Engage Selling

JUNE 2, 2018

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. And yet that’s precisely where you can see both the risk … Read More »

Smart Company 54

Smart Company Leads Customer Marketing Qualified Lead 54

Sales Training Connection

AUGUST 22, 2012

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. Let’s look at Schrage’s key points and then translate it to the world of sales. Sales gets a seat at the innovation table.

Engineering 102

Engineering Smart Company Training Benefit 102

Sales Hacker

NOVEMBER 21, 2019

Companies that prepare for and embrace the changes AI brings will thrive. Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. The need for automation in sales. The potential future of AI for sales.

Ideal Customer Profile 85

Ideal Customer Profile How To Churn Face-to-face 85

Women Sales Pros

JUNE 7, 2019

In a time when it is increasingly difficult to have a truly unique product and to sustain it at a truly competitive price, the greatest advantage a company can have is its people. Buyers choose sellers that add value, and smart companies are responding accordingly. For them, the value of working with a seller just didn’t add up.

Lead Scoring 103

Lead Scoring Lead Rank Buyer Smart Company 103

Sell Integrity

NOVEMBER 23, 2020

Some of the common issues we hear involve: Providing consistency across channels Overcoming employee complacency Finding new ways to connect with customers and accelerate service delivery Time and cross-training Consistent, effective coaching on customer-centricity.

Strategy 117

Strategy Customer Loyalty Coaching 117

LeadFuze

JULY 25, 2021

There are a lot of moving pieces to the post-sale process. Smart companies have realized that customer loyalty is the most powerful sales and marketing tool that they have. ” – Bill Price. Too many companies end their funnel right after acquisition. You likely already know a bit about the sales funnel steps (e.g.

Lead Rank 124

Lead Rank Lead Scoring Top of Funnel Churn 124

Cience

DECEMBER 1, 2020

Your customers are one of your company’s most important assets. Although new sales are important, smart companies also focus on retention. Source: Bain & Company. New customers have a lot to learn, so make sure they get the training they need to succeed right out of the gate. What Is Customer Retention?

Retention 96

Retention Webinar Metrics CRM Ideal Customer Profile 96

SBI

JUNE 10, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Decision makers know there’s no silver bullet to increase sales.

Up-Sell 50

Up-Sell Decision Maker Revenue Closing 50

The Brooks Group

APRIL 23, 2014

To build a great sales team, a meaningful and consistent sales management process must be in place organization wide. The 8 Components Of A Best-In-Class Sales Management Process. Recruitment – Regardless of industry, recruiting top sales performers is the very cornerstone of any sales management process.

Hiring 40

Hiring Sales Management Smart Company Construction 40

Factor 8

AUGUST 8, 2019

If you’re growing or starting up a team, you’re wise to spend time researching the type of rep that will best suit your sales process, talent pool, and customer preferences. And if you’re researching roles in sales, even better. Let’s dig in – starting with the top of the sales funnel or beginning of the buying process.

Inside Sales 31

Inside Sales Hiring Lead Rank Top of Funnel 31

Braveheart Sales

SEPTEMBER 23, 2021

Of course, smart companies play the arbitrage game: When costs are rising, pass along the price increases as quickly as you can while you try to delay accepting the cost increases from your suppliers as long as possible. However, if your higher cost inputs are commodities, freight, energy, etc., It’s not just the steel.

Margin 40

Margin Insurance Insurance Energy 40

Your Sales Management Guru

OCTOBER 13, 2015

But one area where additional improvements still can be made is the sales organization. Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. They often lack both a strategic and tactical sales plan.

Revenue 40

Revenue Hiring System Case Study 40

The Brooks Group

AUGUST 10, 2012

It's part of a series of webinars celebrating this, our 35th year in the Sales Training Business. The bottom line is this: From a sales organization's perspective, it's impossible to respond accurately to an RFP if you are not given any context. Sales Performance Improvement

How To 40

How To Proposal Decision Maker Webinar Metrics 40

Sales Hacker

JUNE 23, 2020

This week on the Sales Hacker podcast, we speak with Leah Chaney , the Chief Experience Officer for BetterGrowth, a customer support agency she founded. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Hey everybody, welcome to the Sales Hacker Podcast. Sales teams have had to quickly adapt to a new normal.

Customer 73

Customer Churn Lead Rank Scale 73

Sales Hacker

JUNE 16, 2020

This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky , an internationally recognized thought leader known as the disaster avoidance. His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time. Subscribe to the Sales Hacker Podcast.

Government 99

Government Call-back Real Estate Face-to-face 99