Wed.Feb 06, 2019

How AI Will Make Customer Service Reps Better At Their Jobs

Guru

This article originally appeared on behalf of the Forbes Technology Council, a community for world-class CIOs, CTOs, and technology executives. Read the original post here. thought leadership must read

Finally! A Contact Strategy That I Appreciate

John Barrows

There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple, relevant, and direct messages, 2) Targeted: where you segment contacts based on similar characteristics and develop messages that focus on their broad priorities or challenges, and 3) Templated: where you create various, self-serving templates about your great solution and then blast messages out to everyone on a list.

6 Ways to Promote Modern Learning Adoption

Allego

Upon seeing a telephone for the first time in 1876, President Rutherford B. Hayes told Alexander Graham Bell, “That’s an amazing invention, but who would ever want to use it?”.

Hiring Salespeople Should Not be Like a Coin Flip

Understanding the Sales Force

Hiring the right salespeople has always been problematic for most companies but with the shortage of quality sales candidates, it's more difficult than ever. The pressure to fill a role often causes sales management to hire the best of the pool of candidates instead of the right candidate.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Asking “Is It Over?” Can Lead to Greater Sales Success

Anthony Cole Training

Part of being a highly successful and effective salesperson is having the ability to walk away from an opportunity. After numerous attempts to contact a prospect and close a deal, there will be a time when you as a professional must determine when and how to call it quits.

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A Workforce Profitability Strategy gives Employees Permission to Shine

Babette Ten Haken

A workforce profitability strategy is more than a hiring strategy focused on preventing employee churn. Instead of churn prevention as the objective, employee co-investment in business growth becomes the goal.

Two Major Disadvantages of Self-Developing a Digital Sales Transformation Certification

SalesforLife

You have a teammate or team internally that has convinced you that they can build a Digital Sales Certification. Perhaps they have even alluded to being capable of scaling the program nationally or globally.

Evaluating the top 8 CRMs that integrate with QuickBooks

Nutshell

One of the main benefits of CRM software is the ability to get every aspect of your business working in sync. By uniting your communication and marketing tools with your sales platform, your team can conduct and track all their sales conversations from a single tool.

Sales Managers: The Reason Reps Don’t Follow Your Sales Process is You

Sales Hacker

Many sales leaders think they’ve put a simple sales process in place, but they get frustrated when their reps don’t follow it. That’s because the sales processes leaders come up with are often not as clear, actionable, or repeatable as they’d hoped. I’ll be the first to admit that.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

A Peek Into Demandbase’s Data-Driven Field Marketing Approach

InsightSquared

The late great Dr. Seuss once said “The more that you read, the more things you will know. The more that you learn, the more places you’ll go.” Sure, this captures the attention of bookworms and library dwellers but knowledge is also king in B2B marketing.

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AI And Sales, What We Misunderstand

Partners in Excellence

Based on much of the press, much of it created by vendors of AI solutions, AI is the answer to all the problems we have with sales and marketing.

What Makes for Successful Sales Coaching

RAIN Group

"Give a man a fish, and he'll eat for a day. Teach him to fish, and he'll eat for a lifetime.". This is a popular axiom in the coaching world. You'll find it everywhere. Here it is in a CBS News story : " Myth 8: Professional coaches tell their clients what to do and give them advice.

5 Ways Sales Leaders Use Email Signatures to Generate Business

Sales Hacker

According to a recent study by HubSpot, 75% of companies say closing more deals is their top sales priority— yet 30% of salespeople say closing deals is getting harder. It can be daunting to think that your company’s top priority might be your biggest challenge as a salesperson.

In the Race to Win More Customers, Sales Needs Digital Transformation

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.

Legacy PRM vs. Allbound- What’s the Difference

Allbound

You’re considering investing in a new partner relationship management (PRM) tool, but you have a few questions about how they work. What exactly is the difference between your legacy PRM system and a modern PRM tool like Allbound? Why should you bother making the change? .

Timely Follow-Up

Selling Energy

Too many salespeople fail to appreciate the importance of timely follow-up. They don’t realize it’s what truly gets the job done. It’s often said that it takes seven touches to make the sale, and it’s tough to execute seven touches without an intense appreciation of follow-up. sales process

We Lost the Business. Now What?

