The Pipeline

FEBRUARY 4, 2020

The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. What is the impact of that on the use of freed resources, training, managing, and more? Shouldn’t the freed-up time, resources, training, and more – resulted in increases in output? Buyer Driven.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Top 7 Articles of 2015 .

Journal 40

Journal Territories Groups Coaching 40

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. And if buyers change how they buy – salespeople need to change how they sell. If one believes the “horse with a different color” message, then the question for those of us concerned about the field of sales training becomes: What are we going to do about that? ©2015 Sales Momentum, LLC.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Inbound Marketing.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

DiscoverOrg Sales

DECEMBER 4, 2017

Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. A similarly scary statistic came from Docurated’s State of Sales Productivity 2015 study, which found that salespeople only spent 1/3 of their time actually selling. Training, training, training. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

The Pipeline

FEBRUARY 15, 2015

April 6, 2015. According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. The Sales Performance Summit will not offer sales training or promote specific sales methodologies. Sales Performance Summit. JOIN US AT.

Sales Methodology 120

Sales Methodology Survey Promotion Quota 120

Customer Centric Selling

DECEMBER 31, 2014

Sales Tips: Know the Difference Between Buyers - and Researchers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! Image courtesy of Stock Images at FreeDigitalPhotos.net.

Research 92

Research Buyer Buying Cycle Vendor 92

Score More Sales

OCTOBER 15, 2014

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. After all, buyers are online and are reaching out for social proof about the services and products they seek for their businesses.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Sales Training Connection

SEPTEMBER 22, 2015

Online Sales Training. And if buyers change how they buy – salespeople need to change how they sell. The good news is there are more effective and affordable training options to correct that deficiency than in times past. In the last several years tremendous advantages have occurred in online sales training.

Training 50

Training Knowledge Base Exercises Travel 50

Awarathon

AUGUST 8, 2023

It focuses on sales readiness through sales enablement and training. Brainshark is a sales enablement and training solution that offers interactive learning content, seamless onboarding and training, and AI-driven scoring and feedback. The list of features mentioned below will help you make an informed decision. Consistently.

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

Alice Heiman

JUNE 12, 2019

Deals stall, and the buyers go silent. . He felt that his salespeople had adequate training in the product and were able to clearly articulate the value proposition, so he couldn’t understand the low close ratio. Buyer Consensus. . Gaining buyer consensus today is critical to closing deals. in 2015 to 6.8

Lead Rank 117

Lead Rank Lead Scoring Decision Maker Leads 117

Allego

FEBRUARY 19, 2021

Bauders recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. That, to me, has been a revelation.”.

Lead Rank 96

Lead Rank Lead Scoring Revelation Pivotal 96

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. Not only will companies need more inside reps, but they will also need people well trained in the products and services they sell, people who can talk and engage prospects without a script. Given these forces, here’s what we anticipate.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Janek Performance Group

MARCH 27, 2023

Unfortunately, too many sales organizations have been following the original sales process since the company’s conception and are not taking into consideration how the modern buyer prefers to purchase. Buyers started working from home, stopped attending trade shows, and sales reps were not invited to in-person meetings.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Increase Sales

MAY 16, 2016

In 2015, this dropped to 8 seconds. What this means for those engaged in selling, is the first 8 seconds you speak with your buyer or ideal customer must be so emotionally compelling he or she wants to stay focused on “the rest of the story” as Paul Harvey said. Goldfish have an attention span of 9 seconds.

Microsoft 100

Microsoft Lead Rank Lead Scoring Research 100

Partners in Excellence

JULY 15, 2015

We’re trained to look at the business justification for our solutions. There are actually two other things that happen as B2B buyers make decisions. Their new book, The Challenger Customer , addresses these issues and provides interesting perspectives on the dynamics of B2B decision-making and engaging today’s buyers.

B2B 48

B2B Buyer Buying Cycle Groups 48

SalesLoft

MARCH 24, 2015

#TOPOsales pic.twitter.com/SH0nzXJUCz — Salesloft (@Salesloft) March 18, 2015. Here are some of the key tweetable takeaways from the live webinar: First, map your process to your market and your buyer. TOPO (@topohq) March 18, 2015. . TOPO (@topohq) March 18, 2015. Next, understand the buyer and the buying journey.

Top of Funnel 52

Top of Funnel Sales Process Webinar Metrics CRM 52

Sales Training Connection

JUNE 23, 2014

New disruptive technologies are changing buyers’ attitudes and actions. Two fundamental shifts in buyer demographics are forcing changes in how companies sell. Second, Millennials will outnumber Gen-Xers by 2015 and 75% of them use social networking versus 50% of Gen-Xers (and 30% of boomers). Highly networked “superbuyers.”

