Cerebral Selling

SEPTEMBER 27, 2022

Previously, I’ve shared tips to connect with buyers during times of adversity through empathy, personalizing and prioritizing outreach, and allowing buyers to say no. Belief statement (messaging tactic) – Leading with the tightly held beliefs of like-minded customers and NOT your product or service.

Objection handling 207

Objection handling Sales Construction Growth 207

The 5% Institute

JUNE 11, 2023

Sales persuasion is an art that goes beyond simply presenting a product or service. People are more likely to trust a product or service that has already been validated by others. This can be achieved by highlighting how your product or service aligns with their values or goals.

Technique 52

Technique Sell Pitch Trust 52

SaaStr

MARCH 22, 2024

She was able to get into a leadership position immediately and coach people who were hungry for it in a slightly safer space than more tenured folks. Shifting from an operator and loving operations and data to a sales and revenue leadership role felt like a big jump. As a CRO, you can cultivate that culture.

Finance 92

Finance Territory Quota Presentation 92

Salesforce

OCTOBER 6, 2021

We developed a mindful leadership program. This program helps managers understand how to bring empathy into the workplace, especially during a time when we all need as much empathy and compassion as we can muster. Lindsay Crittendon, senior director of strategy and operations at Headspace.

Growth 98

Growth Niche Manufacturing Retail 98

Martech

MAY 19, 2022

We spoke to Richardson and her colleague Russ Sharer, director of strategic sales excellence, about some lessons they’re teaching sales organizations, not least in their recently published book “Agile & Resilient: Sales Leadership for the New Normal.” Have empathy. Positive strategies to build trust.

Trust 114

Trust Customers Manufacturing Transportation 114

Closing Bigger

AUGUST 31, 2023

This sales podcast episode is on the fundamentals of sales leadership with focus on behavioural change and coaching. It’s based upon the lessons I have accumulated working with sales organizations and delivering leadership training programs over the past 20+ years. Leadership truly builds people who then build the business.

Objectives and Key Results 69

Objectives and Key Results Sales Appointment Meeting 69

Hubspot

MARCH 25, 2024

The Prospect Who's Afraid to “Sell in” When we asked Patty Radford Henderson , CEO & Founder of Annum , about some of the most frustrating prospects she deals with, she referenced buyers who were a little sheepish about bringing potential offerings to company leadership. How to Handle Them: Implement cancellation policies with empathy.

Prospecting 72

Prospecting Price Presentation Pipeline 72

Veloxy

JULY 26, 2022

We didn’t say ‘ Sell to others whatever ’, as in the product or service. While there may be sales organizations out there whose strategy is contrary to these golden rules, salespeople can still take the lead by striking a balance between sales pressure and morale principles to prove out the potential to leadership.

Quota 173

Quota Sales Promote Technology 173

Hubspot

DECEMBER 2, 2020

Emotional intelligence has long been discussed as a critical component of leadership. Doing so in a non-judgmental way will increase empathy, emotional intelligence, and naturally lead to more relevant products, services, and advertising. Emotional intelligence leads to empathy, action, and increased market share for brands.

Relationship Management 99

Relationship Management Market share Growth Consult 99

Closing Bigger

AUGUST 31, 2023

This sales podcast episode is on the fundamentals of sales leadership with focus on behavioural change and coaching. It’s based upon the lessons I have accumulated working with sales organizations and delivering leadership training programs over the past 20+ years. Leadership truly builds people who then build the business.

Objectives and Key Results 52

Objectives and Key Results Sales Appointment Meeting 52

Salesforce

OCTOBER 20, 2021

The leader receives a customized set of developmental recommendations, mapped to the company’s leadership values and goals, to help them create a personal development plan. Managers who lead with empathy and have emotional intelligence drive better business results and greater retention. Learn about these tested strategies.

Healthcare 98

Healthcare Commission Consult Promote 98

Partners in Excellence

APRIL 1, 2022

This isn’t new, it’s a classic part of any leadership development program. ” Or worst, “They need to buy our product/service.” Related Posts: Leadership Is About Making Choices Do You Deserve To Be A Manager? Leadership And Empathy Leadership Development And Succession.

Customers 52

Customers Service Product Sales 52

Salesforce

MARCH 28, 2022

That’s one reason IBM rolled out empathy training to tens of thousands of managers. As of last December, 90% of IBM’s managers had taken the empathy training, LaMoreaux says. Many execs are quick to understand the urgency of investing in empathy training and expanding health benefits. Evangelizing new KPIs.

