The Pipeline
NOVEMBER 14, 2013
In the past I have shared the ”Actionable Definition” of Value ; it centers the conversation, the sale, on the buyer’s objectives, which gives one the opportunity to leverage the give and take between price, value and expectations.
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. It’s unproductive…but it doesn’t have to work this way. It’s costing them money.
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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. Smart companies are offering mental health services to their employees. Support Your Team!!
Cience
DECEMBER 1, 2020
Your customers are one of your company’s most important assets. Although new sales are important, smart companies also focus on retention. Customer retention drives increased profitability in many ways, including: Better Conversion Rates Fewer Marketing Requirements Scope for Improvement Lower Operating Costs Increased Sales.
Sales and Marketing Management
JUNE 1, 2018
The goal is to get into the natural flow of conversation. Optimove’s Amit Bivas, who pinned marketers’ success to their ability to tell stories, says storytelling was at the core of how companies went to market for decades until the recent emergence of data and customer intelligence began to overwhelm us.
Sales Hacker
NOVEMBER 21, 2019
The one notable exception to this has been conversational AI. The sales jobs of the near future will shift to things that AI still struggles to do: strategic conversations, complex problem-solving , and human relations. Consider all the low-level conversations that go on in sales that AI could take care of.
The Brooks Group
AUGUST 10, 2012
They simply don't know what they want at this point and are looking for ideas from smart companies to help them shape their thinking. The best practice is not to respond in this situation unless you can get a high level, strategic conversation with the budget holder(s).
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