Subject Matter Experts: The Hot New Sales Tool and How to Use Them

Janek Performance Group

A SME is someone who is an expert in a particular area or field – in the business world, they’re sometimes called technical experts or sales support.

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Best Business Phone Systems: 35+ Tools to Keep You Smilin’ and Dialin’

Sales Hacker

It also means they have a wide variety of tools at their disposal, depending on the provider they choose. Built-in collaboration tools. Collaboration tools include call group, call monitoring, live chat , file sharing, online meetings, and video conferencing.

The CEO Tour: What I learned Walking in our Customers Shoes

OnePageCRM

Inset: Some of the team at Birchwood Price Tools. Featured Sales Tips The CEO Tour business owners crm customer visits customers roundukwithawhiteboard small business SMB SMB CRM SME's Thinking Global UK tourWhat a 30-Day Trip around the UK Taught Me About Business Success.

The ultimate sales guide to setting and discussing pricing

OnePageCRM

Bundle tools that increase customer success. Featured Guest Post Sales Tips SMB / SMEEstimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume.

EmployAbility Galway increases new hires by 87% since using OnePageCRM

OnePageCRM

We work in a collaborative work setting, but just didn’t have collaborative tools and now we do with OnePageCRM.”. Looking for a proven sales tool to help you close more deals? Case study Featured Inside Sales SMB / SME

The CEO Tour: What I Learned Walking in our Customers Shoes

OnePageCRM

Inset: Some of the team at Birchwood Price Tools. Featured Sales Tips The CEO Tour business owners crm customer visits customers roundukwithawhiteboard small business SMB SMB CRM SME's Thinking Global UK tourWhat a 30-Day Trip around the UK Taught Me About Business Success.

Demand-Gen Report Interview on Need for New Sales Enablement Tools

The ROI Guy

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. In order to “fight” Frugalnomics and maintain sales effectiveness, sales needs to be armed with a new value-oriented, consultative methodology, training and tools. We help sales teams advance their value selling skills, with a library of value-focused diagnostic tools, value selling training and buyer facilitation methodologies.

Pricing Strategies for Your Product or Service [Ultimate guide]

OnePageCRM

Bundle tools that increase customer success. Looking for a proven sales tool to help you close more deals? Featured Guest Post Sales Tips SMB / SMEEstimated reading time: 24 minutes. There’s an old joke in sales about selling products at a loss but making it up on volume.

Value of Assessment ROI & TCO Tools for Demand-Gen and Sales Enablement Campaigns

The ROI Guy

Used to evolve direct and channel sales professionals from antiquated features / function / price selling, to modern solution selling techniques, Alinean value-based interactive sales tools have been proven to reduce the time it takes to develop credible assessments and business cases from days to an hour or less, reduce discounting and increase deal size by 20%, reduce sales cycles by 30-40%, drive channel partner loyalty, and increase the competitive success rate of proposals by over 60%.

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A Critical Mistake In Handle Prospecting Objections

The Pipeline

There is no mistaking a rejection on the phone, but with those other softer tools, you can tell yourself they’re just ignoring you, maybe next time. Any number of things an SME is in a position to do to extend the interruption – first objection – to a conversation. By Tibor Shanto.

Why Storytelling Confidence grows Your Professional Credibility

Babette Ten Haken

Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Her playbook of communication tools and methods, Do YOU Mean Business? Developing storytelling confidence moves you one millimeter forward, beyond remaining professionally comfortable.

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Letting Your Prospects Train You

The Pipeline

The expanding toolkit applies to more than tools we use to prospect. Once the conversation gets going, it’s a question of free-styling, where the SME are separated from the also-rans. By Tibor Shanto.

Purpose-Driven Stories move beyond Quotas and KPIs

Babette Ten Haken

I’m a member of SME, ASQ, SHRM and the National Speakers Association. Get started with my playbook of communication tools, Do YOU Mean Business? Telling purpose-driven stories engages strategic partners and clients.

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Develop Storytelling Confidence to avoid Shapeshifting Stories

Babette Ten Haken

I am a member of SME, ASQ, SHRM and the National Speakers Association. My playbook of 16 communication tools, Do YOU Mean Business? Do you have storytelling confidence? You know, telling stories consistently, time after time.

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Pack Your Prospecting Call With Things to Unpack During Discovery

The Pipeline

If you can’t talk product, and you’re an SME, you must speak about your area of expertise. We do offer our clients our 360 Degree Deal View ; it is indeed more about the discipline than the tool. ( By Tibor Shanto.

Social Communication is not ever Permission to Sell

Babette Ten Haken

leadership and communication skillsets, tools and strategies for today’s and tomorrow’s digitally transforming industries. She is a member of SME, ASQ, SHRM and the National Speakers Association. Social communication etiquette is going over the top. Have you noticed?

Does Cupcake Sprinkles Storytelling convince Clients? Part 1

Babette Ten Haken

Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Her playbook of communication tools, Do YOU Mean Business? Is your cupcake sprinkles storytelling strategy convincing clients to do business with you?

