Selling Essentials RapidLearning Center

JULY 25, 2023

Is it fun to encounter a customer who’s spitting mad about something you sold them, a late delivery, or an after-sales service failure? The implication of this state of mind is that these customers haven’t given up on you. And above all, they want to hear that you’re taking responsibility for fixing the problem.

Customer 52

Customer Remedy Journal Retail 52

Partners in Excellence

SEPTEMBER 28, 2023

But we attempt to make purposeful choices about how we invest our time This is what all the self-help books preach, and this is what we try to do to achieve our goals. ” Time is a fixed sum initiative for all of us. So we constantly make choices about how we spend our time. Perhaps engaging us in a decision.

Meeting 118

Meeting Study Groups Customer 118

Zoominfo

JUNE 28, 2021

Conversations have always been at the heart of our most authentic relationships. Conversational marketing is the strategy of leveraging 1:1 engagement between you and your customer in the form of real-time conversations. In simple terms — speak to your prospects and customers immediately and witness faster conversions.

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Partners in Excellence

FEBRUARY 17, 2024

For instance, as sellers, we are looking for customers that have the problems we solve. So our diagnostic process is very biased. ” Our cognitive bias causes us to “understand” what the customer says in a certain way, but it may not be what the customer really said. I encourage you to read both.

Cancellation 77

Cancellation Face-to-face Inbound Opportunity 77

Sales and Marketing Management

JANUARY 1, 2018

Sometimes it may make sense to tell the customer they’re wrong. Sometimes it may make sense to tell the customer they’re wrong. Unnecessary disagreements can hurt rapport and trust, and make the customer less likely to listen to the rep about issues that actually matter. What does that mean? How do I know?

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

Nutshell

MAY 3, 2023

Theoretically, a custom CRM would include all the features your organization needs, none that you don’t, and would be tailored to your specific business in everything from the in-product terminology to workflows reflecting how your team sells. What is a custom CRM? How do I create my own CRM?

CRM 127

CRM Customer Outsourcing Services Lead Rank 127

Partners in Excellence

JULY 6, 2022

Not long ago, a small group of us were out on our road bikes. He broke his wrist trying to brace himself (in addition to scraping himself up pretty badly). They determined in fixing his broken wrist, a few screws would be necessary. Just fixing the problem is seldom sufficient. They examined him. Follow up reinforcement.

Call-back 75

Call-back ACT Follow-up Customer Service 75

Partners in Excellence

OCTOBER 25, 2020

Understanding what’s driving our customers to change, to address a new opportunity, to solve a problem is critical to our success as sales people. They need to buy is driven by a business problem or opportunity they are trying to address. “We are unable to provide reporting on our legal compliance on hiring.

Hiring 112

Hiring Face-to-face Retention System 112

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? How do you know fixing these problems will have the greatest impact on revenue? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

DiscoverOrg Sales

SEPTEMBER 4, 2018

So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself? Here’s how to manage so much winning, with 9 tips from our top sales closers. Here’s how to manage so much winning, with 9 tips from our top sales closers. As they negotiate, they want to feel like they won.

Closing 286

Closing B2B Decision Maker Discount 286

Partners in Excellence

AUGUST 1, 2022

As leaders, a key element of our job is to maximize the performance of each person on our team. We try to develop compensation plans that incent people to achieve those goals. But sometimes, that’s not sufficient for achieving our goals. Perhaps new customer acquisition, or customer retention/growth.

Compensation 104

Compensation Incentives Incentive Hiring 104

Zoominfo

MAY 6, 2020

Our philosophy is we really focus on making our existing customer happy. What’s even more interesting, though, is that one company alone—Zoom—is responsible for the bulk of this increase, which, according to our data, saw a 418% growth in adoption rate in just two months. His reasoning? Was it the Marketing? .

Video 207

Video Cancellation Microsoft Comparison 207

Partners in Excellence

AUGUST 1, 2022

Too often, we fail in our initial engagements with our customers. In our prospecting and discovery calls, we focus on their need for a solution–our solution. Our questions have an agenda, we want to get to talking about our solutions as quickly as possible. This process is not just for us.