The Center for Sales Strategy

Even the best salespeople hear the word “no” from time to time. You know how it goes; you did everything right. You built up some serious rapport, had that million-dollar idea, and presented a top-notch proposal. In the end, though, it just didn’t happen. The prospect said “no.” It’s never fun to lose, but how you handle these losses can make or break you. prospecting sales strategy sales process

New to Close: Lower prices, flexible global calling and broader feature access for all

Close.io

We’re introducing more affordable plans, access to truly global calling for customers based in any country around the world and making the shift to usage-based calling costs. We talk to our customers a lot. And we listen.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Your Go-To-Market Sales Strategy: 5 Must-Know Steps to a Big [HUGE] Launch!

Marc Wayshak

For a successful go-to-market strategy, check out this video of the 5 must-know steps to a big, huge launch. You’ll walk away with a blueprint for how to launch any offering to maximize sales from the start. The post Your Go-To-Market Sales Strategy: 5 Must-Know Steps to a Big [HUGE] Launch!

Five Essential Steps to Building Rapport in Complex Sales Cycles

Miller Heiman Group

“How can I make the best use of my selling time with a prospect to build rapport?”. We’ve all been there, haven’t we? We want to build rapport with our prospects, but they’re busy people and it can be challenging. In the 2018 Buyer Preferences Study , CSO Insights found that 70.2 percent of buyers prefer to wait to engage a seller until after they have clearly understood their needs. If buyers intentionally wait to engage sellers, it’s even more challenging to build rapport.

When to automate, and when to use a human in sales

RingDNA

Ever since the introduction of automation to sales, the great debate has been ongoing: What activities, interactions, and conversations should be automated so prospect can interact on their own, and what should be done with […]. The post When to automate, and when to use a human in sales appeared first on RingDNA Inside Sales Software & Enterprise Telephony for Salesforce. Sales Best Practices Sales Enablement Sales Strategy B2B sales Inside Sales sales automation Salesforce Automatio

Two Critical Skills for Advanced Sales Professionals

Pipeliner

Business needs and solutions are more complex than ever. As a result, both the customer and the sales professional are entering an extended buying journey. This iterative and dynamic process involves, on average, six different interaction channels, according to research from McKinsey. Pushing the sale through this process is difficult because quality is no longer the selling feature it once was. Instead, customers need solutions that go further.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

Four Components to Optimize Your Sales Organization

Braveheart Sales

I recently gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization. The four components and main points I discussed are applicable to sales organizations in every kind of industry, so I want to share them. As you read, keep this in mind.

Becoming a Master Networker – Series Intro

Adaptive Business Services

When I first began to write, it was on NetWorks! Boise. Later, as my business began to morph, that site was repurposed to supporting our leads group and my writing focus was redirected to this site. Well, I’m mixing it up again! Since NetWorks! is the home for our professional networking group, and as we strongly believe in all forms of networking … I wanted to start a new educational series toward maximizing those goals.

How to Overcome Resistance to Sales Coaching

Selling Power

Get great sales coaching outcomes with these expert tips. Sales Coaching

How Dynamic Yield Uses Automation to Improve Their Quarterly Business Review (QBR) Process

Troops

As the Head of Customer Success Operations at Dynamic Yield , Rona Yang ’s job is clear: equip her team with the tools they need to keep the clients using their personalization platform thriving.

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7 Must-Have Automated Documents for Sales Success

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.

[VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel

DiscoverOrg Sales

Hey everyone, welcome to the Discover Series! I’m Krystan Resch , DiscoverOrg’s Director of Partnerships. Today, we’re gonna be talking about the importance of organizational intelligence – AKA knowing how to leverage the org chart of your target accounts.

SBI’s January 2019 Pricing Newsletter

Sales Benchmark Index

Should Competitors Dominate Your Pricing Analysis? Few companies regard pricing as a strategic lever, to be used proactively, rather than in reaction to a competitor’s moves. Competitive analysis is one part of the broader evaluation of where a company should play. Article Pricing Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

How SugarCRM’s Winter ‘19 release delves deeper into the future of customer relationship management

SugarCRM

When it comes to business success, understanding customers is key. At SugarCRM we’ve always focused on helping our customers to develop better business relationships. To build those relationships and stay relevant in the eyes of their customers, businesses need to pay close attention to what their customers’ behaviour is telling them.