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 96

Knowledge Base Churn Loyalty Buying Cycle 96

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 61

Knowledge Base Education Segment Energy 61

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 246

Knowledge Base Influencer Facebook Leads 246

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 308

Knowledge Base Course Small Business Small Business 308

Smart Selling Tools

SEPTEMBER 20, 2018

When the standard knowledge repositories aren’t delivering answers, where do sales reps get their information? So, if it’s costly to interrupt colleagues to ask questions, and knowledge bases are frequently out of date, what’s an organization to do?

Survey 129

Survey Face-to-face Knowledge Base Study 129

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 257

Sales Management Knowledge Base Study Cold Calling 257

Hubspot Sales

DECEMBER 21, 2017

Build Knowledge-Based Trust. From the customer’s point of view, the greatest need for improvement is in salespeople’s knowledge of the customer’s business and industry,” reports Harvard Business Review, after interviewing more than 300 professionals. What is consultative selling?

Consultative Selling 109

Consultative Selling Strategy Knowledge Base Customer 109

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 131

Social Selling Social Media Knowledge Base Funnel 131

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 225

Training Travel Exercises Analytics 225

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 79

Social Selling Social Media Knowledge Base Funnel 79

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 271

Harvest Knowledge Base How To Closing 271

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 196

Knowledge Base Media Sales Cycle Course 196

Babette Ten Haken

SEPTEMBER 13, 2018

Whether due to educational pedigree, knowledge-based or manual employment status or pay grade. Developing Industry40 soft skills are critical to executing strategy in today’s digitally-transforming workplaces. First, the industrial Internet of Things (Industry 4.0

SME 75

SME Software Software Knowledge Base 75

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 169

Guarantee Industry Education Groups 169

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 150

Influencer Knowledge Base Trends Industry 150

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.

Training 85

Training Call Monitoring Resources Knowledge Base 85

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 211

Meeting Sales Meeting Training Travel 211

Sales and Marketing Management

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 200

Coaching Sales Coaching Exercises Knowledge Base 200

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 91

Knowledge Base Opportunity Training 91

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 130

Real Estate Licensing Demographics Knowledge Base 130

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 93

Sales Operations Analytics Forecasting Compensation 93

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 113

Knowledge Base Training Company Sales 113

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 200

Meeting Sales Meeting Training Travel 200

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 289

Small Business Small Business Promotion Construction 289

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 135

Strategy eBook Knowledge Base Industry 135

Sales and Marketing Management

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

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 91

Knowledge Base Opportunity CRM Relationals 91

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 231

Compensation Strategy System Discount 231

Sales Hacker

AUGUST 8, 2018

They are cloud-based, AI-driven, and accessible from mobile phones. Provide a universal and always synced and updated knowledge base for the sales organization. A sales CRM is a foundational tool for modern sales organizations.

CRM 74

CRM Oracle Trends Data 74

Pointclear

SEPTEMBER 12, 2011

With Chatter Service, customers will be able to ask their question once in a familiar social feed, and have the answer come to them in an instant--whether it's from the knowledge base, the community of experts or a service agent.

SalesForce 173

SalesForce Jigsaw Enterprise Enterprise 173

Smart Selling Tools

AUGUST 14, 2018

She is well known in many sales circles for her role in developing a popular “sales tech landscape” graphic that organizes many of the current sales technologies graphically into categories based on their position in the sales process.

Vendor 74

Vendor Trade Show Funnel Analytics 74

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 50

Data Retention Segment Knowledge Base 50

Xactly

AUGUST 1, 2018

team seven years ago, and I now manage a global program with over 350 payees [and] am working towards my CSCP certification to expand my knowledge base.”. Sales compensation is an important part of a successful company.

Incentive 52

Incentive Incentives Compensation Commission 52

Hubspot Sales

MARCH 20, 2018

That’s because the nature of these traditional VAR services is project-based. But what if you didn’t have to replace your entire client base? connecting the pre-sale and post-sale experience, building customer support and chat experiences, designing the customer knowledge base, etc.).

Trends 97

Trends Software Software Hubspot 97

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 41

Customer Service Distribution Channels Social Media 41

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.

Education 214

Education Course Benefit Knowledge Base 214

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.

Churn 98

Churn Hubspot Customer Retention 98

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 124

Advertising Advertising Knowledge Base Revenue 124

A Sales Guy

FEBRUARY 19, 2013

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.

Knowledge Base 132

Knowledge Base Closing Positioning Coaching 132

Increase Sales

JULY 5, 2013

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.

Banking 254

Banking Training Infusion Retention 254

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?”

Pipeline 59

Pipeline Prospecting Knowledge Base Enterprise 59

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 85

Google Analytics Analytics Social Media SalesForce 85

ExecVision

JULY 8, 2018

And, since they truly believe they are more capable than they actually are, they are less likely to proactively seek out new knowledge to learn more about sales or to otherwise invest in their professional development. Give Sales People an Objective Measure of Their Capabilities and Knowledge. Use tests and assessments to provide under skilled and overconfident sales reps an objective measure of their capabilities and knowledge.

Incentive 40

Incentive Incentives Education Commission 40