Allego

JULY 17, 2023

For years, we’ve talked about sales enablement and how enablement can help sales teams sell more. What sales content do teams need? It includes everyone who plays a role in helping to generate revenue for the business: sales, marketing, enablement, HR, and customer success. And within that, buyer enablement has emerged.

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

Babette Ten Haken

MARCH 6, 2019

Post sale execution experience makes or breaks customer experiences. Then, the original sales professional is not part of these critical, post sale steps. When gaps in post sale execution persist in organizations and associations, why are internal stakeholders still so surprised? Or worse, something in-between.

Ideal Customer Profile 72

Ideal Customer Profile Churn SME Loyalty 72

Babette Ten Haken

FEBRUARY 12, 2018

What does the internal landscape look like, in terms of consistent delivery of products, services and post-sale support? Three areas are critical to creating consistent, holistic, delivery of customer success for customer retention: Marketing and Sales Strategies. Marketing and Sales Chaos creates Confused Customers.

Customer 84

Customer Churn Retention SME 84

Babette Ten Haken

JUNE 3, 2019

Is it time for your team to become more successful presenting during meetings of peers and cross-functional buyers, investors? Especially in industries with STEM and left-brain stakeholders. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Engage me to break down communication barriers.

Decision Maker 82

Decision Maker SME Ideal Customer Profile Margin 82

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. Structured coaching ensures reps have consistent behavior, produce more predictable sales results and follow a sales process. Research by the Sales Executive Council.

Sales Coaching 59

Sales Coaching Coaching Top of Funnel SME 59

Babette Ten Haken

AUGUST 1, 2018

These stories compel buyers not only to start doing business with an organization, but to continue doing business with them. That is the power of Industry 4.0, the industrial Internet of Things business and operational ecosystem. She is a member of SME, ASQ, SHRM and the National Speakers Association. Honestly told.

Customer 51

Customer Demand Generation Agencies Hiring Demand Generation 51

Babette Ten Haken

SEPTEMBER 5, 2018

How are your best value added customer experience efforts sabotaged, both pre- and post-sale? Alternatively, value added (for material goods) relates to various features added to a basic line or model for which buyers are prepared to pay extra. She is a member of SME, ASQ, SHRM and the National Speakers Association.

Customer 109

Customer SME Retention Engineering 109

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. Structured coaching ensures reps have consistent behavior, produce more predictable sales results and follow a sales process. Research by the Sales Executive Council.

Sales Coaching 52

Sales Coaching Coaching Top of Funnel SME 52

Babette Ten Haken

DECEMBER 28, 2017

When I started this blog in 2009, I focused on the thorny issues involved with communicating across the sales-engineering interface®. The post-sale care and feeding of customers is relegated to just about everybody who had zero to do with acquiring these customers. Customer Unretention Syndrome results from 4 Sales Achilles Heels.

Retention 74

Retention Customer SME Engineering 74

Babette Ten Haken

DECEMBER 13, 2018

Lots of organizations spend a lot of money on content creation to promote the sales of their products and services. Are You Investor or Buyer Story Pitching when You should be Storytelling? She is a member of SME, ASQ, SHRM and the National Speakers Association. Why Collaborative Storytelling is Profitable Storytelling.

SME 69

SME Retention Ideal Customer Profile Hiring 69

Babette Ten Haken

JULY 5, 2018

Are You Investor or Buyer Story Pitching instead of Storytelling? She is a member of SME, ASQ, SHRM, the Michigan Council of Women in Technology and the National Speakers Association. Focus on developing a refreshed and recalibrated customer experience and customer retention roadmap for your members. is available on Amazon.

Retention 56

Retention Customer Churn SME 56

Babette Ten Haken

JUNE 25, 2018

First, when sales people put on the pressure to fulfill their quarterly quota, clients go dark. Because chances are, end of quarter sales persistence represents the rare time the seller actually does contact that buyer. She is a member of SME, ASQ, SHRM and the National Speakers Association. is available on Amazon.