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Push and Pull In Sales

The Pipeline

Ignoring the tools and resources you may want to utilize, there only three things that are going to happen; You’re going to lift it (in this case maybe a crane, so will move to the next). The more and better they recognize and accept your SME status, the more effective you will be.

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Getting On The Right Timeline

The Pipeline

There is an alternative to this passive “Wait Till They Are Ready” approach preached by many pundits and vendors with tools to help you wait. As an SME, you can begin to influence, change timelines, be their emotional favourite and more. By Tibor Shanto. Many in sales believe that there will be no action by a buyer unless there is a compelling event. Not here to argue that, it certainly helps when the buyer is already motivated by a deadline, an immovable one is that much better.

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2 Ways Internal Client Experiences are key to External CXs

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. What is the role of internal client experiences in creating extraordinary external client experiences (CX)?

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Artificial Customer Conversations beget Artificial Customer Experiences

Babette Ten Haken

Listening strategies and tools for the voice of the customer can produce skewed insights. Babette is a member of SME, ASQ, SHRM and the National Speakers Association.

Relying on Yesterday’s Business Backstory to drive Business Growth?

Babette Ten Haken

Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Her playbook of communication tools and methods, Do YOU Mean Business? Yesterday’s business backstory gets you to where you are today.

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Packing More Than You Can Deliver into Your Sales Story?

Babette Ten Haken

Instead of moving the business to the next, unfeasible, level, I recommended re-tooling (literally) and recalibrating the business and hiring models for this business. Babette is a member of SME, ASQ, SHRM and the National Speakers Association.

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CMO: Are you going to have a job in 2014

Sales Benchmark Index

Sales enablement tools can’t get a cursory review. Technical sales reps or SME’s. You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program.

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Refresh with this Mid Year Professional Innovation Blog Post Review

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Take a mid year professional innovation break! Refresh and recalibrate your brain.

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Why do Organizations have Competing Customer Retention Cultures?

Babette Ten Haken

Sequestering employees in well-entrenched departmental silos reinforces specific professional mindset, habits, skills and tools. Babette is a member of SME, ASQ, SHRM and the National Speakers Association.

Start A Customer Micro Experience Playbook this Summer!

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Customer micro experiences play out big time, towards acquiring and retaining a loyal customer base full of raving client evangelists!

Why Exit Interviews provide a Customer Experience Reality Check

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. She is a member of SME, ASQ, SHRM and the National Speakers Association. OK, exit interviews are tough.

3 Ways to become Professionally Compelling to Clients

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. What happens when we become professionally compelling to clients? For starters, clients invite us to their business tables. As resources.

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5 Questions to create a Collaborative Customer Experience Strategy

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. A collaborative customer experience strategy requires more than having clients to survey.

Why tread water in an Us versus Them Business Model?

Babette Ten Haken

And you yearn for a cultural environment, processes, tools and business model to create collaborative, extraordinary and enduring customer experiences. She is a member of SME, ASQ, SHRM and the National Speakers Association.

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To discover the Customer Experience Gap think Laterally

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Businesses have a customer experience gap. Do you know where your gap is located?

Ready for a Customer Experience Mid Year Blog Post Review?

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM, the Michigan Council of Women in Technology and the National Speakers Association. Where do you stand when it comes to customer experience mid year?

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Cupcake Storytelling Strategy is not a Client Snack, Part 2

Babette Ten Haken

Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Her playbook of communication tools, Do YOU Mean Business? When companies adopt a cupcake storytelling strategy, clients can dismiss the stories you tell as unimportant and insignificant: to them.

The Professional Wisdom of Our Professional Breakout Moment

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Each of us have a professional breakout moment. If we allow ourselves to take that first, minute – possibly hesitant – step forward.

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Customer Success Storytelling leverages Customer Experiences

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. Customer success storytelling leverages customer experiences. Regardless of whether, or not, an organization hires others to create this content.

Mid Year Workforce Innovation and Engagement Blog Posts

Babette Ten Haken

Babette’s playbook of collaboration tools, Do YOU Mean Business? , She is a member of SME, ASQ, SHRM and the National Speakers Association. It is time for a mid year workforce innovation break! Are you ready to refresh and recalibrate your brain?

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Does Your Major Account Team experience Stakeholder Resistance?

Babette Ten Haken

When a major account team focuses on narrating business cases to justify client investment, in anticipation of the benefit of the organization’s tools, products and services, they sell themselves short. She is a member of SME, ASQ, SHRM and the National Speakers Association.

3 Industry40 Soft Skills catalyze Personal Development and Leadership

Babette Ten Haken

leadership and communication skillsets, tools and strategies for today’s and tomorrow’s digitally transforming industries. She is a member of SME, ASQ, SHRM and the National Speakers Association.

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Renewing Customers or Retaining Them? Tactics or Strategy?

Babette Ten Haken

When I speak to sales audiences about customer retention, their expectations are that I will provide them with clever tools and tips on renewing customers, so they can meet quota. There is a difference between renewing customers and retaining them. Just take a walk around an organization.