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Inside Sales Reps: Principles of Customer Service – Part 2

The Sales Insider

In continuing with a previous blog discussing the principles of customer service, this blog highlights the last five principles that can help increase customer satisfaction. Keeping customers satisfied can be difficult, but it doesn’t have to be if you form Read more. Best Practices Inside Sales Thought Leaders Inside Sales Tips InsideSales.com Research Better Sales Management Inside Sales Inside Sales Best Practices Lead Generation Lead Management Sales Process

Sales CRM for Small Businesses with BIG Ambition

Leads360

With Leads360 Express, sales managers will gain more control, visibility and peace of mind. In fact, more than half of small business owner’s project sales will grow in the next year, according to a Bank of America Small Business Owner Report. To keep up with the goliath’s in the industry, small businesses need to respond quickly and diligently to sales opportunities.

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Blog

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. As I talk to marketers about their lead generation results, I often hear statements like, “We’re generating lots of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.” Relevance is critical lead nurturing.

50 Ways to Score More Sales

Score More Sales

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly. sign up for RSS feeds for sales sites, blogs, or podcasts.

Enabling Customer-Centric Commerce Strategies with the Avangate 2012 Fall Release

Software Business Blog

This fall, Avangate has extended its collection of business process tools with new agile, customer-centric commerce solutions designed to provide better customer relationship insight, enhance the way you retain and service your customer base, as well as enable you to monetize every touchpoint. Accelerate Customer Relationship Insight. Monetize Every Touchpoint.

Inside Sales Power Tip 143 – Sales Message Makeover

Score More Sales

Sometimes in sales you just need to start over with your messaging. If you are in an open environment, jot down (or record with their permission) what the most successful peers you work with say on the phones that opens up dialogue and even creates sales opportunities. Work in an office on your own or away from other sales reps? Top Ten Tips for Voicemail Success in Sales.

CRM and Customer Service – Dump the “Rule Zero” Fallacy

The Sales Insider

didn’t check to see if the rep had put the problem in front of one of our developers, or the project manager. It cripples customer service initiatives, frustrates clients, and costs revenue. What’s the point of CRM and lead management if a problem that could have been solved yesterday gets revisited every time a new client comes on board?

18 Phone Sales Skills Tips You Can Use Right Now | Sales.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now. It’s time to crank out a new list of phone sales skills tips. Follow the link below to get even more phone sales skills tips for both live calls and voice mail. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Phone Sales Tips When Contacting Customers.

Use Big Rocks to Grow Your Sales

Score More Sales

If you are in sales, perhaps one will be to hit whatever activity goals you have or your boss has for you in a week’s time. Having a conversation with her will help firm up a sales opportunity you are working on and would be a huge win. Whether you are in sales, customer service, or leading a company – you have hundreds, if not thousands of things to think about.

Sales Lessons From New York City

Score More Sales

Spending some time in New York City might not seem like the place to get inspiration about customer service, but my experience is almost always inspirational. Even the Starbucks on Union Square moves people through the line like nothing I’ve seen – in a friendly, helpful manner – greeting customers by name as they are recognized. Sales Tips

Sales Lessons From New York City

Score More Sales

Spending some time in New York City might not seem like the place to get inspiration about customer service, but my experience is almost always inspirational. Even the Starbucks on Union Square moves people through the line like nothing I’ve seen – in a friendly, helpful manner – greeting customers by name as they are recognized. Sales Tips

Inside Sales – Lead Management, CRM, and Knowing Something About “Something”

The Sales Insider

So what does this mean for sales and marketing? It’s simple: How much more valuable does your sales team become when you have a “card catalog” of what they do? How they manage their leads. How many times they “touch” a lead before it converts. Which lead sources qualify the best. Now think about the Library of Congress.

Inside Sales Power Tip 102 – Clarify Value

Score More Sales

Sales pro, when you are a consumer, do you make quick decisions after being very clear of the pros and cons of the purchase you are about to make? For some reason, we tend to assume that others understand how very valuable our company, its products, and its services are. ” What are you not clear about when you offer products and services to potential buyers?

Magical CRM Improvements for Sales

Score More Sales

If you could wave a magic wand and make improvements for keeping track of your business contacts, their social activity, and your current and past sales opportunities, what would you change or fix? These include prospects, customers, former customers, vendors, partners, and referrers? What is your magic wand issue to better help you see and grow sales opportunities?

Top 5 Sales Rep Behaviors to Change in 2013 – with HR’s Help

Sales Benchmark Index

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. Receive a package of tools including this Top Ten Sales Rep Competencies list. These are the behaviors to change among Sales Reps for 2013 followed by actions HR should take to help make this happen. 1. says the Sales rep). Sales can’t do the job alone.

What Do You Talk To a Sales Coach About?

