SBI

NOVEMBER 6, 2018

Everyone wants to know how and whether a sales technology will help them sell more, in less time, at the right price, or with less cost. We refer to those as the 4 Golden Goals of sales organizations. After rollout of their product, typical sales orgs spend 20 – 30% more time selling, which is really a game changer.

Ideal Customer Profile 116

Ideal Customer Profile VanillaSoft Sales Qualified Lead Account Based Marketing 116

SBI

MARCH 7, 2019

How Sales Teams Drive Exceptional Customer Experiences. Every interaction with your customer is an opportunity to delight or disappoint them, and sales is often one of the first interactions, setting the tone for the customer relationship. How Sales Teams Can Effectively Drive Customer Experience in the Sales Process.

Customer 94

Customer Transportation Buyer Face-to-face 94

SalesLoft

MARCH 21, 2022

Most sales orgs already use a CRM like Salesforce or HubSpot but realize that this platform alone doesn’t help sellers powerfully connect with prospects and customers. . This post will show you how sales engagement fills the gaps your CRM leaves and how using the two together accelerates deal velocity. . CRM: Your System of Record.

CRM 52

CRM Scale Hiring Marketing Qualified Lead 52

SBI

JANUARY 26, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Government 118

Government Apparel Retail Sales Enablement 118

Highspot

MARCH 25, 2020

Today, experience loyalty is the new brand loyalty. Forward-thinking sales and marketing leaders are embracing the challenge of ensuring that their salespeople exceed sales targets while fulfilling expectations of digitally oriented buyers, as outlined in Forrester’s new report The State of Digitized Selling.

How To 58

How To Channels Loyalty Sales Enablement 58

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Training 52

Training Scale How To Hiring 52

LeadFuze

SEPTEMBER 29, 2020

In other words, sales will be hard to come by for quite a while. The trends covered in this article will be a combination of general trends in sales (technology and processes) and those influenced by the Covid-19 pandemic. 6 Emerging Sales Trends to Watch. 2 Digital Sales. This is not fear-mongering. 4 Brand Story.

Trends 76

Trends Top of Funnel Consumer Travel 76

Miller Heiman Group

JULY 9, 2019

The latest Move the Deal episode features Pam Hammers, sales performance consultant at Miller Heiman Group. With more than 15 years of experience and a focus in the manufacturing industry, Hammers’ expertise includes attracting, training and retaining millennial sales talent—and she’s sharing her advice with Move the Deal listeners.

Hiring 72

Hiring Face-to-face Loyalty Segment 72

Nutshell

JUNE 22, 2020

Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Keep reading to learn more about what SMS sales is, the benefits and disadvantages of this selling strategy, and seven SMS best practices you can use to sell more products or services via text.

B2B 123

B2B Closing Campaigns Follow-up 123

SalesLoft

APRIL 17, 2018

After all, what job is safe when competing with technology that is faster, never sleeps, and costs less than its human counterpart? The sales world can rest easy. The introduction of AI will not only make sales jobs easier, but it will also elevate the sales profession in a number of unprecedented ways.

Data 52

Data Coaching Loyalty Benefit 52

HeavyHitter Sales

FEBRUARY 17, 2015

  I’ve had the privilege to work with and study hundreds of technology companies and their sales organizations. Based upon my experience, here’s my list of some of the best technologies to sell in 2015.   GTNexus   – GT Nexus’ game-changing technology optimizes supply chain transformation to the cloud.

Company 60

Company Government Microsoft Retail 60

Artesian Solutions

OCTOBER 30, 2018

The Consumerisation of B2B: Analysing the impact of the ‘Amazon Effect’ on B2B Sales. Whilst in days gone by the B2B purchasing process was limited to in-person sales interactions, today more and more business buyers are growing to expect consumer-like experiences. Buyers are demanding more agile and responsive B2B sales practices.

