User Posts: Daniel
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12 Powerful Sales Methodologies You Should Know
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Closing a deal is one of the best feelings in the world. You grind all day to find warm contacts. You spend months following up with leads through ...

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Fanatical Prospecting Summary and Review
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Has Fanatical Prospecting by Jeb Blount been sitting on your reading list? Pick up the key ideas in the book with this quick summary. If you’ve ...

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Your Sales Pipeline is Your Lifeline
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If I asked you to name the most important tool in your sales force, what would your answer be? Your incentive plan? Your sales process? Sales training? ...

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How Coaching can Help You Increase Productivity
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Coaching is not an easy task. It demands a lot from you as a person and you may ask yourself if it is worth it? Do people care and does it have an effect? ...

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Journey Mapping: 9 Frequently Asked Questions
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Journey maps are a great tool to create organizational alignment on the holistic customer experience. This article answers nine such common questions. ...

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We Are Hardwired to Resist Change
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Do you like to try new things? Of course you do! Ok, let’s put it to the test. Tomorrow, why don’t you try using a better virtual meeting platform? ...

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The State of Product Leadership 2021
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Top insights and data from one of the largest remote work reports.

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Digital transformation is more about people than technology
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Never forget that people are key to your digital transformation project. The ongoing Covid-19 crisis has forced businesses worldwide to accelerate ...

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How to create customer profiles / buyer personas for B2B Sales
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Here are some thought-provoking questions for you. How many times have you started a new job and within the first week you are trained and educated ...

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How to Design a Sales Process for B2B Sales
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Google “challenges in B2B sales process” and you will be served with 10,900,000 results. That’s 10.9 million! In the era of innovation and creativity ...

User Deals: Daniel
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There are too many distractions today that impact sales productivity. Sales reps need to work smarter to get more done in less time.

Who Should Read This

Busy reps struggling to balance between sales and non-sales tasks.

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Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts.

With refreshing honesty and some much needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You’ll learn how to: identify a strategic list of genuine prospects; draft a compelling, customer focused “sales story”; perfect the proactive telephone call to get face to face with more prospects; use email, voicemail, and social media to your advantage; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities.

Landing on HubSpot’s Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. The easy to follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.

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Results-based from over twenty years of research with hundreds of companies and thousands of interviews, How Customers Buy…& Why They Don’t is a guide for success in today’s interconnected business world. This book presents a comprehensive and very readable introduction to a bold new approach to business development.

  • • Learn the secrets of how customers buy, and more importantly why they don’t
  • • Discover the logic and formulae for success in today’s business world
  • • Acquire strategies and techniques - all eminently practical and immediately implementable
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Learn how to create journey maps that actually get results

Nearly two out of three journey maps fail to drive customer-focused change. Find out how to make your initiative successful, and avoid the pitfalls that doom so many others, with this authoritative new book.

With insights from dozens of CX pros, extensive research, and real-world case studies and examples, How Hard Is It to Be Your Customer will help you understand why some maps drive action leading to an improved customer experience, greater customer loyalty, and impressive ROI--while others just gather dust on a shelf.

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The Journey Mapping Playbook is an accessible how-to toolkit aimed at customer experience and marketing professionals looking for ways to improve customer and employee experience. Using visualisation, templates and case studies this is a practical guide to planning, facilitating and delivering a strategic, supportive and effective journey mapping workshop.

The Journey Mapping Playbook is based on the author's real-world experience of running hundreds of journey mapping sessions. Understanding the priorities and pain points in customers' lives is critical to achieve business success. Helping you to nurture better and more profitable customer experiences, this book will help you to:

  • Define journey mapping
  • Understand why it is commercially important
  • Prioritise which journeys to focus on and how
  • Decide who to invite and which tools to prepare
  • Plan for an effective session
  • Make every stage of the journey relevant and purposeful
  • Build an ongoing programme

The Journey Mapping Playbook shows you how to understand your customers better, whatever the size or sector of your business.

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Customers who have inconsistent experiences with products and services are understandably frustrated. But it's worse for organizations that can't pinpoint the causes of these problems because they're too focused on processes. This updated book shows your team how to use alignment diagrams to turn valuable customer observations into actionable insight. With this powerful technique, you can visually map existing customer experience and envision future solutions.

Designers, product and brand managers, marketing specialists, and business owners will discover how experience diagramming helps you determine where business goals and customer perspectives intersect. Armed with this insight, you can provide the people you serve with real value. Mapping experiences isn't just about product and service design; it's about understanding the human condition.

