Category sales
Boost Customer Loyalty and Growth: The Power of NPS in Key Account Management
In today’s competitive business landscape, retaining and growing key accounts is paramount to long-term success. While effective key account management strategies are essential, understanding and leveraging customer feedback through the Net Promoter Score (NPS) can significantly enhance your efforts. What is NPS? The Net Promoter Score is a simple yet powerful metric that measures customer […]
8 key account management strategies to win and retain customers
Unlock the secrets to successful key account management. Learn 8 proven strategies to build strong relationships, deliver exceptional value, and drive long-term growth with your most important customers. By implementing these key account management strategies, you can build strong, lasting relationships with your key accounts, increase customer satisfaction, and drive long-term business growth. If you […]
Sales framework: The Challenger Approach to Sales
Discover the Challenger Sales Framework, a proven method that revolutionizes sales by challenging customers’ thinking and providing unique insights.
What is a Unique Value Proposition and When is it Used?
What is a Unique Value Proposition? It is a clear statement that describes the unique benefit a product, service, or company provides to its customers. It outlines how it solves their problems, and what distinguishes it from its competitors.
Sales Enablement: A Key Driver for Sales Efficiency
Sales enablement is a strategic necessity. The Sales Enablement Forecast Report 2022 has provided us with valuable insights into the trends and priorities that are shaping the future of sales enablement. Let’s look into these findings to understand how sales enablement is becoming a critical factor in enhancing sales efficiency. Expanding Roles and Responsibilities According […]
Basic sales techniques that help close deals
Here are a handful of sales techniques that help sellers build rapport, communicate effectively, understand customer needs, handle objections, and ultimately – help you close deals! Building rapport Communicating effectively Understanding customer needs Handling objections Closing deals The next part is not really about techniques. But it is about how you act as a sales […]
Digital Sales Enablement: The Key to Success in B2B Sales
Digital sales enablement has emerged as a critical strategy for sales leaders. The shift towards digital interactions between suppliers and buyers is breaking traditional sales models, with Gartner predicting that by 2025, 80% of B2B sales interactions will occur via digital channels. This transformation necessitates a shift from a seller-centric model to a buyer-centric one, […]
The Power of Sales Discovery Questions: Unlocking Customer Insights
Selling is not just about pitching a product or service. It’s about understanding the customer’s needs, wants, and pains, and presenting your offering as a solution. Well-structured sales discovery questions unlock these insights. What are sales discovery questions? These are strategic questions that you ask to uncover important information about a prospect. Deals are won […]
Navigating the High Seas of Market Disruption: Pirate Categories and Blue Ocean Strategies Explained
Standing out from the crowd is not just a luxury, it’s a survival imperative. The key to success lies in two concepts: “pirate categories” and “blue ocean” strategies. As an experienced sales director, I’ve seen countless products and services fade into obscurity, swallowed by the red ocean of fierce competition. Pirate Categories: A New Dawn […]
The First 30 Days: A CRO’s Guide to Assessing a SaaS Startup
As the newly appointed Chief Revenue Officer (CRO) of any SaaS startup, the first 30 days are crucial for understanding the company’s current status and setting the stage for future growth. Here’s a 10-step plan to guide you through this process. I would love your thoughts and feedback on this! Day 1-3: Understand the Business […]
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