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 39

Knowledge Base Sales Management Buying Cycle Data 39

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 80

Sales Management Knowledge Base Study Cold Calling 80

Pipeliner

SEPTEMBER 5, 2017

Avoid generalizations that exhibit only surface-level knowledge. When a buyer sees a seller’s actions as consistent with what they say, they establish Knowledge-based Trust. We live in a noisy world. Every medium competes for our attention with a constant flow of messages.

Consultative Selling 85

Consultative Selling Conversion SAP Decision Maker 85

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 22

Knowledge Base Influencer Facebook 22

Sharon Drew Morgan

SEPTEMBER 18, 2017

To get to the unconscious and real change, our habitual skills are inadequate: Questions: our natural curiosity and inquiry-based questioning processes are biased – posed by Questioners from their restricted subjective experience (and prejudiced curiosity and assumptions) and predisposed goals; our conscious curiosity restricts possible outcomes and butt up against the limits of our Communication Partner’s (CPs) biases, assumptions, history, expectations and knowledge base.

System 19

System Data Policies Coaching 19

Sharon Drew Morgan

APRIL 25, 2016

Too many of us – coaches, sellers, doctors, leaders, parents, to name a few – base our connections on offering and gathering information (which accesses conscious behavioral data) causing us to succeed only with CPs whose unconscious beliefs are aligned.

System 32

System Data Policies Coaching 32

Babette Ten Haken

DECEMBER 12, 2016

Capturing individual client’s voices creates the Voice of your Customer Base. Share insights gleaned from similar conversations across your customer base. This broad-based knowledge sharing strategy is valuable.

Retention 48

Retention Sales Knowledge Base Segment 48

Sharon Drew Morgan

DECEMBER 5, 2016

We’ve studied decision making for millennia, with a consistent focus on a ‘rational’ outcome based on ‘facts’. We each consider our decisions ‘rational’ as they comply with our own belief structure and knowledge at the time we’re making them.

Data 31

Data Negotiation System Research 31

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 35

Knowledge Base Course Small Business Small Business 35

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 82

Meeting Sales Meeting Training Travel 82

Babette Ten Haken

NOVEMBER 16, 2016

At IoT Emerge, Robert Bierwagen, VP and CIO of MPI Corporation , discussed his own CIO IoT journey automating the shop floor from a paper-based to a cloud-based ERP (enterprise resource planning) system. Product specifications were text-based. Knowledge is no longer tribal.

Enterprise 61

Enterprise Enterprise Distribution Case Study 61

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 31

Education Knowledge Base Groups Research 31

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 33

Knowledge Base Opportunity Relationals Data 33

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 34

Training Exercises Travel Knowledge Base 34

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.

Sales Management 40

Sales Management Knowledge Base Sales Cycle Course 40

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.

eBook 30

eBook Marketing Prospecting Knowledge Base 30

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 38

Meeting Sales Meeting Travel Microsoft 38

Microsoft Dynamics

SEPTEMBER 22, 2015

By unifying data that was once spread across spreadsheets, databases, and systems, decision makers can now create a single, searchable hub for your entire knowledge base. If you’ve turned your attention away from business evolution for a minute, you’ve likely lost a mile of ground.

Analytics 19

Analytics Data Decision Maker Trends 19

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 33

Knowledge Base Exact Competition Closing 33

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.

Knowledge Base 35

Knowledge Base Advertising Advertising Revenue 35

The Sales Blog

AUGUST 7, 2012

Do you want it that bad enough to go back to square one and start over with a different knowledge base? How Bad Do You Want It? is a post from: The Sales Blog | S. Anthony Iannarino. Do you want what you want so much that you will get up in the lonely hours of the morning to work on it? Are you willing to stop hitting the snooze button on your life to have what you want?

Knowledge Base 30

Knowledge Base Energy Sales Relationals 30

Partners in Excellence

JANUARY 23, 2015

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.

Commission 52

Commission Sales Management Revelation Compensation 52

Babette Ten Haken

JULY 25, 2016

Your VoC knowledge base enables teams to create value for current and future employees. Create a solid base of retained customers who look forward to doing business with your company for a long time.

Retention 32

Retention Pivotal Survey Customer 32

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.

Knowledge Base 9

Knowledge Base Funnel Social Media Quota 9

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 55

Banking Training Infusion Retention 55

A Sales Guy

AUGUST 26, 2013

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.

Google 54

Google eBook Benefit Competition 54

Partners in Excellence

DECEMBER 31, 2014

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.

Pivotal 35

Pivotal Sports Forecasting Knowledge Base 35

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 14

Real Estate Demographics Licensing Knowledge Base 14

A Sales Guy

OCTOBER 21, 2013

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.

Buyer 49

Buyer Territories Quota Cold Calling 49

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 39

Small Business Small Business Construction Promotion 39

All Biz Answers

NOVEMBER 18, 2011

You have a lot of knowledge. Don’t keep all of that knowledge to yourself. Inventory Your Knowledge Base. Provide real value around your years of accumulated knowledge and you can attract more leads and build all-important trust with prospects, even before they become customers. Education Marketing educate Educational Marketing Educational Selling KnowledgeRunning a business has made you a specialist at what you do.

Education 24

Education Knowledge Base Campaigns Relationals 24

Klozers

MAY 16, 2016

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.

ROI 22

ROI Comparison Hotels Case Study 22

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 15

Customer Service Survey Knowledge Base Software 15

The Productivity Pro

AUGUST 20, 2015

The secreting or hoarding of knowledge or information may be an act of tyranny camouflaged as humility.” – Robin Morgan, American political theorist. This practices goes by the rubric of “knowledge management.” How has your team simplified knowledge management?

Data 17

Data Distribution Policies Banking 17

Partners in Excellence

DECEMBER 30, 2014

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.”

Sales Management 44

Sales Management Compensation Retention Opportunity 44

The Productivity Pro

FEBRUARY 25, 2011

In addition to your skill-set and knowledge base, which must constantly evolve, your personal brand must also include your appearance, attitude, and an active positioning strategy. “Life is one big pitch, so you’d better start practicing.”

Guidelines 35

Guidelines Maximizer Knowledge Base Trends 35

Pipeliner

SEPTEMBER 5, 2017

Avoid generalizations that exhibit only surface-level knowledge. When a buyer sees a seller’s actions as consistent with what they say, they establish Knowledge-based Trust. We live in a noisy world. Every medium competes for our attention with a constant flow of messages. For this reason, it has become more difficult for sellers to reach the customer’s “frequency.” Gallup reports that “71% of B2B customers are indifferent or actively disengaged.”

SAP 6

SAP Decision Maker Commission Consultative Selling 6

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 14

Knowledge Base Closing Coaching Positioning 14

HeavyHitter Sales

SEPTEMBER 9, 2011

  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.

Decision Maker 28

Decision Maker Penetration Influencer Software 28

Social CRM

DECEMBER 22, 2010

The first step into this was the knowledge base. At this time we have 20 sites, back then I believe we had four websites that we needed to personalize and crate a knowledge base for each of our customer care units. Lisa Larson: The tool that we purchased allowed us to customize it to our customers needs, based on how they are using it. We decreased over thirty percent of our email contacts by using the On-Demand knowledge base and thats huge.

Social Media 12

Social Media Knowledge Base Media Customer 12