Babette Ten Haken

SEPTEMBER 24, 2018

Perhaps solutions are strictly bound by the confines of your technical, engineering or scientific discipline’s formulae. When your sales CRM tells you what the next step to close the customer should be, do you ever ask yourself whether this step makes sense? If not today, tomorrow? What are your next steps? Today and Tomorrow.

Ideal Customer Profile 221

Ideal Customer Profile Retention Strategy SME 221

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. Sales Profile: SMB to Commercial.

Top of Funnel 73

Top of Funnel Revenue Engineering Funnel 73

Babette Ten Haken

SEPTEMBER 16, 2019

Especially when these omitted details surface, often inconveniently, both pre- and post-sale. Most of the time, these professionals are involved in the post-sale care and feeding of customers, once a sale is consummated. At “that” final meeting, when the sale is assumed, but not yet closed. Something different?

Ideal Customer Profile 83

Ideal Customer Profile Engineering Decision Maker SME 83

Product Management University

JANUARY 8, 2024

For all of you pre-sales solution consultants and sales engineers looking for new ways to differentiate your demos, step away from your products for a quick minute. That’s the simple secret to setting yourself apart from the competition in the sales process, especially the product demo. Here’s how to do it.

Real Estate 59

Real Estate Engineering Industry Exact 59

Babette Ten Haken

SEPTEMBER 5, 2018

How are your best value added customer experience efforts sabotaged, both pre- and post-sale? What you do, when you are not actively selling, engineering, coding and serving, adds value to each customer’s experience of how it is to work with you. Start moving one millimeter forward beyond what is comfortable, today.

Customer 109

Customer SME Retention Engineering 109

Product Management University

OCTOBER 10, 2023

My goal with this 10-part series on product portfolio management is to highlight the strategic ripple effect across engineering, product marketing, sales, including presales, customer onboarding, and customer success. I guess that shouldn’t be a surprise since everything revolves around the products.

Strategy 52

Strategy Lead Rank Marketing Engineering 52

Hubspot Sales

APRIL 21, 2021

Demand planning in sales helps make sure your literal and metaphorical shelves are stocked, but not overflowing. While some people may have clairvoyant skills to predict the future, the rest of us need to rely on sales planning and operational tactics to get the job done. Sales Forecasting. What is demand planning?

Hiring 92

Hiring Forecasting Sales Forecasts Policies 92

Babette Ten Haken

MAY 5, 2020

How will you move one millimeter beyond comfortable sales, design and engineering tactics? My One Millimeter Mindset virtual and in-person keynotes, workshops, coaching and mastermind programs translate across strategic communication and collaboration disconnects between people and professional disciplines. Build trust.

Churn 117

Churn Engineering Proposal Coaching 117

Grant Cardone

JULY 15, 2021

Reverse Engineer Your Goal. You need to reverse engineer your goal, by breaking down each step so that it’s an actionable task. If you decide to exit your business and someone is willing to pay up to 4x more that revenue, you could have a $24 million dollar business up for sale. What do you want to achieve? No contacts.

Social Media 95

Social Media How To Salary Engineering 95

Zoominfo

OCTOBER 15, 2019

And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Ready to start a conversation with any sales prospect in your database or CRM? ” Example 2: Selling Sales Consulting. Keep reading!

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Alice Heiman

APRIL 10, 2024

This week’s episode of “Sales Talk for CEOs” is out of this world, literally! Watch below or on our YouTube channel Chapters [01:55] Exploring New Horizons – Alice elaborates on the value of seeking inspiration from diverse fields outside of sales, hinting at the innovative insights to come from Beth’s experiences. [04:22]

Nonprofit 62

Nonprofit Education Lead Rank Lead Scoring 62

Allego

APRIL 16, 2024

Generative AI has changed the game in sales. Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. And I think it’s going to change the game in sales. Sam Richter: Certainly.

