How Effective Listening Helps Build Customer Relationships and Close Deals

Mon, 10/14/2019 - 16:52 paulnolan

While the main thing customers are looking for is whether your product or service meets their needs, it’s not the only factor they consider. As the HBR report found, good listeners have conversations that build the other person’s self-esteem.

Marketing Cuts Have Consequences

Fri, 10/11/2019 - 14:10 jeremytews

Cutting marketing budgets reduces leads, which lowers revenue, which leaves managers questioning their decisions.

Beyond the Pay Mix: What Makes Salespeople Tick Today

Wed, 10/09/2019 - 06:48 paulnolan

How do you engage and prevent your current sales force from leaving the company? Bringing the benefits of the gig economy into your sales and compensation strategy will reap rewards.

Q4 is Here: Let’s Talk Contract Renewals

Mon, 10/07/2019 - 00:00 paulnolan

Solidifying and retaining a strong client base should take priority over securing new customers. Here are three best practices for keeping customers coming back.

A Simple ‘Thank You’ Can Make You A Better Leader

Sat, 10/05/2019 - 00:00 paulnolan

Saying “thank you” is a simple but powerful gesture. And it can lay the foundation for a positive relationship with bosses, subordinates and co-workers when the time comes for you to ask someone to go the extra mile.

5 Footprints to Build a Strong Sales Mentorship Program

Sun, 09/29/2019 - 19:45 paulnolan

A mentorship program can have a significant impact on the bottom line, but it's important that it's done well. Here are some tips.

Virtual Training Can Outperform the Classroom

Fri, 09/27/2019 - 13:59 jeremytews

A new controlled field test proves the effectiveness of learning online.

The Customer Journey and the ROI of Marketing

Wed, 09/25/2019 - 00:00 jeremytews

To access the true return of each marketing channel, B2B companies must find ways to adjust their traditional success metrics.

The Hottest Trends in Inside Sales

Mon, 09/23/2019 - 07:17 paulnolan

Technology and the entrance of millennials into B2B sales is driving significant change. Here are some trends you need to be on top of.

When Leads Don’t Convert, the Blame Game Begins

Thu, 09/19/2019 - 00:00 jeremytews

Do the sales leads suck, or is there something else that causes sales to slump? Those we spoke with say missed forecasts are the result of a combination of things from both sales and marketing.

Playing Chess Instead of Checkers In Sales

Sun, 09/15/2019 - 21:43 paulnolan

Thinking three or four steps ahead of the competition.

Perception vs Reality: Men and Women In Sales

Fri, 09/13/2019 - 06:30 paulnolan

Do men and women sell differently? Is one gender a more natural seller than the other? We aim to settle the debate.

How to Establish Trust Among Your Peers

Mon, 09/09/2019 - 06:03 paulnolan

Establishing trust is essential to success in B2B sales. The way to do that includes learning the language of your industry.

From the Switchboard to Social Media: A Brief History of Customer Service

Fri, 09/06/2019 - 07:04 paulnolan

No matter the industry a company serves, it is imperative to provide customer service across a multiplicity of channels. Here's a closer look at how this integral aspect of doing business has evolved over the years.

Ease Compliance Woes With Better Data Management Processes

Mon, 09/02/2019 - 08:17 paulnolan

Sales organizations should be asking these questions to ensure better data management processes and compliance with data privacy regulations.

How Sales Teams Can Recruit & Retain College Grads in the Tight Labor Market

Wed, 08/28/2019 - 06:27 paulnolan

Only 51% of Gen Z employees say they see themselves having a long career at their current organization. Considering it can cost up to one-third of a Gen Z worker's salary to replacement him or her, it's important for companies to learn how to retain their entry-level workers.

more articles >>

How Effective Listening Helps Build Customer Relationships and Close Deals

Mon, 10/14/2019 - 16:52 paulnolan

While the main thing customers are looking for is whether your product or service meets their needs, it’s not the only factor they consider. As the HBR report found, good listeners have conversations that build the other person’s self-esteem.

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Editor's Notebook

Paul Nolan

“The leads are weak,” Jack Lemmon’s character, Shelley Levene, tells Alec Baldwin in “Glengarry Glen Ross.”

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Engage (...by Hinda)

You invested countless hours planning and executing the perfect sales incentive program. The awards selection captured attention immediately. The...

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Micro Coaching Videos

Click to view Micro Coaching Videos with Tim Hagen:

  1. “Coaching Sales People”
  2. “Coaching to Sales Forecast”
  3. “Price Objections”
  4. ...all videos

Closers (...by Canon)

John R. Brandt

In his new book, “Nincompoopery: Why Your Customers Hate You — And How to Fix It,” John R. Brandt says managers are the key to squelching the...

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Lift (...by Seiko)

TIM HOULIHAN

Face it, your lead machine is tired. You’re hitting the gas, and you’re not getting the speed you once did. To change things up, you’ll need to go...

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Additional Web Resources

7 tips for asking questions that will engage prospects
Buyers recoil when you go too deep, too fast. They resent it when you ask them to fill out a checklist of predetermined questions without taking a personal interest in each response. They feel manipulated when you fire back solutions before delving deeper into their feelings and problems. Shari Levitan offers 7 tips that will lead to better conversations with prospects.

Landing your industry's 'great whites'
If you’re a start up or a small to medium enterprise, how do you ensure that you are attractive to big business? What is it that puts you on that ‘Partner of Choice’ wish list when pitching yourself?  Phil Bolton, director of outside innovation at Reckitt Benckiser, a British maker of hygiene products, says we are in an era when you don't necessarily need the biggest boat to land the prize catches.
Read more.

2017 State of B2B Digital Marketing
Curious to discover what your fellow marketers saw as this year’s most pressing issues and trends? Download the 2017 State of B2B Digital Marketing report from Demand Wave for an in-depth look at the tactics, tools and strategies used to deliver high-quality leads and grow pipeline revenue.
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