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.

What Awesome Sales Managers are Doing to Crush It!

Speaker: Steven Rosen, MBA, Author, Executive Coach, Speaker, and Top 50 Sales Influencer

If you're tired of continually pushing your sales reps to do more, working countless hours, and still not getting the results that you desire, then this webinar is for you. Join Steven Rosen, Founder and CEO of STAR Results, to discover the key to consistently crushing your sales goals!

How to Be a Memorable Salesperson Part 4: Be a Giver

Connect2Sell

When it’s time to buy, a buyer will reach out to a seller who left a memorable impression. No one likes to start from scratch and take a chance. No one likes to go through the vetting process of talking to multiple sellers (and then dodging their follow-up calls for months).

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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.

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.

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.

Actionable Ideas for Long-Term Success with Your Comp Plan

Xactly

Discover tips for improving the success and extending the life of your sales compensation plans. Incentive Compensation

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.

How to Overcome Resistance to Sales Coaching

Selling Power

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

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.

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.

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.

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.

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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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.

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.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

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

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!

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? .

Win More Deals With Video [Infographic]

Chorus.ai

Picture this: You’re working from home or maybe you've got a bad hair day. And because of this, you'd prefer to use your profile picture as a stand in for your live webcam feed. What difference will it make, right? Conversation Intelligence Sales Discovery Calls

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Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

5 Reasons to Clean Your Marketing Database Today

Zoominfo

Data hygiene. It’s a topic you’re likely familiar with if you work in marketing— and especially if you’ve read our blog in the past. But, there’s a reason this topic has been discussed at such great length. That is, data quality is one of the biggest challenges facing businesses today.

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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

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.

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.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

You Secured the Meeting, Now What?

Force Management: The Seller's Command Center

There are several milestone achievements the SDR/BDR attains during the front end of the sales cycle. One is to successfully prospect, engage and finally qualify a potential prospect who will consider buying a solution to solve one, or many, of the problems they might have.

How to Elevate Your Digital Customer Experience from So-So to Spectacular

Nimble - Sales

The Modern Workplace 365 is a five-part series designed to help small to midsize business teams and lean startups understand the megatrends reshaping customer and employee experiences in order to thrive. In the first post, Why Small Businesses Need to Digitally Transform into the Modern Workplace, we introduce the benefits, challenges, and opportunities of […]. The post How to Elevate Your Digital Customer Experience from So-So to Spectacular appeared first on Nimble Blog. Social Sellin

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.