Customer Centric Selling

SEPTEMBER 18, 2013

Sales Training Article: Are You Cloning Bad Selling Habits? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Most vendors provide product training that points sellers toward educating buyers. Don''t lead with product." Brilliant, but Jeff never explained how.

Training 53

Training Outbound Inbound Vendor 53

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? This lack of revenue growth flies in the face of technology-assisted B2B buying activity as people leverage the Internet and social networking to research offerings on their own. It begs the question: With all this buying activity, where’s the revenue?

Training 45

Training Buying Cycle Hiring Vendor 45

No More Cold Calling

AUGUST 16, 2018

The best prospecting strategies require a human touch. Read the rest of the article.). McKinsey also created a template of what this human/digital communication preference looks like throughout the buying cycle, based on their surveys of business buyers. Believe that? Far too many sales reps do.

Fashion 219

Fashion Buying Cycle Social Media Survey 219

Zoominfo

MAY 25, 2021

Back in 1989, when hair metal music played on MTV and a lone protester famously stood in front of a tank in Tiananmen Square, the Harvard Business Review published an article that explored how automation was ready to boost marketing and sales teams. One side deployed code; the other deployed prospecting campaigns. “On

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). Forget what we want to call the approach.

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

MTD Sales Training

DECEMBER 7, 2017

Whether it’s a cold call on a prospect or a follow-up email after a client visit, have the clarity to know exactly what you are trying to achieve. 9) Prospect at the right level within the business. 10) Discover the prospect’s buying cycles. 15) Practice your prospecting calls with your colleagues or your manager.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Customer Centric Selling

MAY 21, 2014

Sales Training Article: How to Gain Access to Key Players. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Often-inbound inquiries aren’t yet buying cycles when you apply the first core concept of CCS®: No goal means no prospect.

How To 69

How To Buying Cycle Inbound Buyer 69

Customer Centric Selling

AUGUST 30, 2013

Sales Training Article: Why A Rising Win Rate Could be a Bad Sign. Instead, their buyer was engaging with sales later in their buying cycle. The frontline of the buying cycle is research and information gathering. This means: Capturing the information your buyer demands through prospect interviews.

Training 45

Training Buying Cycle Collateral Software 45

Smooth Sale

MARCH 1, 2022

They may include location, pages visited, personal data capture on the form (title, purchase cycle, industry), and cart abandonment. . The information can show you what interests your prospects and the problems they may be having. And varying stages of the buying cycle exist within your prospective clientele.

Lead Rank 78

Lead Rank Lead Scoring Sales Qualified Lead Leads 78

Customer Centric Selling

MAY 29, 2013

Sales Training Article: Send Me Some Information. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Statistics show prospects answer about 1 in 25 cold calls. Being in the sales process business, I often ask buyers to provide material they would send to prospects.

Training 45

Training Prospecting Cold Calling Collateral 45

Customer Centric Selling

MARCH 26, 2014

Sales Training Article: "Send Me Some Info". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sign-up for one of these sales training workshops to learn how to better engage with prospects. You''ll be better served not to assume that the buying cycle is moving forward.

Training 66

Training Buying Cycle Call-back Sales Cycle 66

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

The prospect says, “To make this decision I need more information about the optimum throughput rate on this unit. Her prospect is making a perfectly reasonable request, and she’s saying no. The thing is, salespeople tend to assume that providing customers with more information makes it easier for them to buy from you.

Customer 59

Customer Analysis Buying Cycle B2B 59

Janek Performance Group

JANUARY 4, 2023

” These missed opportunities leave sales reps wondering if the prospect was even listening during the presentation. When prospects don’t listen, it’s not their ears that are closed, but their subconscious mind. Recency bias is a common source of disappointment in sales training. Recency Bias. In Conclusion.

Decision Maker 62

Decision Maker Lead Rank Lead Scoring Buyer 62

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.” It’s key to capturing the attention and imaginations of our prospects and customers. It’s key to capturing the attention and imaginations of our prospects and customers.

Case Study 74

Case Study Buying Cycle Study Sales Enablement 74

Customer Centric Selling

NOVEMBER 12, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Statistics from an AMA study found executives answer only 4% of prospecting calls. Unless mindshare is earned, prospects want to end calls at the earliest possible time. Image courtesy of Stuat Eman at FreeDigitalPhotos.net.

Buying Cycle 81

Buying Cycle Energy How To Study 81

Anthony Cole Training

JULY 28, 2010

Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34). Sales Training (5). training sales (25).

Hiring 136

Hiring Buying Cycle Ideal Customer Profile Margin 136

Customer Centric Selling

MARCH 6, 2013

Sales Training Article: Penny Wise or Pound Foolish? 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 series. Some can quickly qualify (or disqualify) prospects.

