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.

6 Reasons Spring is the Perfect Time to Clean Up Your Knowledge Base

Guru

It’s easier to approach knowledge base maintenance as an ongoing activity than as a quarterly (or yearly) activity. knowledge management

How we reduced our chat response time from two hours to two minutes

Nutshell

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.

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.

5 Keys for Motivating Your Top Salespeople

Sales and Marketing Management

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.

Finally! A Contact Strategy That I Appreciate

John Barrows

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.

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.

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.

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.

Are You Making These Errors?

Smooth Sale

Take advantage today for building your knowledge base and increasing ideas that will move you forward: Catcat: “Build your future one skill at a time.”. Be motivated to work daily on personal development and increasing knowledge.

Consultative Selling: 5 Strategies You Need in 2018

Hubspot Sales

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?

Turning Connections To Conversations When Selling With LinkedIn, Episode #112

Vengreso

That’s a HUGE advantage when it comes to building the knowledge base you need in order to effectively connect with prospects through LinkedIn. Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts.

How to Adapt Your Sales Organization in the Subscription-Based World

Openview

According to Gartner , “By 2020, all new entrants and 80% of historical vendors will offer subscription-based business models.” As mentioned previously, the salesperson who closes the deal has developed a relationship with them and also has the knowledge base.

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.

7 Habits Of Highly Successful Business Development Managers

MTD Sales Training

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.

Highspot and Clari Connect Go-to-Market Teams for Efficient Revenue Operations

Highspot

Customers can be confident that they’re using the best solutions and enjoy a rapid return on investment through the rich knowledge base of our many existing customers. Today’s winning sales teams know that the modern buyer has changed.

Do You Realize How Far You Have Come?

Smooth Sale

As time goes on widen your knowledge base. Today’s question is, do you occasionally take the time to realize how far you have come? An occasional announcement will stop me in my tracks and have me reflecting on how I got to where I am today. My Story.

Welcome back – How Was Your Summer?

The Pipeline

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.

Medical device sales – the book of knowledge is expanding

Sales Training Connection

Book of Knowledge. He talked about a Book of Knowledge that sales reps needed to learn. According to Tim, this Book of Knowledge had “chapters” on clinical information, industry information, competitive information and sales skills that medical device sales reps would need to succeed.

5 Ways to Improve Customer Relationships Quickly

Zoominfo

Self-service support is a quick and easy way to improve relationships with your customer base. Build an online knowledge base: A Forrester Research study shows customers make the most frequent use of knowledge bases compared to other self-service channels ( source ).

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.

Who Wins the Future of Automation: Human, or Machine?

Pipeliner

For the direction the world is heading, you need knowledge—more intelligent people are needed in this increasingly automated society. If you’re in an industry that might, in the end, be totally automated, start now in changing over to a career that is more knowledge-based. In the discussion of automation and machine learning, there is certainly one crucial question, for sales and for everyone: is the future dominated by humans or machines? Or, both together in harmony?

Turning Connections To Conversations When Selling With LinkedIn, Episode #112

Vengreso

That’s a HUGE advantage when it comes to building the knowledge base you need in order to effectively connect with prospects through LinkedIn. Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts.

3 Industry40 Soft Skills catalyze Personal Development and Leadership

Babette Ten Haken

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

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Knowledge, Awareness and the End Game

A Sales Guy

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.

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.

3 Steps to Effectively Move Beyond ‘Sales Coaching’

Sales and Marketing Management

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.

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.

Giving Them The Answers

Partners in Excellence

Probably because they have demonstrated they have the knowledge to do the things the test tested them on. If those are the tasks that are important to doing the job, you want the people who have the knowledge to do the job. Let’s conduct a thought experiment.

How to Navigate the Jungle of Sales Tech: An Interview With Nancy Nardin

Smart Selling Tools

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.

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Certification Does Not Make for Ethical Leadership

Increase Sales

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.

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.

30 of the Best SaaS Partner Programs (and Why They Are So Good)

Allbound

After all, partnering up with other companies that share customer bases can be a huge asset in amplifying your sales and marketing. Partnering allows you to leverage a well-known brand with a broad network to grow your own customer base more quickly than would be possible on your own.

Why the Sales Training Process Never Truly Ends

DialSource

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.

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.

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?”

How Sugar Addresses your Biggest Customer Service Challenges

SugarCRM

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.

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.

Creating Compelling Sales Stories

Pipeliner

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.

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3 Steps to Effectively Move Beyond ‘Sales Coaching’

Sales and Marketing Management

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.