Follow-up 98

Follow-up Start-ups High impact Meeting 98

KO Advantage Group

SEPTEMBER 30, 2018

Someone who attended my event walked up to me and said, “Kim, you talk so much about empathy when it comes to the sales cycle.”. Empathy is a powerful leadership trait and it’s what separates effective leaders from the not-so-amazing ones, given that this raw feeling comes naturally. I think…” but what about what you feel?

Clients 63

Clients B2B Service Process 63

Heinz Marketing

OCTOBER 27, 2020

By Maria Geokezas , VP of Client Services. What will make the difference in our new normal of remote work is leadership? The sudden change to working from home has put more pressure on organizational leadership to be in-tune with their teams and ensure a psychologically safe workforce. Ensure Remote Workers Thrive.

Meeting 129

Meeting Product Conversion Start-ups 129

Cerebral Selling

FEBRUARY 22, 2021

This means that, as the seller, you have the unique opportunity to label and define these problems, bring them to your customers, and by doing so, take a leadership position in solving them! To do that, the power of prescription, when used with due care and empathy, can be a powerful ally! Evaluation Criteria.

Process 208

Process Customers Objectives and Key Results Clients 208

Salesforce

MAY 31, 2023

Ask questions Instead of applying an “ us vs. them” mentality or staying in your lane, get curious and ask questions to help the two teams come together to build empathy and understanding. For example, don’t forget about service teams. Relationship building is crucial—after all, these two teams ultimately share a common goal.

SQL 98

SQL Objectives and Key Results Entertainment Sales 98

Highspot

APRIL 4, 2019

Behind every great customer experience are great services executives. We’re proud to share that Highspot has earned a Stevie® Award for Customer Service Department of the Year. What exactly separates good customer service that gets the job done from great customer service that leads to lasting partnerships?

B2B 74

B2B Customers Pitch Account management 74

Cerebral Selling

DECEMBER 2, 2022

In my last VP role, I wanted to instill the values of knowledge, leadership, and reciprocity in my team. An article documenting their downfall states that “Enron’s leadership fooled regulators with fake holdings and off-the-books accounting practices.” Fanatical customer service? Integrity, Communication, Respect. Excellence.

Growth 130

Growth Teamwork Sales Meeting 130

Sales Hacker

FEBRUARY 8, 2022

Join us for an engaging conversation about the 3-step process to help sales reps unlock their empathy, curiosity, and insightfulness. True sales are about empathy. The underpinnings of design thinking are curiosity, empathy, agility, customer-centricity. powered by Sounder. What You’ll Learn. Harnessing challenge into curiosity.

Customers 83

Customers Consult Commission Niche 83

Salesforce

FEBRUARY 9, 2022

We’ve got to teach leaders throughout the organization that you can hit even higher numbers with more customer empathy. This dynamic is a direct contrast to the vulnerability, empathy, and inclusivity that it takes to build a diverse organization. Build your best customer service team. And it has to start at the top.

Growth 98

Growth Construction Government Relationship building 98

Hubspot

SEPTEMBER 3, 2020

Mita Mallick , the head of diversity and cross-cultural marketing at Unilever , says "While companies are focused on diversity of representation and who gets to sit around the table, they can no longer ignore how their products, services and content show up in the marketplace. Provide workplace bias training.

Education 101

Education Quota Construction Start-ups 101

SaaStr

MARCH 25, 2023

Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. I get that in bigger companies it’s more about process, there is more support, and you often see sales and sales leadership not really be product experts. Not just with buzzwords.

Product 87

Product Objection handling Sales Up-sell 87

Heinz Marketing

SEPTEMBER 7, 2020

I ask Wendy how she helped the team learn how to lead the customer, lead prospects, really be a voice of leadership and thought leadership to help figure out how to get through this together. “…bring your empathy to the fore and start putting yourself in the shoes of those customers. Wendy: Oh, yeah. Absolutely.

Pipeline 105

Pipeline B2B Sales Education 105

Cerebral Selling

APRIL 6, 2021

Now more than ever, you need to focus your time and attention on the customers you can help AND who have the means to invest in your product or service. This means that, as the seller, you have the opportunity to label and define these problems, bring them to your customers, and by doing so, take a leadership position in solving them!

