Lessonly

APRIL 28, 2021

Sales competencies are the skills that successful sales reps need to use to impact the buying decision. This artistry, if you will, is comprised of both inherent personality traits as well as skills or processes that can be trained and practiced. Training isn’t exciting, and reps quickly forget what they learned. MOTIVATION.

Hiring 32

Hiring Buying Cycle Face-to-face Sales Enablement 32

Anthony Cole Training

SEPTEMBER 24, 2010

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. | Recently, I was referred to an article that addresses the challenges of being successful in selling. Email article.

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Hiring Ideal Customer Profile Webinar Metrics eBook 180

Customer Centric Selling

SEPTEMBER 17, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Consider a seller’s software that could measure usage and age of capital equipment and predict when to perform maintenance to avoid outages. Sales Tips: The Potential Benefits to an "Enterprise" View.

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Enterprise Enterprise Benefit Proposal 65

Customer Centric Selling

FEBRUARY 12, 2016

Despite this fact, companies continue to provide extensive product training to sellers. With this in mind, I found the results of a recent Software Advice study encouraging. Work with buying committees to assess early in buying cycles if there will be enough potential value to offset the cost of offerings.

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Hiring Proposal Buying Cycle Inbound 40

Customer Centric Selling

MARCH 4, 2016

Decades ago, while selling clients their first business computer systems, I learned a valuable lesson: Software is only as good as the data that’s entered. Implementing software within sales organizations such as a Customer Relationship Management (CRM) system is a significant undertaking ( What is CRM?

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Top of Funnel CRM Sales Cycle Software 40

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. Andreessen put it best: "Software is eating the world." Tibor Shanto wasn't sold that the death of the salesman 2.0

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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. Sharing best practices in software development. Sales Tips: Dangers of Selling Technology to IT. Image courtesy of Taoty at FreeDigitalPhotos.net.

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Hiring Enterprise Enterprise Churn 40

Customer Centric Selling

JANUARY 28, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The impetus has been changes in buying behavior. Vendors continue to provide an extraordinary amount of product training despite the fact that most researchers want to learn about offerings on their own.

Enterprise 40

Enterprise Enterprise Vendor Margin 40

Tony Hughes

FEBRUARY 22, 2018

Don't just install it, train your people on it thoroughly, weekly and quarterly. When I train sales people I train them to execute. The 57% statistic on 'buying cycle' by CEB is a bit of a red herring because great sellers know they can uncover demand or even create it in any economy. The folly of Sales 2.0

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Tony Hughes

MARCH 7, 2018

If you're a CXO reading this or you know one that has purchased million dollar enterprise software sight unseen, please comment. But who is teaching, don't even compete in an existing buying cycle that has a decay rate. What about the novel idea of triggering the buying cycle yourself? I certainly am. So what now?

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Lead Rank Enterprise Enterprise Scale 66

PandaDoc

SEPTEMBER 2, 2020

Steven shares monthly tips and actionable articles to help new and senior sales leaders take their performance to the next level. Sales Gravy is the most visited sales specific website and the destination sales training resource for sales professionals across the globe. CustomerCentric Selling Sales Training Blog. Sales Gravy.

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Top of Funnel Sales Management Hiring Lead Rank 98