Score More Sales

It may seem obvious that you would talk to a sales coach about closing more sales, but in fact there are many topics that clients talk with me about so I thought I’d share them. will also share some basics when looking for a sales coach. If you are a sales rep and your company offers you coaching, take them up on it. sales coach should meet you where you are at.

Marketing Automation is Not Marketing Strategy

Pointclear

Marketers thought that the new CRM software would solve their customer service and customer retention problems. Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes.

A Simple Way to Increase Sales is to De-Pollute Sales Positions

Score More Sales

It was much clearer when the sales leader initially hired each sales person. They would have a sales role – either inside sales or outside sales, named accounts or other clear sales position. Some roles morph from sales to part-time sales and part-time customer support. Some roles morph from sales into collections.

Phone Sales Scripts: Good or Bad Idea? | Sales Motivation and.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Phone Sales Scripts: Good or Bad Idea? Telephone sales can be very difficult. Many people claim the only way to be successful is to work from a phone sales script.  Same thing applies in telephone sales. There’s no way that would happen, so why go into a sales call with the phone sales script right in front of you guiding every word you say?

How To Fix Your Marketing Structure Problems

Sales Benchmark Index

She inherited a legacy B2B marketing team, no marketing automation or lead generation program. Sales leadership continues to hammer marketing for support. They are looking for help generating qualified leads. At this point sales sees no value in marketing and why would they? Currently no leads provided to sales. No Lead Generation program. Branding.

True Story: Without a marketing plan, he planned to fail!

Pointclear

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Sales were up (marginally), but profits were suffering, their salespeople were not happy, and were leaving the company in spite of growth. Get an 800 number for our customer service line. Get new CRM software: Sales doesn’t like the one we have. Hire a new sales manager. Nope, we only have 10 salespeople and a marketing manager.” This is what happened.

What is the State of Marketing in 2013

Score More Sales

It is time to review how a customer experiences your brand says IBM. shocking statistic of $83B lost each year in poor customer experiences. IBM again went to 500 marketing professionals in 15 industries to ask critical questions and uncover from a marketing standpoint to help us all improve marketing and sales results. They conduct analysis of customer insights.

Data Gets Smarter to Help Business Grow

Score More Sales

You have so many apps and programs in sales, and more data than you could ever consume. So why are you not able to use it to predict more helpful business trends, share common memes throughout your organization or really add more value to your customers? Buyers similar to your customers who the sales team should be talking with. That’s Billion with a B. Close More Deals.

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Smarter Commerce Global Summit 6 Tips for Midmarket Companies

Score More Sales

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Delighting Your Customers. The event theme was Your Customer in Context , and all the keynotes as well as many of the sessions I attended reinforced the idea of relating to the customer on their terms, where they are, when they want your interaction.

The Pipeline ? Customer Hot Potato ? Sales eXchange ? 117

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution. With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it.  Sales eXchange. Customer Care.

6 Facts Prove a Need for Smarter CRM in Business

Score More Sales

First of all we agree that with a flatter economy, we need to work to grow revenues from existing and past customers – those who know us already and who could do more business with us. This means that 37 million Americans are consulting the web for reviews, data, demos, audio, video, pricing, service options, and comparisons with your competition before they reach out to you. Share.

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Top 3 Reasons Why Businesses Fail

Klozers

These are the common denominators and understanding this will allow you to take preventative action, to ensure your organization doesnt fall victim to stalled sales, low margins and the misery this brings. 1) Businesses Fail Because of People. Insufficient money to invest in Sales & Marketing, People and Operations will inevitably make growth difficult. Business Management

20 Under 20: BuyerZone to recognize small businesses - About.

Buyer Zone's Lead Generation Blog

About Leads. BuyerZones About Leads blog is your chance to learn from the experts in online lead generation. Well talk about lead sources, sales techniques, lead nurturing, online marketing, and more. Well also share some insights weve developed in 10+ years of online lead gen work. About Leads. Lead Gen Poll. Lead nurturing (21).

IBM Watson Now Smarter than When on Jeopardy

Score More Sales

When I was at the Smarter Commerce Global Summit in Nashville this year, I wrote about the news that Watson would be starting to use AI expertise to help in customer service applications. If you are a sales or marketing leader in a midmarket business, how can you program your sales professionals, customer service team, and management to evolve as business does?

Quota 20

For Steve Andersen and PMI, It’s All About Customer Engagement (Part 2)

Dave Stein's Blog

Steve will be discussing  Customer Engagement Excellence. Dave Stein: I must say, Steve, that you’ve provoked some interesting comments and discussion about the need to evolve sales training and get more focused and aligned with what really matters to the customer. Let’s turn our attention to what can be done and why this matters to sales leaders, sales managers and salespeople in 2014. What do sales training firms need to do differently if they are going to earn a seat at the customer engagement table with their clients? Part 1 is here.

