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The client is not always right. In fact they're regularly wrong! And when they are wrong, for the sake of peace and customer retention, we say sorry. Until now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Vilnius rocks! 5 reasons you shouldn't apologize to your clients How to say sorry without saying sorry How to say sorry and mean it Worth a click Quote of the week.
Words hold implications and meanings that exist outside of their dictionary definitions. Although the words “team member” and “employee” can technically be synonymous, they have different meanings and feelings attached to them. The way that you discuss people and situations inherently affects how you and others approach and understand what you were talking about.
Favorite clients? We all have them. We'd be besties if work wasn't in the way. But getting too close to your clients can be problematic. Find out why. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. When clients become friends the lines get blurred. Worth a click Quote of the week. When clients become friends the lines get blurred.
How would you feel if you were suddenly diagnosed with a progressive, incurable, debilitating and potentially disabling disease? How would you cope with the sudden onset of a physical disability and all the mental stress it causes? They say that life happens when you are busy making other plans. I found navigating my business through Covid tricky enough.
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.
In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Here, we'll take a closer look at sales leaders' primary coaching goals — along with some perspective on the methods they use to achieve them.
Which wins in an A/B test? Pitch Deck vs. Diagnostic Deck A buyer needs to understand your offering, so you should walk them through the Corporate Pitch deck in your first meeting, right? Here are seven observations from call recordings that compare these two approaches: Discovery calls that employ a Corporate Pitch Deck Discovery calls that use my Diagnostic Deck Since you may suspect that.
72% of the population wants hybrid work for the future, so more businesses are forced to adjust to this new setup. But finding a balance between working from home and being social can be challenging. For instance, you still need to conduct regular team meetings and manage different personality types. Thankfully attracting sales talent is only one part of the puzzle when shifting to a remote staff management strategy.
72% of the population wants hybrid work for the future, so more businesses are forced to adjust to this new setup. But finding a balance between working from home and being social can be challenging. For instance, you still need to conduct regular team meetings and manage different personality types. Thankfully attracting sales talent is only one part of the puzzle when shifting to a remote staff management strategy.
Did you know that 5 in 6 employees feel disconnected at work? The reality is that any employee can struggle with connecting with their work teams, no matter what their schedules, occupations, and backgrounds are and regardless of whether they are working remotely, in house, or on a hybrid model. So, how can companies ensure that there is more engagement in work teams?
The client is not always right. In fact they're regularly wrong! And when they are wrong, for the sake of peace and customer retention, we say sorry. Until now. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook I
Last week I was joined by a group of marketing and business development (M&BD) Assistants (and some Executives) from law, accountancy, actuarial and consultancy firms for a half day PM Forum workshop on “Practical and professional skills for Marketing and Business Development Assistants”. From the discussions, exercises and polls they come across as impressive group.
Ever wondered how you can get the attention of that elusive prospect you've been chasing? You know the one. The big fish that is your ticket to President's club a huge commission check. You know how to sell - that's your job, after all - but getting CEOs and other VIPs to call you back is the tricky part. So what if that impossible-to-reach person weren't so impossible to reach after all?
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.
2 Rules for Selling to a Committee More often than not, large deals mean that you have to sell to a committee, rather than an individual buyer. In these situations, many salespeople fall back to using the corporate deck to present to the group. This is a mistake. Though the corporate pitch deck is designed to cover all bases, it does not account for the.
The world runs at a rapid pace these days. Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time! We’re impatient by nature, and we want the kind of solution that turns everything around now, including training our salesforce. While some of these quick hits may work in the short run, most are not sustainable, and they leave you needing more, especially in the world of employee development.
With social media, you can prospect at your fingertips — and sidestep the awkwardness of a traditional cold call. Of course, you can't afford to spend hours on social media each day, so which channels are worth your time? The HubSpot Blog surveyed 500+ sales professionals to uncover the best social media channels for prospecting. Read on to learn more about social prospecting, and discover which social media channels are most effective.
Listen to this article. Every month I share a selection of popular titles to help with your professional development as a key account manager. Here are the book recommendations for September 2022. Table of Contents. 7 Rules of Power: Surprising—but True—Advice on How to Get Things Done and Advance Your Career Connect: Building Exceptional Relationships with Family, Friends, and Colleagues Thanks for the Feedback: The Science and Art of Receiving Feedback Well. 7 Rules of Power: Surprising—but Tr
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.
