Customer Centric Selling

NOVEMBER 8, 2013

The statistics I share below are from SBI''s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here. At no cost, an SBI expert will present our most recent full research findings. Before you attend, research and identify the people you want to meet.

Training 51

Training Lead Rank Lead Scoring Referrals 51

Fill the Funnel

SEPTEMBER 5, 2012

“As mobile devices continue to proliferate and rapidly mature, users are increasingly expecting that the devices will make their lives easier – and rightly so,” said Scott Nelson, Managing Vice President, Gartner Research. Getting your “story” right is still your responsibility.

Top of Funnel 117

Top of Funnel Construction Maximizer Funnel 117

Jonathan Farrington

SEPTEMBER 17, 2012

I also believe that smaller companies are more capable of building stronger, sustainable relationships with their customers, and we can certainly say that 2012 is the year of “Customer Focus” – it’s what me learned colleague Colleen Francis refers to as “ Love the one you are with”. But what exactly does “Customer Focus” mean?

Face-to-face 39

Face-to-face Buying Cycle Construction Territories 39

Jonathan Farrington

FEBRUARY 22, 2012

At the heart of customer focus is the art of listening constructively – the best salespeople are masters at capturing information – the essential information. However, recent research shows that their primary concern is reliability. Copyright © 2012 All Rights Reserved. New Age Selling” for “New Age Customers”.

Telemarketing 26

Telemarketing Face-to-face Buying Cycle Vendor 26

Jonathan Farrington

JULY 17, 2012

Research suggests the best ‘coaches’ show a genuine personal interest in those they guide, and have empathy for and an understanding of their employees. For managers, developing others’ abilities is even more important – indeed, it’s the emotional competence most frequently found among those at the top of the field.

eBook 39

eBook Journal Construction Guarantee 39

Paul Cherry's Top Sales Techniques

OCTOBER 7, 2009

Leadership IQ, a Washington, DC-based research and training company, directs one of the largest leadership studies ever conducted. While 67% of employees say they get too little positive feedback, 51% also say they get too little constructive criticism from their boss. © 2012 Performance Based Results All rights reserved.

Study 45

Study Pharmaceuticals Survey Training 45

Score More Sales

JUNE 28, 2012

You’ll gain confidence speaking, learn how to better offer constructive suggestions, and improve leadership skills. Did you know that Twitter is a fantastic research tool, even if your company doesn’t tweet? Share Q3 B2B Tactical Sales Resources originally appeared on Score More Sales on June 28, 2012. How about Twitter?

Resources 170

Resources B2B Social Media Twitter 170

SocialSellinator

AUGUST 28, 2023

Here are some key points about the company and its services: Founded in 2012 and headquartered in San Francisco, with additional offices across the US. Jives Media is an agency that works with brands of both small and large businesses across industries like consulting, healthcare, retail, construction, education, etc.

Paid Content 96

Paid Content Social Media Marketing Lead Rank 96

Highspot

SEPTEMBER 30, 2020

What it is: SNAP Selling was invented by Jill Konrath in 2012. Modern SPIN sellers will be cautioned to ask as few questions as possible and amend this discovery process with research done prior to engaging. SNAP Selling. This acronym stands for Simple, iNvaluable, Aligned, and Priority.

Sales Methodology 85

Sales Methodology Sales Qualified Lead Scale Top of Funnel 85