SBI Growth

AUGUST 2, 2013

As a Sales Rep, your Buyers expect you to be a Thought Leader. This article outlines the elements necessary to repeat your successes. Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute. Then determine if your next idea is good enough to win the sale.

Trends 306

Trends Face-to-face Buyer Follow-up 306

Zoominfo

FEBRUARY 12, 2021

Customers do their research, ask questions, and even address customer service issues on social channels. B2B social selling is an important and viable channel for B2B marketers and sales professionals. Have conversations, share important information, and treat people like actual people, not sales targets.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. Let’s get into it! DiscoverOrg. It’s free! Google Alerts.

Research 233

Research B2B Tools Company 233

No More Cold Calling

OCTOBER 4, 2018

Instead, I prefer to focus on sharing insights and tips for referral sales lead generation. But due to some recent conversations and social media comments , and some crappy articles I’ve read about referral selling lately, I’m all fired up and ready to speak frankly. A sales lead generation technique like this easily expands.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

No More Cold Calling

AUGUST 24, 2017

Are sales managers really at fault? You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. percent of sales reps made quota in 2016. The problem is that many sales managers were raised in Sales 1.0 They don’t have the skills or tools for success in a Sales 3.0

Hiring 214

Hiring Account SalesForce Quota 214

Sales and Marketing Management

JULY 7, 2019

Author: Alfred Baumbusch Over the past four decades, manufacturing, distribution and some service companies have invested management time and attention, consulting dollars and technology expense to properly balance supply commitments and realized demand. In reality, most sales and operations planning efforts are rewarded with frustration.

Sales Operations 212

Sales Operations Lead Rank Fashion Distribution 212

Smooth Sale

DECEMBER 4, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How Business Growth Depends on Customer Care and Service We often hear the terms Customer Care and Customer Service interchanged, but each has their defining moments to which we must pay serious attention. But our enthusiasm quickly faded.

Customer 109

Customer Loyalty Remedy Hiring 109

Zoominfo

AUGUST 31, 2020

In this piece, we’ll briefly give an overview of these areas, with future articles delving deeper into the details. According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. Technology : Sales intelligence platforms and buyer intent software. Market expansion.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Smooth Sale

OCTOBER 23, 2024

When customers feel neglected or disrespected, it can lead to negative reviews and a tarnished image. When customers feel neglected or disrespected, it can lead to negative reviews and a tarnished image. Consider the story of a small business that ignored customer complaints and lost loyal clients. Celebrate Success!

How To 103

How To Social Media Influencer Hiring 103

Understanding the Sales Force

JULY 10, 2023

It’s been quite a while since I’ve written an article about the role that customer service plays in the retention and renewal of customers and accounts. Some products are so exclusive, and so desirable, that crappy customer service might not even stop you from buying again.

Customer 156

Customer Wireless Customer Service Call-back 156

Zoominfo

OCTOBER 27, 2020

Make no mistake about it—today’s customers want a personalized experience. The statistics speak for themselves: 77% of B2B sales and marketing professionals believe that personalization builds better customer relationships. It Boosts Sales And Conversions. It Improves Customer Experiences.

B2B 246

B2B Marketing Segment Scale 246

Pipeliner

FEBRUARY 6, 2025

With the rise of sales enablement technologies and changing consumer behaviors, it’s no longer a question of if, but when, cruise lines will adopt Customer Relationship Management (CRM) solutions. As the cruise line industry continues to evolve, executives are facing increasing pressure to stay ahead of the competition.

CRM 103

CRM Loyalty Segment Retention 103

Zoominfo

FEBRUARY 18, 2021

Share your knowledge in blog articles to get people to your website. Propel them further down the sales funnel with white papers and webinars. Sure, you want to write informative articles that help boost your search engine rankings. They tweeted, shared photos, wrote blog articles, and communicated with people.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

Partners in Excellence

JANUARY 22, 2025

” This was a brilliant observation by James Pursey in an outstanding seminar on AI in sales. ” James gets at the root of so many of the issues we see about the terrible use of LLMs in selling, marketing, customer service. Afterword : This is the AI generated conversation this article.

