Customer Centric Selling

OCTOBER 30, 2013

Sales Training Article: Aligning with 80% of Your Market. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stuart Miles at FreeDigitalPhotos.net Challenger Sale has created a great deal of buzz in the sales training space over the last year or so.

Training 49

Training Marketing Vendor Buying Cycle 49

Customer Centric Selling

SEPTEMBER 23, 2015

Sales Tips: New Salespeople In-Training? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Is it just me, or are Marketing people starting to behave like salespeople? Whether marketing or salespeople, buyers do not want to be sold. They much prefer to buy.

Top of Funnel 40

Top of Funnel Training Buying Cycle Funnel 40

MTD Sales Training

DECEMBER 7, 2017

10) Discover the prospect’s buying cycles. This means identifying when they might be in the market to be approached, rather than hitting the leads only when you get them. 21) Technology is changing the buying cycles of buyers, so build your knowledge of all the technological advances in your industry. Sean McPheat.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. DRIP: The Secret to Reliably Penetrate the Market.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Customer Centric Selling

FEBRUARY 6, 2013

Sales Training Article: Coordinating Silos By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation of the IIWII articles series; read last week's article here. VP Marketing. VP Marketing. Sales is the customer of Marketing.

Training 58

Training Collateral Sales Qualified Lead Buying Cycle 58

SBI

JULY 26, 2018

Nurture opportunities via integrations with marketing automation for customer top-of-mind. Capture leads at trade shows and events with integrated badge and business card scanning and send them instantly to CRM and marketing automation. The Modus Digital Sales Enablement Blog Page has interesting articles on sales enablement.

Trade Show 95

Trade Show Sales Enablement Webinar Metrics ROI 95

Customer Centric Selling

JANUARY 16, 2013

Sales Training Article: "It Is What It Is" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company The naïve enthusiasm of youth fades as we age. So it is with silos that support getting offerings to market. No longer believing anything is possible, we accept problems more readily. "It

Training 58

Training Ideal Customer Profile Hiring Buying Cycle 58

Customer Centric Selling

NOVEMBER 13, 2013

Sales Training Article: Rethinking the Seller''s Role in Complex Sales. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Extensive product training allowed sellers to "teach" buyers. Given the changes in buying, it may be an opportune time to take a fresh look.

Training 55

Training Airlines Buying Cycle Vendor 55

Customer Centric Selling

MARCH 13, 2013

Sales Training Article: If You Build It, Will They Buy? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series.

Training 55

Training Face-to-face Buying Cycle Sales Methodology 55

Partners in Excellence

AUGUST 26, 2019

HBR recently published an article, “Why ‘Tell Them Something They Don’t Know’ Is Bad Advice In B2B Sales.” If I look at much of the prospecting email or calls I receive, clearly the marketing and sales enablement people have read the same books–they are trying to engage me with insight.

Case Study 74

Case Study Buying Cycle Study Sales Enablement 74

Anthony Cole Training

JULY 28, 2010

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Current Articles. | Tony Cole on TV. Alltop.com.

Hiring 136

Hiring Buying Cycle Ideal Customer Profile Margin 136

Customer Centric Selling

AUGUST 28, 2013

Sales Training Article: The Well-beaten Path to Mediocrity. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro from FreeDigitalPhotos.net While claiming to be customer-centric most vendors have an inward looking focus on products and services they offer.

Outsourcing Services 45

Outsourcing Services Training Buying Cycle Hiring 45

Pointclear

JANUARY 31, 2012

Tony also served in the role of Vice President in Sales and Marketing capacities for TRW, Knight-Ridder, and Compaq (HP). in Marketing Management. Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. He holds a B.S.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Sales Training Connection

SEPTEMBER 9, 2013

Because of the foundational nature of this idea, it is always a good idea to pay attention when someone adds new insight about how customers buy. In a McKinsey article asked a fundamental question – Is the buying cycle linear? In an HBR article Steve Martin reported on a win-loss analysis study.

Buying Cycle 120

Buying Cycle Study Sales Process Proposal 120

Partners in Excellence

APRIL 23, 2017

Beyond just content, marketing invests billions in other areas, all focused on helping create more customers and supporting sales through the entire buying cycle. In the past 5 years, thousands of sales and marketing automation tools have hit the market, with thousands more every year. Training has skyrocketed.

Lead Rank 53

Lead Rank Buying Cycle Sales Qualified Lead Conference 53

Lead411

NOVEMBER 11, 2021

Zoominfo Competitor Lead411’s solution is feature-rich to include flexibility for nearly every sales, marketing, research and data enrichment scenario, including bulk list building, CRM enrichment and integration, growth intent, and built-in sales enablement email/SMS campaigns. Addressable Market. Addressable Market.

Ideal Customer Profile 98

Ideal Customer Profile Intent Data Hiring Intent 98

Anthony Cole Training

SEPTEMBER 24, 2010

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Current Articles. | Tony Cole on TV. Alltop.com.

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

Customer Centric Selling

NOVEMBER 25, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Companies continue to provide extensive product training to sellers. Marketing (23%). Work with buying committees to assess early in buying cycles if there will be enough potential value to offset the cost of offerings.

Hiring 81

Hiring Buying Cycle Education Software 81

Sales Training Connection

OCTOBER 24, 2011

The sales cycle is decreasing - the buying cycle is taking over. Take a read of Mark’s discussion on how the selling cycle and buying cycle are changing … Salespeople love to tell me how in today’s environment they can’t get customers to make a decision. It’s time to get serious.

Buying Cycle 74

Buying Cycle Sales Cycle Follow-up Research 74

Mindtickle

NOVEMBER 6, 2020

To that end, it’s imperative it be a program that is measured, consistently reinforced, entrenched with adequate skills training on how to exceed buyer expectations, and aligned to your sales and organization’s strategy. The two primary objectives of a first-line leader are to help their team make their number and develop their people.

