While working with a major corporation and their key account managers recently, I asked them this question: “What do you bring to your accounts that someone else from your company couldn’t do more effectively, efficiently or at a lower cost?”
You can imagine the look on their faces. Each one...
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Sales reps typically want to go straight to the decision maker. However, in most organizations, the decision maker is supported by a network of team members who can also influence the outcome of the deal. As a result, developing skills to deepen trust with everyone in the customer organization is...
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Sales managers know they have their work cut out for them these days. Close rates have declined in the past few years and the amount of competition has gone up. You know you need to focus on improving your win rate, but where do you start?
Most managers will give attention to their star performers...
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Today, we’re thrilled to announce a bunch of new Sales Cloud and Work.com features that are now available through the Salesforce1 Mobile App, empowering your sales reps to sell from anywhere.
With the new Salesforce1 Mobile App, your sales team can sell faster with unprecedented mobile access to...
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Who’s your best customer? The one that pays you the most? One that you’ve sold to the longest? Neither? Both? Sales organizations that don’t know the answers to this question are probably not making the best use of their resources.
Strategic accounts are not always the largest, but they are...
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Do you get a knot in your stomach when you realize you are going to have to negotiate with a customer to get the deal you want? Few people look forward to negotiating and that is because of one reason – they don’t have a plan.
Negotiations are won or lost not because of what happens during...
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Simply going with your gut to make difficult business decisions doesn’t cut it any more. These days, your strategies need to be supported by data, backed up with facts, and capable of delivering real ROI.
The good news is that we have access to more data (customer data, performance data,...
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We live in the age of data. “Big data," “data analytics," “data mining,” and “data science” are buzz words that have become commonplace in the past few years. Hundreds of companies exist to try and turn raw data into actionable data. As a leader in a rapidly growing software-as-a-service...
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Much has written about the role of customer experience in shaping the success of B2C giants like Apple®, Disney®, and Starbucks®. How does your B2B company leverage customer experience to create a loyal and retained customer base?
You don’t have to be an industry giant before you create an...
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![How to Boost Sales Win Rates [Infographic]](http://www.salesforce.com/content/dam/blogs/legacy/2014/05/6a00e54ee3905b883301a3fd11d8f5970.jpg)