Engineering 123

Engineering Decision Maker Tools Face-to-face 123

Jeffrey Gitomer

JANUARY 24, 2013

Your reputation creates or destroys sales. Being remarkable means going the extra mile and making service the forefront of your business, not an add on. If you get my weekly email magazine, Sales Caffeine, you know it is all about sales help. Become known as someone who gets business for customers.

Referrals 299

Referrals Face-to-face Facebook Vendor 299

Understanding the Sales Force

MAY 20, 2024

This article has a set of three distinct analogies comparing baseball to sales so if you don’t want to hear about the baseball side of the analogy, you’ll probably want to exit the article. They are customized to the specific role and consistently help companies hire the right salespeople nearly every time.

Hiring 201

Hiring Decision Maker Lead Scoring Lead Rank 201

Sales and Marketing Management

MARCH 14, 2018

Thus, the key to profitability is to slow customer churn and nurture growth. Reinvent Customer Service. It’s an attitude that many customer service departments adopt. If customers call in, reps spring into action. Here are three tips to get you on your way. If not, they assume all is well.

Retention 223

Retention Customer Loyalty Remedy 223

Sales and Marketing Management

JUNE 10, 2019

A study appearing in the February 2018 edition of the Journal of Business & Industrial Marketing was the first to prove its relevance in a B2B setting and provide a preliminary model for achieving the SRP with business customers (“The Service Recovery Paradox in B2B Relationships,” Hübner, et al). Response speed. Compensation.

Loyalty 234

Loyalty Remedy Journal Study 234

Zoominfo

APRIL 10, 2018

Customer Service. Did you know that an estimated 67% of consumers use social networking sites for customer service ( source )? Customers turn to social media for many reasons—to report a problem, talk about their experience with your brand, or to simply stay up-to-date on your products or services.

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

Steven Rosen

FEBRUARY 7, 2024

Rika Cuff , Senior Vice President of Scholastic and Champ Sales at Herff Jones, discusses the importance of sales leadership in sales culture development. Rika’s insights provide valuable lessons for sales leaders looking to create a positive and motivating team environment. Recognition goes a long way.

Social Media 156

Social Media Sales Leadership Media Face-to-face 156

Partners in Excellence

FEBRUARY 9, 2025

Marketing has any number of them, SDRs, BDRs, AEs, AMs, Rev-ops/enablement, Customer service, all of us have our playbooks. But the sales cycle prevents us from understanding if it works, or how we might adjust it. Last week, I had a fascinating conversation with the CEO of a leading sales training organization.

Face-to-face 116

Face-to-face Scale Journal Examples 116

SalesFuel

JUNE 12, 2024

A strong customer service strategy is key to keeping customers happy and your success going. Why you should kick off your customer service strategy right away According to Act-On , “90% of consumers report their post-purchase experience is just as important as the quality of the products.”

Customer Service 52

Customer Service Webinar Metrics Strategy Customer 52

No More Cold Calling

NOVEMBER 14, 2019

He says when we strive to continually exceed customer expectations, we confuse the customer with too many options and too many hurdles. Read the rest of Mareo’s article to find out why we need to make it easy for customers to buy from us—and exactly how to do that. Seems counter-intuitive, doesn’t it?

Loyalty 249

Loyalty Customer Cold Calling Fashion 249

Zoominfo

SEPTEMBER 4, 2019

The good news is, there are plenty of ways for your company to earn trust and loyalty from your customers, even in today’s busy marketplace. Let’s get into our top five strategies to build customer loyalty! Invest in multi-channel customer service. They visit your website, where they find a customer support email address.

Loyalty 206

Loyalty Customer Incentive Incentives 206

Sales and Marketing Management

DECEMBER 26, 2018

In my work with sales executives from corporations large and small, I repeatedly see that team rewards are easily overlooked in favor of individual incentives. And while individual incentives are critical to the success of any sales organization, most companies are not fully invested in supporting the team environment.