B2B 45

B2B B2C Segment Lead Rank 45

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Top of Funnel 92

Top of Funnel Engineering Sales Qualified Lead Buyer 92

Vendor Neutral

APRIL 22, 2021

Customer retention helps develop brand loyalty, and loyal customers are not only more likely to buy from you but are also more willing to recommend your brand to others. So many people are exhausted with sales pitches and product, and “traditional” sales efforts are largely becoming white noise.".

Retention 59

Retention Webinar Metrics Strategy Cancellation 59

SugarCRM

OCTOBER 27, 2022

The pandemic might have got us comfy in our tracksuits, used to working remotely, and even a bit rusty when it comes to getting back out in front of people for an effective sales cadence. Gartner has reported that 80% of B2B sales interactions between suppliers and buyers will be at least partly through digital channels by 2025. .”

Ideal Customer Profile 26

Ideal Customer Profile SugarCRM Customer Trends 26

Babette Ten Haken

OCTOBER 15, 2018

Is this company “poised to move to the next level” simply because their sales team had a few good years? This is the point where Who We Are as Professionals of Worth kicks in. For starters, be skeptical and stay skeptical. Determine the factors contributing to their request. However, the company has no idea why.

Ideal Customer Profile 147

Ideal Customer Profile Customer SME Sales Qualified Lead 147

Babette Ten Haken

OCTOBER 8, 2018

Let’s say we feel cozy and comfortable in our post-sale support roles, implementing what is sold. Now, they are left in the hands of everyone else in the organization who they did not meet, during the initial sale. After all, the customer’s future solidly is in the hands of post sale teams. Or, are we?

Ideal Customer Profile 88

Ideal Customer Profile Customer Chemicals SME 88

Babette Ten Haken

JANUARY 3, 2019

That is why the first sale you make to a new customer includes an overview of why, what, when and how you will make additional sales to them. And when you, indeed, prove to be yet another self-focused sales person, well, then it will be your turn to wonder why the customer left you. They are skeptical.

Ideal Customer Profile 71

Ideal Customer Profile Customer Retention SME 71

Babette Ten Haken

SEPTEMBER 19, 2018

Who actually owns the customer, pre-sale through post-sale? Until “something” happens. And it always does, doesn’t it? So, just who, in your organization is responsible for customer retention ownership? From customer infancy through maturity and end-of-life cycle? Click on this link.

Retention 75

Retention Ideal Customer Profile Customer Hiring 75

Babette Ten Haken

SEPTEMBER 26, 2018

One of my clients is an Industry40 small custom fabricator with a sales force of two: the CEO and the General Manager. Over time, the CEO left business development and sales in the hands of his General Manager. Unintentionally acquired disposable clients impede business growth and profitability.

Ideal Customer Profile 74

Ideal Customer Profile SME Scale Hiring 74

Babette Ten Haken

NOVEMBER 19, 2018

Scenario 3: Post-sale customer support teams update us about various customer issues, but we rush to first call the customer, asking: “Is everything ok? ”. Have that cup of coffee with our clients if we actually miss them that much (or not)!

Retention 83

Retention Ideal Customer Profile Customer SME 83

Babette Ten Haken

DECEMBER 17, 2018

Or, we have not met our sales quota. And we are not thrilled about having “that” talk with our micro-managing sales manager. So, we become preoccupied with a drama we create inside our heads. And subsequently lose sight of our customer-focus. As a result, we quick-sell a few low-hanging fruit accounts.

Ideal Customer Profile 65

Ideal Customer Profile Customer SME Hiring 65

PandaDoc

APRIL 3, 2023

Closing more sales makes for a more successful business, but how can you figure out what kinds of sales suit your company best? We’ll explore inside vs. outside sales to show you what both entail and which kinds of companies need either one. What is inside sales? Let’s kick things off with a definition of inside sales.

Outside Sales 52

Outside Sales Inside Sales Scale Lead Rank 52

Babette Ten Haken

SEPTEMBER 20, 2018

Babette Ten Haken is a STEM design thinker, Six Sigma Green Belt and Voice of the Customer facilitator, forged by her background in new product development, startups, market research and sales. She is a member of SME, ASQ, SHRM and the National Speakers Association. Her professional speaker profile appears on the espeakers platform.

