Crank Wheel

APRIL 28, 2021

How do you overcome objections in sales? We look at the most common objections, and how to overcome them.

Sales 97

Sales 97

The Center for Sales Strategy

APRIL 29, 2021

“Get the right people on your bus and get the right people in the right seat on your bus.”. Jim Collins, leadership guru and author of the best-seller Good to Great. If you have the right people on your bus, how well do they fit into the role you have them in? Even if you hired the right talent onto your bus, reports show that less than 20% of employees feel they get to use their talent and strengths each day at work which means adjustments are needed.

Sales Management 104

Sales Management Leadership Management Sales 104

Engage Selling

APRIL 30, 2021

Amongst your sales efforts, don’t forget to grow your current accounts!Client acquisition and finding new prospects is, of course, alluring. It’s what often immediately comes to most people’s mind when the word “sales” comes up in conversation. But, not only … Read More » The post Don’t Forget to Grow Your Accounts!

Acquisition 85

Acquisition Sales Account Growth Business Growth 85

Account Manager Tips

APRIL 26, 2021

Share. 0. Tweet. 0. Share. 0. Pin. 0. How much money does a key account manager make? Enough for champagne and caviar? Or beer and peanuts? Find out the average salaries for key account managers in Australia, India, the United Kingdom and the United States and what the job is REALLY like before you decide if it's for you. Career trajectory Key account management is a challenging and rewarding career with lots of autonomy and career paths.

Key Account Management 242

Key Account Management Account Management Management Negotiation 242

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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.

Sales Management

Software Sales Guru

APRIL 26, 2021

Using Checklists It may sound obvious but if you want a checklist for sales conversations to help guide you, you must USE the checklist. To do that properly, the checklist must actually be in front of you. The Fear of Stilted Conversations Many salespeople go through sales training programs and walk away with a list of questions they should ask on sales calls, which are.

Sales Training 147

Sales Training Software Software Sales 147

Customer Think

APRIL 25, 2021

To meet the needs of the empowered 21st Century consumer, most companies, especially larger enterprises, need to embark on a customer experience transformation. Imagine a car manufacturer that does not allow any vehicle customization, or a retail bank.

Customer Experience 144

Customer Experience Banking Manufacturing Retail 144

Hubspot Sales

APRIL 27, 2021

My coaching client Daniel asked me, “Bill, are you a Hunter or a Farmer? Do you constantly prospect for new business, or do you focus on the clients you currently have?”. I replied, “I’m more of a Trapper. I like to apply the principles of value-centered marketing, so people see me as a resource and come to me for further assistance.” However, even though I take on this persona, it’s still essential to understand how different salespeople like to work.

Sales 126

Sales Client Relationships Profitability Account Management 126

Sandler Training

APRIL 29, 2021

Mike Montague interviews Michael Coles on How to Succeed at Getting Tough. The post How to Succeed at Getting Tough [PODCAST] appeared first on Sandler Training.

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Customer Think

APRIL 29, 2021

When a company tells a customer they’ll deliver product X by a certain date and fail to do so, it can cause their reputation, or brand, to suffer. Businesses rely on logistical management, or logistics, to avoid these problems and meet their customer’s expectations. Logistics is an essential part of any business strategy. It’s about […].

Logistics 133

Logistics Meetings Management 133

Help Scout

APRIL 27, 2021

Your relationships with your customers have more in common with relationships in your personal life than you might think. Like the happiness that you derive from being around your friends and loved ones, customer happiness is a product of a lot of time, effort, and learning. It’s not just about a single action but the accumulation of activities over time.

Customer Experience 135

Customer Experience Media Small Business CRM 135

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.

The Center for Sales Strategy

APRIL 30, 2021

- MOTIVATION -. "If people believe in themselves, it's amazing what they can accomplish.”. -Sam Walton. - AROUND THE WEB -. > Hybrid Work Now & Next: 5 Point Roadmap For Moving From Scrappy To Sustainable – Growth Institute. According to a recent UpWork survey (2021) 1 in 4 Americans will be working entirely remotely in 2021 and by 2025, 36.2 million Americans will be working remotely - an 87% increase from pre-pandemic levels, the study revealed.

Remote Working 122

Remote Working 122

Sales Readiness Group

APRIL 30, 2021

The expansion of online, collaborative learning is one of the most exciting evolutions to come out of the challenges of delivering sales training over the past year. As the participant feedback suggests below, online, collaborative learning did a great job engaging participants, increasing group collaboration, and reinforcing skills over time – all of which is leading to greater success for learners and better outcomes for companies.

Sales Training 118

Sales Training Sales 118

Customer Think

APRIL 25, 2021

The omnichannel customer service approach has long surpassed the multi-channel one as something all businesses should strive for. In a world where modern technology has given consumers more choice than ever before, adopting a customer-focused management strategy is essential. So what’s it all about? The old multi-channel approach offers a range of services for customers, […].

Management 128

Management 128

Help Scout

APRIL 27, 2021

For customer service teams, the support queue shapes their work lives, shifting from a trickle of questions to a raging torrent of customer confusion throughout the various seasons of a business. Understanding and managing the power of the queue is critical to a sustainable customer service organization. The art of the support queue. You might well ask, “Why do we need a whole article about dealing with a list of questions?

Management 119

Management Prioritization Decision-making Organization 119

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

Nutshell

APRIL 30, 2021

The 1.9 billion dollar question: Can a project management suite transform itself into a CRM just by changing its user interface? Any mad scientist can tie some spreadsheets together and advertise it as a CRM, so in true investigative fashion a few things will need to be established before determining whether or not Monday CRM is legit: What exactly does a CRM do?

