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Long before I learned of the value of Socratic questioning in coaching and counselling, I remember an editor asking me to use Socratic questioning in some writing. Socratic questioning is a way to drive logical argument. It’s helpful in conversations, critical thinking and negotiation. So what is Socratic questioning? (Questioning skills). This article on Socratic questioning follows an earlier and longer post on questioning skills Why are questions so important?
In this episode of Improving Sales Performance, we’re once again diving into The 5th Annual Media Sales Report by The Center for Sales Strategy. Today, we’re exploring why sales managers are experiencing such increased difficulty in achieving organizational goals. Joining Matt to discuss that and much more is Stephanie Downs, SVP/Senior Consultant here at CSS.
In the dynamic world of e-commerce, understanding your customers is key to success. Meeting customer needs is critical in today’s competitive e-commerce landscape. Digital platforms have raised consumer expectations by offering a wide range of products and services. Customer-centricity is more than a trend; it is a strategic approach that sets companies apart.
Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.
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.
Discover the 10 features that set apart the best business reporting software. Enhance your decision-making with insights on functionality and capabilities.
For those not familiar with my work, I’m an active author, consultant, researcher and trainer in CX and EX (and also a member of CustomerThink’s Hall of Fame).
Transformation comes fast and frequently, spurred forward by humanity’s endless capacity to discover and leverage digital innovations. How to respond to the changes those technologies precipitate is a constant theme of discussion across boardrooms and virtual meeting spaces. But when thinking about transformation and how much of it relies on immersion into an increasingly digital world, it is crucial not to lose sight of one essential fact: People will always be the most important catalyst
Transformation comes fast and frequently, spurred forward by humanity’s endless capacity to discover and leverage digital innovations. How to respond to the changes those technologies precipitate is a constant theme of discussion across boardrooms and virtual meeting spaces. But when thinking about transformation and how much of it relies on immersion into an increasingly digital world, it is crucial not to lose sight of one essential fact: People will always be the most important catalyst
This article was initially published in issue 10.1 of the International Journal of Sales Transformation. I suppose this article could have been titled “what do I wish I had known or done in my first day as a salesperson?” – and maybe I might have benefited from reading it then.
This article was originally published on Fast Company Executive Board. Check out nearly any review platform for SaaS companies and a phrase you’ll run into often is “ease of use.” It is important because nearly all users and SaaS buyers cite “ease of use” as one of the top requirements for software they purchase. This should be fairly straightforward—how quick is the learning curve to onboard new users to the product or platform?
Welcome to Measure What Matters, where we focus on performance measurement across the public sector. We love talking about SMART goals and Key Performance Indicators (KPIs) , and public sector organizations that measure what matters. In previous posts, we have done deep dives into the most common police department performance measures , library performance measures , and others.
In the ever-evolving realm of sales, one approach has consistently proven to be a game-changer: consultative selling. This methodology transcends the traditional transactional model, focusing instead on building relationships , understanding customer needs, and delivering tailored solutions. In this blog post, we’ll delve into the intricacies of consultative selling, exploring its core principles, the step-by-step process, and strategies for success.
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.
In the high-stakes world of corporate growth and expansion, Mergers and Acquisitions (M&A) Strategy plays a pivotal role. This strategic avenue is not just about expanding business footprints or diversifying portfolios–it’s a complex maneuver that, when executed with precision, can significantly alter an organization’s trajectory towards success.
In today’s fast-paced and hyper-competitive business landscape, the key to success lies in understanding and effectively leveraging the concept of value selling. As businesses strive to differentiate themselves and capture the attention of increasingly discerning consumers, traditional sales approaches centered solely on product features and pricing often fall short.
I read as many reports I can about the state of agency account management and it makes for grim reading. “I sometimes feel they are more concerned with their gmail and booking meetings than with my challenge” – client lead ( “The Future of Account Management” report, IPA 2020 ) The feedback from clients and industry experts is relentless and often scathing about the account manager’s performance.
Spin Selling is a highly acclaimed sales methodology that revolutionized the way sales professionals approach their craft. Developed by Neil Rackham in the 1980s, Spin Selling has since become a cornerstone of modern sales strategies, offering a systematic approach to understanding customer needs and closing deals effectively. Key Principles and Objectives of Spin Selling At its core, Spin Selling aims to shift the focus of sales interactions from product features to customer needs.
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!
(This month’s Research Round-Up features a study by Boathouse that reveals what CEOs actually think about marketing and CMOs, and a survey by Informa Tech that addresses how much trust B2B technology buyers actually place in marketing.
In the dynamic landscape of modern business, sales strategy stands as a cornerstone of success. Whether you’re a seasoned sales professional or a burgeoning entrepreneur, the effectiveness of your sales approach can make or break your company’s growth trajectory. In today’s fiercely competitive market, having a well-defined and meticulously executed sales strategy is more crucial than ever before.
In recent years, the line between functional workwear and fashion has increasingly blurred. Safety gear, uniforms, and personal protective equipment (PPE) are no longer confined to their traditional realms. They have started making appearances on runways, in streetwear, and amongst fashion-forward crowds, signaling a shift in how we perceive these utilitarian items.
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
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