Understanding the Sales Force

AUGUST 18, 2015

Sales Process isn't even the only thing that inbound marketers say is dead. They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. That search turned up these articles on the first page of results: So who wrote all of these articles? April 29 2013.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Tony Hughes

NOVEMBER 21, 2018

LinkedIn is the database-of-record from heaven for those who want to sell like hell. And Sales Navigator from LinkedIn is a massively powerful tool for both marketing and sales. If you valued this article, please hit the ‘like' and ‘share’ buttons below. Here is my post/blog on how to do create your LinkedIn Center.

LinkedIn 81

LinkedIn Outbound Telemarketing Cold Calling 81

Frontline Selling

NOVEMBER 29, 2022

Are you in sales or consultative selling; in other words, are you solution selling? Be strategic: Don’t just select marketing ; ask yourself which skills are your customers looking for. Is it online marketing, social media marketing, digital or email marketing that people need?

LinkedIn 52

LinkedIn Ideal Customer Profile Retail Social Media 52

Gong.io

DECEMBER 19, 2022

In doing so, buyers see your reps as trusted advisors who cut through all of the information in the market to help them find the best solution. This article will cover how you can implement value selling into your processes and close bigger deals. Why adopt a value-selling solution?

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

Hubspot Sales

FEBRUARY 13, 2018

Over the last 10 years, inbound marketing has proven to be a great way to generate leads and acquire customers and help you hit your quota. But what if you don’t have a marketing department or your marketing team doesn’t practice inbound? Most successful salespeople already practice some version of solution selling.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Leads 111

Partners in Excellence

DECEMBER 8, 2019

Recently, I read an article, “ What’s Wrong With Solution Selling.” ” It was the result of deep research into the performance of organizations with solution selling approaches and those with transactional selling approaches. Refer to my articles exploring Cynefin and Sensemaking.

Comparison 62

Comparison Solutions Selling Relationals Consultative Selling 62

Gong.io

JULY 18, 2022

How can you position your solution and boost your win rates? That’s where Solution Selling comes in. In this article, we’ll explain what Solution Selling is, what sets it apart, and how to tell if it’s right for your team. What is Solution Selling? Then they’d offer a solution.

Solutions Selling 62

Solutions Selling Ideal Customer Profile Outsourcing Services Sales Methodology 62

Vengreso

JUNE 6, 2023

Innovation: Think outside the box The top salespeople are constantly searching for novel solutions to challenges and striving to stay one step ahead of their rivals. Check out this article on sales innovation techniques you can implement today. Catch here, the video for this Modern Selling Podcast episode with Doug C.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Adaptive Business Services

MARCH 23, 2022

With a grateful nod to Heinz Marketing , Lifehacker , Inc. Magazine and others who regularly publish “This is How I Work” articles, which I love to read …. welcome to “How I Work It – Social Selling”. There is a lot of confusion, particularly with B2B, regarding how to implement social selling.

Social Selling 101

Social Selling Social Media Twitter Networking 101

Tony Hughes

NOVEMBER 20, 2018

The Challenger Sale is essential reading for everyone in B2B complex solution selling. If you valued this article, please hit the ‘like' and ‘share’ buttons below. This article was originally published in LinkedIn here where you can comment. You are the reason potential customers don't care.

Proposal 83

Proposal LinkedIn Lead Rank Lead Scoring 83

Tony Hughes

APRIL 11, 2019

Social Selling is powerful for B2C and advancements and also relevant for B2B in low margin commoditized environments to drive down costs and also for projecting communication via digital channels. But ‘Social Selling’ is a misnomer in complex solution selling, and we should instead think ‘Social Engagement’.

B2B 78

B2B Social Selling B2C Margin 78

Tony Hughes

SEPTEMBER 25, 2018

Everything old (value selling, solution selling, insight selling, trusted advisor, etc.) If you valued this article, please hit the ‘like' and ‘share’ buttons below. This article was originally published in LinkedIn here where you can comment.

B2C 80

B2C Face-to-face Channels LinkedIn 80

Crunchbase

AUGUST 12, 2022

In this article, we’ll discuss what a career in tech sales looks like and tips to succeed in the role. Tech sales involves selling software as a service (SaaS) solutions to other businesses. Gap selling: works by identifying a problem, presenting a desired future state and then bridging the gap with a potential solution.