At a recent MBL workshop “Pick up the phone! Client service and sales opportunities for professionals in the digital age” some key issues emerged: Telephone skills: Anxiety, voice, etiquette and the client experience. Anxiety around picking up the phone. Delegates reported that they observed that there was more nervousness and some anxiety around picking up the phone.
The best leadership requires a combination of skill and character. Last month's guests on the Revenue Builders podcast shared the qualities that they've found to separate the good leaders from the great. Dig into these leadership stories and hear key takeaways from individuals who come from diverse backgrounds, industries and cultures. From military-level discipline to the ability to be vulnerable, there's a quality in each episode that each of us can aspire to as leaders.
???????????? Discover how to integrate social media into your sales strategy. Sales VPs ask me all the time whether sellers should utilize social media. And they ask that skeptically because … Read More. The post How to Integrate Social Media Into Your Sales Strategy first appeared on Colleen Francis - The Sales Leader.
Over 13 million workers hold sales or sales-related positions in the United States. Any experienced sales professional knows that the key to generating leads is sales prospecting. In sales, it's crucial to focus on potential customers that are likely to buy your product. Not only does prospecting generate more leads, but it also ensures that you're selling to someone interested in what you're selling.
How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
There's a sweet spot in sales. It's when a prospect's needs perfectly align with your offerings. But when you fail to find it, you end up chasing the wrong leads. The good news? More than half of sales reps saw improved lead quality this year. But one question remains: how did they do it? Let's look at a few strategies sales professionals are employing in 2022 to achieve better lead quality.
More and more companies expect their key account managers to be thought leaders. If you're smart, you'll start building your personal brand now. Here's how. Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. Why key account managers need a personal brand Why I started to build my personal brand Step 1: Figure out your personal brand Step 2: Create a personal branding plan Step 3: Become a student of personal branding Join the Personal Branding Playbook In ot
Lean project management is the application of Lean manufacturing principles to the discipline of project management. While most of the ideas germinated at Toyota in the 1940s, they have widespread utility across every industry and for organizations of any size. Modern organizations have adapted Lean project management for today's business challenges and technology landscape.
With the season for sales kickoffs approaching, the current economy is likely a driving influence on your plan. Given the shifting market dynamics, ensure you use your SKO resources where it matters most, and equip your team to drive lasting results long after the SKO ends. Affecting real change on sales behaviors requires more than a two-day SKO event or one-off virtual training session.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
A wide variety of possible price negotiation strategies exist but all of them have a common baseline. Customers often try to haggle at the last minute when it’s really too late to back out of previous agreements. And it’s quite hard to overcome such attempts loss-free. That’s why successful bargaining requires special knowledge of negotiation tactics and advanced negotiation skills.
Practicing effective communication and showing appreciation can strengthen client relationships. You need to have good relationships with clients to help your business grow and succeed. If they have helped you, make sure you compliment them as that contributes to improving sales performance through referrals.
According to HubSpot’s 2022 Sales Strategy Report , the third most popular goal for sales professionals in 2022 is prioritizing relationships with existing customers over new ones, and they’ll do so through upselling and cross-selling. In this post, we’ll discuss everything you need to know about: Upselling, Cross-Selling, and Down-Selling: What Reps are Doing.
Subscribe at : Apple Podcasts | Google Podcasts | Spotify | Stitcher. Table of Contents. When clients say "price" they really mean value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. When clients say "price" they really mean value "You're too expensive" or "I can get more, for less, somewhere else" Ever heard that before?
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
So what exactly is a lead vendor? What are the best health and life insurance lead vendors? How do you know which ones are the most suitable for you? Read on to find out more.
Times of economic uncertainty and decreased consumer confidence are inevitable, and these downturns during the economic cycle can be particularly challenging for sales organizations. It’s no secret that 2022 trends show a leveling of growth and steadily declining consumer confidence across global markets. Even though market stagnation can make it harder for your team to sell and meet quota, it also offers an opportunity to distinguish yourself from the competition and double down on sales fundam
Change is the only constant in the retail service industry. That’s certainly been true in the past several years, when a record number of customers flocked to online channels to do their shopping. Almost overnight, retailers big and small had to adapt to a whole new way of serving their customers digitally. For retailers to compete in today’s crowded market, they need to create excellent customer relationships in all the places people shop—online and in brick-and-mortar stores.
Would you manage your people differently if you had your next Sales Superstar sitting on the bench, ready to jump in? What if you had a Talent Bank full of these talented people? If you are like most leaders, you would probably hold your people more accountable for meeting expectations, and you would refuse to tolerate poor performance.
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!
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