Selling In A “Knowledge Based” Economy

Partners in Excellence

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.

Why Sales Managers Need Street Smarts

No More Cold Calling

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.

Trending Sources

Our Behaviors Mirror Our Beliefs

Increase Sales

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.

Sales Operations Demystified: What It Is, Why It Matters, and How To Do It Right

Sales Hacker

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.

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7 Skills Sales Directors Will Need In 2025

MTD Sales Training

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.

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The ABC Approach to Increase Sales

Increase Sales

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.

The 33 Best Slack Integrations and Apps for Sales & Marketing Productivity

Sales Hacker

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.

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Sales training and national sales meetings – an odd couple

Sales Training Connection

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!

Not Everyone’s A Customer Or A Prospect!

Partners in Excellence

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?”

A CRM Evaluation Checklist: What Should You Look For?


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.

36 Apps Every Sales Rep Needs on Their Phone in 2018

Hubspot Sales

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.

What Career Paths Do You Offer Your Sales People?

Partners in Excellence

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.

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Online sales training – it’s time for a second look

Sales Training Connection

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.

Knowledge Is Power

Partners in Excellence

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.

The 30+ Most Desirable Sales Skills & Traits You MUST Develop To Become An Unstoppable Rep

Sales Hacker

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.

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Leverage sales expertise – advice from Dr. Oz

Sales Training Connection

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.

How Many Customer Support Reps Do You Need? These 4 Stats Will Tell You Everything.

Sales Hacker

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.

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The Simple Test That Reveals Whether Prospects Will Actually Buy

Hubspot Sales

Here’s where I went wrong: While I believe his desire to change was 100% sincere, I incorrectly assumed that he could act on it based on his word alone. Custom recommendation based on what I've already learned about their sales process].

Sales training and national sales meetings – an odd couple – An STC Classic

Sales Training Connection

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

The 3 Types of Content All Good ABM Strategies Need

A Sales Guy

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.

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Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

There’s more knowledge available to you right now as a sales professional than you can probably handle. The Account Based Movement Is Here To Stay (And Only Getting Stronger). SaaS was the end of forms based software. It’s that time of year again.

Why It’s a Must to be a Renaissance (sales) Man

A Sales Guy

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.

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43 Questions to Create a Sense of Urgency

Hubspot Sales

28) "Which themes are coming up again and again on [Slack, Hipchat, your knowledge base/wiki]?". If it’s too early in the sales process for references, suggest a knowledge-sharing conversation instead. Adjust the date based on your sales cycle.

Why Hustle Isn’t What’s Most Important

A Sales Guy

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.

Sales People, We Have A PR Problem

Partners in Excellence

Related Posts: Selling In A “Knowledge Based” Economy It’s Never JUST A Sales Problem! Sales people, we have a PR problem, … it’s Real,…… and we probably deserve it, … and we need to do something about it.

All Your Help Is Killing Me!!

Partners in Excellence

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.”

Up Your Social Selling Game

A Sales Guy

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.

30 Ways to use Value Selling


Knowledge Base – educate your customers so they can find their own valuable answers. FAQs – allow your prospects and customers to serve themselves whilst demonstrating your knowledge and expertise through your FAQ page or guide.

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How to Become a Consultant: 9 Steps to Doing it Right

Hubspot Sales

Time-Based: Identify deadlines for your goals. Time-Based: November 15: Website goes live. Whether software-, skills-, or subject matter-specific certifications, find out what’s important in your industry and invest in expanding your knowledge base.

Please Stop the Ongoing Insanity in Bank Sales Training

Increase Sales

Training is for the initial new information or knowledge. Development takes that knowledge to that next level of application and further strengthens it. Assess for talents, learning styles and knowledge base to build What’s In It For Me (WIIFM) and deliver positive ROI.

What Every Great Sales Person Must Have in 2014

A Sales Guy

In your effort to deliver a high-quality blog, you obtain tremendous amounts of knowledge about your space, the industry, your products, your solutions, the competition, etc. When you document your knowledge and become a thought leader, demand for you, your knowledge and reach grows.

Top Performers: Obsessive Learning And Relentless Execution

Partners in Excellence

They know that their power lies in their knowledge (and their ability to apply that in the situation, but I’ll come to that in a moment). They use their daily experience to build on their knowledge base, refining their approach to learning and building their knowledge, and re-applying it. It’s part of their “system” for obsessively learning and collecting knowledge they can apply in achieving their goals.

The Quick, Smart & Actionable Guide To Building Your Sales Process

Sales Hacker

Skim through your organization’s knowledge base to understand different customer engagement scenarios and how real salespeople actually solved pain points, handled complaints, closed deals, and generated repeat business. . Based on a number of factors, your team should set an ideal customer profile and screen prospects based on this benchmark.

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8 Must Read Books to Become a Bad Ass Sales Person

A Sales Guy

You need to expand you knowledge base. Becoming a bad ass sales person requires a complex understanding of core and peripheral sales knowledge. Success is not static. Growing, getting better and honing your craft is critical.

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Why All the Wasted Time in Small Business Sales Webinars?

Increase Sales

“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.”

Selling Real Estate - The Door Opener Sales Syndrome

Increase Sales

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.

Who Cares About “Outstanding Customer Service Experience?”

Partners in Excellence

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.

Attrition Is A Leadership Problem

Partners in Excellence

They believe they are being treated as commodities, they see the company has no respect for individuals or don’t see the company valuing the knowledge/experience of its people as a differentiator. Some time ago, I wrote, A Frightening Look At The “Cost Of Selling.”

10,000 Hours in Sales

A Sales Guy

That requires getting coaching, reading regularly, trying new approaches, extending your knowledge base and more. I was riding the lift today in my teaching blues when a visitor from NY asked how long I had been skiing. During the conversation the concept of 10,000 hours came up.

Heavy Hitter Sales Blog: Are Top Salespeople Born or Made?

HeavyHitter Sales

  My last article on the " Seven Personality Traits of Top Salespeople" was based on personality tests administered to 1,000 top business-to-business salespeople. His answer would be based on previous experiences with similar circumstances. Heavy Hitter Sales Blog.