Sales

Interview Nancy Nardin
Buying behavior has changed. Marketing has changed. Sales has changed. Customer-centricity is revisited as customers continue to change and increasingly feel overwhelmed. However, has sales adapted enough to overcome commercial challenges? How has the collaboration between sales and marketing evolved since the early days of CRM and Sales Force...
Artificial intelligence in sales concept
Artificial intelligence (AI) is becoming mainstream in data-driven marketing and rapidly gaining traction in customer service. In this article we look at the usage of artificial intelligence in sales, another customer-facing domain where AI is rising fast. Artificial intelligence comes in many forms, shapes, subfields and applications. From games, search...
Overwhelmed salespeople concept
Enhancing sales productivity and effectiveness by increasing selling time and removing the hurdles salespeople and sales teams encounter. Here are two classic challenges for workers who need information to do their jobs successfully, which organizations try to solve but nonetheless keep struggling with. The sales experience drives 53% of customer loyalty...
Sales prospect selling concept
How do you solve the buying disconnect in B2B and complex buying journeys? For starters by realizing there is a disconnect and that buying AND selling have both become more complex overall. And by realizing the importance of understanding true - emotional - goals and the prospect experience. Smart sales...
Matt Dixon quote CEB
Matthew - Matt - Dixon is Group Leader, Financial Services and Customer Contact Practices at CEB (Corporate Executive Board). If that doesn't ring a bell: Matt also wrote "The Challenger Sale: Taking Control of the Customer Conversation” and "The Effortless Experience: Conquering the New Battleground for Customer Loyalty". Effortless (customer)...
Customer-centricity: what is it and what does it even mean to be customer-centric? Does it matter to define it or look at how people define it? It sure does! Definitions, models, views and approaches to be more customer-centric. While customer-centricity isn't new, it's increasingly used in the context of, among...
Ardath Albee
Ardath Albee is one of the smartest B2B marketing and content marketing experts. I've been following her since quite some time and, even if we never met, I guarantee you that with Ardath you just know she’ll bring value to the table, based on experience. On top of being a...
Ram Charan – source
Each successful content marketing strategy is a social and connected content marketing strategy by definition. I'm not just talking about the areas where social media marketing and even social business overlap with content marketing. I'm even not just talking about the need to work with audiences of audiences in...
The complex funnel - source Forrester
Allow me to repeat some key trends that describe the connected buyer's journey and integrated marketing reality. An educated 'prosumer', a shift from selling to buying, media and device proliferation, increasingly channel-agnostic customer behavior, more opportunities to gather information and consider options throughout the buyer's journey, etc. The path...
Do you know what executives who know their customers very well and can put them in their shoes better than others, do? They don't sit behind computer screens, in planes or in boardrooms the whole time. They go out and visit their customers in frequent and systematic way. And...
With the never ending rise of new communication channels, the shift from selling to buying, the rise of the ‘empowered’ and connected buyer, and the fragmentation of the media landscape, the attention of the (prospective) customer is not that easy to get. People proactively look for information themselves. Depending...
How important is content marketing for lead demand generation? Research has been trying to provide the answer since quite some time. However, it also shows that the definition of content marketing matters and that content (marketing) might be underestimated from a lead generation perspective. Here is why and a...
Excellent customer experiences and relevant touchpoints, across all channels, are rapidly becoming the focal point for smart marketers. Customer satisfaction is not a goal anymore. It is – or should be – a basic component of your business DNA. All customer experiences must be optimized to move beyond the...
Kristin Zhivago at the Fusion Marketing Experience Antwerp 2012 – picture by Remy Bergsma
Even in the last few months, customer buying processes have changed. Are you keeping up? How can you make sure you’re keeping up? Buyers are now so savvy and determined that they don’t waste any time on any seller who “doesn’t get it.” They have absolutely no patience for sellers...