Babette Ten Haken

SEPTEMBER 24, 2018

When your sales CRM tells you what the next step to close the customer should be, do you ever ask yourself whether this step makes sense? Or do you automatically follow what the system tells you to do next? When you implement out-of-the-box software solutions to serve specific needs, are you limiting your focus? Contact me.

Ideal Customer Profile 221

Ideal Customer Profile Retention Strategy SME 221

Product Management University

JANUARY 10, 2024

For the first four years of my software career, I was a pre-sales solution consultant, a.k.a. The Product Positioning School of Hard Knocks Early in my pre-sales demo career, I had some demos where my audience was totally engaged and it felt like I hit it out of the park. My pre-sales experience would prove to be invaluable.

Positioning 59

Positioning Demand Generation Targets Demand Generation Banking 59

Sales Hacker

JUNE 7, 2021

Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona and market insights come in here – even though we’re at an early point in the sales process. But what are these insights that will transform the conversations salespeople have?

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Babette Ten Haken

SEPTEMBER 17, 2018

Customer service encompasses the actions, processes, software, machinery and people involved in serving, delivering and assisting in taking care of customer needs and requirements. In today’s digitally transforming customer ecosystems, the customer interacts with people, software, systems and machines.

Customer Service 229

Customer Service Ideal Customer Profile Customer Face-to-face 229

Close.io

DECEMBER 17, 2019

I hate to break it to you, but when it comes to inside side sales training, you’re going to spend less time reading and more time interacting with people. Investing in an effective inside sales training system within your company can pay amazing dividends. What is inside sales? So, what is inside sales training?

Inside Sales 72

Inside Sales Training Lead Rank How To 72

Customer Centric Selling

NOVEMBER 7, 2016

Sales Tips: How to Better Handle Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In our workshops we don’t spend a great deal of time on objection handling. Let’s assume a differentiating feature of your software is dynamic load balancing.

Objections 88

Objections Buyer How To Training 88

Lessonly

JULY 8, 2019

Lessonly ’s training management system (TMS) blends these three Ms, and our customers are learning and growing because of it. So, what is a training management system and how can it help a team thrive? Training management software miniaturizes large quantities of material. If you google the phrase, you’ll find links to the U.S.

System 20

System Training Software Software 20

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. The Sales Leader Problem #1: Denial of Complexity.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Openview

MAY 22, 2018

The world of sales is full of dangerous villains – time-consuming administrative tasks , inefficient internal processes, lack of proper tools and resources, etc. And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge. Sales Knowledge Management to the rescue! Efficiency.

Hiring 71

Hiring Lead Rank Lead Scoring Oracle 71

Customer Centric Selling

FEBRUARY 22, 2017

Sales Tips: Grading Opportunities - Garbage In, Garbage Out. The major reason Sales Force Automation (SFA) failed was that technology absent process merely speeds up the mess. While often glossed over, the fact is that salespeople were the data entry people for SFA software. At that time I worked with a CRM vendor.

Hiring 63

Hiring Forecasting Pipeline Discount 63

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software.

Hiring 120

Hiring Sales Management CRM Scale 120

SBI

MAY 2, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? This week I interview Jared Aho , Sr.

Revenue 139

Revenue How To ROI Case Study 139

Vendor Neutral

JULY 16, 2021

Cold calling is evolving, and performed correctly, it can be a valuable part of the sales process. From using a value-based selling strategy to creating a strategic cold calling system, learn the techniques that transform cold calling into an effective, thoughtful part of your overall sales strategy. REGISTER NOW. Our Panelists.

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

Product Management University

FEBRUARY 12, 2024

It’ll do wonders for the sales pipeline and the results will show in your product revenue numbers. Be a Positive Person That Salespeople Love To Work With There’s a lot to unpack here, but DO NOT interpret this as “do whatever sales asks.” I came into a product marketing role from pre-sales. Our sales numbers backed it up!

Marketing 59

Marketing How To Segment Scale 59

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Tony Hughes

NOVEMBER 4, 2018

So far we’ve done half-day workshops in three cities with approximately 80 people ranging from senior business leaders to IT system managers. We asked the participants what they believed the biggest challenges and burning issues are in Customer Experience, and we deliberately avoided steering the conversation toward CRM software.

CRM 82

CRM Strategy Customer Epiphany 82

Product Management University

NOVEMBER 17, 2022

Customer retention and new sales are always the key drivers. We ruled in terms of customer success and sales wins. The Importance of Strong Market-Facing Feeder Systems. Your development process is only as successful as your market-facing feeder systems. Agile development is simply a methodology for building software.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Marketing 52

The Digital Sales Institute

SEPTEMBER 29, 2022

The sales experience on your website is critical to gathering leads or even to get your visitors converting to paid customers. Only focusing on the features, services, and items is not enough if you want to outpace your rivals in online sales. Brands are working hard to make the sales process as simple, easy, and quick as possible.

Social Media 59

Social Media Top of Funnel Retail Analytics 59

Smooth Sale

JUNE 8, 2022

Why do lucrative companies continue with poor customer care instead of improving the system and possibly hiring more employees? 2) Have A System In Place. It is essential to have a system or process to deal with customer queries and complaints. For example, live chat software can provide instant assistance.

