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The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions.
The buying environment faced by many sellers today is volatile: it almost seems as if the once-reliable commercial approaches no longer apply. But for CEOs and GTM leaders looking to capture the immense growth potential in 2024, it’s time for them to consider a revolution in how their companies approach their customers' shifting concerns and expectations.
In our personal lives, we are terrible predictors of our future selves. Uniformed, we buy houses based on a salary we believe will only increase. We buy cars thinking the price of gas will stay the same. We subscribe to memberships and services thinking we’ll always use them. We constantly seek stasis in a world that is constantly changing.
Your relationship with your customers doesn’t end the moment they make a purchase. As a matter of fact, it starts from there. In order to ensure high retention, it’s essential to establish a strong bond with your customers by offering them seamless experiences.
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 support is more important than ever, yet it’s also more complicated. Buyers will reach out through a wide variety of channels, and expect fast, personalized service. If they don’t get it, they’re likely to complain in visible ways that can hurt your brand. For these reasons, the ‘client success manager’ is becoming an increasingly […] The post What Is a Client Success Manager (And Do You Need One)?
Customer support is more important than ever, yet it’s also more complicated. Buyers will reach out through a wide variety of channels, and expect fast, personalized service. If they don’t get it, they’re likely to complain in visible ways that can hurt your brand. For these reasons, the ‘client success manager’ is becoming an increasingly […] The post What Is a Client Success Manager (And Do You Need One)?
Customer support is more important than ever, yet it’s also more complicated. Buyers will reach out through a wide variety of channels, and expect fast, personalized service. If they don’t get it, they’re likely to complain in visible ways that can hurt your brand. For these reasons, the ‘client success manager’ is becoming an increasingly […] The post What Is a Client Success Manager (And Do You Need One)?
A Master Class Part 2: Unlocking the Psychology of Customer Experience Listen to the podcast: This issue is the second in an eight-part master class series unlocking the psychology of Customer Experience. In our last episode, you might recall that we covered some common cognitive shortcuts or heuristics that customers use in their decision-making.
We’re pleased to announce the latest release of the ARPEDIO Account Management solution. This update comes with a range of new features and improvements aimed at enhancing your user experience. A highlight is the ability to customize your company branding directly within the export settings. With this feature, you can easily adjust brand colors, logos, fonts, and imagery to better align with your corporate identity for your PowerPoint exports.
In this episode of the Sales Leadership Awakening Podcast, Margo Edris, Salesforce's Regional VP of Sales, shares insights on sales leadership and discusses topics such as handling challenges gracefully, preparing for coaching, and integrating fun into the workplace. She also provides valuable advice for women in male-dominated industries and stresses authentic interactions for success.
Sales hiring assessments are now an essential element of a B2B sales leader’s expertise. Hiring the wrong person for a sales role, whether due to a lack of necessary skills or a poor cultural fit, can have serious negative consequences for an organization. Not only are there significant financial costs, but a bad hire can also negatively impact team morale, customer relationships, and the organization’s reputation.
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We’re pleased to announce the latest release of the ARPEDIO Account Management solution. This update comes with a range of new features and improvements aimed at enhancing your user experience. A highlight is the ability to customize your company branding directly within the export settings. With this feature, you can easily adjust brand colors, logos, fonts, and imagery to better align with your corporate identity for your PowerPoint exports.
Source: McGraw Hill As marketers, we communicate with potential buyers and hope they will remember our messages when they decide to make a purchase. Unfortunately, scientific research has demonstrated that our audiences forget most of the content we share, up to 90% by some accounts.
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