Sales Enablement 81

Sales Enablement Buyer Hiring Face-to-face 81

Anthony Cole Training

FEBRUARY 27, 2012

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Current Articles. | Tony Cole on TV. Alltop.com.

Hiring 159

Hiring Ideal Customer Profile Webinar Metrics Sales Qualified Lead 159

Partners in Excellence

OCTOBER 14, 2021

Customers start buying cycles, inviting us to work with them, or we incite them to change, out of the recognition that what got them to where they are won’t get them to where they need or aspire to be.

Face-to-face 56

Face-to-face Buying Cycle Customer Strategy 56

MarketJoy

JULY 27, 2018

The maturation of the internet has changed the B2B buying cycle forever. As a marketer or salesperson, how can you use these tools and channels to your advantage? Businesses can typically rack up lots of expenses in multiple areas like salaries, office expenses, insurance, taxes, and marketing. B2B Buying Process.

B2B 64

B2B Lead Rank Lead Scoring B2C 64

Cincom Smart Selling

FEBRUARY 1, 2018

Google “sales management challenges” and you will be rewarded with links to article after article of top 4, top 5, top 7 and so on, challenges standing in the way of sales managers and their pursuits of success. The first of these issues was related to training, coaching and mentoring sales reps. Marketing alignment.

Sales Management 48

Sales Management Buyer Sales Qualified Lead System 48

Customer Centric Selling

APRIL 1, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I’ve always been skeptical in blogs about statistics indicating as much as 80% of buying activities are completed prior to sellers being involved in buying cycles. stocks over the last six years. Save your seat now!

Revenue 40

Revenue Vendor Salary Margin 40

Partners in Excellence

MAY 15, 2015

To all of us sales and marketing people, it’s tragic news, because the customer has no need to buy! This presents a new challenge and a new reality for sales and marketing. In fact, it turns our traditional view of the sequencing of marketing and sales activities on its head! How do we initiate the pull?

Customer 48

Customer Buying Cycle Lead Rank Lead Scoring 48

Customer Centric Selling

APRIL 19, 2016

The net was that following up on “bingo cards” from tradeshows was a great waste of time for salespeople with few of these calls starting buying cycles. At the first break, someone from Marketing informed me they had signed up for a booth at a telecom trade show attended mostly by technical staff.

Trade Show 40

Trade Show Buying Cycle Vendor Up-Sell 40

Customer Centric Selling

APRIL 6, 2016

Fast forward to today’s market and for inbound inquiries, it is far more complicated. The most significant advantage of proactively taking Key Players from latent to active needs is that sellers can enjoy the benefits of starting buying cycles as Column A. Need some help to increase sales? Your Roadmap to Revenue Growth® awaits!

Benefit 40

Benefit Inbound Vendor Buying Cycle 40

Pipeliner

AUGUST 30, 2019

First, the pain of discount-trained customers lasts far beyond today’s closed deal celebration. So, what are the signals that discounting is simply a crutch for poor selling and/or marketing? I find they are often missing some combination of business acumen, value-focused product training, and/or selling tools to sell full value.

Discount 73

Discount Negotiation Sales Methodology Scale 73

Customer Centric Selling

FEBRUARY 12, 2016

Despite this fact, companies continue to provide extensive product training to sellers. Marketing (23%). Work with buying committees to assess early in buying cycles if there will be enough potential value to offset the cost of offerings. Old selling habits linger. But selling realities are changing.

Hiring 40

Hiring Proposal Buying Cycle Inbound 40

InsightSquared

JUNE 16, 2020

Once trained, reps are equipped to push deals forward, but often they require additional assistance to maintain momentum with a deal or to close it altogether. You train every rep according to established best practices, but that doesn’t mean you should remain stagnant in improving your workflows and processes. Bring in the Big Guns.

Scale 71

Scale Decision Maker Buying Cycle Up-Sell 71

Mindtickle

NOVEMBER 6, 2020

To that end, it’s imperative it be a program that is measured, consistently reinforced, entrenched with adequate skills training on how to exceed buyer expectations, and aligned to your sales and organization’s strategy. The two primary objectives of a first-line leader are to help their team make their number and develop their people.

Sales Enablement 52

Sales Enablement Buyer Hiring Face-to-face 52

Customer Centric Selling

DECEMBER 26, 2012

Sales Training Article: A Time for Honesty and Reflection By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company As another year comes to a close, many take the opportunity to review the events of the last 12 months before trying to anticipate what 2013 will bring.

Vendor 58

Vendor Face-to-face Buying Cycle Trends 58

Tony Hughes

MARCH 4, 2018

Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. Again, the case for 100% decision and buying cycle complete. No humans needed???!!!

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Customer Centric Selling

APRIL 8, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Extensive product training make talking about products a "comfort zone" for salespeople. Increased market share by responding more quickly to market needs. Increased revenue by bringing new offerings to market quickly.

Hiring 40

Hiring Enterprise Enterprise Churn 40

Customer Centric Selling

AUGUST 19, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. o Product cycles are shrinking to a point where long-term sustainable competitive advantages are fleeting or non-existent. o The number of people in buying committees is steadily increasing. o Buyers want to buy rather than be sold.

Top of Funnel 40

Top of Funnel Face-to-face Buying Cycle Inbound 40

Customer Centric Selling

SEPTEMBER 16, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Buying behavior continues to change at warp speed. In most cases website visitors are doing product evaluations, not starting buying cycles. Marketing owns the top of the funnel and visitors are researchers, not buyers.

Top of Funnel 40

Top of Funnel Sales Qualified Lead Trade Show Telecommunications 40