Babette Ten Haken

JULY 16, 2020

What happens when your company deconstructs what separates people functionally? Alternatively, what happens when your company reconstructs people integrally and cross-functionally? Smart companies like yours focus on getting it right, the first time. As one area changes, the complexity of other outcomes are impacted.

Hiring 157

Hiring Retention Smart Company Compensation 157

Sales and Marketing Management

SEPTEMBER 6, 2019

Sometime in the 1960s, large companies realized that they needed a dedicated department to handle customers’ orders, concerns, queries — and complaints. Getting in touch with a company became even easier toward the end of the decade, when toll-free, 1-800 numbers were invented in 1967. Thus the call center was born.

Social Media 184

Social Media Outsourcing Services Customer Service Media 184

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

Score More Sales

APRIL 11, 2014

Smart companies in nearly every industry are building out strong inside sales teams now. Sean is Chief Revenue Officer at KiteDesk – the company that just recently commissioned their Top 100 Social Selling Influencers research. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Inside Sales 209

Inside Sales Webinar Metrics Social Selling Conference 209

The Pipeline

NOVEMBER 14, 2013

There are times when companies consciously use price as a temporary strategy to gain market share, or directly impact a competitor. While everyone is trying to economize, smart companies and worthy partners understand that a weakened supplier is not good for anyone in the long run.

Vendor 299

Vendor Margin Smart Company Buyer 299

The Pipeline

DECEMBER 31, 2015

Instead of finding a positive solution to honor the common goal of growing the company, the two teams debate who is right. Smart companies today realize the problems of communication breakdown between sales and marketing teams. To succeed in business today, your company must bridge the gap between sales and marketing.

Sales Qualified Lead 120

Sales Qualified Lead Marketing Small Business Small Business 120

Pipeliner

JULY 8, 2020

Giving them something positive that they can say about your company, offers a tremendous opportunity to ‘tout your horn’ as well as it serves to get the conversation back on a positive note. All companies would love to be bringing in the same amount of revenues as before, but for many businesses, that is highly unlikely.

Skype 96

Skype Decision Maker Analysis Smart Company 96

Sell Integrity

NOVEMBER 23, 2020

Even for companies that see the value in customer-centricity, it can be challenging to create and sustain a customer-centric culture. more than other companies in the previous year. It’s the product of a strategy that extends across the organization and is central to the way you do business. Why Customer Centric Firms Are Successful.

Strategy 117

Strategy Customer Loyalty Coaching 117

Cience

DECEMBER 1, 2020

Although new sales are important, smart companies also focus on retention. Companies that neglect retention do so at their own risk. Source: Bain & Company. Smart businesses create a customer feedback loop to help them find out what their customers like and do not like to take advantage of all they have to offer.

Retention 96

Retention Webinar Metrics CRM Ideal Customer Profile 96

Pipeliner

MAY 31, 2020

The notion that you’re saving thousands of dollars by having low-ball offers accepted ignores a number of factors that prove disastrous for a company in the long run. There has never been a less forgiving time to have a company have a policy of trying to get a bargain in terms of employee compensation. Poor Company Culture.

Salary 80

Salary Compensation Lead Rank Lead Scoring 80

Crunchbase

NOVEMBER 17, 2022

Any company involved in selling needs to decide where to center its efforts: outbound or inbound sales. However, the primary difference between outbound and inbound sales for companies is where the lead originated. An inbound sale begins with the prospect reaching out to your company.

Inbound 52

Inbound Outbound Strategy Ideal Customer Profile 52

Sales and Marketing Management

JUNE 1, 2018

Richards was inspired by Pixar’s teaming with online education provider Khan Academy to offer “Pixar In a Box,” a free series (now with three complete seasons) that provides a behind-the-scenes look at the animation company’s secrets of great storytelling.

Marketing 226

Marketing Telemarketing Scale Education 226

Cincom Smart Selling

JANUARY 27, 2015

Smart companies don’t have software initiatives; they have business initiatives that drive software purchases. Customers today are looking for large companies to deliver solutions instead of products. In a four-year period, this company consolidated more than 40 systems into less than seven. How smart are you?

