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. There are lots of studies about the importance of the customer buying experience in winning business and building customer loyalty. So knowledge and experience become critical assets to our own success and growth.

Ultimate guide to sales emails: How to write sales emails that convert (templates, examples and case studies)

Therefore, your primary objective with any sales email campaign, is to do everything you can to guarantee that your subject line will be interesting to your recipient (in the context of your offer)—based on the knowledge you have about them beforehand.

The Hidden Cost of Being Helpful

Smart Selling Tools

A 2017 study conducted by the Institute for Corporate Productivity (i4cp) found that organizations that encouraged collaboration were up to 5 times as likely to have high-performing teams. “Teamwork makes the dream work!”

Survey 140

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.

Why Sales Managers Need Street Smarts

No More Cold Calling

Did you study really hard in school? But we all studied to take tests about facts and figures. We studied in high school to ace the SAT. We studied in college to get top grades. Studying was a discipline. Most of us don’t remember much of what we studied in school.

Up Your Social Selling Game

A Sales Guy

The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. As if you didn’t already know, social selling makes a difference in sales.

5 Ways to Improve Customer Relationships Quickly


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 ).

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.

Giving Them The Answers

Partners in Excellence

Group A doesn’t have to study or prepare for the test. Group B has to study and prepare. Probably because they have demonstrated they have the knowledge to do the things the test tested them on. Let’s conduct a thought experiment.

Do You Realize How Far You Have Come?

Smooth Sale

Study areas related to your job that sound interesting. 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?

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


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.

The 3 Types of Content All Good ABM Strategies Need

A Sales Guy

When was the last time you found or even downloaded an exquisite ebook, or attended a great webinar or was offered a compelling study? Good disruptive content adds information to their current knowledge base. Have you noticed? Most content sucks. Yup, I said it.

How to Enable Your B2B Sales Team to Convert Inbound Leads

Sales Hacker

Knowledge is power. To that end, we advise creating a content hub that gives reps instant access to relevant case studies, videos, and other collateral to send to the prospect.

8 Must Read Books to Become a Bad Ass Sales Person

A Sales Guy

However, all sales books are not created equal AND becoming a bad ass sales person requires more than just studying sales. You need to expand you knowledge base. Becoming a bad ass sales person requires a complex understanding of core and peripheral sales knowledge.

5 Key Steps for Building an Effective Sales Academy [Infographic]

Hubspot Sales

In our study, the category of classroom learning included both virtual and in-person styles. If you're looking to grow your skills as a working professional, it can sometimes be tough to find classes and training that meet your needs.

36 Apps Every Sales Rep Needs on Their Phone in 2018

Hubspot Sales

Calculate this along with a slew of other profit-based metrics with Profit Story. Knowledge-Based Apps for Salespeople. Even if you have no entrepreneurial aspirations, salespeople would be wise to study up on business basics. The Best Mobile Sales Apps for Salespeople.

It’s time to academically legitimatize Sales

Sales Training Connection

The recruits would have a better sense that they are making the right career choice hence reduced turnover and they would have a better knowledge base right out of the gate. College Students and Sales. It’s time for an informal poll of all those 2011 college graduates out there.

Course 106

The 30+ Most Desirable Sales Skills & Traits You MUST Develop To Become An Unstoppable Rep

Sales Hacker

Countless books, articles and studies have attempted to identify the characteristics of a high-performing salesperson , but a consensus has yet to be achieved. Product Knowledge. Inadequate product knowledge is unacceptable in the world of selling. Policy Knowledge.

10 Best Practices for Enterprise Sales Team Management


A study conducted by HBR shows that 69% of sales people who exceeded their annual quota, rated their managers as being excellent and above average. It can also encourage the sales team members to take individual efforts to increase their sales knowledge base and stay ahead of the competition.

The Simple Test That Reveals Whether Prospects Will Actually Buy

Hubspot Sales

Here’s where I went wrong: While I believe his desire to change was 100% sincere, I incorrectly assumed that he could act on it based on his word alone. Custom recommendation based on what I've already learned about their sales process].

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. However, the study also raises the perennial question, "Are top salespeople born or made?"

An Open Letter to Social Sellers Everywhere

Tony Hughes

Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. Understanding and mapping a political power base is more important than ever.

The Organic Inbound Marketing Playbook for B2B


This playbook can be reused by any company looking to bolster inbound lead generation, accelerate sales cycle velocity, and retain and expand its existing client base. Account-Based Research – What are key strategic priorities for the accounts you’re targeting?

Sales Hacker’s Top Sales Trends & Predictions You MUST Be Aware Of In 2018

Sales Hacker

There’s more knowledge available to you right now as a sales professional than you can probably handle. The Account Based Movement Is Here To Stay (And Only Getting Stronger). SaaS was the end of forms based software. It’s that time of year again.

Trends 106

30 Ways to use Value Selling


Case Studies – a description with regard to a specific client of the problems they were experiencing, the solution you provided and then the benefits in value they received thereafter. Knowledge Base – educate your customers so they can find their own valuable answers.

How to Start a Business: A Complete Guide for Startup Entrepreneurs

Hubspot Sales

JJB expects to catch the interest of a regular loyal customer base with its broad variety of coffee and pastry products. The systems include both PC-based LAN systems and minicomputer server-based systems. Get Your Case Study Templates.