  • Emphasize recent changes in business using the latest mapping techniques
  • Create diagrams that account for multichannel experiences as well as ecosystem design
  • Understand how facilitation is increasingly becoming part of mapping efforts, shifting the focus from a deliverable to actionability
  • Explore ways to apply mapping of all kinds to noncommercial settings, such as helping victims of domestic violence
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Former Procter & Gamble Vice President for IT and Shared Services, Tony Saldanha gives you the keys to a successful digital transformation: a proven five-stage model and a disciplined process for executing it.

Digital transformation is more important than ever now that we’re in the Fourth Industrial Revolution, where the lines between the physical, digital, and biological worlds are becoming ever more blurred. But fully 70 percent of digital transformations fail.

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Build a continuously learning and adapting organization that can extract increasing levels of business, customer and operational value from the amalgamation of data and advanced analytics such as AI and Machine Learning

In today's digital era, every organization has data, but just possessing enormous amounts of data is not a sufficient market discriminator.

The Economics of Data, Analytics, and Digital Transformation aims to provide actionable insights into the real market discriminators, including an organization's data-fueled analytics products that inspire innovation, deliver insights, help make practical decisions, generate value, and produce mission success for the enterprise.

The book begins by first building your mindset to be value-driven and introducing the Big Data Business Model Maturity Index, its maturity index phases, and how to navigate the index. You will explore value engineering, where you will learn how to identify key business initiatives, stakeholders, advanced analytics, data sources, and instrumentation strategies that are essential to data science success. The book will help you accelerate and optimize your company's operations through AI and machine learning.

By the end of the book, you will have the tools and techniques to drive your organization's digital transformation.

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Build a continuously learning and adapting organization that can extract increasing levels of business, customer and operational value from the amalgamation of data and advanced analytics such as AI and Machine Learning

In today's digital era, every organization has data, but just possessing enormous amounts of data is not a sufficient market discriminator.

The Economics of Data, Analytics, and Digital Transformation aims to provide actionable insights into the real market discriminators, including an organization's data-fueled analytics products that inspire innovation, deliver insights, help make practical decisions, generate value, and produce mission success for the enterprise.

The book begins by first building your mindset to be value-driven and introducing the Big Data Business Model Maturity Index, its maturity index phases, and how to navigate the index. You will explore value engineering, where you will learn how to identify key business initiatives, stakeholders, advanced analytics, data sources, and instrumentation strategies that are essential to data science success. The book will help you accelerate and optimize your company's operations through AI and machine learning.

By the end of the book, you will have the tools and techniques to drive your organization's digital transformation.

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Every business begun before the Internet now faces the same challenge: How to transform to compete in a digital economy?

Globally recognized digital expert David L. Rogers argues that digital transformation is not about updating your technology but about upgrading your strategic thinking. Based on Rogers's decade of research and teaching at Columbia Business School, and his consulting for businesses around the world, The Digital Transformation Playbook shows how pre-digital-era companies can reinvigorate their game plans and capture the new opportunities of the digital world.

Rogers shows why traditional businesses need to rethink their underlying assumptions in five domains of strategy―customers, competition, data, innovation, and value. He reveals how to harness customer networks, platforms, big data, rapid experimentation, and disruptive business models―and how to integrate these into your existing business and organization.

Rogers illustrates every strategy in this playbook with real-world case studies, from Google to GE, from Airbnb to the New York Times. With practical frameworks and nine step-by-step planning tools, he distills the lessons of today's greatest digital innovators and makes them usable for businesses at any stage.

Many books offer advice for digital start-ups, but The Digital Transformation Playbook is the first complete treatment of how legacy businesses can transform to thrive in the digital age. It is an indispensable guide for executives looking to take their firms to the next stage of profitable growth.

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From visionary Silicon Valley entrepreneur Tom Siebel comes a penetrating examination of the new technologies that are disrupting business and government—and how organizations can harness them to transform into digital enterprises.

The confluence of four technologies—elastic cloud computing, big data, artificial intelligence, and the internet of things —writes Siebel, is fundamentally changing how business and government will operate in the 21st century.

Siebel masterfully guides readers through a fascinating discussion of the game-changing technologies driving digital transformation and provides a roadmap to seize them as a strategic opportunity. He shows how leading enterprises such as Enel, 3M, Royal Dutch Shell, the U.S. Department of Defense, and others are applying AI and IoT with stunning results.

Digital Transformation is the guidebook every business and government leader needs to survive and thrive in the new digital age.

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12 months ago

Hub Flinders Street

Hub’s Southern Cross location in the Melbourne CBD offers potential members the largest co-working space in the capital. Opposite Southern Cross train station and walking distance from Flinders Street, you’ll find everything you need at HUB Australia. Whether you’re working solo or as part of a larger team, you’ll enjoy printing facilities, bike racks, shower facilities, on-site cafe and a fully-equipped kitchen.

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Browsing All Comments By: Daniel
  1. This is awesome tutorial and site

  2. Are customer success tools only relevant to SaaS companies?

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