Expert insights. Personalized for you.
And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models. MORE
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. MORE
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. MORE
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? MORE
Imagine you work at a startup where you’ve been in charge of knowledge management and internal communications for the past three years. In the second year, you implemented a new knowledge base tool MORE
So you’ve rebuilt your knowledge base. Even when starting out with the best of intentions, it’s easy for teams — and companies — to let a clean knowledge base gradually become unusable. However, by instituting a team of knowledge champions who can create a governance structure, an organization can set its knowledge base up for ongoing success. knowledge managementCongratulations! But what happens now? MORE
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. MORE
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. As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. MORE
Where past revolutions have primarily impacted labor based jobs and enhanced knowledge based jobs. The current revolution is changing (I don’t think eliminating) knowledge based jobs. I am probably sounding like a broken record. MORE
The Essential C-Suite Initiative You Are Overlooking Today. It’s time revenue enablement is elevated to its rightful place among C-suite and boardroom discussions, alongside those of quarterly earnings, diversity and inclusion, and enterprise value. Fully embracing revenue enablement could mean the. MORE
During our most recent event, we interviewed Brantley Merritt , a seasoned knowledge manager on the learning & development team at ServiceSource. Serving big tech companies like Microsoft, Google, ServiceSource uses Guru to enable their sales delivery teams and unify all the knowledge across various tools and ecosystems. MORE
We’re here to help you understand and assess your current knowledge setup When’s the last time you’ve had a one-off question at work? Maybe you were looking for a specific slide to include in your pitch deck. MORE
Every sales leader looks for ways to improve the onboarding process and make their team more productive in order to build on the strengths of their talent base to drive revenue. Share the Collective Customer Knowledge. MORE
Support options: 24/7 live chat support, email support, product knowledge base. Along with email support and an extensive product knowledge base, PandaDoc offers 24/7 live chat support so you can ask questions and get answers when you need them most. MORE
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). When we observe the behaviors of another person in any given situation, our perceptions of what happened is added to our knowledge base of that person. From this knowledge base we make assumptions or presumptions regarding how we expect that person will behave in similar situations in the future. MORE
Whatever it is, it should challenge what they know and expand their skill set and/or knowledge base. Author: Kevin F. Davis It goes without saying that your top salespeople are the backbone of your team. Sure, they keep the sales rolling in, but they also play a key role in keeping your entire team motivated. When your top few are hard at work, the rest of the team aspires to their greatness. MORE
“I know they do stuff, I’m just not exactly sure what that stuff is.”. How many times have you heard (or let’s be honest, said ) those words from one of your colleagues in reference to another team or department? MORE
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. This capacity is about your knowledge base and the ability to apply that knowledge base. Have you ever considered to increase sales is as simple as being: Authentic? Believable? Consistent? MORE
Complementing real-time communication with a collaborative knowledge base is key to keeping teams aligned and productive even when distributed. MORE
A startup with multiple customer support contact centers, Via realized a well-adopted knowledge base was the key to keeping support agents and drivers on the same page. knowledge managementVia is a transportation network and real-time ride sharing company. MORE
LiveZilla is a web chat tool that offers unique features like screen sharing, real-time translation, and a global knowledge base. Plus, they can answer questions by integrating with and pulling information from your knowledge base tool. Use a pre-chat form to collect contact information and send targeted messages based on the behavior of your contacts. Did you know this? MORE
When the standard knowledge repositories aren’t delivering answers, where do sales reps get their information? While a lot of required information is covered in training modules and knowledge bases, those resources can quickly become outdated, so managers and subject matter experts end up being interrupted and asked the same questions over and over. “Teamwork makes the dream work!” MORE
Smart customer intelligence tools, like Sugar Hint , can expand your sales team’s view and knowledge on campaign activity, correspondence, interactions, and more, between leads and marketing. This makes it easier for salespeople to find relevant documentation and surf the knowledge base.”. MORE
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. The latter, intelligence within a context, Sternberg also calls street smarts, practical intelligence, or tacit knowledge. “I In any pursuit in life there is a formal knowledge base and an informal knowledge base. The formal knowledge base is what you’re told. MORE
If I had any, I’d hit up Outreach’s knowledge base for product information and Google for more general content. Looking to derail a sales call? Try saying something like: “Let me send you pricing after the call.”. Or, what about: “I’m not sure about that integration.”. MORE
When it comes to creating a centralized knowledge base, the tool you pick is just one piece of the puzzle. MORE
Based on what we heard, here are three ways your team can flourish across regions, time zones and even languages. The best part is that with every response this type of knowledge base gets stronger. Evaluate RFP opportunities based on past wins. MORE