Scale 48

Scale Smart Company CRM Microsoft 48

SalesLoft

FEBRUARY 13, 2017

And smart companies are realizing that that success can also be seen in other parts of the company, particularly sales. Learn about building a solid foundation in “Account-Based Engagement: Developing A Company-Wide Strategic Framework.” ” 11:15am?—?12:00pm. ” 12:00pm?—?1:00pm. ” 1:45pm?

Account 52

Account Scale Account Based Marketing Hotels 52

Sales Hacker

AUGUST 28, 2018

For this specific survey we spoke to more than 300 B2B buyers, representing a cross-section of goods and services, company sizes and vertical markets. B2B buyers reported a significant need for improved engagement with seller companies. How much are companies leaving on the table when these pre-sale questions go unanswered?

Buyer 79

Buyer B2B B2C Survey 79

Pointclear

FEBRUARY 2, 2011

A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. ” only two brave souls raised their hands high. Still, most B2B marketers have yet to truly embrace the full social toolset for their business. Why is that?

Trends 180

Trends B2B Social Media Marketing 180

Hubspot Sales

MAY 10, 2018

Not only did this hurt my credibility as a salesperson and my company's credibility as a business, but it ingrained prospecting habits that are ultimately unsuccessful in the long term as buyers get smarter about what solutions exist. Smart companies always want to keep good people. 6) “Trade up in jobs to get a promotion.”.

Hiring 100

Hiring Hubspot Inbound Promotion 100

Braveheart Sales

SEPTEMBER 23, 2021

In decades of consulting in pricing, we might know of five companies out of thousands who increased prices too much or too fast. If you increase price only because of higher input costs, it strips your company of its value. If you have increased prices lately, increase them again. A Price Increase. It’s not just the electricity.

Margin 40

Margin Insurance Insurance Energy 40

Lessonly

AUGUST 14, 2020

To do so, companies are looking into online training platforms and other forms of interactive training software , which leads to an important question: Is online training effective? Life goes on, and will go on, and online training tools are going to be one way that smart companies help their teams stay competitive.

Software 49

Software Software Google Training 49

SBI

JUNE 10, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. First, companies spend millions of dollars mobilizing sales teams and equipping them with some kind of tool or app to sell their products, but they don’t always invest enough in their sales process and customer engagement.

Up-Sell 50

Up-Sell Decision Maker Revenue Closing 50

The Brooks Group

APRIL 1, 2016

Jeffrey Pfeffer and Robert Sutton, professors of organizational behavior at Stanford, explore this performance paradox in The Knowing-Doing Gap: How Smart Companies Turn Knowledge into Action.

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. Salespeople, especially on the enterprise level, need to understand their company, their product, their market, and their buyer exceptionally well. However, companies in that range might have dramatically different go-to-market models.

Ideal Customer Profile 83

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

The Brooks Group

AUGUST 10, 2012

Q: While your process [for submitting proposals] makes sense in theory many RFP's state you can't speak to anyone at the company that sends the RFP [because] they won't allow that to give an unfair advantage to any potential supplier? Over the next couple of days, we'll post the questions and our responses. Here's the first set.

How To 40

How To Proposal Decision Maker Webinar Metrics 40

The Brooks Group

APRIL 23, 2014

Smart companies are looking for great salespeople even when they feel they don’t need more salespeople. New salespeople need to understand the culture as it is defined by the norms, values and expectations of your company. Sales managers need to be recruiting constantly. Heard of ABC (Always Be Closing?).

Hiring 40

Hiring Sales Management Smart Company Construction 40

Sales Hacker

JUNE 23, 2020

So, it’s a really important conversation, particularly now, as so many companies are focused on how to keep your customers, how do you engage your customers in the right way. Your title is Chief Experience Officer; the company is called BetterGrowth. What if I just helped companies start, fix, or grow customer success teams?”

