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 […]
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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.
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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.
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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.
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