Having Too Many Choices Can Cost You Plenty

Engage Selling

Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked.

The Hidden Talent in Your Ranks

Sales and Marketing Management

As such, many companies today are beginning to look with renewed interest at their most readily accessible talent pool when filling open roles: their own employees. Tight Times Yield Smart Strategies.

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From the Switchboard to Social Media: A Brief History of Customer Service

Sales and Marketing Management

Sometime in the 1960s, large companies realized that they needed a dedicated department to handle customers’ orders, concerns, queries — and complaints. Getting in touch with a company became even easier toward the end of the decade, when toll-free, 1-800 numbers were invented in 1967.

Inside Sales Growing by Leaps and Bounds

Score More Sales

Smart companies in nearly every industry are building out strong inside sales teams now. Sean is Chief Revenue Officer at KiteDesk – the company that just recently commissioned their Top 100 Social Selling Influencers research.

Leveraging Price Ratio To Win The Right Deals

The Pipeline

There are times when companies consciously use price as a temporary strategy to gain market share, or directly impact a competitor. While everyone is trying to economize, smart companies and worthy partners understand that a weakened supplier is not good for anyone in the long run.

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RIP: Sales Training

Sales Benchmark Index

Smart companies use delivery tools like: Pod casts. Modify it for your training content, company and sales force. You just hung up from your weekly forecast call. Numbers don’t look good. Your team is going to be short again this quarter.

B2B is Dead – Long Live B2P

DiscoverOrg Sales

Each acronym provides the building block at a company’s inception to describe their mission statement, target market, and product. B2B companies with brands that are perceived as strong generate a higher EBIT margin than others. Muting a unique company voice. B2B vs B2C vs B2P.

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You Are the Ultimate in Added Value

Women Sales Pros

How can you (not your company, not your product, but YOU) add value to your customers? For companies with sellers who add value, there is strong competitive differentiation and marked customer loyalty. Buyers choose sellers that add value, and smart companies are responding accordingly.

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Drowning In Information, But Where’s The Knowledge Or Insight

Partners in Excellence

Daily, I get feeds from all sorts of services, several provide me information and news on people and companies I’m following. This morning, it was helpful as I spoke to a client/friend, I knew his company had just closed on an acquisition–something he’d been deeply involved in. I just got my first “SMART Company Brief” from DecisionLink. Those of you who know or follow me know I’m an information junkie.

Forget B2B vs. B2C – Long Live B2P Sales & Marketing


These classifications provide the building blocks at a company’s inception, as they broadly define a brand’s audience and target market. Why should B2B companies embrace a B2P approach? B2B companies tend to embrace a style of communication that is more risk-averse.

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3 Facts About B2B Buyer Experience You’re Probably Ignoring

Sales Hacker

For this specific survey we spoke to more than 300 B2B buyers, representing a cross-section of goods and services, company sizes and vertical markets. B2B buyers reported a significant need for improved engagement with seller companies.

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The Perils of Piecemeal

Cincom Smart Selling

Smart companies don’t have software initiatives; they have business initiatives that drive software purchases. Customers today are looking for large companies to deliver solutions instead of products. Make sure that all of your company’s products integrate.

Smart Selling Visions: Up-Close with Top Revenue Leader Brian Leach, CEO of @unboxedtech

Smart Selling Tools

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. Brian: Smart companies invest a lot of money in their CRM systems, which are great for storing data.

Selling value – an innovative framing

Sales Training Connection

Schrage was exploring how smart companies increasingly recognize that their own futures depend on how ingeniously they invest in the future capabilities of their customers. Selling value.

21 Salespeople Reveal the Worst Sales Advice They Ever Got

Hubspot Sales

Not only did this hurt my credibility as a salesperson and my company's credibility as a business, but it ingrained prospecting habits that are ultimately unsuccessful in the long term as buyers get smarter about what solutions exist. Smart companies always want to keep good people.

4 Trends Shaping B2B Marketing in 2011


A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. B2B companies have to produce the right kind of content: Web content should be honestly empathetic and seeded with utility for your customers; it should be inspired by your unique perspective and reflect your business's core values and authentic “voice.”

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Sales is Storytelling. Marketing is Storytelling. Business is Storytelling.

Sales and Marketing Management

Richards was inspired by Pixar’s teaming with online education provider Khan Academy to offer “Pixar In a Box,” a free series (now with three complete seasons) that provides a behind-the-scenes look at the animation company’s secrets of great storytelling. As Richards explains, if a company grants you attention, either through a meeting, a read email or a viewed video message, you owe it to that prospect to make it worth their time.

The Future of AI for Sales (And How to Prepare for It)

Sales Hacker

Companies that prepare for and embrace the changes AI brings will thrive. Salespeople, especially on the enterprise level, need to understand their company, their product, their market, and their buyer exceptionally well. Smart companies will start embracing AI today.

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The Different Inside Sales Roles Explained

Factor 8

But asking a company to clarify the difference between BDR, SDR or any other of the titles is never a stupid question. You may see them termed as “Renewal Reps” but with the sky-rocket maturation of the SaaS industry, smart companies have their eye on more than just renewals. Account Managers are a smart role if you have a complex product offering, a deep customer base, or large complex clients. Fifteen years ago we had two kinds of reps: inside and outside.

Closing the Knowing-Doing Gap to Become a Better Leader

The Brooks Group

Jeffrey Pfeffer and Robert Sutton, professors of organizational behavior at Stanford, explore this performance paradox in The Knowing-Doing Gap: How Smart Companies Turn Knowledge into Action.

Build Predictable Revenue

Your Sales Management Guru

Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. Many times we hear that “our company is too small to do these management systems that you show us, Ken”.

Customers From Hell – Top 4 Tips for Handling


Many companies initially buy CRM to help improve sales performance and whist there is no doubt CRM will do this, Customer Relationship Management is also a must have for delivering great customer service.

The 8 Components Of A Best-In-Class Sales Management Process

The Brooks Group

Smart companies are looking for great salespeople even when they feel they don’t need more salespeople. New salespeople need to understand the culture as it is defined by the norms, values and expectations of your company.

How to Handle RFPs and RFIs

The Brooks Group

Q: While your process [for submitting proposals] makes sense in theory many RFP's state you can't speak to anyone at the company that sends the RFP [because] they won't allow that to give an unfair advantage to any potential supplier? Q: Also, how do you ensure a RFP isnt just a RFI in disguise and that the company doesn't steal your ideas and simply develop it themselves? Yesterday, we conducted a webinar about best practices for submitting B2B Proposals.

Four Manufacturing Trends Driving Sales


Companies where there’s an established culture of innovation or newcomers with a more modern mindset are going to find it easier to adopt new ways of working than established businesses with a longstanding legacy to navigate. When most people think of the Internet of Things, it’s typically consumer goods and devices like smart fridges and smartphones that spring to mind. The global manufacturing industry is changing rapidly.

Overloaded And Overwhelmed

Partners in Excellence

In some cases, smart companies re-engineered a lot of what they did, slimming things down and doing what they could to eliminate unnecessary workloads. Reference “Overloaded Circuits, Why Smart People Underperform,” HBR, January 2005.

To Build a Sales Culture

The Brooks Group

Smart companies know that salespeople offer a valuable voice to questions like how to improve tactical marketing, ways to enhance customer service, and even what new products to develop. Everyone in the sales department must be committed to working hard and smart. Part of our mission statement at The Brooks Group is to help our clients build Sales Cultures. And, often, when we’re sharing that goal, we get asked….” What’s a sales culture.” Here’s my take.