Ideal Customer Profile 72

Ideal Customer Profile Strategy Customer SME 72

Babette Ten Haken

OCTOBER 10, 2018

Babette Ten Haken is a STEM design thinker, Six Sigma Green Belt and Voice of the Customer facilitator, forged by her background in new product development, startups, market research and sales. She is a member of SME, ASQ, SHRM and the National Speakers Association. Her professional speaker profile appears on the espeakers platform.

Ideal Customer Profile 70

Ideal Customer Profile Customer SME Hiring 70

Babette Ten Haken

DECEMBER 12, 2018

Yes, sales people usually get all the glory. Customer retention is a business growth, expansion and sustainability strategy. However, in reality, customer retention is firmly in the hands of everyone else in the organization who usually is not part of the customer acquisition process.

Retention 61

Retention Ideal Customer Profile Customer SME 61

Babette Ten Haken

FEBRUARY 13, 2019

©2019 One Millimeter Mindset / Sales Aerobics for Engineers®, Ann Arbor MI. Her playbook of collaboration hacks, Do YOU Mean Business? is available on Amazon.com. Babette’s speaker profile is on the espeakers platform. I appreciate it when you share the link to this post on social streams.

Ideal Customer Profile 61

Ideal Customer Profile Guidelines Engineering Meeting 61

Babette Ten Haken

JUNE 25, 2018

First, when sales people put on the pressure to fulfill their quarterly quota, clients go dark. Because chances are, end of quarter sales persistence represents the rare time the seller actually does contact that buyer. You just may be leaving customer care up to your customers.

Customer 54

Customer SME Retention Hiring 54

Babette Ten Haken

NOVEMBER 12, 2018

We instinctively know that collaborative storytelling is profitable. Except, we don’t have time to discover valuable client stories. Or, tell these stories, compellingly, while acquiring or retaining customers. Consider the impact of our not having time to capture these stories on productivity, profitability and customer retention?

Ideal Customer Profile 89

Ideal Customer Profile Retention SME Compensation 89

Pipeliner

SEPTEMBER 29, 2020

A couple of sectors were all set to adopt the remote work culture, but then there are a few niches such as sales where remote work came with its own set of challenges! Create a remote-first sales infrastructure to facilitate seamless virtual selling at scale. Are There Any Perks Of Retaining A Remote Sales Team? No, not at all!

Strategy 98

Strategy Top of Funnel Face-to-face Hiring 98

Babette Ten Haken

NOVEMBER 1, 2018

After all is said and done, collaborative revenue generation is part of everyone’s job function. Whether stated or not in an employee’s job description. Sounds pretty boring, doesn’t it? Actually, collaborative revenue generation is the lifeblood responsible for business growth, expansion and sustainability. Have I got your attention?

Revenue 85

Revenue Retention SME Ideal Customer Profile 85

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

APRIL 17, 2020

Whether you’re ready or not, the COVID-19 outbreak has irrevocably changed the way you and your business is going to approach sales. Adapting to these new sales challenges isn’t going to be easy, but it’ll be a whole lot easier with the right strategy and tools in place. Sales Engagement Platforms: The Right Tool For The Job.

Account Based Marketing 75

Account Based Marketing Face-to-face Marketo Lead Rank 75

Babette Ten Haken

OCTOBER 4, 2018

Each day, departmental factions negatively impact workplace productivity and profitability. Eventually, factions perpetuate subtle assumptions. Over time, assumptions become dogma and are hard-wired into decision-making that impacts how we deliver to customers. As a result, we continue to underserve colleagues as well as clients.

Ideal Customer Profile 73

Ideal Customer Profile Customer Hiring Consumer 73

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Babette Ten Haken

NOVEMBER 29, 2018

Can we talk? Your employees are confused about their customer retention roles. And if your employees are confused, think about how their confusion translates. Into customer experiences, customer success and customer retention. First, ponder whether your hiring processes focus on hiring employees to fulfill customer retention roles. .

Retention 66

Retention Ideal Customer Profile Hiring Customer 66