Partners in Excellence

NOVEMBER 27, 2014

The days of product, even solution based differentiation are long passed. Ultimately, the differentiator is the knowledge and experience we bring–both in the selling process and as our customers implement and use our solutions. It’s the knowledge and experience sales teams (not just sales people) bring to customers that become the ultimate differentiator. So knowledge and experience become critical assets to our own success and growth.

Knowledge Base 68

Knowledge Base Churn Loyalty Data 68

Nutshell

FEBRUARY 5, 2018

When I looked closer at the rate and kinds of interactions that the Support team was having on a daily basis, the root of the problem became clear to me right away: We had too many people asking us questions, when the answers were readily available in our knowledge base. Ultimately, we decided to make the switch from Intercom—our former knowledge base and chat provider—to Zendesk , and went to work migrating all of our support content.

Knowledge Base 55

Knowledge Base Education Segment Energy 55

Increase Sales

APRIL 20, 2014

In the behavior model, this concept is captured in the term “Knowledge.” Knowledge is the sum total what we know to be true, as we perceive it (perceptions). Now, our behaviors as the other person perceives it, then become part of the other person’s knowledge base of us.

Knowledge Base 156

Knowledge Base Influencer Facebook Leads 156

No More Cold Calling

JANUARY 12, 2017

For this month’s guest post, I asked Dr. Tony Alessandra to clear up the definition of formal knowledge versus street smarts, and explain which is better for sales managers. In any pursuit in life there is a formal knowledge base and an informal knowledge base.

Sales Management 263

Sales Management Knowledge Base Study Cold Calling 263

Increase Sales

OCTOBER 27, 2012

She also shared that one of my perceived competitors in Northwest Indiana does not come close in any way to my executive coaching, facilitation, knowledge of training and development, organizational development consulting and my business ethics.

Knowledge Base 216

Knowledge Base Course Small Business Small Business 216

A Sales Guy

AUGUST 31, 2015

I’ll be breaking from the pack and talking about social learning and how you can use social to increase your knowledge base around your customers, your competitors, the industry, your business acumen, trends, your product and more.

Social Selling 78

Social Selling Social Media Knowledge Base Funnel 78

Increase Sales

FEBRUARY 9, 2016

The premise is “certification” will improve the industry because of certain knowledge standards have been maintained. These industries are highly regulated and individuals are supposed to demonstrate a high level of knowledge, expertise along with ethical leadership.

Guarantee 167

Guarantee Industry Education Groups 167

Sales Hacker

DECEMBER 21, 2017

Optimization of Sales Tools, Knowledge Base and other Assets. In the guide, Matt described the different stages — based on annual recurring revenue (ARR) — at which companies should hire its sales ops people. Content and knowledge base management.

Sales Operations 99

Sales Operations Analytics Compensation Forecasting 99

Sales Training Connection

SEPTEMBER 22, 2015

They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. Do knowledge-based product training and sales fundamentals online. Online Sales Training.

Training 151

Training Travel Analytics Exercises 151

DialSource

APRIL 9, 2018

Mark Magnacca recommends a model based off of three core phases of learning: curriculum learning, reinforcement learning, and just-in-time learning. At some point in our careers, we all fall victim to the cheesy, outdated training video.

Call Monitoring 60

Call Monitoring Training Resources Knowledge Base 60

Sales and Marketing

OCTOBER 25, 2017

Because this method is experience-based instead of program-based, sales reps get a better understanding of “This is how we sell.” And leaders can more efficiently manage individual development by tooling the knowledge-based behaviors and focusing more on those processes that require complex assimilation. Author: Rick Cheatham Most leaders believe that strong salespeople are born sellers.

Coaching 181

Coaching Sales Coaching Exercises Knowledge Base 181

Increase Sales

JUNE 6, 2016

Having sold industrial pipe, valves and fittings, my product knowledge base was extensive. Not many industries or organizations devote their time and dollars to determining what problems exist. The National Association of Realtors did just that. Their Danger Report released over a year ago revealed the number one problem with those selling real estate is their overall incompetence.

Real Estate 129

Real Estate Licensing Demographics Knowledge Base 129

Partners in Excellence

NOVEMBER 7, 2016

Every time we do this, we lose all that we have invested in developing them, we lose all that knowledge of what it takes to be successful selling our products/solutions, or what it takes to be successful engaging our customers.

Knowledge Base 105

Knowledge Base Opportunity CRM Relationals 105

MTD Sales Training

NOVEMBER 27, 2017

Successful BDMs ask those deeper questions, because they see them as the only inroad to increasing knowledge about their industry, their products and services and their clients. This generates a passion for learning and building knowledge. Most of your learning will take place on the job and outside of a training classroom, so look for chances to build your knowledge and keep an eye out for improving your learning every day. Increase Your Research Base.

