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.

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.

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Consultative Selling is Getting Customers Back in the Conversation


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.

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.

The ‘How’ of Choice: beyond ‘Why’ and ‘What’

Sharon Drew Morgan

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.

The What of How: ‘Why’ and ‘What’ are inadequate to enable action

Sharon Drew Morgan

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.

Target Continuous Win Loss Insights for Customer Retention

Babette Ten Haken

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.

Practical Decision Making: getting it righter

Sharon Drew Morgan

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.

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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.

Sales training and national sales meetings – an odd couple

Sales Training Connection

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!

The CIO IoT Journey leverages Cultural Buy-In

Babette Ten Haken

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.

Knowledge Is Power

Partners in Excellence

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.

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.

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.

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.

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.

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Sales training and national sales meetings – an odd couple – An STC Classic

Sales Training Connection

It is particularly effective for conducting any type of knowledge based learning such as: product, marketplace, and technical training. A Classic – ’63 Corvette.

The Most Critical Decisions Sales Leaders Face Today

Microsoft Dynamics

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.

Why Hustle Isn’t What’s Most Important

A Sales Guy

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.

Why It’s a Must to be a Renaissance (sales) Man

A Sales Guy

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.

How Bad Do You Want It?

The Sales Blog

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?

Sales People, We Have A PR Problem

Partners in Excellence

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.

Proactive Customer Retention Strategy captures Voice of the Customer

Babette Ten Haken

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.

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.

Please Stop the Ongoing Insanity in Bank Sales Training

Increase Sales

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.

What Every Great Sales Person Must Have in 2014

A Sales Guy

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.

Top Performers: Obsessive Learning And Relentless Execution

Partners in Excellence

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.

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.

8 Must Read Books to Become a Bad Ass Sales Person

A Sales Guy

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.

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Why All the Wasted Time in Small Business Sales Webinars?

Increase Sales

“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.”


All Biz Answers

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.

30 Ways to use Value Selling


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.

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Who Cares About “Outstanding Customer Service Experience?”

Partners in Excellence

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.

Yearning to Be Free: The Importance of Information Sharing

The Productivity Pro

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?

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Attrition Is A Leadership Problem

Partners in Excellence

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.”

Brand You: The Basics of Personal Branding

The Productivity Pro

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.”

Consultative Selling is Getting Customers Back in the Conversation


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.”


10,000 Hours in Sales

A Sales Guy

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.

Heavy Hitter Sales Blog: Are Top Salespeople Born or Made?

HeavyHitter Sales

  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.

Brent's Social CRM Blog: The Cloud, The Drugstore and The Social.

Social CRM

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.