Customer Centric Selling

APRIL 2, 2014

Sales Training Article: 2014 - So Far, So Good? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Now would be a good time to attend a sales training workshop to learn how you can save the year and make your number. Here''s Your Post-Q1 Wakeup Call.

Training 59

Training Buying Cycle Engineering Sales Cycle 59

Customer Centric Selling

JANUARY 2, 2014

Sales Training Article: An Often Overlooked Source of Revenue. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. View our updated calendar of 2014 sales training workshops. Buying cycles should be shorter. awaits most newlyweds.

Revenue 68

Revenue Buying Cycle Quota Account 68

Customer Centric Selling

JUNE 12, 2013

Sales Training Article: Confusing Activity with Progress. Those that perform at high levels realize they shouldn''t waste time with opportunities and buyers that have low probabilities of resulting in orders within a reasonable time frame (an average buying cycle). Need some help with your sales performance?

Trade Show 53

Trade Show Training Demographics Face-to-face 53

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. Image courtesy of Stuart Miles at FreeDigitalPhotos.net My first sales manager''s advice as he put me on quota was: "Call high. Don''t lead with product."

Training 53

Training Outbound Inbound Vendor 53

Understanding the Sales Force

JULY 17, 2023

Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week. This is called having a Supportive Buy Cycle and while 64% of the top salespeople in the world have it, only 10% of the bottom half of all salespeople and 1% of the bottom 10% have it as a strength. Hold that thought. Disconnected.

Groups 156

Groups Comparison Buying Cycle Exercises 156

No More Cold Calling

AUGUST 16, 2018

Far too many sales reps do. Perhaps if what you’re doing isn’t working, new sales techniques are in order? McKinsey summarizes this challenge in “ The secret to making it in the digital sales world: The human touch.” The researchers write: There’s no doubt that digital is rocket fuel for sales organizations.

Fashion 219

Fashion Buying Cycle Social Media Survey 219

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. Marketing organizations by default now own the top of sales funnels. I suggest organizations step back and consider that buying cycles start in one of two ways: 1. Bottom-up" selling is a path to long sales cycles and low win rates.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

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

Customer Centric Selling

MAY 28, 2014

Sales Training Article: Access to Key Players Comes in Three Flavors. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Opportunities where top-down access occurs typically are shorter buying cycles with higher win rates.

Decision Maker 63

Decision Maker Buying Cycle Training Coaching 63

MTD Sales Training

DECEMBER 7, 2017

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. If you get a sale, learn what went right so you can repeat it and improve it. If you lose a sale, learn what you can do differently, so you can improve it.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. The majority of our sales engagement strategies involve us in only the very latest stages of our customers’ buying journeys. We train our people in our products and their superiority.

Competition 117

Competition Customer Buying Cycle Vendor 117

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. By Drew Zarges, Sales Benchmark Index The software company''s VP of Sales boasted about his win rate. If the sales team was getting better, why did they keep missing quota? The Sales team hadn''t vastly improved. The reason was simple.

Training 45

Training Buying Cycle Collateral Software 45

Customer Centric Selling

SEPTEMBER 23, 2015

Sales Tips: New Salespeople In-Training? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. They much prefer to buy. Many senior executives confuse sales enablement with somehow becoming customer-centric. Image courtesy of Surasaki Stock at FreeDigitaPhotos.net.

Top of Funnel 40

Top of Funnel Training Buying Cycle Funnel 40

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. This is known throughout the selling universe but sales people still suck at this. Their sales managers are not holding them accountable for qualifying.

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

SBI

JULY 26, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Custom-branded professional sales presentations look terrific!

Trade Show 95

Trade Show Sales Enablement Webinar Metrics ROI 95

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. Need some help with your sales performance?

Training 66

Training Buying Cycle Call-back Sales Cycle 66

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. Check back in our next post to read the rest of this article!

Training 55

Training Airlines Buying Cycle Vendor 55

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. How many CEO's take IIWII attitudes toward their sales organizations? Are some sales issues fixable?

Training 58

Training Ideal Customer Profile Hiring Buying Cycle 58

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. Sales is the customer of Marketing. VP Marketing.

Training 58

Training Collateral Sales Qualified Lead Buying Cycle 58

Anthony Cole Training

JULY 28, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 136

Hiring Buying Cycle Ideal Customer Profile Margin 136

Smooth Sale

MARCH 1, 2022

Alternatively, eCommerce can be when a customer adds something to their cart or completes a sale. . And varying stages of the buying cycle exist within your prospective clientele. Each user will be on their unique journey and at different buying cycle stages. Sales Tips: Convert Your Website Traffic to Leads.

Lead Rank 78

Lead Rank Lead Scoring Sales Qualified Lead Leads 78

Customer Centric Selling

OCTOBER 16, 2013

Sales Training Article: What NOT to Say. John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Imagery Majestic at FreeDigitalPhotos.net Most sellers, sales managers and executives of vendor organizations are rightfully concerned about what is said during buyer interactions.

Majestic 49

Majestic Training Negotiation Buying Cycle 49

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

Janek Performance Group

JANUARY 4, 2023

A sales rep recently complained, “We had the better solution and price, and we still lost the sale.” ” These missed opportunities leave sales reps wondering if the prospect was even listening during the presentation. Let’s explore the significant bias impacting sales professionals. Confidence Bias.

Decision Maker 62

Decision Maker Lead Rank Lead Scoring Buyer 62

Customer Centric Selling

NOVEMBER 12, 2014

Sales Tips: How to Get Past the First 20 Seconds. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. With that in mind, what if the salesperson monitored sales of used homes and did some research on zillow.com to find ones that were more than 20 years old?

Buying Cycle 81

Buying Cycle Energy How To Study 81

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). 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. in Business and an M.B.A. in Marketing Management.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

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. Many sales managers focus on activity.

Training 49

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

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. Recent studies would have you believe as much as 80% of buying activities are complete before salespeople are involved.

Research 92

Research Buyer Buying Cycle Vendor 92

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

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

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

Customer Centric Selling

MAY 25, 2016

Sales Tips: Avoid "Inbounditis". 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.”. Need some help to increase sales?

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? Need some help with your sales performance?

Buyer 45

Buyer Training Buying Cycle Objections 45

Customer Centric Selling

APRIL 30, 2014

Sales Training Article: Peer vs. Subordinate Relationships. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of StockImages at FreeDigitalPhotos.net When buyers and sellers talk for the first time, historical baggage and preconceived notions are in play.

Buyer 65

Buyer SME Buying Cycle Commission 65

Customer Centric Selling

OCTOBER 15, 2014

Sales Tips: Don''t Wait for Opportunities - Find Them. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. That said, proactive reaches to targeted companies aimed at Key Player levels facilitate top down buying cycles and are likely to yield higher win rates.

Lead Rank 91

Lead Rank Lead Scoring Inbound Buying Cycle 91