Stop Helping The Customer Buy!

Partners in Excellence

Surprisingly, I’ve received more comments, questions, and pushback on my Solving The Customer’s Problem post than I expected. Let me be clear, helping our customers buy is critical. Helping our customers buy is much better than what most sales people do right now.

8 ways to optimise the customer journey with data driven insight

Artesian Solutions

Optimise the customer journey with data driven insight. Earlier this year Aberdeen ran a fantastic webinar entitled Optimise the Customer Journey with Data-Driven Insight. 39x improvement in customer lifetime value. improvement in customer satisfaction rates.

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Customer expectations – how are they evolving, what is driving them, what should sellers do to keep up, and how to improve customer experiences

Artesian Solutions

Customer expectations – how are they evolving, what is driving them, what should sellers do to keep up, and how to improve customer experiences. But only 27% believe B2B sellers are doing a great job when it comes to offering a comparable B2B customer experience.

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Can a machine feel your customer’s pain?

Artesian Solutions

Can a machine feel your customer’s pain? “I But if customers and prospects are putting this information out there, then competitors are also reaching out for it – again too late. But can a machine really feel customer pain? The post Can a machine feel your customer’s pain?

The Customer’s Responsibility Is To Solve Their Problem

Partners in Excellence

The customer’s sole responsibility is to achieve their business objectives and goals, whether it’s keeping their operations running smoothly or changing to improve what they are currently doing. Buying the right product or service may be an aspect of the changes that need to be made, but usually, it’s just one component of a whole series of things the customer has to make happen to achieve their goals.

Heavy Hitter Sales Blog: What are the Top 5 Sales Blogs?

HeavyHitter Sales

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. Here’s the list according to Construction Management along with their overview comments: 1. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.

How Do You Incentivise SaaS Sales?


Software-as-a-Service (SaaS) is generally thought to be a challenge for incentive plan designers – but is this true – why is it important and what are some of the key considerations in getting the design right? based on when the customer pays) is another popular approach.

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Quote Configurator Answers the Question: How Much Does It Cost?

Cincom Smart Selling

If they can’t supply you with basic usage information, your answers should be constructed in an open-ended fashion using terms like our models start under fifty thousand or our base unit with no add-on options starts at between five and ten thousand depending on capacity. Many times (particularly during the tire-kicking phase of a real buy cycle or perhaps in a discussion with an existing customer) there will be a request for a ballpark quote.

Sales Tech Game Changers: How to Drive Effective Relationship Management

Smart Selling Tools

To manage those insights, we’ve created a suite of powerful tools that arm sales reps and their managers with the ability to organize and develop their customer relationships. According to G2 Crowd, an independent analyst firm, 83% of our customers fully adopt and use our CRM.

10 Sales Proposal Templates to Automate the Closing Process

Hubspot Sales

Update the document with all the custom details of the project. Sales teams at HubSpot and our customers have used templates from PandaDoc to create proposals, accelerating the way they transact and close deals. Software Development Proposal Template.

Ten ways Artificial Intelligence is helping shape highly successful seller behaviours

Artesian Solutions

We talked about how top performing sales people take the time to learn about their customers and prospects, and answer some all-important questions – What’s important to them? We discussed how star sellers look for signals that indicate a customer or prospect might need their help.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

Finally, the appearance of tech – in the form of IT Services, Telecom / Communication Services, and Computer Software – at the top supports the trend that technology is a differentiator and a competitive advantage. Construction.

The Best Way to Sell Is With a Story

Sales and Marketing Management

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. “It’s Challenge their assumptions by teaching them something they didn’t already know that can help their businesses: provide a solution to a problem through a customer use case. Well-told convincing stories help build relationships with customers. Author: Tony Agresta Most salespeople could teach a course in rejection.

The Straight-Forward Guide to Target Markets

Hubspot Sales

Every sales team and entrepreneur need to know their customer. A target market is a group of customers for which your products and services are aimed. A quick look at their “ Customers ” page and you’ll see they operate in several industries.

Why You Need Social Influencers

Sales and Marketing Management

You need to think like, a company that constructs its B2B engagements carefully within the technology space. Author: Jeff Epstein Social media influencers may be this year’s biggest marketing disruptors.

What makes a stellar B2B sales person?

Artesian Solutions

The scheme allowed him to get out in front of customers, and it quickly became apparent to him that whilst he was a good developer, his sales dream had not died and his experience showed him that he had what it took to be a great sales person.

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Book Review: The Gamification Revolution

Sales Benchmark Index

have brought software solutions to market recently. Here are a few highlights: Gamification’s purpose is to increase engagement with employees and customers. If I was to offer any constructive criticism it would be this.

Selling IS A Service

Partners in Excellence

Then there’s the SaaS selling model–not applied strictly to Software (cloud or otherwise) that seems to be all the rage. That is, done well, selling creates tremendous value for our customers and for our own companies (beside the revenue generation aspect of it).

If Hunter-Farmer Fails: What Next?

Sales Benchmark Index

a provider of software to simplify and improve business operations and customer communications. Steve told me, “Hunters have little tolerance for shepherding customers through the 9-12 month decision making process. The composite characteristics of candidates with a high degree of “job fit” included: The ability to coordinate a team to solve a customer business problem. Unrelenting focus on the customer’s needs. Do your customers prefer being hunted or farmed?

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Your Sales Tech Is Destroying Your Relationships With Prospects. Here's What You Can Do About it.

Hubspot Sales

This was the era of small business owners who knew every single one of their customers and of door-to-door salesmen who were welcomed into homes to present products over a quick cup of coffee. The best salespeople have always been knowledgeable, empathic, and helpful.

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What is Your Company’s DNA?