CRM 118

CRM Software Software Management 118

Hubspot Sales

APRIL 27, 2021

This might not be all that mind-blowing to point out, but not all sales orgs are comfortably confined to their companies' corporate headquarters — operating under a group of managers that can come together to share stories over lunch every day. Many businesses have too broad a reach for that. They can't thrive without branching out and putting boots on the ground beyond the cities their main offices are located in.

Management 116

Management Sales Management Leadership Communication 116

Customer Think

APRIL 29, 2021

If you’ve ever tried to build any kind of custom software or been involved in a software development project, you’ve likely run into problems where projects get off-track. They don’t stick to the three principal constraints of time, cost, or quality. The top 6 Dialpad alternatives for small businesses have all experienced such hiccups during […].

Software 124

Software Software Small Business 124

Help Scout

APRIL 27, 2021

Every time I travel to Boston, I stay in the same hotel. It’s not fancy and the location isn’t great, but they know how to wow a customer. The way that I’m treated when I go there has always left an impression on me. The first time I stayed there, I arrived in the dead of winter. My face was chapped, and my hands were raw as I checked in. Ten minutes after I got to my room, guest services showed up at my door with some cookies and hot chocolate.

Banking 119

Banking Meetings CRM Management 119

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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.

Meetings

Flevy

APRIL 28, 2021

Most organizations aren’t ready to deliver great Customer Experiences across all channels. Many of them have invested heavily in conventional methods of doing business, backed by in person or over-the-phone customer experience. This has led to creation of siloed operational structures within companies, where each silo operates individually. With the advent of digital channels, these organizations set out to use and proffer their services via digital channels.

Customer Experience 111

Customer Experience Leadership Digitalization Government 111

Hubspot Sales

APRIL 26, 2021

Businesses can almost always be better. Virtually every company has some function with room for improvement or optimization — they all have something that can be made simpler, more seamless, more effective, or more efficient. That's why any organization stands to gain a lot from putting a framework in place that lets them consistently observe, scrutinize, and revamp certain aspects of its operations — a practice most commonly referred to as business process management or BPM.

Management 111

Management Construction Software Software 111

Customer Think

APRIL 29, 2021

Artificial Intelligence and automation are being increasingly adopted in contact centers to deliver self-service options for consumers and to assist human agents. Intelligent Virtual Agents (IVAs) with advanced conversational AI capabilities are now helping customers resolve routine requests during self-service interactions while providing a smooth escalation path to the live agent, who is fully prepared […].

Artificial Intelligence 122

Artificial Intelligence Digitalization 122

Help Scout

APRIL 27, 2021

While I’m writing this in March of 2021, having just experienced a generational winter in my home state of Texas that created a source of stories I can use to bore my future grandchildren to death, I realize one nice thing about power outages is a return to books. I’ve always enjoyed reading, but I can’t say that it was a nightly affair for me like it has become during this stunning storm of 2021.

Customer Experience 119

Customer Experience Retail Brainstorming Publishing 119

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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

Sales

Sandler Training

APRIL 30, 2021

The results of the Sandler Research Center’s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team. The post Highlights From the New Sandler Research Center Survey, “Leading From the Front in Challenging Times” appeared first on Sandler Training.

Sales 110

Sales Leadership Management 110

The Center for Sales Strategy

APRIL 27, 2021

Only two jobs? Most sales managers will meet that headline with an eye-roll but stay with us. Great sales leaders individualize their coaching while they manage a standardized sales process. The first job of a sales leader is relatively easy - the second takes more discipline. The two jobs sales managers have related to sales process are: Install a process that everyone on your team uses.

Sales 109

Sales Sales Management Meetings Management 109

Customer Think

APRIL 25, 2021

Photo by Pixabay, CC0 1.0 Whether you’re just starting as a new construction company or have years of industry experience under your belt, your customers should always be your main priority. You need to attract new customers and new projects if you want your construction business to continue growing and surviving, but this can sometimes […].

Construction 122

Construction 122

Hubspot Sales

APRIL 26, 2021

When done correctly, sales is the process of solving for a prospect. It's a mutually beneficial engagement where one party raises an issue, and the other offers a solution. That said, a sale is rarely that straightforward. In many cases, that issue your prospect raises won't be obvious — complicating how (or even whether) you should present your solution.

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Sales Organization 107

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.

Sales

Sandler Training

APRIL 30, 2021

There's been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson? The post Three Ways Sales Leaders Can Develop a Powerful Sales Strategy in a Digital Environment appeared first on Sandler Training.

Digitalization 106

Digitalization Sales Leadership Management 106

Revegy

APRIL 29, 2021

Recently, our VP of Global Sales, Joe Monastiero, and VP of Marketing, Laura Hall, sat down to discuss moving the needle: ways to mature your sales execution approach. When viewing, you’ll see that change doesn’t have to (and almost certainly will not) happen overnight. Like your children, maturity comes with time and nurture (and maybe some tears).

Organization 106

Organization Sales Marketing 106

Customer Think

APRIL 29, 2021

Customer data gives you a clearer picture of your audience. Just knowing the basic demographics of your customers helps you identify the right channels to target and refine your messaging. While information like age and income levels are useful, they don’t exactly tell you how customers feel about your products or services. Nor do they […].

Customer Experience 115

Customer Experience 115

Help Scout

APRIL 27, 2021

If someone told you they were starting a clothing line where everything was one size fits all, you’d probably pass on investing. With so many different body types and fit preferences, the reality is that one size fits all simply doesn’t work. Though it’s hard to imagine with clothing, the truth is lots of software operates on a one-size-fits-all model.

Small Business 105

Small Business Software Software Communication 105

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing