Red Star Kim
FEBRUARY 21, 2024
Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. In this post I explore different types of questions and how they can be used in various business scenarios. Why are questions so important? (Questioning skills). The importance of questions Children learn by asking questions.
The Center for Sales Strategy
FEBRUARY 21, 2024
"I spend all day making cold calls, and I'm getting very little to show for my efforts. Getting the first appointment is harder than ever. If I could just get my foot in the door." It's a common complaint from B2B sales reps nowadays. Traditional prospecting approaches like cold calling have become less and less effective over the years. Decision makers simply don't answer unsolicited sales calls like they used to.
Customer Think
FEBRUARY 21, 2024
When it comes to the mobile ecosystem, change is the one constant we can count on. During the pandemic, brands were nimble and adopted new mobile technologies and strategies to reach their customers digitally. In 2023, we saw brands evolve and become more strategic across the mobile customer lifecycle.
The Center for Sales Strategy
FEBRUARY 21, 2024
Here is a truth bomb that might just revolutionize your sales strategy. Brace yourself because I'm about to tell you why your meticulously crafted pitches about features and benefits are falling on deaf ears. Yes, you heard that right. It is time to shift gears and move beyond the traditional features and benefits spiel.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Customer Think
FEBRUARY 21, 2024
The days when shopping recalled a picture filled with aisles, crowds, and not knowing whether the item or size you want will be available are a distant memory. As everybody knows, the retail scene has undergone a significant change, with technology woven into the modern shopping experience.
RAIN Group
FEBRUARY 21, 2024
In the competitive arena of sales, the true game-changer is having a well-trained sales team whose behaviors result in the desired outcomes. Consider the case of a technology firm that revamps its sales strategy to focus on consultative selling. During training, a conversation planning tool is shared that helps reps prepare for needs discovery meetings.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Customer Think
FEBRUARY 21, 2024
Mobile application development must evolve to meet changing customer needs. Today, offering a great customer experience is paramount. If your mobile app does not offer the same, you will immediately see a dip in your web traffic. Your bounce rate will also increase significantly.
Zendesk
FEBRUARY 21, 2024
Evolving technology means customers are no longer limited to shopping locally. Buyers are just a few clicks away from purchasing a product from a small business on the other side of the globe. These convenient online shopping options breed fierce competition between brands and create pressure for sales teams. No longer are they just selling products or services—they’re building relationships and selling a great customer experience.
Customer Think
FEBRUARY 21, 2024
“Composable CDP” has been consuming much attention at CDP Institute as we wrestle with how best to help buyers who are considering it as an option.The Institute published a Composable CDP Self-Assessment tool a few weeks ago, which gives a checklist of the functions required to replicate the profile-building capabilities of a standard CDP.
Strategic Communications
FEBRUARY 21, 2024
As GenAI took the world by storm in 2023, I began to see frequent posts from fellow writers and content creators wondering about how, and to what extent, the technology would replace the need for their services. There have been a number of impacts, both good and bad. Productivity and Efficiency Streamlining Content Creation GenAI has been reported to decrease the workload for content creators by up to 60%, mainly by automating repetitive tasks such as data analysis, content drafting, and design
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
PartnerTap
FEBRUARY 21, 2024
Co-selling is suddenly the hottest topic in partner, channel, and sales circles. Why? Because companies are realizing the old sales playbook is broken and finally making sales transformation a top priority in 2024. Co-selling transformation is a journey that requires the right people, technology, and best practices. Our CEO, Cassandra Gholston , just shared our co-selling transformation playbook , so this article details the modern co-selling tech stack and related co-sell transformation service
SalesGlobe
FEBRUARY 21, 2024
The Future of Sales: Where Are We Heading? Michelle Seger Welcome to the Rethink Sales Podcast. I’m your host, Michelle Seger. And today, we have with us an expert in sales performance management technologies, Edward Moss, who works with Open Symmetry. Edward is a consultant who works with companies across industries globally to help them determine the right technology to support their needs and to optimize the value they receive out of their sales performance technology.
Arpedio
FEBRUARY 21, 2024
In the dynamic landscape of sales, understanding and leveraging sales metrics is not just advantageous—it’s imperative. Sales metrics serve as the compass guiding businesses toward their goals, providing invaluable insights into performance, identifying areas for improvement, and ultimately driving revenue growth. Welcome to our comprehensive guide on mastering sales metrics.
AchieveIt
FEBRUARY 21, 2024
Every movie produced under the Disney name is expected to perform extremely well, to the point that Disney films are shoe-ins for awards and accolades before their trailers are even released. With their recent acquisition of the Star Wars and Marvel franchises, it was common opinion that the brand would continue to own the market. With that in mind, when The Marvels , a 2023 installation in the Marvel Cinematic Universe, flopped at the box office, it shocked everyone, up to and including Disney’
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Flevy
FEBRUARY 21, 2024
Market Analysis is a critical strategic function. It provides the insights necessary to understand market dynamics, consumer behavior, and the competitive landscape. As a foundational element of Strategic Planning and Performance Management , Market Analysis empowers organizations to identify opportunities, anticipate trends, and mitigate risks. It is an indispensable tool for shaping an organization’s strategic direction and ensuring its offerings resonate with the target audience.
Customer Think
FEBRUARY 21, 2024
Marketing technology combines a complexity of data, customers, processes, and systems, all of which require specialist know-how and capabilities to successfully optimise. And of course, there is no uniform approach – every business is different.
Customer Think
FEBRUARY 21, 2024
This is the first in a series of articles that explores each key building block of Outcome-Centric Selling® – and provides simple, actionable guidance for putting them into practice (by the way, if you can’t wait, and would like a fuller appreciation of all the underlying principles and concepts, you could always download our guide […]
Customer Think
FEBRUARY 21, 2024
Excellence means greatness and we enjoying watching moments of excellence. It can vary from watching a Broadway musical where actors and actresses thrill us with their ability to effortlessly dance and sing.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Customer Think
FEBRUARY 21, 2024
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