Customer 67

Customer Churn Lead Rank Scale 67

SugarCRM

AUGUST 19, 2019

Companies where there’s an established culture of innovation or newcomers with a more modern mindset are going to find it easier to adopt new ways of working than established businesses with a longstanding legacy to navigate. Of course, some businesses adapt faster than others. Expanding revenue through servitization.

Trends 20

Trends SugarCRM B2C CRM 20

The Brooks Group

OCTOBER 18, 2010

Smart companies know that salespeople offer a valuable voice to questions like how to improve tactical marketing, ways to enhance customer service, and even what new products to develop. The sales department must bring collateral value to the enterprise. The sales department should enrich the entire team.

Collateral 40

Collateral Enterprise Enterprise Smart Company 40

Factor 8

AUGUST 8, 2019

But asking a company to clarify the difference between BDR, SDR or any other of the titles is never a stupid question. You may see them termed as “Renewal Reps” but with the sky-rocket maturation of the SaaS industry, smart companies have their eye on more than just renewals.

Inside Sales 31

Inside Sales Hiring Lead Rank Top of Funnel 31

Your Sales Management Guru

OCTOBER 13, 2015

Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. We believe most organizations can improve their profitability by increasing the Discipline, Accountability and Control within their companies. The Process: it’s ongoing.

Revenue 40

Revenue Hiring System Case Study 40

Klozers

JUNE 5, 2014

The recent increase in the number of Online Reputation Management companies validates this, however smart companies have learned some simple strategies and techniques on how to deal with the Customers From Hell, and try to catch them before the problem escalates, let alone they post anything negative online.

Ideal Customer Profile 50

Ideal Customer Profile Customer Social Media CRM 50

Sales Hacker

JUNE 16, 2020

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. His cutting-edge thought leadership has been featured in over 550 articles, and 450 interviews in the likes of Fast Company, CBS News, Time and many others. Really bad.

Government 99

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

Zoominfo

OCTOBER 4, 2019

These classifications provide the building blocks at a company’s inception, as they broadly define a brand’s audience and target market. Why should B2B companies embrace a B2P approach? B2B companies tend to embrace a style of communication that is more risk-averse. Does it tell any story at all?

B2C 182

B2C B2B Marketing Lead Rank 182

Partners in Excellence

APRIL 13, 2018

Daily, I get feeds from all sorts of services, several provide me information and news on people and companies I’m following. This morning, it was helpful as I spoke to a client/friend, I knew his company had just closed on an acquisition–something he’d been deeply involved in. At least until now.

Smart Company 65

Smart Company Analysis Face-to-face Competition 65

Pipeliner

MAY 13, 2020

From new employee management strategies to cutting-edge innovations in marketing, the year ahead is headed towards booming success for companies that align their strategies accordingly. Recent studies show a whopping 84% of companies that have current hiring needs anticipate using executive recruiters to fill those roles.

Hiring 98

Hiring Trends Retention Ideal Customer Profile 98

Zoominfo

OCTOBER 4, 2019

These classifications provide the building blocks at a company’s inception, as they broadly define a brand’s audience and target market. Why Should B2B Companies Embrace A B2P Approach? B2B companies tend to embrace a style of communication that is more risk-averse. Does it tell any story at all?

B2C 100

B2C B2B Marketing Lead Rank 100

SBI Growth

DECEMBER 13, 2013

Smart companies use delivery tools like: Pod casts. Modify it for your training content, company and sales force. Traditional Sales VPs like events. “I I want to look everyone in the face” is what we hear. This might be effective at the time of the session. But it is not effective the next day back in the field. 3 minute Videos.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

Sales Hacker

JUNE 20, 2022

Whether you are a sales leader, company founder, or sales professional, you can apply these points to your advantage to set yourself up for growth in a recession. Gartner found that senior leaders of successful companies accelerate performance during times of uncertainty. Don’t panic. Prepare for new buying patterns.

Lead Rank 84

Lead Rank Lead Scoring Leads Marketing Qualified Lead 84