Category Archives for "Empathy-based Sales"

How Sales Hustle and Automation Hurt Customer Experience

By Brian Carroll | Empathy-based Sales

Learn how sales hustle and marketing automation can hurt customer experience and how you can fix it to get better results now

2 Tips to build rapport immediately for inside sales success

By Brian Carroll | Empathy-based Sales

Learn 2 tips you can use to connect with people better and build rapport immediately on the phone or in person you can apply now to improve sales calls with empathy

Growing B2B Sales with Trust and Empathy

By Brian Carroll | Empathy-based Sales

We have more sales and marketing technology and channels to reach our customers, but they’re increasingly tuning us out. In short: we’re getting more disconnected from customers. Something is missing. Even though our tools have become smarter with AI and machine learning, connecting and building B2B relationships has never been harder. The question is: How […]

Gartner Research: Boost your growth from existing customers

By Brian Carroll | Empathy-based Sales

CEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers? But it’s elusive. In fact, the traditional approach is no longer working. According to CEB, now Gartner, “Only 28% of sales leaders report that account management channels regularly meet their cross-selling and account growth targets.” That’s […]

The post Gartner Research: Boost your growth from existing customers appeared first on the B2B Lead Blog.

Getting sales enablement right to increase results

By Brian Carroll | Empathy-based Sales

Sales enablement is intended to help raise performance, but a lot of efforts have backfired due to departmental silos. And now there’s a growing gap between what salespeople need and what they’re getting to improve performance.

How customer-hero stories help you connect better

By Brian Carroll | Empathy-based Sales

Do you focus on capturing product stories or customer-hero stories? The answer can make a huge difference in your sales and marketing results. Let me explain. Despite all the time, money, resources spent on improving sales productivity, just 13% of sales people produce 87% of revenue in a typical organization according to the Sales Benchmark Index. […]

The post How customer-hero stories help you connect better appeared first on the B2B Lead Blog.