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 97

Knowledge Base Churn Loyalty Buying Cycle 97

Guru

MARCH 28, 2019

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

Knowledge Base 71

Knowledge Base 71

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 60

Knowledge Base Education Segment Energy 60

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 143

Knowledge Base Influencer Facebook Leads 143

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.

Motivation 324

Motivation Guidelines Guarantee Knowledge Base 324

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.

Strategy 198

Strategy Education Retention Training 198

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 180

Knowledge Base Course Small Business Small Business 180

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 185

Sales Management Knowledge Base Study Cold Calling 185

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 116

Social Selling Social Media Knowledge Base Funnel 116

Smooth Sale

MAY 17, 2019

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.

Social Media 85

Social Media Hubspot Commission Inbound 85

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 111

Consultative Selling Strategy Knowledge Base Customer 111

Vengreso

MAY 9, 2019

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.

LinkedIn 79

LinkedIn Conversion Referrals Social Media 79

Openview

JANUARY 14, 2019

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.

Licensing 104

Licensing Account Comparison Incentive 104

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 78

Social Selling Social Media Knowledge Base Funnel 78

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 185

Influencer Knowledge Base Trends Industry 185

Highspot

MARCH 14, 2019

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.

Analytics 52

Analytics Maximizer Revenue Data 52

Smooth Sale

MARCH 12, 2019

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.

Promotion 85

Promotion Travel Social Media Knowledge Base 85

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 260

Harvest How To Knowledge Base Closing 260

Sales Training Connection

MAY 1, 2013

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.

Health Care 111

Health Care Government Knowledge Base Google 111

Zoominfo

JUNE 24, 2018

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 ).

Discount 55

Discount Social Media Survey Knowledge Base 55

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 138

Knowledge Base Training Company Sales 138

Pipeliner

APRIL 30, 2019

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?

Automotive 63

Automotive Comparison Transportation Industry 63

Vengreso

MAY 9, 2019

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.

LinkedIn 52

LinkedIn Conversion Referrals Buyer Persona 52

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 90

SME Software Software Knowledge Base 90

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 75

Knowledge Base Opportunity Training 75

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 110

Training Travel Exercises Analytics 110

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 163

Coaching Sales Coaching Exercises Knowledge Base 163

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 94

Knowledge Base Opportunity CRM Relationals 94

Partners in Excellence

FEBRUARY 4, 2019

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.

Groups 70

Groups Maximizer Knowledge Base Study 70

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 104

Vendor Trade Show Funnel Analytics 104

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 98

Guarantee Industry Education Groups 98

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 111

Strategy eBook Knowledge Base Industry 111

Allbound

SEPTEMBER 12, 2018

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.

Commission 114

Commission Hubspot Referrals Marketo 114

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.

Call Monitoring 59

Call Monitoring Training Resources Knowledge Base 59

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 95

Knowledge Base Media Sales Cycle Course 95

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 Funnel 59

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 42

Customer Service Distribution Channels Social Media 42

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 75

Real Estate Licensing Demographics Knowledge Base 75

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 46

Data Retention Segment Knowledge Base 46

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 120

Coaching Sales Coaching Exercises Knowledge Base 120