Hiring 62

Hiring Scale Proposal Analysis 62

Product Management University

MARCH 23, 2023

If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. The telling demos are more like an introductory training class on the product versus a sales presentation.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

Babette Ten Haken

SEPTEMBER 17, 2018

After all, we have more important things to do, selling, engineering, coding, managing. Then take a look at my latest speaking programs and workshops. . At times, our self-focused perception leaves customer service delivery up to everyone with “service” as part of their job titles. Certainly not ours. Even leading.

Customer Service 229

Customer Service Ideal Customer Profile Customer Face-to-face 229

Alice Heiman

NOVEMBER 29, 2022

His founder-led sales approach paid off as he uncovered more and better ways to address the market need. Rather than hire a sales force, Matt has employed two sales strategies. Rather than hire a sales force, Matt has employed two sales strategies. Each champion specializes in a niche such as fintech or blockchain.

Top of Funnel 131

Top of Funnel Company Lead Rank Trade Show 131

Awarathon

SEPTEMBER 15, 2023

The same may be stated for a sales coach who employs effective coaching for sales approaches. Their guidance, support, knowledge, and approval support salespeople through each stage of the sales process. What does sales coaching entail and how does it work? It is a skill that can be cultivated over time.

Coaching 52

Coaching Webinar Metrics Decision Maker Sales Coaching 52

Score More Sales

NOVEMBER 26, 2014

Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning. There are new tools and ideas coming out now that will change forever how we think about business process, marketing and sales. Mobilepaks.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Understanding the Sales Force

APRIL 23, 2014

Understanding the Sales Force by Dave Kurlan Earlier this week the world was once again focused on the city of Boston and the 118 th running of the Boston Marathon. An additional 20% of the sales population is good, but not great. If you forecast a sale, and it goes to a competitor, management says, “too bad.” Losing is OK.

Airlines 284

Airlines Groups Forecasting Engineering 284

Babette Ten Haken

SEPTEMBER 29, 2020

Also, will you ignore them when there is nothing to sell and no specific engineering problem to solve? Engage me to present one of my One Millimeter Mindset speaking programs, workshops or mastermind groups. Then, are you willing to support them should their own shops become compromised? Delivered virtually or in-person.

Hiring 93

Hiring Engineering Intent Education 93

Zoominfo

JANUARY 15, 2021

The content you produce should be optimized for search engines, particularly for Google, which has 91.54% of the market share. Additionally, you can produce webinars, workshops, seminars as well as facilitate virtual meetups and discussion groups that specifically serve your target audience. Align Marketing and Sales to Act Swiftly.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Product Management University

OCTOBER 9, 2023

Here’s why a portfolio vision is so critical to the success of your products and how it elevates Product Management, Product Marketing, Sales and Customer Success teams to plan and execute more strategically. Think of your portfolio vision as the ultimate “strategic goal/outcome” your target customers want from your portfolio of products.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

Babette Ten Haken

DECEMBER 28, 2017

When I started this blog in 2009, I focused on the thorny issues involved with communicating across the sales-engineering interface®. The post-sale care and feeding of customers is relegated to just about everybody who had zero to do with acquiring these customers. Let’s face it. Ours is a holistic dialogue. Then, contact me.

Retention 74

Retention Customer SME Engineering 74

No More Cold Calling

MAY 2, 2019

Hiding behind technology doesn’t drive sales—THIS WILL. The Sales Leadership Gap for Small Biz. But very few came from sales. In fact, they think sales is a four-letter word. Only financiers (31 percent) and engineers (18 percent) outnumber salespeople among top executives. The Sales Avoidance Phenomenon.

Small Business 316

Small Business Small Business Referrals Hiring 316

SalesforLife

JUNE 27, 2019

Of course, companies are creating landing pages that are tracked, but at the sales professional level , people have been using LinkedIn Point Drive and videos, because every one of these assets can be tracked for buying intent. You need to engage using tools that help you understand buying intent.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

Babette Ten Haken

FEBRUARY 25, 2020

Customer discovery is a methodology used for building startups, new corporate ventures / intrapreneurial activities, design and engineering projects, and sales. Because the business entrepreneur, seller or engineer is completely uncomfortable having an open-ended conversation with a potential client. One millimeter at a time.

