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Grow Revenue With Customer Success in 2018 Priority:

We analyzed over 1,000 responses by CEOs and Heads of Sales to SBI’s new Revenue Growth Diagnostic. When asked which aspect of the sales strategy was most important to your company’s success, here were their top four categories:

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Sell Slower

I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities.

With a niche product like this, the pool of potential customers is small, so you have to make the most of every opportunity. Unfortunately, the closing percentages for this company were low. That’s why they’d brought us in.

We looked at the sales process. Typically, it would start with an e-mail from a prospect, asking a question about price, availability or some product feature.

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Social media can elevate your reward events

We all have it. Thanks to social media platforms and modern communication, the feeling of missing out on a good time has become more prevalent and contagious, as our friends, family and colleagues continue to share every thrilling (and not-so-thrilling) moment of their lives.

When we’re standing on top of a volcano on our next vacation or enjoying a company dinner against the backdrop of the Eiffel Tower, we too, will post our fun and excitement for our followers to see. Snapchat. Instagram. Facebook. Twitter. Don’t look now, but you’re a social butterfly. Whether home or away, we’re all attached to our devices and we’re all obsessed with capturing the perfect moment in time.

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