Expert insights. Personalized for you.
How do your sales reps take sales enablement tools and translate them into conversations a customer would care about? As you think about your sales enablement strategy for the coming year, here are four essential areas to focus on. MORE
Storytelling outcomes influence post-sale customer expectations about long-term experiences with products, services and solutions. Is there an experience gap between pre-sale promises and post-sale customer and co-worker experiences? MORE
Your sales culture is the sum-total of the attitudes, values and behaviors that permeate your team. The question is, will the sales culture you have today help you meet your goals going forward? What a Successful Sales Culture Looks Like. MORE
In the current climate, customer experience is one of the main battlegrounds for sales organisations, often out-ranking factors like product and price. It is, therefore, no real surprise that many sales companies are increasing investment in customer experience training and coaching efforts. MORE
Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose. MORE
The best sales leaders know that sales coaching is an investment of time that ultimately creates time on the back end. Firms that coach their salespeople effectively rack up 9% higher sales than the rest. Clearly effective sales coaching yields results. MORE
A customer-needs-focused philosophy is just as important for inside sales teams as it is for the external salespeople—in some ways, even more so. What’s on the minds of inside sales leaders as we head into mid-year? How skilled are your sales reps at asking good questions ? MORE
So, if you make them choose between a good product and a good after-sales service, you’re not on the right path. . Good products keep customers interested, but after-sales service keeps them loyal. Except, how are you supposed to know if you’re providing a great after-sale experience? MORE
The point of sale is an incredibly important time for retailers to engage their customers. Generic and impersonal, these point-of-sale surveys do a poor job of uncovering meaningful insights. Why point-of-sale surveys don’t always work. Typically, point-of-sale surveys ask customers the same set of questions, regardless of what they bought or who they interacted with. The data retailers collect from point-of-sale surveys is pretty dismal. MORE
The past few years have seen live chat completely change the way online businesses carry out marketing and sales. In this piece we will talk about five ways live chat can be instrumental in improving your marketing and sales efforts. Helps Technical Queries (Pre-Sales). MORE
We all want to deliver for our customers, starting with a sales experience that builds trust between our organization and our buyers. After all, sales sets the stage for the entire customer journey. Sales is where current challenges are discussed and in turn, promises are made. MORE
It’s within their reach, you think, if only they’d increase their sales activity. And until you get to the root of the issue- their sales mindset- both of you will continue to be frustrated. To get those numbers where they need to be, managers typically focus on sales activity levels. MORE
Especially when these omitted details surface, often inconveniently, both pre- and post-sale. Most of the time, these professionals are involved in the post-sale care and feeding of customers, once a sale is consummated. Or, hoping the next sale is easier to close. MORE
Regardless of the changes on the horizon, organizations with sales leaders that can adapt to change and cultivate their sales culture through learning will be the ones able to keep pace and stay productive through any business cycle. We joined two hundred senior sales leaders gathered last month in Atlanta for the Sales Management Association (SMA) Conference to explore emerging trends and research affecting all facets of the sales organization. MORE
It’s hard to have customers if you don’t have sales. But what happens after the sale? Sales become less personalized and lack emotion. Customer Experience or Sales? Blog Featured CRM Customer Experience leadership linkedin sales SAP webinar MORE
Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like. The question is, are sales training efforts keeping up? Sales organizations are investing heavily in these digital tools, and they expect salespeople to use them. MORE
To develop your sales coaching strategy, you first need to understand where your organization’s level of coaching is right now. Figuring out your sales coaching strategy has become a hot topic in business today, and for good reason. Sales Coaching Strategy Step 1: Know Your Proficiency. MORE
See why traditional point-of-sale surveys don't work for modern retailers. Retailers need more personalized methods for engaging their buyers. Articles MORE
Make Shopping Enjoyable to Encourage Sales. These findings suggest that making shopping enjoyable could potentially double your sales among this key demographic! On a previous blog , my colleague Jason shared a finding from Centriam’s 2017 Retail Study : customers who had an enjoyable shopping experience were more likely to be promoters. This finding is especially robust among millennials, the largest generation in the US. MORE