Chief Executive Customer Redefines Business For Midmarket Companies

Score More Sales

One of the biggest reminders that sales is changing in midmarket companies is that customers have much, much higher expectations now. Buyers don’t just want a more personalized approach – they really are beginning to demand that from marketing and sales. The bar has been set by service-oriented companies and there is no turning back. courtesy of IBM.

The Sales and Marketing Disconnect Continues

The Sales Insider

Just when you think the business world is changing for the better, that marketing and sales professionals are starting to “get it,” that a new age of enlightened prospecting is on its way, based on serving the customer and truly providing strategic value to them, rather than just pushing product. ” InsideSales.com: “Okay, yeah, that sounds like it could be a problem, but how are you actually serving the customer? Where are you getting your best customers, how are you tracking that, and how are you converting them?” ” Ummm.

Lean Sales And Marketing — Standard Work

Partners in Excellence

Last Friday, I kicked off a series of Friday posts I will be doing on Lean Sales and Marketing.  At the core of lean is understanding an focusing on the essence of value creation and delivery.  ”  Now I can imagine at least 70% of my readers shuddering at this concept.  “There is nothing standard about what we do in sales, we have to be free to respond to the specific customer situation!”  ”  “Every customer situation is different, it can’t be fit into a standard approach.”  Waste adds cost–to us and to the customer

For Steve Andersen and PMI, It’s All About Customer Engagement (Part 2)

Dave Stein's Blog

Steve will be discussing  Customer Engagement Excellence. Dave Stein: I must say, Steve, that you’ve provoked some interesting comments and discussion about the need to evolve sales training and get more focused and aligned with what really matters to the customer. Let’s turn our attention to what can be done and why this matters to sales leaders, sales managers and salespeople in 2014. What do sales training firms need to do differently if they are going to earn a seat at the customer engagement table with their clients? Part 1 is here.

Revenue Performance Management: Doing For Revenue What ERP Does For Ops?

Pointclear

In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions. CRM unites areas like sales force automation, lead management, customer service, and analytics.

What if CRM had not been invented?

Pointclear

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?” ” What would be the state of sales and marketing?

B2C 2

For Steve Andersen and PMI, It’s All About Customer Engagement (Part 2)

Dave Stein's Blog

Steve will be discussing  Customer Engagement Excellence. Dave Stein: I must say, Steve, that you’ve provoked some interesting comments and discussion about the need to evolve sales training and get more focused and aligned with what really matters to the customer. Let’s turn our attention to what can be done and why this matters to sales leaders, sales managers and salespeople in 2014. What do sales training firms need to do differently if they are going to earn a seat at the customer engagement table with their clients? Part 1 is here.

Top 3 Reasons Why Businesses Fail

Klozers

These are the common denominators and understanding this will allow you to take preventative action, to ensure your organization doesn’t fall victim to stalled sales, low margins and the misery this brings. 1)  Businesses Fail Because of People. Insufficient money to invest in Sales & Marketing, People and Operations will inevitably make growth difficult. Why Businesses Fail.

Don’t Toss Your Leads and Prospects Out the CRM / Service Back Door

The Sales Insider

Each of the now-defunct, “major player” Big Box Electronic stores—Circuit City, CompUSA, Computer City, Incredible Universe, Ultimate Electronic—died because they failed to recognize the reality that the rise of the Internet made customer service the only truly differentiating value that mattered in their market space. And do you have the sales intelligence to know?

PowerViews with Ginger Conlon: Trustability & Your Customer's Voice

Pointclear

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. She regularly speaks at industry events and has both contributed to and edited several books on customer strategy.

Um.did you get my message? - About Leads, BuyerZone's lead.

Buyer Zone's Lead Generation Blog

About Leads. BuyerZones About Leads blog is your chance to learn from the experts in online lead generation. Well talk about lead sources, sales techniques, lead nurturing, online marketing, and more. Well also share some insights weve developed in 10+ years of online lead gen work. You can also meet our bloggers , or click below to learn more about filling your inbound lead pipeline. Timely follow-up isnt only for leads. Acquiring a new customer is much more expensive in the long run than keeping a current customer happy.

Don't spend November in a food coma - About Leads, BuyerZone's.

Buyer Zone's Lead Generation Blog

About Leads. BuyerZones About Leads blog is your chance to learn from the experts in online lead generation. Well talk about lead sources, sales techniques, lead nurturing, online marketing, and more. Well also share some insights weve developed in 10+ years of online lead gen work. You can also meet our bloggers , or click below to learn more about filling your inbound lead pipeline. It is easy to get sucked into the festivities and forget about pushing sales. The same goes for sales. Are customers getting the. Tweet.

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