Sales and Marketing Management

OCTOBER 26, 2020

Sales run through the phone, website or customer portal focused on the smallest opportunities and the long tail of lower-value accounts. After the first year of this migration, the new model increased revenues by 5% and reduced SG&A costs by 10%, at the same level of customer service.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Hubspot Sales

NOVEMBER 28, 2021

Help your employees understand why they’re using a CRM and the benefits to them and to their customers. Provide the proper training. The CRM platform can be used to communicate through email messaging and other content from the beginning of the prospect’s journey all the way through the customer’s lifecycle. Find your voice.

CRM 130

CRM Strategy How To Loyalty 130

Sales and Marketing Management

MARCH 8, 2020

AI has arrived, but it’s mostly been implemented by consumer goods and services companies to personalize marketing messages, enhance their knowledge of customers, manage inventory and increase customer loyalty. What are the incentives for B2B companies to invest in AI (other than their competitors may be doing so)?

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Miller Heiman Group

AUGUST 20, 2020

They Effectively Use Questioning Skills to Reveal Customer Needs, Including Unrealized Needs. The SPIN questioning technique provides a blueprint to move the customer forward through the buying cycle: Situation questions collect background information about a buyer. Ready to start exceeding buyer expectations?

Customer 111

Customer Negotiation Buying Cycle Top of Funnel 111

Miller Heiman Group

NOVEMBER 5, 2019

They Effectively Use Questioning Skills to Reveal Customer Needs, Including Unrealized Needs. The SPIN questioning technique provides a blueprint to move the customer forward through the buying cycle. Their Customer Service Interactions Enhance the Overall Customer Experience.

Negotiation 56

Negotiation Buying Cycle Maximizer Enterprise 56

Pipeliner

SEPTEMBER 29, 2020

The buying cycle in virtual selling is complex as most of the sales conversations happen between the buyers and sellers are located at different physical locations! You can monitor their daily performance to identify which sales reps excel in the virtual workspace and which one needs training.

Strategy 98

Strategy Top of Funnel Face-to-face Hiring 98