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Seismic - Sales Effectiveness

AUGUST 25, 2019

The 2015 MHO Best Practices Study reveals that “having a strategy and knowing the right things to do [is] a huge differentiator between top performers and others” Sales Efficiency and Sales Effectiveness – What Do They Mean? Step 2: Give sales reps the proper training. Step 3: Optimize these activities.

How To 80

How To Quota Sales Enablement Analytics 80

Score More Sales

OCTOBER 24, 2014

Think of the questions sales and marketing needs to get answers to in order to better serve buyers in 2015 and beyond. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. There is a premium version for bigger capabilities. Answering Questions Like, “Which Deals Are Likely to Close?”.

Analytics 221

Analytics Analysis Compensation Data 221

The ROI Guy

NOVEMBER 16, 2016

However, when buyers were surveyed, they provide completely different reasons as to why they decided to not move forward with your proposal. According to research firm SiriusDecisions, only 9% of buyers rated price as the key-deciding factor. Clearly, from a buyers’ perspective, it’s not about price at all.

Closing 77

Closing ROI Survey Discount 77

Sales Training Connection

JUNE 21, 2016

In 2015 Millennials passed Generation X to make up the largest share of the workforce. Customers have more information about the products, predictive analytics have taken the guesswork out of determining who is a potential buyer and automated sales management tools are cheaper, better and more pervasive than ever. Invest in training.

Sports 70

Sports Distribution Compensation Report 70

Zoominfo

NOVEMBER 1, 2022

It’s even possible to target and win buyers that are in final conversations with competitors. Training and onboarding in a virtual environment has created plenty of obstacles, especially for new sales reps. Giving your team the right tools, training, and support helps everyone.

Hiring 100

Hiring Intent Data Intent Scale 100

Customer Centric Selling

DECEMBER 10, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A common buyer tactic is extending negotiations over several meetings. If transactions don’t close, sellers can take what the buyer agreed to give and the concession offered in return off the table.

Discount 81

Discount Negotiation Face-to-face Vendor 81

The ROI Guy

JANUARY 15, 2015

Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. But procurement holds most of the cards in these negotiations, and as a result, this type of training is not leading to the best deal sizes and sales success outcomes. The advice from the research?

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

Customer Centric Selling

DECEMBER 17, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Without having any context of what buyers need, several bad things start to happen: Few executives find product pitches interesting. After product is mentioned, buyers can drag sellers into premature pricing discussions.

Hiring 85

Hiring How To Buyer Positioning 85

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. 4) Purchase decision-making is now driven by buyers who are as “Cold as ICE”: a. Although the current forecast is lower than the original 3.2% Why Change Now?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Include a simple range such as high, medium, low for each pain area. Immediate pain (Help today). Conclusion.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Score More Sales

JANUARY 19, 2015

I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. His key to great connection to buyers is to have a tight alignment with your ICP (ideal client profile). This event was unique because it only focused on sales development.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% C autious – buyers are Risk averse, afraid of making a wrong decision, not willing to spend as much per project, and more often than not, choosing to remain with business as usual / status quo rather than considering projects they view as too risky.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. His graphs easily make the case for why buyers are more knowledgeable than before and why salespeople today must recognize the old sales process and funnel strategy must change.

Lead Rank 82

Lead Rank Lead Scoring Top of Funnel Maximizer 82

No More Cold Calling

OCTOBER 30, 2016

But consultative salespeople who take a strategic approach and operate in a more complex buyer dynamic will increase by 10 percent. In 2015, 43.6 Sure, they provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money. And the problem is only getting worse.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Customer Centric Selling

JANUARY 4, 2015

Sales Tips: How to Get Your 2015 Started Right. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. To avoid starting 2015 with unqualified pipelines, consider taking a hard look at quotes or proposals more than 60 days old. I hope this can help you make 2015 a prosperous year.

Proposal 40

Proposal How To Face-to-face Vendor 40

Hubspot Sales

JULY 13, 2023

Since it requires a solid understanding of current AI technologies, sales reps should also be trained on how to use AI, troubleshoot issues, and detect when AI is underperforming. For example, a face recognition system can be trained to detect white faces more quickly than their darker counterparts. Consider chatbots.

Data 74

Data Hiring Guidelines Lead Rank 74

Customer Centric Selling

DECEMBER 3, 2014

Sales Tips: How a Simple Gesture Can Sway the Buyer Decision in Your Favor. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! Image courtesy of Felixco, Inc. at FreeDigitalPhotos.net.

Vendor 78

Vendor Quota Up-Sell Exact 78