Sales and Marketing Management

To respond, you must fully understand what – at at its core – your company does, what your value proposition is to your most important customers, how you are positioned vis-à- vis your competition, and how to tell your story in a compelling way. Armed with this understanding, you can construct a lifestyle that is aligned with your genes to help you fight off the maladies that afflict your DNA type. Author: Andy Cunningham Who are you as a company? And why do you matter?

The Key to Sales Territory Mapping


Data-driven sales mapping software uses analytics to help you design balanced territories. Using third-party data, territory mapping software visually and geographically displays the areas of greatest opportunity.

The Handshake That Can Rock the World: Sales and Marketing Unite

Sales and Marketing Management

Breaking this definition down even further, we can easily drill down to the particulars to reveal the contents of customer data inside. In its basic form, customer data consists of contacts within selected accounts. The collecting, fine-tuning, and managing of this holy grail of customer data is at the root of our dreaded sales and marketing divide. Both say customer data is the lifeblood of sales and marketing alignment. Author: Anna Fisher There’s no going around it.

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Sales Automation: Friend or Foe?


Automation software can automatically update customer files so that you can prioritize who to contact, and how to contact them. Keeping in touch with prospects and customers is a delicate dance, and automated contact logs can help you notice significant patterns.

5 Signs You Are Wasting Valuable Time in Your Day

Carew International

Again, this is a symptom of underutilizing tools in your CRM or OS/email/calendar software. Automated notifications can be set up based on time intervals or customer behavior, to alert you when you need to take action. 3.You write every customer email from scratch.

SaaStr Podcast #214: Erica Schultz, CRO @ New Relic on What It Takes To Successfully Scale Into Enterprise

SaaStr - Sales Strategy

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. And prior to New Relic, Erica served as Executive Vice President of Global Sales and Customer Success, at LivePerson.

“Content Free” Content

Partners in Excellence

We all know that content is critical in engaging prospect and customers. The email was well constructed, it served its purpose by motivating me to “click” for more information. ” Another was from a software vendor. I’ve been a long time user of this software. But sometimes a few words (not 10, 000) are needed to get prospects and customers to understand, engage and buy.

14 Pro Tips for Running a Successful Business

Hubspot Sales

Others, like construction and transportation, have rates that are lower. Pricing : If your prices are too high and you limit your customer base. You need concrete data on your ideal customers, the existing competition, expected growth and demand, market trends, and more.

How to Drive Business Growth Using Net Promoter Score


Successful B2B businesses all have something in common– a segment of loyal customers who regularly purchase and recommend their products and services. Consider these statistics: A 5% increase in customer retention can increase profits between 25% and 95% ( source ).

Account Based Marketing for Lead Development Quality, Not Quantity

Sales and Marketing Management

ABM takes an individual prospect or customer account – these are companies, not individual people – and treats it like its very own market, or a market of one,” said Amanda Zantal-Wiener of HubSpot. It’s a hard reality for sales reps knowing that less than one percent of their sales leads will turn into revenue-generating customers. ABM aims to personalize the approaches to individual accounts – 75% of customers prefer personalized offers.

The 15 Most Inspiring Sales Stories We Heard This Year

Sales Hacker

Emily is a great motivator and knows the right balance of constructive and positive feedback. My office is right beside Josh’s so I often overhear him connecting with potential customers. She actually cares about the customer and the reps.

Moving From Mid-Market to Enterprise {Part 1} – Product and Market Readiness

Sales Hacker

The Board and executive team need to understand that you can’t simply flip a switch and tell your existing reps to start selling to Enterprise customers. Many SaaS products are successful in the SMB market because their function and process choices are built for the customer.

Take your competitors’ clients (It isn’t stealing if you earn their business)

Sales and Marketing Management

Networking at tradeshows and industry events should be as much about gathering insights from non-customers as it is about meeting with current clients. Your competitors’ customers are solid leads, says sales consultant Mark Hunter ( in his new book “High-Profit Prospecting.”

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5 Signs You Are Wasting Valuable Time in Your Day

Carew International

Again, this is a symptom of underutilizing tools in your CRM or OS/email/calendar software. Automated notifications can be set up based on time intervals or customer behavior, to alert you when you need to take action. 3.You write every customer email from scratch.

The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation


The Keystone is the wedge-shaped stone piece at the apex of a masonry vault or arch, which is the final piece placed during construction and locks all the stones into position, allowing an arch to bear weight. [1]

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Is Your Sales Training Tethered to the Stone Age?

Increase Sales

” His response was three fold: “Me for not being more engaged” It was “not aligned with the behaviors of our people” (mostly software engineers).

“We Chose The Vendor With The Most Complete Solution”

Partners in Excellence

These are always constructed in a manner that our solution has twice as many boxes checked as the alternatives/competition. They take them to the customers claiming, “Our solution is much more complete than the alternatives. After all, we check off twice as many boxes… ” Inevitably, there are the demos, which most likely end up being “death by feature overwhelm” experiences for the customers. that we can overwhelm the customer with.

Bite-sized Learning Alleviates Sales Onboarding Stress


Use short videos to walk new hires through administrative paperwork or gaining access to key software programs. Too much constructive criticism without accompanying positive reinforcement can discourage new reps and produce stress.

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How to hire the right sales reps (and keep them!)


The types of customers your reps will work with. Hire sales reps open to constructive criticism and able to adjust and improve-then deliver it to them! This will free up their time to focus on winning business with: proposal software. quoting software.

7 Ways to Improve Your Lead Management Process


In order to convert leads into paying customers, you must have a comprehensive lead management process in place. then your entire strategy will come crashing down and you’ll miss out on potential customers.