Follow-up 81

Follow-up Analysis Up-Sell Customer 81

Zoominfo

JANUARY 22, 2021

As much as we like to think that all of our content is amazing, relevant, and engaging, if it’s not reaching potential customers, it’s falling on deaf ears. Your target market consists of potential customers who share similar characteristics. Your target market consists of potential customers who share similar characteristics.

Ideal Customer Profile 221

Ideal Customer Profile Marketing Buyer Persona B2B 221

Zoominfo

MAY 21, 2020

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Even our customers—armed with direct-dial phone numbers—can struggle to connect. BASHO emails are alive and well—and thriving. And we’ve got examples.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

No More Cold Calling

SEPTEMBER 25, 2014

The same principles hold true in B2B sales, but customers don’t instinctively get the message. It’s their job to get the best possible deal, and they will always try for a lower price. We’ve all had customers who managed to snag a “great deal,” only to find the wheels coming off soon after the transaction was complete.

Cost per Acquisition 314

Cost per Acquisition Hiring Discount Insurance 314

Zoominfo

JANUARY 22, 2019

Social media and review sites give customers free reign to voice their opinion about a business or product. And, unfortunately, it’s often the most disgruntled customers who are the most vocal. Generally, most customers who post negative reviews are plagued by a very specific, often pressing, issue. Today we teach you how!

Social Media 213

Social Media B2B Scale Follow-up 213

Sales Hacker

JUNE 13, 2023

They have their hands in everything as they’re trying to get the business off the ground. Bonus: Founders: Before You Hire a Sales Team, Consider These Options (9-min read) Whether that’s the path your company took or not, you might find yourself in the same situation: Suddenly trying to standardize a process for several (or more!)

Sales Process 89

Sales Process Hiring Ideal Customer Profile Call-back 89

Zoominfo

SEPTEMBER 23, 2020

It’s a unique, product specific, customer focused go-to-market strategy. 4 Steps To Fix Your Failed GTM Strategy. An effective strategy requires a team to dive deeper, using data insights to gain a deep and holistic understanding of your customers and the market at large. Refine Your Ideal Customer Profile.

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

Partners in Excellence

AUGUST 18, 2021

But just because the customer can answer those questions doesn’t necessarily mean the deal is real from the customer’s point of view. Look at the number of budgeted buying initiatives that never result in an order (even though the customer could give the right answer to all the BANT questions).

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

Zoominfo

MAY 7, 2020

Salesperson: “Here’s a case study showing companies YOUR size will LOVE all our features!”. Salesperson: “Our ROI is huge! That’s exactly where you want to be. “We We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. You might think that positive language is a good thing, but it’s not. DO NOT DO THIS.

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Julie Hanson

AUGUST 30, 2020

While the ability to talk without taking a breath for this long is impressive, this type of verbal assault is not a great experience for your customer. Here’s what they tell me: “Customers are not engaging with me on video.” My customer looks bored.” Below is the pitch transcribed just as it was delivered to me.

Video 171

Video Face-to-face Trends Sales 171

Zoominfo

NOVEMBER 11, 2019

So how can you make sure your future customer wins – and feels like they won – while winning business yourself? So how can you make sure your future customer wins – and feels like they won – while winning business yourself? Let’s explore this conundrum with nine tips from our top sales closers. The Rule of Three.

Closing 191

Closing B2B Scale Decision Maker 191

Smooth Sale

FEBRUARY 15, 2024

With that in mind, our collaborative blog offers suggestions on How to Move Past Bad Press to Enjoy the Good. If the bad press stems from a specific issue, fix it proactively. Whether that means revising a policy, making a product safer, or improving customer service, show your audience that you’re committed to change.

How To 120

How To Social Media Webinar Metrics Media 120

Selling Essentials RapidLearning Center

DECEMBER 13, 2022

People’s minds don’t respond well to attempts to “fix” them. Instead of identifying areas where hospital employees were deficient and trying to plug those holes, the researchers administered a “strengths finder” assessment to each of the 700 employees. That sounds like common sense. Enhancing strengths.

Positioning 52

Positioning Study Face-to-face Motivation 52

Partners in Excellence

DECEMBER 23, 2019

Both we, our customers, our markets, our worlds are getting more and more complex. In the face of this, we struggle to respond, whether it’s to fix performance problems, address new opportunities, grow and expand. We try to balance our approaches in the face of the complex interactions between things.