Training 49

Training Top of Funnel Sales Qualified Lead Face-to-face 49

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

Janek Performance Group

DECEMBER 7, 2022

For sales pros, the status quo extends sales cycles and perpetuates no-decisions with buyers. This article provides the antidote to one of the most common ailments in sales. In complex sales, the competition is not the only competitor sales reps face in the buying cycle. FUD is a DUD.

Decision Maker 62

Decision Maker Face-to-face Buyer Scale 62

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

DECEMBER 31, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Recent studies would have you believe as much as 80% of buying activities are complete before salespeople are involved. The Good Buying cycles initiated proactively by competent sellers start at Key Player levels.

Research 92

Research Buyer Buying Cycle Vendor 92

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

Anthony Cole Training

SEPTEMBER 24, 2010

Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34). Sales Training (5). training sales (25).

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

Customer Centric Selling

OCTOBER 15, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Consider some inherent limitations of inbound leads: Prospect organizations may not meet a desired prospect profile. This can cause sellers to waste time and ultimately need to disqualify prospects. Prospecting a pain?

Lead Rank 91

Lead Rank Lead Scoring Inbound Buying Cycle 91

Customer Centric Selling

MAY 25, 2016

over the last several years and couple it with the much touted “research” that has supposedly documented that 60% of the buying cycle is now completed prior to a salesperson being contacted and you get the perfect formula for “inbounditis.”. If there is a real evaluation underway, the executives will likely be aware of it.

Inbound 58

Inbound Decision Maker Buying Cycle LinkedIn 58

Customer Centric Selling

JUNE 5, 2013

Sales Training Article: Being Buyer-Centric from the Start. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Ever wonder what goes through a seller’s mind just before meeting with a prospect for the first time? Selling begins once buyers share goals.

Buyer 45

Buyer Training Buying Cycle Objections 45

Pointclear

JANUARY 31, 2012

I was struck by Dan McDade’s statement in his recent article, Sales Leads: Why Your Reps Need Fewer, Rather Than More , that sales reps are paid to sell—not interpret leads. For decades now, sales management has put in sales processes and systems to standardize how sales reps manage leads and close deals with prospects.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Sales Hacker

AUGUST 2, 2019

In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. If they won’t buy today, you must develop a plan to stay in touch until they do. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Customer Centric Selling

OCTOBER 1, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. As referenced in previous blog posts , a seller’s primary competitor is often buyers making “no decision” at the end of buying cycles. Image courtesy of Ponsulak at FreeDigitalPhotos.net.

Buying Cycle 77

Buying Cycle Webinar Metrics Buyer Objections 77

Corporate Visions

OCTOBER 13, 2018

Filling the funnel, driving pipeline, and acquiring net-new customers will always be the sexy, swashbuckling side of B2B sales—which is why so many sales meetings are overwhelmingly focused on preparing salespeople for success in exactly this stage of the buying cycle. As for keeping current ones? Not so much.

Meeting 67

Meeting Demand Generation Agencies Maximizer Top of Funnel 67

Lead411

NOVEMBER 11, 2021

Price Includes Customer Support and Training? Both Lead411 and Zoominfo have proprietary technology that scrapes websites for company and contact information, news articles, job postings, press releases and more. It aligns a holistic view of your ICP with engaging information about companies that are in a growth/buying cycle.

Ideal Customer Profile 98

Ideal Customer Profile Intent Data Hiring Intent 98

Customer Centric Selling

SEPTEMBER 10, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. It caused me to wonder what impression a prospect wandering in off the street would have. My concern is that terms used internally by sales management and sellers may be used externally with prospects and customers.

Hiring 74

Hiring Face-to-face Buying Cycle Sales Cycle 74

Anthony Cole Training

FEBRUARY 27, 2012

Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales management training (4). sales prospecting (34). Sales Training (5). training sales (25).

Hiring 159

Hiring Ideal Customer Profile Webinar Metrics Sales Qualified Lead 159

Partners in Excellence

OCTOBER 14, 2021

Thankfully, if this wasn’t a universal constant, the prospects for all sellers would be bleak. If our customers see no reason to change, there is no reason to buy. The one thing constant in this world is change!

Face-to-face 56

Face-to-face Buying Cycle Customer Strategy 56

Mindtickle

NOVEMBER 6, 2020

There is no denying that 2020 has had an impact on the way by which sales professionals engage with their customers and prospects. Are they provided proper soft skills training to help them sharpen their communication skills to be better communicators during customer engagements? Both objectives are strongly connected.

Sales Enablement 81

Sales Enablement Buyer Hiring Face-to-face 81

Customer Centric Selling

JANUARY 22, 2016

A core concept of CustomerCentric Selling® is: No goal means no prospect. Buying cycles don’t start until buyers share a goal or a problem they’re willing to spend money to achieve or address. Shared goals mean the buying cycle has begun, but the process starts with how your buyer feels about you.

Buyer 40

Buyer Buying Cycle Call-back Objections 40

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. Today the customer is far more informed.

Buying Cycle 74

Buying Cycle Sales Cycle Follow-up Research 74