who-is-the-customer 
Partners in Excellence
JUNE 14, 2013
Aren’t customers the people that buy our stuff? Answering the question requires deep insight into what it is we do better than anyone else in the world, and who needs what we do. Answering the question also demands that we identify who we shouldn’t be selling to. What’s Dave getting into?
Partners in Excellence
AUGUST 14, 2014
The answer to this question seems obvious, the customer experience, whether it is buying, post buying, or anytime they engage our company, is for the customer. The customer experience is for the customer! Yet in too many of our designs, the customer experience is about us. Is it meaningful, relevant, and timely?
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Steven Rosen
MARCH 12, 2024
This article will tackle the benefits and advantages of motivating your sales team to meet and connect with their sales prospects and customers. Therefore, sales leaders must communicate the importance of face-to-face meetings, both for the benefit of the company and the customers.
Understanding the Sales Force
OCTOBER 30, 2023
Salespeople must differentiate between what is important to their prospects and customers, versus what is important only to them. I know that much of what salespeople share with their prospects falls into the category of, “boring” and “who cares?” Maybe it’s time to start taking Prevagen!
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Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.
Understanding the Sales Force
APRIL 24, 2024
For their example, the author used salespeople who were promoted to sales managers based on their sales performance, but not because they had any specific skills or capabilities to be effective sales managers. Brad Bolino provided a link to an Inc Magazine article about the Peter Principle. Their sales management performance was poor.
SMEI
APRIL 23, 2024
In reality, many potential customers may never even hear about your product, and others may find alternative solutions or get used to doing without. In reality, many potential customers may never even hear about your product, and others may find alternative solutions or get used to doing without.
Speaker: Mark Hunter, CSP, “The Sales Hunter”
This makes getting new customers extremely complicated and challenging. The solution to finding great leads and turning them into great customers is having a focused plan and being disciplined in making it happen. The right plan starts with knowing who to prospect and being able to engage them on their own terms and schedule.
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. We’ll walk you through how intent data can elevate your marketing operation, including how it helps you: Easily prioritize accounts Craft engaging content that converts Retain and upsell customers
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Sales reps who learn to tell rather than sell have a critical tool for creating connections with their prospects. When you develop a personal Touchstone Story to share, you can leave formulaic scripts behind, meet potential customers where they are and relate to their pain points by sharing your own.
Speaker: Steve Goldstein, Sales Leader
What are some of the top challenges your customers face and how do you approach understanding what’s most important to them? to discover critical strategies and approaches you can take to engage your customers, achieve greater sales success, and become both an indispensable resource and a trusted partner. Toastmasters Champion.
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With a training partner who understands your business clearly, you can experience team development that is right-sized and customized to your unique challenges. If we've learned anything over the last two years, it’s that if your sales team is not actively developing skills you are falling behind. Download the guide today!
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Provide customized training for each of your sales channels? Provide customized training for each of your sales channels? Engage reps who may not pay attention, leave sessions early or simply skip classes if they perceive it to be boring or low value? Create training with a limited staff and budget?
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Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.
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