Face-to-face 73

Face-to-face Lead Rank System Sales Cycle 73

Sales Hacker

JANUARY 25, 2021

Your customers are under just as much pressure as you are in a difficult business environment like today. They’re working remote, they’re sick of Zoom , and they’re under strict instructions to not spend a dime AND fix all the new problems that are landing on their desk. There are two ways this conversation can go. Don’t waste it.

Sales Qualified Lead 119

Sales Qualified Lead Call-back Fashion Lead Rank 119

Smooth Sale

MARCH 28, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How To Keep Your IT Systems Secure If you are trying to secure your organization across the board, one of the main things you will need to monitor thoroughly is your IT systems, as these will have a lot of attention on them as part of this.

System 106

System How To Licensing Hiring 106

Zoominfo

JANUARY 19, 2020

Social media and review sites give customers free rein to voice their opinion about a business or product. And, unfortunately, it’s often the most disgruntled customers who are the most vocal. Ask customers to update negative reviews. Let’s face it, no modern business is immune to negative feedback. Post a public response.

Social Media 130

Social Media Google Scale B2B 130

Alice Heiman

MAY 5, 2022

A microbiologist by trade, Barb stepped in as CEO after a significant company downsize, and she soon discovered there were many other problems in the business that needed fixing. Lack of clarity on who the core customer is. “I think we’re on the right path with the core customer being the channel partner,” says Barb.

Channels 69

Channels LinkedIn Positioning System 69

Partners in Excellence

OCTOBER 20, 2021

In our parents’ generations the concept of work/life balance was life is what you squeezed into whatever time you had outside of work. Then work/life balance became more central, where the things we did outside of work are as important as our work lives. We’ve seen the precursors to the Great Resignation for some time.

Face-to-face 126

Face-to-face Pivotal Maximizer System 126

Partners in Excellence

MAY 29, 2022

All of these are foundational in engaging our customers to think differently. They are critical as we look at our own strategies and performance. Instead of trying to understand how/why things are happening, we react to performance issues with the automatic response to do more. But too often, we fail to do this.

Pipeline 82

Pipeline Analysis Sales Cycle Buying Cycle 82

Sales Hacker

MAY 17, 2023

In this episode of the Sales Hacker podcast, our host Colin Campbell welcomes Will Allred , the co-founder and COO of Lavender. But you only get one shot at getting your sales emails opened, so it’s critical to do it right. Guest-at-a-Glance Name: Will Allred What he does: He’s the co-founder and COO of Lavender.

Top of Funnel 110

Top of Funnel How To Hubspot Call-back 110

Nutshell

APRIL 18, 2024

Your customer data is the key to understanding your customers better so you can improve your marketing, sales, customer experience, and more. That’s where a single customer view, or SCV, comes in. Table of Contents What is a single customer view? Explore Nutshell’s Features What is a single customer view?

Ideal Customer Profile 77

Ideal Customer Profile Customer Guidelines Government 77

Partners in Excellence

OCTOBER 13, 2021

We would challenge ourselves and our people about what we could do better or differently to increase the win rate. Or we wouldn’t accept average deal values that are significantly lower than our peers, or sales cycles that are significantly longer. Or, if we aren’t meeting our goals, targets, quotas.

Data 88

Data Research Survey Sales Cycle 88

Nutshell

MARCH 13, 2020

Theoretically, a custom CRM would include all the features your organization needs, none that you don’t, and would be tailored to your specific business in everything from the in-product terminology to workflows reflecting how your team sells. 6 Drawbacks of Building Your Own CRM Custom vs Off-the-Shelf: Which CRM is Better?

CRM 126

CRM Customer Lead Rank Software 126

Partners in Excellence

MAY 23, 2022

To address this issue, we spend a lot of time, and millions of dollars, trying to figure out how to sell better or differently. But if buying is broken, fixing selling isn’t the answer!! But if buying is broken, fixing selling isn’t the answer!! We know 60% of committed buying efforts end in no decision made.

Buyer 54

Buyer Report Energy Data 54