What’s better for your business to focus on: customer success or sales? And sales is, well, sales: a customer makes a single transaction and your business profits. However, no business can thrive without making sales to new customers. It all starts with sales. MORE
Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose. MORE
As such, this article, although it focuses on sales tactics, actually falls under the heading of customer service. Incorporate these five customer service strategies into your sales tactics and watch sales grow. Related Posts Start-up sales advice from three sales champions. MORE
I don’t want to be pushy: Most people in banks or credit unions don’t have the word ‘Sales’ anywhere in their job titles or descriptions, and they pride themselves on being service-oriented and responsive. MORE
The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. Anyone who’s been in sales will tell you: The job comes with some unique challenges. A good rule of thumb is to analyze where the deal is in the sales process. MORE
As you can see from the customer’s perspective, the attention you offer after a sale is completed is just as important as the attention you show during the sales process. Why the Sales to Customer Success Handoff Matters. Best Practices for the Sales to Customer Success Handoff. MORE
Why a “healthy” sales pipeline isn’t always what it seems. And specific questions sales leaders should ask to get a more realistic view of what’s really going on. Do you have sales pipelines that initially promise so much but fail to follow through on that promise? MORE
Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like. The question is, are sales training efforts keeping up? Sales organizations are investing heavily in these digital tools, and they expect salespeople to use them. MORE
Limiting beliefs in sales can become a huge barrier to reaching higher levels of success. There’s nothing quite like the feeling of accomplishment that comes off of a great year in sales. Overcoming Limiting Beliefs in Sales. MORE
Your sales team is crucial in driving revenue. But if you carefully examine the situation, the reason for their poor performance might be because your team was not given the resources to optimize their sales efficiency. What is Sales Efficiency? 20 Sales Tips to Boost Efficiency. MORE
When it comes to the sales leader’s performance, the best CEOs are holding them accountable for more than just the number; they expect them to grow their people, too. As the revenue producers, it’s not surprising that the sales function is always on the mind of the CEO. MORE
Our research has shown that there are five factors that affect whether or not someone achieves their sales goals. It seems like that’s the perennial question for those who are responsible for sales training development and management. Sales reps have been through training. MORE
Many sales influencers are doing great things, but we wanted to shine a spotlight on a few of our favorites, those whose viewpoints align well with ours and can help motivate you and your teams to perform better in 2020. . Sales Influencers You Should Be Following. MORE
Sales Related Topics Integrity Solutions
FEBRUARY 15, 2020
Limiting beliefs in sales can become a huge barrier to reaching higher levels of success. There’s nothing quite like the feeling of accomplishment that comes off of a great year in sales. Overcoming Limiting Beliefs in Sales.
Integrity Solutions
FEBRUARY 12, 2020
Many sales influencers are doing great things, but we wanted to shine a spotlight on a few of our favorites, those whose viewpoints align well with ours and can help motivate you and your teams to perform better in 2020. . Sales Influencers You Should Be Following.
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Integrity Solutions
DECEMBER 18, 2019
How do your sales reps take sales enablement tools and translate them into conversations a customer would care about? As you think about your sales enablement strategy for the coming year, here are four essential areas to focus on.
Integrity Solutions
JANUARY 7, 2020
Your sales culture is the sum-total of the attitudes, values and behaviors that permeate your team. The question is, will the sales culture you have today help you meet your goals going forward? What a Successful Sales Culture Looks Like.
Speaker: Jeremy Watkin, Director of Customer Experience at FCR
If you're a contact center leader you've undoubtedly been inundated with sales people trying to get you to hop on the chatbot bandwagon. But is this the best place to burn our operational calories?
Integrity Solutions
DECEMBER 13, 2019
Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose.
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Integrity Solutions
NOVEMBER 2, 2018
The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. Anyone who’s been in sales will tell you: The job comes with some unique challenges. A good rule of thumb is to analyze where the deal is in the sales process.