Customer 54

Customer SME Retention Hiring 54

A Sales Guy

DECEMBER 15, 2016

But rather than spend our time arguing, I think our time is better spent on moving the industry and idea forward. Here are 5 tactics you can use right now to close larger deals with Account Based Marketing and Sales Development. After all, an executive is much more likely to respond to an executive than a sales rep. Conclusion.

Account Based Marketing 60

Account Based Marketing Account Lead Rank Pipeline 60

Sales Hacker Training

JANUARY 5, 2021

Subscribe to the Sales Hacker Podcast. How the role of sales development has changed [13:10]. Keeping new sales professionals focused on the mission [18:44]. Sam Jacobs: This week on the show, we’ve got Kata Nyitrai , head of global sales development for Meero, a fast-growing company in Europe. We’re on iTunes.

Scale 119

Scale How To Cold Calling Sales Cycle 119

Babette Ten Haken

NOVEMBER 30, 2017

Utilizing a story voice incorporating Voice of the Customer, design-based insights draws current and prospective buyers into the story being told. Now, today’s buyers sit around business tables, instead of camp fires. Depending on where you sit around that business table, today’s buyers may see the same things, but in different ways.

ACT 91

ACT Buyer Decision Maker SME 91

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. Industry trends? TOTAL $19,547 from 322 sales. Estimated reading time: 24 minutes. Focus groups? Fred Wilson.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Babette Ten Haken

DECEMBER 11, 2019

Any buyer considering doing first-time business with just about any new supplier expects the acquisition story to be full of fairy-tale storytelling. I can’t think of any buyer who ever contracts to do business with a new supplier who anticipates being disappointed or experiencing a disaster with products and services. Let’s face it.

Ideal Customer Profile 85

Ideal Customer Profile Retention SME Face-to-face 85

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. 9 sales enablement best practices.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Mindtickle

SEPTEMBER 15, 2021

Though the article is now a quarter of a century old, the sentiment has never been more true – especially for sales organizations. There’s no doubt sales content is a key ingredient of sales readiness and selling success. Virtually every sales enabler and marketer spends a lot of time creating content to support the sales team.

Top of Funnel 95

Top of Funnel Face-to-face SME B2B 95

The Pipeline

MAY 21, 2015

Sales is all about the execution, and execution, or at least good execution, is a result of proper planning, ignore or short cut any part of that, and you will have to work harder, or miss winnable opportunities. First and foremost you need to be a Subject Matter Expert (SME). When the two overlap, great, when not, slump.

SME 120

SME Objections Margin Buyer 120

Anthony Iannarino

SEPTEMBER 9, 2019

It’s a new time and the evolution of sales means that things just keep getting trickier, so you got to keep pace here. So if you think about a couple of examples, so think about the taxi industry when Uber launches. Beth: Yeah, it’s really true. We get a lot of questions. Anthony: And in New York it is right now.

Lead Rank 72

Lead Rank Lead Scoring Trends Call-back 72

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. Industry trends? TOTAL $19,547 from 322 sales. Estimated reading time: 24 minutes. Focus groups? Fred Wilson.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Mindtickle

SEPTEMBER 15, 2021

Though the article is now a quarter of a century old, the sentiment has never been more true – especially for sales organizations. There’s no doubt sales content is a key ingredient of sales readiness and selling success. Virtually every sales enabler and marketer spends a lot of time creating content to support the sales team.

Top of Funnel 59

Top of Funnel Face-to-face SME B2B 59

InsideSales.com

MARCH 15, 2020

Good sales leaders are those who can successfully manage a sales team and escalate them to great heights. Here are some sales team management tips to set your team up for success. RELATED: 3 Questions Data-Driven Sales Managers Must Answer. In this article: Build a Sales Team Based on Your Needs. Specialize Early.

Hiring 58

Hiring Top of Funnel Promotion Distribution 58

The ROI Guy

OCTOBER 5, 2011

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. Can you speak to how the changing buyer has increased the need for sophisticated sales enablement solutions? First, today’s B2B buyer is more empowered than ever before.

Sales Enablement 45

Sales Enablement Report Tools ROI 45