Customer Service 78

Customer Service Customer Hiring System 78

Allego

FEBRUARY 27, 2020

We use clunky, outdated systems that can’t be accessed on the go. Software vendors are incorporating user experience (UX) best practices to enhance the learner experience, not just the user interface (UI) but the way the courses are designed. Take sales, for example. Open Waze and learn from other drivers. Learn More.

Hiring 119

Hiring Conference Video System 119

SalesLoft

MARCH 31, 2022

The sales industry is advancing more quickly than ever before. . These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included. These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

Hubspot Sales

APRIL 6, 2020

Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. Host webinars and online workshops. According to Xant, 73% of marketing and sales leaders credit webinars as a way to generate high-quality leads.

Trade Show 107

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 107

Babette Ten Haken

JANUARY 18, 2018

When customer retention processes become a sanctioned sales spectator sport, everyone suffers. What could go wrong, post-sale? Besides, the post-sale care and feeding of those valuable clients is SEJ: Someone Else’s Job. After all, sales professionals are compensated for acquiring customers, not baby-sitting them, right?

Sports 74

Sports Retention Customer Compensation 74

Hubspot Sales

APRIL 6, 2020

Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. Host webinars and online workshops. According to Xant, 73% of marketing and sales leaders credit webinars as a way to generate high-quality leads.

Trade Show 101

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 101

Sales Hacker

MARCH 1, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Because they’ve already established their brand, audience, and distribution , launching a product to their supporters garners immediate sales. A chance to tour (and maybe even race on?) Austin’s F1 track.

Media 71

Media Company Distribution How To 71

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Smooth Sale

JUNE 9, 2023

While the weather can influence ice vending sales in many ways , things like heavy rainfall could discourage people from venturing outside, resulting in fewer customers during that time. Update your real-time inventory software to ensure accurate incoming and outgoing product tracking. Celebrate Success!

Small Business 78

Small Business Small Business Energy Insurance 78

Babette Ten Haken

OCTOBER 11, 2018

These strategies are part of my professional development workshops. Or, does “The Way We Do Things” reflect a rigid, inflexible system? Also, when it comes to systems and rules, are we talking about the mix of workplace machines, software and people? The first personal development strategy: THINK. What is your next step?

Strategy 78

Strategy Journal Ideal Customer Profile SME 78

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. Duration: 15 to 30 Days.

Top of Funnel 73

Top of Funnel Revenue Engineering Funnel 73

LevelEleven

SEPTEMBER 18, 2019

Plus, it’s the largest software conference in the world! Salesforce.com reports that at Dreamforce 2018, there were more than 170,000 registered visitors, 2,700-plus workshops, and attendees representing 103 countries at this special event – no small feat. Dreamforce isn’t just any run-of-the-mill conference. Stop by our booth!

SalesForce 48

SalesForce Conference Face-to-face Inside Sales 48

Babette Ten Haken

FEBRUARY 18, 2019

Otherwise, no matter how well marketing and sales efforts attempt to convince clients otherwise, your organization “looks” like everyone else’s. ” Consider that in today’s digitally-connected workplace, machines and software interfaces collaborate seamlessly across organizational borders. Consider what you CAN do.

Retention 74

Retention Ideal Customer Profile Strategy Hiring 74

Hubspot Sales

MARCH 7, 2023

If you have previously worked in sales, customer service, or managed a team, be sure to mention that, too. Demonstrating your experience in sales or customer service will be a plus. Describe your experience generating sales reports. Can you recognize a sales opportunity when it is in front of you?

Hiring 80

Hiring Account Retention Report 80

Customer Centric Selling

MARCH 29, 2016

Sales Tips: Does CRM Just Speed Up the Mess? Decades ago I began my career with IBM selling to small to mid size businesses that wanted to migrate from ledger cards to electronic accounting systems. Fast forward and consider the millions of dollars being spent on Customer Relationship Software (CRM).

CRM 40

CRM Report Pipeline Quota 40

LeadBoxer

FEBRUARY 4, 2019

We all know that making a sale is the act of exchanging a product or service in return for cash, but there is far more to selling than what meets the eye. With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. How are B2B sales different from B2C sales?

B2B 91

B2B Top of Funnel Decision Maker B2C 91

The Pipeline

OCTOBER 3, 2011

The Pipeline Renbor Sales Solutions Inc.s Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution. Take this experience with my internet provider (well part time provider, the system keeps going down). Sales eXchange.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

Hubspot Sales

APRIL 13, 2022

From the outside looking in, sales can seem like a stroke of luck rather than a skill that's practiced over time. Take a moment away from the phones, your quota, and your team to reflect on why you chose sales as a career path, why you chose the company you work for, and why you believe in the product you're selling. Not exactly.

Networking 79

Networking Pipeline Up-Sell Closing 79

Sales and Marketing Management

AUGUST 20, 2020

Ashwini Zenooz, a medical doctor who holds the CMO title at Salesforce.com, told WSJ that since the COVID-19 outbreak, her role has shifted from focusing on software products that Salesforce sells to clients in the medical industry to helping the tech giant’s employees address mental health issues that can arise from working remotely.

Journal 136

Journal Education Lead Rank Lead Scoring 136