Customer Centric Selling

MAY 13, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Since launching CustomerCentric Selling® in 2002, we’ve tried to have vendors take buyer perspectives. The perception of both sellers and buyers is that selling is convincing, persuading and overcoming objections.

Vendor 40

Vendor B2C Buyer Buying Cycle 40

Hubspot Sales

AUGUST 2, 2018

There’s something inherently gripping about the psychological chess game between buyer and seller that audiences respond to. Though marketed as a love story, it’s the film’s unique look at the competitive world of medical sales that makes it worth watching. The Best Sales Movies of All Time. Moneyball (2011). Boiler Room (2000).

Film 111

Film Epiphany Insurance Insurance 111

Zoominfo

SEPTEMBER 17, 2018

Given its rising popularity, podcasting is now an avenue marketers can explore to publish more branded content and reach new audiences. But, it’s also a great resource for marketers who simply want to learn new tips and strategies or find a bit of motivation for their day-to-day efforts. 1. This Old Marketing Podcast.

Paid Content 252

Paid Content Marketing Social Media Top of Funnel 252

Zoominfo

JUNE 24, 2019

We recently discussed AI in the following post: The Impact of Artificial Intelligence on B2B Marketing. As companies struggle to align their sales processes with the way buyers want to buy, a new opportunity to differentiate yourself has come about – your sales process. And, at ZoomInfo, we’re no exception. Keep reading.

Forecasting 272

Forecasting B2B CRM Quota 272

The ROI Guy

MAY 4, 2006

Technology Sales & Marketing - Party Like its 1999? A Q&A with me on latest IT sales and marketing metrics, trends and best practices Is 2006 shaping up to be a good year for IT spending growth? Compared to 2002 where growth was a dismal -31% for system vendors and -18% for service providers, these are happy days.

Marketing 40

Marketing Vendor ROI Survey 40

Insight Demand

APRIL 7, 2016

Today, most sales and marketing executives would agree that they should deliver insight to customers. If buyers put both the status quo and new products up on a shelf and objectively evaluated the pros and cons of each, the status quo bias would not exist. But buyers are not objective. STATUS QUO BIAS. Ellen couldn’t blame them.

Government 20

Government Scale Lead Rank Lead Scoring 20

Zoominfo

JUNE 24, 2019

B2B Artificial Intelligence as Your Competitive Advantage As companies struggle to align their sales processes with the way buyers want to buy, a new opportunity to differentiate yourself has come about – your sales process. Buyer actions that managers can audit to validate milestone achievements.

Forecasting 100

Forecasting CRM Quota B2B 100

Sales Hacker Training

MAY 8, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Which is basically the idea that the market in the enterprise sales world, buyers and sellers, we come from a place where we (sellers) used to start conversations by asking lots of questions, general discovery questions. What You’ll Learn.

Lead Rank 80

Lead Rank Lead Scoring Call-back Oracle 80