Influencer 151

Influencer Knowledge Base Trends Industry 151

Sales Training Connection

MARCH 9, 2012

A vast majority of the top sales managers identify the pockets of specialty knowledge residing inside their sales team. Some of the knowledge may be solution-specific based upon what the sales reps sell. Collectively, every sales team has an enormous resident knowledge base.

Knowledge Base 144

Knowledge Base Media Sales Cycle Course 144

Pipeliner

MAY 5, 2018

They can do this by: Presenting material that accounts for the customer’s existing knowledge base. According to research from International Data Corporatio n, 75% of CFOs and CIOs at global organizations say that they have trouble using data to make decisions.

Data 45

Data Retention Segment Knowledge Base 45

Sales and Marketing

OCTOBER 25, 2017

Because this method is experience-based instead of program-based, sales reps get a better understanding of “This is how we sell.” And leaders can more efficiently manage individual development by tooling the knowledge-based behaviors and focusing more on those processes that require complex assimilation. Author: Rick Cheatham Most leaders believe that strong salespeople are born sellers.

Coaching 150

Coaching Sales Coaching Exercises Knowledge Base 150

Sales Hacker

NOVEMBER 28, 2017

Keep in mind that rep working time comes with “shrinkage”–hours lost to meetings, breaks, training, knowledge-base writing, etc. For years, our hiring strategy for the HubSpot customer support team was simple.

Hubspot 106

Hubspot Churn Customer Retention 106

The Pipeline

SEPTEMBER 5, 2012

To get to that, again leverage your knowledge based on past deals, wins, losses and draws , and base your discovery questions and topics on that.

Harvest 177

Harvest Knowledge Base Closing ACT 177

A Sales Guy

DECEMBER 1, 2016

If your content marketing and account based marketing content aren’t doing the above, you don’t have lead generating content; you have a lot of documents. Good disruptive content adds information to their current knowledge base. Have you noticed? Most content sucks.

Strategy 134

Strategy eBook Knowledge Base Industry 134

SugarCRM

APRIL 3, 2018

Dynamic workflows route cases to the appropriate agents based on issue priority, team capacity, and agent expertise to optimize efficiency and resolve issues faster. Empower customers and business partners with self-service tools including a knowledge base to seek advice or find solutions to issues. Companies like Amazon and Zappos are lauded for providing outstanding customer service. That has raised the bar for what customers expect from every brand they interact with.

Customer Service 40

Customer Service Distribution Channels Inbound 40

Sales Hacker

DECEMBER 4, 2017

Make real time decisions based on data-driven insight, but in crisp, simple language everyone comprehends. Need to brush up on product knowledge? Access the latest relevant content on your team’s knowledge base. Slack. Everybody wants a little.

Google Analytics 91

Google Analytics Analytics Social Media SalesForce 91

MTD Sales Training

JANUARY 11, 2018

The aptitude and capability to tap into this global knowledge base will give the future sales director the chance to expand their business quicker than ever. It’s no secret that everything in the working environment is evolving. The biggest shifts that are happening in work are being driven by Artificial Intelligence, Globalisation and robotics.

Knowledge Base 114

Knowledge Base Training Company Sales 114

Partners in Excellence

AUGUST 23, 2017

One would never guess that is common knowledge based on emails and phone calls I receive. It might seem obvious to everyone reading the title of this post. Of course we know that not everyone is a prospect or a potential customer. I reflect on the emails and calls, astounded, thinking, “Why do they possibly think I might be interested in a conversation or that I could even be a prospect for their solutions?”

Prospecting 63

Prospecting Pipeline Knowledge Base Enterprise 63

Sales Training Connection

SEPTEMBER 17, 2015

It is particularly effective for conducting any type of knowledge based learning such as: product, marketplace, and technical training. A Classic – ’63 Corvette.

Meeting 137

Meeting Sales Meeting Training Travel 137

A Sales Guy

AUGUST 25, 2012

Most of us have the knowledge to do our jobs well. We trust our knowledge and that’s the problem. Knowledge relies on everything going as planned. Knowledge can get us out of trouble, but it takes longer. Awareness takes knowledge to the next level. Awareness doesn’t let us get comfortable with our knowledge. Awareness adds new information to the knowledge base we already have. You DON’T have all the knowledge.

Knowledge Base 60

Knowledge Base Opportunity Training 60

Lessonly

MAY 17, 2018

Zendesk and Lessonly work in tandem to provide both meaningful training and a vibrant knowledge base—when the agent needs it most. Pro Tip: Both Zendesk’s Knowledge Capture app or Lessonly’s search capabilities provide ways to discover training gaps. We’ve all heard it before: Truly world-class customer service organizations meet consumers where, how, and when they want to be met.

