Red Star Kim

OCTOBER 1, 2023

I first mentioned SCARF in an article about neuroscience and leadership Leadership: Lessons from Star Trek and Neuroscience – Kim Tasso back in 2012. There David Rock talked about the neuroscience of leadership – the need to still your mind, improve emotional regulation, watch non-verbal signals and take care with feedback. On feedback he mentioned research by Naomi Eisenberger showing that the brain treats social pain much like physical pain.

Leadership 147

Leadership Emotional Intelligence Performance Review Communication 147

Account Manager Tips

OCTOBER 1, 2023

Discover how to confidently ask clients for referrals without making things awkward. A comprehensive guide with actionable strategies, scripts and templates.

Sales 100

Sales Account Growth 100

Customer Think

OCTOBER 1, 2023

If you’ve worked in the customer support industry you can relate. I remember the first time it happened to me. My day was going smoothly until I got the dreaded email—the one that has cascaded its way through the organization and landed in my inbox to resolve.

Organization 81

Organization 81

PartnerTap

OCTOBER 1, 2023

Does your sales team co-sell with partners? If so, to what degree, and with how many partners? Some companies like Microsoft and SAP Concur have very sophisticated co-selling motions with their top partners. Others are just starting their partner-first journeys. Then there are companies like Lumen, HPE, LastPass, and LightEdge that are disrupting their markets with co-sell first programs and heavy investments in co-sell automation platforms.

Investors 75

Investors CRM Digitalization Account Planning 75

Advertisement

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.

Sales Management

Customer Think

OCTOBER 1, 2023

Marketing teams today face a data paradox. Customer data constantly pours in from websites, social media, email campaigns, online ads and countless other channels. This goldmine of information — especially first-party data — holds immense potential to provide insights and guide marketing strategy and tactics.

Marketing 81

Marketing Media Digitalization 81

Customer Think

OCTOBER 1, 2023

When you’re bringing customer feedback and other customer data from across the organization together to get that holistic view of the customer’s journey and then using that to not only design and deliver a seamless omnichannel experience but also to orchestrate journeys, you’ve reached a high level of VOC maturity. To that every brand should say, “#Goals!

Organization 78

Organization 78

Customer Think

OCTOBER 1, 2023

When a company truly prioritizes its customers’ needs, it takes its offerings from good to great. It elevates a product into an experience that can both retain existing customers and attract new ones. In my experience, I’ve found that this customer-centric principle applies regardless of whether you’re manufacturing pincushions or F-16 jets.

Meetings 69

Meetings Manufacturing Prioritization 69

Customer Think

OCTOBER 1, 2023

The customer may “always be right,” but do yours have a seat at the table? Not every organization needs to take it as far as Amazon and include an empty chair in every meeting as a symbolic reminder of their customers.

Software 58

Software Software Customer Experience Meetings 58

Customer Think

OCTOBER 1, 2023

In today’s rapidly evolving business landscape, companies face numerous challenges that can hinder growth and negatively impact long-term success. To thrive in 2023, it’s essential to identify and address the critical pitfalls that threaten your organization. Let’s dive into nine pitfalls your company must avoid in the upcoming year. 1.

Customer Success 56

Customer Success Organization Leadership 56

Customer Think

OCTOBER 1, 2023

For marketers, doing more with less can be a good thing if done right. In recent years, the integration of artificial intelligence (AI) and automation has ushered in a transformative shift in the workplace across industries.

Artificial Intelligence 45

Artificial Intelligence Marketing Acquisition Digitalization 45

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

Customer Think

OCTOBER 1, 2023

In today’s digital landscape, personalization is the name of the game. Customers crave tailored experiences, and businesses, especially in the financial sector, have been quick to oblige. Historically, third-party cookies allowed marketers to track customers’ online movements, enabling the delivery of highly customized ads. However, the winds of change are blowing.

Banking 45

Banking Digitalization Marketing 45

Customer Think

OCTOBER 1, 2023

If you’ve followed me much at all, you know that my main mantra about CX is that you need to work your VoC insights, by which I mean, you have to take action on what you’ve learned there. Otherwise (as I’ve written recently), you’re simply throwing your money away with surveys, interviews, and the like. [.

Customer Experience 40

Customer Experience 40

Customer Think

OCTOBER 1, 2023

The table above uses data from Objective Management Group (OMG), which has assessed close to 2.4 million salespeople. The data shows that 43% of all salespeople are uncomfortable talking about money and while the top 10% have no such problem, 71% of the bottom 10% are too uncomfortable to talk about money. These are the 10 things that happen when salespeople are uncomfortable with the finance-specific milestones of the sales process: The post The 10 Avoidable Things That Occur When Salespeople

Finance 40

Finance Management Sales 40