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. MORE
And unlike the B2C domain, B2B customers drive purchasing decisions based more on logical rationales instead of solely relying on emotions. Based on the data collected, meaningful content and sales strategies can be curated to further influence sales and revenues. MORE
Knowledge Base. Asynchronous resources in your knowledge base are vital to any updates or changes to your products or services. Make knowledge base articles and videos more available with a few easy clicks so nobody is left in the dark. MORE
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. MORE
By completing knowledge-based learning before the virtual training event, online facilitators can engage sellers more meaningfully during the event. Creating learning campaigns based on sales personas. MORE
You could create FAQs or a knowledge base or online training (all of which SalesLoft has), but even that may not seem like enough. By organizing key assets from SalesLoft University and the SalesLoft Knowledge Base , we’re empowering customers to answer their own questions anytime. . MORE
A company wiki is a type of knowledge management software: an updatable source of internal company information. Read on to find out why wikis won’t help you solve fundamental problems with your knowledge. knowledge management MORE
We need to change our perspective, questions, thinking and knowledge base to thrive. Those who are surviving will be required to upgrade their skill set, industry knowledge and market insight. Author: Charles D. Brennan Jr. MORE
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. As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. MORE
Set up and use custom object-based trigger workflows to automate time-consuming tasks and target your audience where they want to be reached, when they want to be reached. Create a knowledge base. MORE
It’s easier to approach knowledge base maintenance as an ongoing activity than as a quarterly (or yearly) activity. knowledge managementBut just in case you’re having a tough time dedicating some time to do that much-needed cleanup, here are 6 reasons that spring is the perfect time to get going. MORE
Emails include info from our Knowledge Base, SalesLoft University, and videos from SalesLoft employees. Next, as I mentioned, it’s a challenge to keep up with our growing customer base. Or if you prefer independent learning, check out the SalesLoft Knowledge Base. MORE
Knowledge Base Related Topics 
Guru
JULY 15, 2021
Imagine you work at a startup where you’ve been in charge of knowledge management and internal communications for the past three years. In the second year, you implemented a new knowledge base tool
Guru
MARCH 25, 2021
“I know they do stuff, I’m just not exactly sure what that stuff is.”. How many times have you heard (or let’s be honest, said ) those words from one of your colleagues in reference to another team or department?
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Guru
FEBRUARY 4, 2020
We’re here to help you understand and assess your current knowledge setup When’s the last time you’ve had a one-off question at work? Maybe you were looking for a specific slide to include in your pitch deck.
Guru
MAY 7, 2020
A company wiki is a type of knowledge management software: an updatable source of internal company information. Read on to find out why wikis won’t help you solve fundamental problems with your knowledge. knowledge management
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.
Guru
MARCH 28, 2019
It’s easier to approach knowledge base maintenance as an ongoing activity than as a quarterly (or yearly) activity. knowledge managementBut just in case you’re having a tough time dedicating some time to do that much-needed cleanup, here are 6 reasons that spring is the perfect time to get going.
Sales Benchmark Index
JULY 13, 2020
The Essential C-Suite Initiative You Are Overlooking Today. It’s time revenue enablement is elevated to its rightful place among C-suite and boardroom discussions, alongside those of quarterly earnings, diversity and inclusion, and enterprise value. Fully embracing revenue enablement could mean the.
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.
Guru
JULY 29, 2021
When it comes to creating a centralized knowledge base, the tool you pick is just one piece of the puzzle.
Guru
NOVEMBER 19, 2019
So you’ve rebuilt your knowledge base. Even when starting out with the best of intentions, it’s easy for teams — and companies — to let a clean knowledge base gradually become unusable. However, by instituting a team of knowledge champions who can create a governance structure, an organization can set its knowledge base up for ongoing success. knowledge managementCongratulations! But what happens now?
Guru
JANUARY 12, 2021
Complementing real-time communication with a collaborative knowledge base is key to keeping teams aligned and productive even when distributed.
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Partners in Excellence
AUGUST 19, 2021
Where past revolutions have primarily impacted labor based jobs and enhanced knowledge based jobs. The current revolution is changing (I don’t think eliminating) knowledge based jobs. I am probably sounding like a broken record.
Guru
MAY 27, 2020
A startup with multiple customer support contact centers, Via realized a well-adopted knowledge base was the key to keeping support agents and drivers on the same page. knowledge managementVia is a transportation network and real-time ride sharing company.
Guru
JULY 31, 2020
During our most recent event, we interviewed Brantley Merritt , a seasoned knowledge manager on the learning & development team at ServiceSource. Serving big tech companies like Microsoft, Google, ServiceSource uses Guru to enable their sales delivery teams and unify all the knowledge across various tools and ecosystems.
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). When we observe the behaviors of another person in any given situation, our perceptions of what happened is added to our knowledge base of that person. From this knowledge base we make assumptions or presumptions regarding how we expect that person will behave in similar situations in the future.
