Sales Training Connection

AUGUST 22, 2012

Recently we had that experience when reading an article by Michael Schrage of MIT , a research fellow at the Sloan Center for Digital Business. Schrage was exploring how smart companies increasingly recognize that their own futures depend on how ingeniously they invest in the future capabilities of their customers.

Engineering 102

Engineering Smart Company Training Benefit 102

Engage Selling

JUNE 2, 2018

Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked. And yet that’s precisely where you can see both the risk … Read More »

Smart Company 54

Smart Company Leads Marketing Qualified Lead Customer 54

Cience

DECEMBER 1, 2020

Your customers are one of your company’s most important assets. Although new sales are important, smart companies also focus on retention. Source: Bain & Company. Make knowledge base articles and videos more available with a few easy clicks so nobody is left in the dark. What Is Customer Retention?

Retention 96

Retention Webinar Metrics CRM Ideal Customer Profile 96

Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. In the world of B2B sales, the conventional thinking has become especially stark. Post-sale, the numbers were equally stark. How much are companies leaving on the table when these pre-sale questions go unanswered?

Buyer 79

Buyer B2B B2C Survey 79

The Brooks Group

APRIL 1, 2016

As sales leaders, we are inspired by leadership books, seminars, and articles, but when it comes to translating that inspiration into new behaviors, we often hit a roadblock. . An average strategy well executed will always outperform a superior business strategy which is poorly executed. .

Closing 63

Closing Smart Company Exercises Analysis 63

Sales Hacker

NOVEMBER 21, 2019

Companies that prepare for and embrace the changes AI brings will thrive. Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. The need for automation in sales. The potential future of AI for sales.

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

Sales Hacker

JUNE 16, 2020

This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky , an internationally recognized thought leader known as the disaster avoidance. His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time. We’re on iTunes. And on Stitcher.

Government 99

Government Call-back Real Estate Face-to-face 99