Sorry I Have No BudgetToday you hear all too often that your clients have no budget. In this presentation Steve Chriest delivers a case study on how to effectively practice upturn thinking in a downturn economy by tackling challenging customer conversations. Chriest, the Principal of the San Francisco-based consulting firm |
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Steve Chriest
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Selling-Up
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customer creation
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Stop Visiting Your Customers: Leveraging Sales 2.0 For Increased Customer Engagement
Forward-thinking companies are asking their sales representatives to stop visiting all but their most strategic and profitable prospects and customers. Why? They are embracing Sales 2.0—a more efficient and effective way to sell using innovative sales practices and technology. As a result, they’ve dramatically reduced their cost of sales, improved sales productivity and increased revenue.The Art....more |
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Author: Anneke Seley Tags: sales 2.0 | saas | CRM |
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It's About Time: Increasing Customer Engagement Through Sales 2.0
“2.0” has gone mainstream. A little more than a year ago, while I was in New York to present my proposal for a book on Sales 2.0 to my publisher, I realized the 2.0 naming convention was here to stay. When I picked up the morning newspaper, I saw The New York Times had published an article titled "Food 2.0," describing how innovative chefs are using chemistry to transform their dishe....more |
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Author: Anneke Seley Tags: sales | sales 2.0 | field sales |
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Clara Shih Suits Up Sales and Marketing for the Facebook Era
If you ask social CRM expert Clara Shih about reactions by most companies to the topic of social media, she would tell you “it's still very early.” Shih founded faceforce (the business application on Facebook now known as Faceonnector) and wrote The Facebook Era: Tapping Online Social Networks to Build Better Products, Reach New Audiences, and Sell More Stuff. By engaging in the foru....more |
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Author: Clara Shih Tags: social media | Facebook | faceforce |
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Resurgence of Six Sigma in the Call Center: Decreasing Customer Churn
One of my clients, a wireless B2B telecom company, was experiencing a significant problem in their call center. They were absolutely inundated with calls—most of them problems. They were spending a significant amount of money trying to manage the call center—adding new call center representatives, training new call center representatives, bringing in new call center supervisors, figuring out ....more |
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Author: Eric Reidenbach Tags: call center | six sigma | call center representatives |
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Trainer Duane Cashin Wants You to Wake Up Your Sleepy Sales Organization
Duane Cashin is shouting from the roof tops that we do not live in a competitive marketplace but a crowded marketplace. He does not currently see companies performing at the level necessary to be successful in today’s marketplace. Cashin, a trainer, demands that sales executives re-evaluate the definition of a high-performing organization. Is your sales team coasting? What is the energy like o....more |
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Author: Duane Cashin Tags: sales | call center | sales training |
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