Customer 77

Customer Lead Rank Engineering Retention 77

Babette Ten Haken

AUGUST 16, 2018

Who hasn’t met a sleezy and cheesy sales person? Aren’t all sales people the “same”? How many functional roles exist within sales? And besides, does everyone in sales sell used cars (apologies to the folks in automotive sales )? And then, an engineer? Software engineers? Are we kidding? Contact me.

Engineering 55

Engineering Automotive SME Retention 55

Babette Ten Haken

FEBRUARY 18, 2019

Technically- and engineering-focused or business-focused. Otherwise, no matter how well marketing and sales efforts attempt to convince clients otherwise, your organization “looks” like everyone else’s. ©2019 One Millimeter Mindset / Sales Aerobics for Engineers®, Ann Arbor MI. Knowledge workers or manual workers.

Retention 74

Retention Ideal Customer Profile Strategy Hiring 74

Babette Ten Haken

AUGUST 27, 2018

Also, after the customer service rep, sales rep, engineer, field sales service rep, Quality professional departs, the customer asks themselves: “What just happened?”. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Customers cannot get you out of their minds. Contact me.

Customer 88

Customer SME Retention Engineering 88

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. When customers or other companies refer people to you, your company is viewed as more trustworthy in front of those leads, and because of that trust, you can expect a faster – and more successful – sales cycle. That’s a huge jump. It’s a two-way street.

Referrals 177

Referrals Company Scale Case Study 177

Customer Centric Selling

DECEMBER 24, 2014

Sales Tips: Qualify Before Requesting a "Four-Legged" Sales Call. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my first sales management position I soon noticed that one of my salespeople seldom made calls alone. Cost of sales is a concern for most organizations.

Engineering 81

Engineering Sales Cycle Resources Sales 81

Mindtickle

MAY 2, 2022

Each half-day session, held in cities across the US and UK, will give attendees the opportunity to connect with peers, gain insights into making sales readiness a reality, and hear what’s new at Mindtickle. Walk away with actionable insights to drive your sales readiness program. New Industry Insights: The State of Sales Readiness.

Ideal Customer Profile 52

Ideal Customer Profile Face-to-face Hotels Case Study 52

Product Management University

JANUARY 18, 2022

The leadership side of product management reaches its pinnacle when you have the complete trust of executives, marketing, sales, engineering, finance, customer success, and customers. The real question is, how do you get there? Product management leadership comes in two flavors. As an individual contributor, i.e., product manager.

Engineering 59

Engineering Report Positioning Influencer 59

Hubspot Sales

OCTOBER 26, 2017

So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. The Best Sales Conferences. Digital Sales Engine. Sales Acceleration Technology Summit. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit. TOPO Sales Summit.

Conference 111

Conference Scale Inbound Hiring 111

Anthony Cole Training

DECEMBER 5, 2014

Learning what the tools are at an early age was extremely helpful especially when dad (Ray) was working underneath a pickup truck or in the middle of a tractor engine and he said to his son (me), "Antny (Anthony), hand me the flat head screw driver." As a sales manager, you need a tool box. now on to my point about tools.

Tools 196

Tools Sales Management Hiring Pipeline 196

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 86

Compensation Retention Hiring Commission 86

Partners in Excellence

MARCH 24, 2022

Too often, I get asked to do a different version of the same speech, or a different version of the same workshop, or to write about the same issue, trying to get a new twist or slightly different approach. In my work, both in companies and in my consulting, I work with a lot of engineers, manufacturing people, and so forth.

Face-to-face 101

Face-to-face Engineering Up-Sell Consumer 101

Babette Ten Haken

APRIL 8, 2019

These professionals, including STEM professionals (Science-Technology-Engineer-Mathematics), often are the smartest people in the room. Discover how one of my Storytelling for STEM Professionals and Left Brain Thinkers keynotes and workshops can solidify, rather than segment, your organization. Hands down. Then contact me right here.

Decision Maker 101

Decision Maker SME Ideal Customer Profile Engineering 101