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Sales and Marketing

Assessment-Based Selling – Better Sales Conversations Produce Better Sales Results

Assessment-Based Selling – Better Sales Conversations Produce Better Sales Results

January 6, 2020
Every system, solution or service purchased by the enterprise that has even a hint of complexity involves a series of conversations with sales reps. These conversations, especially the early conversations, provide valuable insights to the buyer that greatly informs the purchase decision.  During these conversations, the buyer is quickly trying to determine:Does this rep understand my business & challenges? Does this rep know how to solve my challenges? Can this rep help me? Can I trust this rep? To be successful in today’s market, sales reps have to consistently add value, starting with the first interaction. According to Salesforce, the #1 reason new sales reps fail is they don’t know how to add value.[1] I completely agree and will add that existing reps, even past top performers, can struggle to add value. How can this be? Let me explain by summarizing two recent conversations with Fortune 500 executives [...]
[Webinar Recording] — Content Marketing is Dead:How To Generate MQLs That Want to Speak with Sales

[Webinar Recording] — Content Marketing is Dead:How To Generate MQLs That Want to Speak with Sales

December 3, 2019
Learn how The Pedowitz Group increased Sales Ready leads 62% by using Engage Assessment powered by 9Lenses After continued success with interactive assessments (62% increase in sales-ready leads) The Pedowitz Group hosted a webinar for their marketing community, and they have invited 9Lenses to speak! Watch the recording to learn how TPG uses interactive assessments to:Engage prospects with real buying intent Provide account-based insights to sales team Increase the number of sales-ready leads Convert leads into pipeline with a higher average deal size The webinar is 30 minutes in length and is geared to help marketers provide better quality leads that your sales team will be delighted to [...]
July Product Highlights – New Data Exports and Usability Updates

July Product Highlights – New Data Exports and Usability Updates

August 1, 2018
This week we released a platform update focused on workflow automation and usability enhancements. The features in this release were heavily influenced by customer feedback, and we appreciate your continued feedback as we continue to enhance our assessment platform! Some of the updates we’re most excited about include:New Question Type for Numeric Input Redesigned Raw Data Export Automated Participation Status Updates Engagement Management Updates New Question Type – Numeric Input Matrix This new question type builds off of the existing numeric input question to offer more layout and configuration options. The matrix layout enables users to capture large amounts of numeric data more efficiently. We recommend this question type for benchmarking assessments or assessments capturing financial data. Different validation rules can be applied for each column in the matrix to ensure higher data quality. For example, a column capturing % ROI could require a smaller numeric range, while [...]
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