Kayako
JULY 31, 2019
The past few years have seen live chat completely change the way online businesses carry out marketing and sales. In this piece we will talk about five ways live chat can be instrumental in improving your marketing and sales efforts. Helps Technical Queries (Pre-Sales).
Integrity Solutions
OCTOBER 30, 2019
Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like. The question is, are sales training efforts keeping up? Sales organizations are investing heavily in these digital tools, and they expect salespeople to use them.
Integrity Solutions
OCTOBER 8, 2019
When it comes to the sales leader’s performance, the best CEOs are holding them accountable for more than just the number; they expect them to grow their people, too. As the revenue producers, it’s not surprising that the sales function is always on the mind of the CEO.
Speaker: Peter Armaly - Senior Director and Advisor of Customer Success at Oracle
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
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Integrity Solutions
DECEMBER 13, 2019
Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Sales teams now have more technology than ever to support their efforts. Sales Success is Built on Purpose.
Experience Investigators by 360Connext
JUNE 5, 2017
It’s hard to have customers if you don’t have sales. But what happens after the sale? Sales become less personalized and lack emotion. Customer Experience or Sales? Blog Featured CRM Customer Experience leadership linkedin sales SAP webinar
Integrity Solutions
MAY 2, 2019
A customer-needs-focused philosophy is just as important for inside sales teams as it is for the external salespeople—in some ways, even more so. What’s on the minds of inside sales leaders as we head into mid-year? How skilled are your sales reps at asking good questions ?
Integrity Solutions
JANUARY 29, 2019
The best sales leaders know that sales coaching is an investment of time that ultimately creates time on the back end. Firms that coach their salespeople effectively rack up 9% higher sales than the rest. Clearly effective sales coaching yields results.
Speaker: Tony Medrano, CEO of RapportBoost.ai
and Heidi Rote, Director, North America Sales Center of Jenny Craig, as they present real case studies of how live chat drives engagement, order size, conversions, and allows agents to build relationships with customers.
Magellan Solutions
FEBRUARY 13, 2020
Your sales team is crucial in driving revenue. But if you carefully examine the situation, the reason for their poor performance might be because your team was not given the resources to optimize their sales efficiency. What is Sales Efficiency? 20 Sales Tips to Boost Efficiency.
One Millimeter Mindset
SEPTEMBER 16, 2019
Especially when these omitted details surface, often inconveniently, both pre- and post-sale. Most of the time, these professionals are involved in the post-sale care and feeding of customers, once a sale is consummated. Or, hoping the next sale is easier to close.
GetFeedback
AUGUST 3, 2018
See why traditional point-of-sale surveys don't work for modern retailers. Retailers need more personalized methods for engaging their buyers. Articles
Totango
NOVEMBER 12, 2019
As you can see from the customer’s perspective, the attention you offer after a sale is completed is just as important as the attention you show during the sales process. Why the Sales to Customer Success Handoff Matters. Best Practices for the Sales to Customer Success Handoff.
Speaker: Vicki Brackett, Author and COO of Sinousia
Author of the new book The Leadership Toolbox and Chief Operating Officer of Sinousia, Vicki Brackett shares creative and proven ways to engage your employees in either work at home environment or traditional brick and mortar. These strategies have been vetted by thousands of employees and have a track record of making immediate impact to customer service satisfaction scores, sales conversion, absenteeism and employee retention. When it comes to employee performance, you must be proactive on the front-end, or you are forced to be reactive on the back end!
Integrity Solutions
MAY 20, 2019
I don’t want to be pushy: Most people in banks or credit unions don’t have the word ‘Sales’ anywhere in their job titles or descriptions, and they pride themselves on being service-oriented and responsive.
NewVoiceMedia
OCTOBER 12, 2015
As such, this article, although it focuses on sales tactics, actually falls under the heading of customer service. Incorporate these five customer service strategies into your sales tactics and watch sales grow. Related Posts Start-up sales advice from three sales champions.