Sell 136

Sell Objection handling Hospitality Pitch 136

Salesforce

FEBRUARY 7, 2022

Answering questions on products or services may lead to a sale, but you’ll have to do more than that to earn long term trust and brand loyalty. Here are five simple and effective small business leadership tactics you can use to lead your SMB with compassion, and help you sustain real customer relationships both now and in the future.

Sales 98

Sales Finance Trust Clients 98

Salesforce

NOVEMBER 3, 2021

In my 20+ years of sales leadership, I’ve spent hundreds of hours thinking about sales forecasting techniques that lead toward predictable revenue and accurate, actionable data. First and foremost, I tell my sales leaders and reps to focus on empathy and relationships. Is there a big event making them consider it now?

Technique 98

Technique Territory Pipeline Sales 98

Heinz Marketing

APRIL 14, 2022

CMO (Chief Marketing Officer) tenures have often shrunk to 2 years while B2B marketing has morphed away from a function responsible for events, creatives, and messaging that pushes product or service messages to drive awareness with prospects and customers. Action #2: Customer Obsession.

B2B 109

B2B Cross-sell Education Strategize 109

Salesforce

JUNE 9, 2022

Data Analytics —Build a unified customer view across marketing, commerce, IT, sales, and service. Marketing Leadership —Learn about the latest innovations in marketing to stay ahead of the competition. Find new ways to engage your customers and guide your teams with empathy. Grow your skills with marketing content.

Click Through Rate 98

Click Through Rate Campaign Launch Start-ups 98

Hubspot

SEPTEMBER 2, 2020

Over time, customers will distrust your brand as a whole, and you'll find it difficult to find brand advocates who are willing to spread awareness about your product or service through word-of-mouth marketing. The Role of Ethics in Leadership. Harrington told me, "The key to integrating ethics in organizations is leadership.

X-functional 101

X-functional Non-Profits Promote Trust 101

Heinz Marketing

MARCH 17, 2023

While there are plenty of benefits to social media, and while it is currently a necessary channel for promoting your products/services, my little millennial brain craves more meaning in my life. I’m burnt out with the endless scroll, the doomsday news, the lack of empathy in discourse, and an algorithm that owns my time and attention.

B2B 102

B2B Entertainment Transportation Pipeline 102

Search Engine Land

FEBRUARY 2, 2023

In a nutshell, product management is a discipline of solving problems leading with customer empathy. While search engine optimization (SEO) is the ever-evolving, broader consideration of being discoverable to customers who are using connected devices to find information, products or services.

Product 93

Product Engineering Strategize Process 93

APACSMA

DECEMBER 4, 2023

What challenges do they face, and how can your product or service offer solutions? Distinguish your product or service from the competition. Stay tuned for more insights on improving your sales leadership. Define Your Target Audience Initiate your sales strategy by gaining profound insights into your ideal customer base.

Objectives and Key Results 52

Objectives and Key Results GTM Objection handling Sales 52

The 5% Institute

MAY 23, 2023

Leadership and Motivation A successful sales manager is not just a supervisor but also a leader who inspires and motivates their team to achieve exceptional results. They encourage their team to provide excellent customer service, address concerns promptly, and go the extra mile to meet customer needs.

Objectives and Key Results 52

Objectives and Key Results Construction Drivers/motivators Sales 52

SalesLoft

MAY 8, 2019

Or how about a yardstick by which to measure your leadership abilities? The empathy-lacking, money-hungry stereotype of a salesperson doesn’t work in 2019. Don’t underestimate the role of empathy in finding the right solution for a prospect. Leadership. Want a blueprint for how to become the best salesperson in the world?

Teamwork 94

Teamwork Clients Sports Trust 94

Highspot

JANUARY 18, 2024

Always Align Aligning your solution with the customer’s current needs shows empathy and understanding. SNAP Selling Terms You Should Know Understanding SNAP terms will help you communicate with other SNAP sellers and leadership. This could be innovative functionality, exceptional service, or a unique approach to problem-solving.

Sell 52

Sell Real Estate Customers Healthcare 52

Martech

AUGUST 17, 2021

The great upheavals we all went through as the pandemic progressed around the world showed how important it is to lead with empathy, to think about what our customers are experiencing and to put them first in our marketing. Become involved in trade groups whose leadership reflects a diverse or international community.

Territory 145

Territory Government Campaign Technology 145