Incentive 191

Incentive Incentives Google Account 191

Smooth Sale

DECEMBER 3, 2024

Data supports this dichotomy: While 81% of customers want companies to offer personalized experiences, 64% don’t want companies to use artificial intelligence (AI) to improve customer service. However, if this is the extent of the relationship—if customers are just another dollar in the revenue column—buyers won’t come back.

Influencer 103

Influencer How To Social Media Call-back 103

Bernadette McClelland

MARCH 11, 2018

Not dissimilar to Maslow’s Heirarchy of Needs, we can take our customer from the most basic of emotional needs of simply being satisfied through UX and CX, to the height of advocacy and loyalty. As sales expert, Jeffrey Gitomer so eloquently asks, ‘would you prefer your partner to be satisfied or loyal?’

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

Understanding the Sales Force

NOVEMBER 29, 2023

After I moved all of the legitimate and very illegitimate emails into trash, I identified 26 emails – all from yesterday – that were cold solicitations from BDRs, account managers, customer service reps, marketing reps, and even CEOs. Why aren’t salespeople making calls? I’ll tell you why. What will you do?

Meeting 201

Meeting Cold Calling Inbound Outbound 201

Hubspot Sales

MAY 27, 2020

Note: This article is authored by HubSpot. As a sales leader, deciding which CRM to use can be just as challenging a decision. Ultimately, you want to enhance your sales process without being burdened with overly complicated software. Compared to Salesforce, customers rated Zoho as easier to use and set up. HubSpot CRM.

SalesForce 131

SalesForce Sales Process Hiring Hubspot 131

Pipeliner

AUGUST 5, 2021

Increasing sales and creating a customer base are essential for ensuring your small business’s growth and success. Besides, building customer loyalty is equally important to gaining new customers, as repeat purchases also contribute to increasing your company’s sales. Provide Outstanding Customer Service.

Small Business 98

Small Business Small Business Social Media Advertising 98

Zoominfo

FEBRUARY 14, 2018

If you’re a regular reader of our blog, you’ve seen quite a bit about sales productivity in the last few weeks. And for good reason—sales productivity is the theme of our 2018 Growth Acceleration Summit! 6 Outdated Sales Techniques That Hurt Your Productivity. 3 Scary Smart AI Tools That Will Boost Sales Productivity.

B2B 176

B2B Face-to-face Sales Education 176

SBI

APRIL 26, 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 Clive Armitage , CEO of Agent3.

Quota 139

Quota Intent Data Intent Lead Rank 139

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Zoominfo

DECEMBER 3, 2018

There’s no way around it – prospect and customer data is one of the most valuable assets a B2B organization has access to. Think about it: without accurate information, how can you market, sell, or provide customer service to your target audience? 15% of email users change their email address one or more times a year.

B2B 223

B2B Data Churn Marketing 223

Zoominfo

APRIL 15, 2018

The importance of data cannot be understated in the modern sales landscape. Now, data and analytics reign supreme when it comes to running a successful sales organization. Maybe you’re new to data-driven sales, or maybe you just need to brush up on how to leverage data as part of your sales strategy.

Data 170

Data Strategy Lead Scoring Lead Rank 170

Bernadette McClelland

AUGUST 17, 2016

’ Or as Dubinsky (1981) notes, most customers consider salespeople as lowly paid, monotonous, uneducated, high pressure, phony individuals who they would never want to meet again. Americans thrive on the sales culture with conferences, think tanks, forums and the like.

Lead Rank 150

Lead Rank SME Conference B2B 150

The Pipeline

JULY 28, 2016

The sales department grows to become independent from the customer service, marketing, and other areas of the business. As a startup company, many sales forces intermingle with other departments as they are often in the same floor, right next to one another, and may even be the same person. About Chase Hughes.

Training 120

Training Lead Generation Face-to-face Demographics 120