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3 Ways an AI-Powered Knowledge Base Changes the Game for Reps and Customers
Guru
JUNE 25, 2019
knowledge managementA version of this post, co-authored by Mark Smith, Zendesk content marketing manager, originally appeared on Zendesk's blog.
Knowledge Base Related Topics 
6 Reasons Spring is the Perfect Time to Clean Up Your Knowledge Base
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
Selling In A “Knowledge Based” Economy
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.
How we reduced our chat response time from two hours to two minutes
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.
Our Behaviors Mirror Our Beliefs
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.
Finally! A Contact Strategy That I Appreciate
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.
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The Hidden Cost of Being Helpful
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?
Why Sales Managers Need Street Smarts
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.
Up Your Social Selling Game
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.
The ABC Approach to Increase Sales
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.
The Best 10 Web Chat Tools in 2019
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. Did you know this?
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7 Habits Of Highly Successful Business Development Managers
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.
Consultative Selling: 5 Strategies You Need in 2018
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?
Up Your Social Selling Game
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.
How to Adapt Your Sales Organization in the Subscription-Based World
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.
Welcome back – How Was Your Summer?
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.
Highspot and Clari Connect Go-to-Market Teams for Efficient Revenue Operations
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.
Medical device sales – the book of knowledge is expanding
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.
How B2B Customer Experience can Influence Sales Growth
LeadFuze
JULY 16, 2019
As chat bots come packed with AI capabilities , you only need to use your existing FAQs, chat history, and knowledge base to build your Bot’s foundations. .
Turning Connections To Conversations When Selling With LinkedIn, Episode #112
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.
7 Skills Sales Directors Will Need In 2025
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.
5 Ways to Improve Customer Relationships Quickly
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 ).
What Successful Networkers Never Do On First Conversations
Adaptive Business Services
JUNE 12, 2019
In any conversation, there is a required level of knowledge for the conversation to be truly productive. In networking, your knowledge base must be adequate to include essential legal processes and procedures in your sector. It sounds like you’re trying to impress the person with your knowledge. The first meeting with a new person in your network is a sounding-out process. In networking, this first conversation is a critical process.
Are You Making These Errors?
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.
3 Industry40 Soft Skills catalyze Personal Development and Leadership
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
Knowledge, Awareness and the End Game
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.
Turning Connections To Conversations When Selling With LinkedIn, Episode #112
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.
Sales Operations Demystified: What It Is, Why It Matters, and How To Do It Right
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.
Online sales training – it’s time for a second look
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.
What Career Paths Do You Offer Your Sales People?
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.
Who Wins the Future of Automation: Human, or Machine?
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?
Do You Realize How Far You Have Come?
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.
3 Steps to Effectively Move Beyond ‘Sales Coaching’
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.
What I learned at Dreamforce 2011
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.
How to Navigate the Jungle of Sales Tech: An Interview With Nancy Nardin
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.
Giving Them The Answers
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.
The Evolution of CRM (And Where it’s Going) in the Future
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.
The 3 Types of Content All Good ABM Strategies Need
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.
Leverage sales expertise – advice from Dr. Oz
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.
30 of the Best SaaS Partner Programs (and Why They Are So Good)
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.
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