Totango
JULY 25, 2019
What’s better for your business to focus on: customer success or sales? And sales is, well, sales: a customer makes a single transaction and your business profits. However, no business can thrive without making sales to new customers. It all starts with sales.
Integrity Solutions
OCTOBER 30, 2019
Sales leaders need to reevaluate what an effective approach to sales onboarding really looks like. The question is, are sales training efforts keeping up? Sales organizations are investing heavily in these digital tools, and they expect salespeople to use them.
Advertisement
Harness the power of customers across every department of your business with this new playbook. It contains 7 strategic guides for various departments of your business, 9 inspiring case studies, and 7 tactical worksheets to get you started.
Kayako
SEPTEMBER 20, 2018
In the current climate, customer experience is one of the main battlegrounds for sales organisations, often out-ranking factors like product and price. It is, therefore, no real surprise that many sales companies are increasing investment in customer experience training and coaching efforts.
One Millimeter Mindset
JUNE 6, 2019
Storytelling outcomes influence post-sale customer expectations about long-term experiences with products, services and solutions. Is there an experience gap between pre-sale promises and post-sale customer and co-worker experiences?
Centriam Customer Experience Lab
JANUARY 5, 2018
Make Shopping Enjoyable to Encourage Sales. These findings suggest that making shopping enjoyable could potentially double your sales among this key demographic! On a previous blog , my colleague Jason shared a finding from Centriam’s 2017 Retail Study : customers who had an enjoyable shopping experience were more likely to be promoters. This finding is especially robust among millennials, the largest generation in the US.
Integrity Solutions
DECEMBER 10, 2018
Our research has shown that there are five factors that affect whether or not someone achieves their sales goals. It seems like that’s the perennial question for those who are responsible for sales training development and management. Sales reps have been through training.
Advertisement
eGain’s virtual assistant to engage thousands of its own sales. reps and answer their questions on products, sales, and customer. How: Use AI to conduct a best-practice sales conversation with. For example, the sales conversation could focus on.
GetFeedback
AUGUST 3, 2018
The point of sale is an incredibly important time for retailers to engage their customers. Generic and impersonal, these point-of-sale surveys do a poor job of uncovering meaningful insights. Why point-of-sale surveys don’t always work. Typically, point-of-sale surveys ask customers the same set of questions, regardless of what they bought or who they interacted with. The data retailers collect from point-of-sale surveys is pretty dismal.
Integrity Solutions
DECEMBER 14, 2018
Why a “healthy” sales pipeline isn’t always what it seems. And specific questions sales leaders should ask to get a more realistic view of what’s really going on. Do you have sales pipelines that initially promise so much but fail to follow through on that promise?
Integrity Solutions
NOVEMBER 12, 2019
Regardless of the changes on the horizon, organizations with sales leaders that can adapt to change and cultivate their sales culture through learning will be the ones able to keep pace and stay productive through any business cycle. We joined two hundred senior sales leaders gathered last month in Atlanta for the Sales Management Association (SMA) Conference to explore emerging trends and research affecting all facets of the sales organization.
GetFeedback
MAY 5, 2019
So, if you make them choose between a good product and a good after-sales service, you’re not on the right path. . Good products keep customers interested, but after-sales service keeps them loyal. Except, how are you supposed to know if you’re providing a great after-sale experience?
Experience Investigators by 360Connext
NOVEMBER 5, 2019
We all want to deliver for our customers, starting with a sales experience that builds trust between our organization and our buyers. After all, sales sets the stage for the entire customer journey. Sales is where current challenges are discussed and in turn, promises are made.
Integrity Solutions
OCTOBER 16, 2018
To develop your sales coaching strategy, you first need to understand where your organization’s level of coaching is right now. Figuring out your sales coaching strategy has become a hot topic in business today, and for good reason. Sales Coaching Strategy Step 1: Know Your Proficiency.
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