Hubspot Sales
JANUARY 18, 2021
Set up and use custom object-based trigger workflows to automate time-consuming tasks and target your audience where they want to be reached, when they want to be reached. Create a knowledge base.
SalesLoft
APRIL 27, 2020
You could create FAQs or a knowledge base or online training (all of which SalesLoft has), but even that may not seem like enough. By organizing key assets from SalesLoft University and the SalesLoft Knowledge Base , we’re empowering customers to answer their own questions anytime. .
Sales and Marketing Management
AUGUST 17, 2020
We need to change our perspective, questions, thinking and knowledge base to thrive. Those who are surviving will be required to upgrade their skill set, industry knowledge and market insight. Author: Charles D. Brennan Jr.
SugarCRM
FEBRUARY 22, 2021
Smart customer intelligence tools, like Sugar Hint , can expand your sales team’s view and knowledge on campaign activity, correspondence, interactions, and more, between leads and marketing. This makes it easier for salespeople to find relevant documentation and surf the knowledge base.”.
Sales and Marketing Management
OCTOBER 26, 2020
And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models.
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. As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment.
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. The latter, intelligence within a context, Sternberg also calls street smarts, practical intelligence, or tacit knowledge. “I In any pursuit in life there is a formal knowledge base and an informal knowledge base. The formal knowledge base is what you’re told.
Sales and Marketing Management
FEBRUARY 15, 2021
By completing knowledge-based learning before the virtual training event, online facilitators can engage sellers more meaningfully during the event. Creating learning campaigns based on sales personas.
Smart Selling Tools
SEPTEMBER 20, 2018
When the standard knowledge repositories aren’t delivering answers, where do sales reps get their information? While a lot of required information is covered in training modules and knowledge bases, those resources can quickly become outdated, so managers and subject matter experts end up being interrupted and asked the same questions over and over. “Teamwork makes the dream work!”
Sales and Marketing Management
JULY 26, 2020
Every sales leader looks for ways to improve the onboarding process and make their team more productive in order to build on the strengths of their talent base to drive revenue. Share the Collective Customer Knowledge.
Nutshell
JULY 16, 2021
I previously wrote a knowledge base article about selecting helpful dashboard cards based on your department or role within your organization.
Cience
DECEMBER 1, 2020
Knowledge Base. Asynchronous resources in your knowledge base are vital to any updates or changes to your products or services. Make knowledge base articles and videos more available with a few easy clicks so nobody is left in the dark.
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.
Sales and Marketing Management
APRIL 1, 2019
Whatever it is, it should challenge what they know and expand their skill set and/or knowledge base. Author: Kevin F. Davis It goes without saying that your top salespeople are the backbone of your team. Sure, they keep the sales rolling in, but they also play a key role in keeping your entire team motivated. When your top few are hard at work, the rest of the team aspires to their greatness.
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. This capacity is about your knowledge base and the ability to apply that knowledge base. Have you ever considered to increase sales is as simple as being: Authentic? Believable? Consistent?
Sales Hacker
SEPTEMBER 1, 2021
If I had any, I’d hit up Outreach’s knowledge base for product information and Google for more general content. Looking to derail a sales call? Try saying something like: “Let me send you pricing after the call.”. Or, what about: “I’m not sure about that integration.”.
Hubspot
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?
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.
Sales and Marketing Management
JUNE 4, 2020
Based on what we heard, here are three ways your team can flourish across regions, time zones and even languages. The best part is that with every response this type of knowledge base gets stronger. Evaluate RFP opportunities based on past wins.
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. As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment.
Cience
NOVEMBER 11, 2020
And unlike the B2C domain, B2B customers drive purchasing decisions based more on logical rationales instead of solely relying on emotions. Based on the data collected, meaningful content and sales strategies can be curated to further influence sales and revenues.
SalesLoft
MAY 6, 2020
Emails include info from our Knowledge Base, SalesLoft University, and videos from SalesLoft employees. Next, as I mentioned, it’s a challenge to keep up with our growing customer base. Or if you prefer independent learning, check out the SalesLoft Knowledge Base.
John Barrows
FEBRUARY 6, 2019
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.
Hubspot Sales
MAY 23, 2019
LiveZilla is a web chat tool that offers unique features like screen sharing, real-time translation, and a global knowledge base. Plus, they can answer questions by integrating with and pulling information from your knowledge base tool. Use a pre-chat form to collect contact information and send targeted messages based on the behavior of your contacts. Did you know this?
PandaDoc
AUGUST 6, 2021
Support options: 24/7 live chat support, email support, product knowledge base. Along with email support and an extensive product knowledge base, PandaDoc offers 24/7 live chat support so you can ask questions and get answers when you need them most.
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