Film 40

Film Churn Channels Policies 40

Increase Sales

OCTOBER 1, 2012

“If you found this information helpful and need more in depth knowledge about one or more than one of the key learning objectives from today’s presentation, the last slide has information for registering for future webinars.”

Small Business 199

Small Business Small Business Promotion Construction 199

Sales Training Connection

NOVEMBER 17, 2014

It is particularly effective for conducting any type of knowledge based learning such as: product, marketplace, and technical training. Sales training and. national sales meetings. Over the years we have attended a number of our clients’ national sales meetings. Great events!

Meeting 130

Meeting Sales Meeting Training Travel 130

Sales Training Connection

DECEMBER 5, 2012

Although perhaps less has been written on sales compensation, a substantial body of knowledge exists – a particularly comprehensive and insightful treatment is Compensating New Sales Roles by Colletti and Fiss. Sales Compensation + Sales Strategy.

Compensation 156

Compensation Strategy System Discount 156

Sales Hacker

OCTOBER 22, 2017

Product Knowledge. Inadequate product knowledge is unacceptable in the world of selling. Deep and extensive product knowledge is a prerequisite to high sales performance. Strong Knowledge of Common Business Software & Sales Enablement Solutions. Policy Knowledge.

Policies 110

Policies Social Media Negotiation Remedy 110

Pipeliner

MARCH 30, 2018

Thus almost all sales solutions are people-based solutions. Sales is a knowledge based position. Theory of knowledge. Sales needs to develop their theory of knowledge. The current level of sales management is failing companies. It is failing customers and it is failing the employees. Average tenure of a sales leader has dropped from 26 months (bad) to 18 months (horrible).

Commission 51

Commission Sales Management Motivation Data 51

A Sales Guy

APRIL 10, 2016

Knowledge: Take note people, not many of you are going to like what I say here, but the truth hurts. Few of you hustle in the knowledge department. Knowledge is the most important and dominant trait of the successful. You have to expand your knowledge base daily.

Knowledge Base 85

Knowledge Base Exact Competition Closing 85

Partners in Excellence

AUGUST 23, 2017

Knowledge is power—this has been acknowledged for years. They have self educated and have “knowledge” of their requirements and the ability of the solution to meet their needs. But there are huge gaps in critical knowledge. Knowledge is power.

Education 62

Education Knowledge Base Groups Research 62

Partners in Excellence

SEPTEMBER 9, 2013

It ended up being a very simple fix, but I had spent time on the vendor’s web site searching their “knowledge base,” called the support center–agreed to a $99 fee, got into all sorts of queues, described my problem to all sorts of people, and when I got to the final person, re-described my problem a final time, it took us a few minutes to solve. Sometimes, I think we get customer service wrong. We try to create outstanding experiences.

Customer Service 68

Customer Service Customer Survey Knowledge Base 68

Sales Training Connection

JULY 27, 2012

The recruits would have a better sense that they are making the right career choice hence reduced turnover and they would have a better knowledge base right out of the gate. College Students and Sales. It’s time for an informal poll of all those 2011 college graduates out there.

Course 137

Course Education Benefit Knowledge Base 137

Partners in Excellence

JUNE 5, 2016

To be successful engaging our customers and prospects, we have to be knowledgeable about them, their businesses, their markets, industries, their customers, and competition. Over the past years, sales people have become a prime target for “help.”

System 83

System Territories Knowledge Base Competition 83

Hubspot Sales

DECEMBER 8, 2017

Calculate this along with a slew of other profit-based metrics with Profit Story. Knowledge-Based Apps for Salespeople. The Best Mobile Sales Apps for Salespeople. Slack. LinkedIn. Twitter. 30/30. Profit Story. HubSpot Sales. CamCard. Keynote. Close the Sale. Mobile CRM app.

CamCard 109

CamCard Hubspot Microsoft Travel 109

A Sales Guy

OCTOBER 8, 2013

a man/woman knowledgeable or proficient in more than one field. The have wide, deep, robust knowledge in a myriad of fields and interests. Renaissance sales people leverage their broad intellectual knowledge to solve problems, dissect complex challenges and create opportunities.

Advertising 81

Advertising Advertising Knowledge Base Revenue 81

SugarCRM

JANUARY 8, 2018

b) Code Base/Source Code Access: Does the solution provide access to the full source code? Is the code base consistent across all modules? Do they offer extended, phone-based technical support packages? Do they provide a knowledge base, case portal, or other online resources? With the wide range of different CRM solutions on the market, it can be challenging to figure out exactly which one is right for your business.

CRM 35

CRM Vendor Licensing Data 35