads to insights that build trust. Customer knowledge even transfers to other areas, such as improving client onboarding.

Sales 52

Sales e-Learning Healthcare Software 52