Salary 52

Salary How To Software Software 52

Sales Hacker

JUNE 11, 2019

The methodology you choose also needs to fit your customers and your market, so it’s crucial to choose the right one! There’s SPIN Selling, The Challenger Sale, SNAP Selling, Conceptual Selling, Consultative Selling… The list goes on. Conceptual Selling. Consultative Selling.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

Highspot

JANUARY 9, 2024

In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid. This includes market understanding, solution selling, and long-term relationship building. This makes B2B sales training more important than ever.

B2B 52

B2B Training Top of Funnel B2C 52

Tony Hughes

JUNE 4, 2019

Do your homework and be a domain expert by truly understanding their industry and your market. In addition to this; the sales person, their team, methodologies and ability to deliver are essential elements of any solution. Does your LinkedIn profile sell you to buyers (rather than employers)?

Enterprise 78

Enterprise Enterprise Ideal Customer Profile Banking 78

The Ultimate Sales Executive Resource

FEBRUARY 18, 2013

The model is gathering significant attention not least from the way the book is marketed. The way the book, “The Challenger Sale”, is marketed, fosters this illusion of being a silver bullet to improve sales performance. In this article , Dixon et al. announce nothing less than the death of Solution Selling.

Airlines 56

Airlines Solutions Selling System Sales Methodology 56

Sales Hacker

JUNE 19, 2019

A few sales team think messaging has some marketing use-cases, but they’re oblivious about using it in their sales funnel. It’s now a powerful medium for businesses to scale their inbound sales, marketing, and support efforts. Transactional selling. Solution selling. Consultative selling. The results?

Campaigns 94

Campaigns Top of Funnel Lead Gen Scale 94

LeadFuze

SEPTEMBER 30, 2021

The approach that is most appropriate for you will vary according to your business market. If you sell a complicated combination of product range, for example, you may want your representatives to serve as consultants, assisting the customer in choosing the optimum customized solution. 5 Consultative Selling.

Sales Methodology 52

Sales Methodology Ideal Customer Profile Sales Qualified Lead Lead Rank 52

Miller Heiman Group

OCTOBER 17, 2019

The article also cites other studies agreeing that sales strategies based on building relationships are critical for closing deals. Challenger claims to work best in complex, fast-moving markets. But Challenger fails to consider the value of seller credibility and trust: two concepts closely tied to relationship building.

Customer 51

Customer Face-to-face Scale Journal 51

Sales Training Connection

DECEMBER 12, 2014

As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively. Because of the branding, Consultative Selling has become one of the “ings” in our field like: SPIN Selling, Conceptual Selling and Solution Selling?

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

The ROI Guy

FEBRUARY 1, 2018

The research indicated clearly that most buyers, 40% of participants, prefer a salesperson who listens, understands, and then matches their solution to solve a specific problem, a more traditional Solution Selling approach. Source: HBR article by Steve W.

Decision Maker 49

Decision Maker Buyer Solutions Selling Research 49

The Digital Sales Institute

SEPTEMBER 20, 2023

Essential selling skills to master whether you are starting out on your sales career, maybe you have just completed your onboarding sales training or you are already an experienced salesperson in reaching out to customers. Hopefully this list of essential selling skills will make you feel more confident in all aspects of selling to customers.

Selling Skills 52

Selling Skills Ideal Customer Profile Negotiation Up-Sell 52

Jonathan Farrington

AUGUST 22, 2013

This is an article by Tiffani Bova that was originally posted on Gartner’s site and is re-published by kind permission. Exacerbating the problem even further is when a sales manager wants to change the behavior of its sales force and pushes them to sell solutions, yet pays them (sometimes very well) for selling just products.

Exact 46

Exact Solutions Selling Fashion Channels 46

Partners in Excellence

JULY 23, 2012

I wrote about “The End Of Solution Selling” the other day. There’s a rich conversation, about this at the HBR site of the original article, kicked off by my friend, Charlie Green. Insight selling is very powerful. My friend Jack Malcolm expanded on the discussion in his post today.

Maximizer 84

Maximizer Buying Cycle Solutions Selling Consultative Selling 84

SBI

FEBRUARY 5, 2013

You can read articles, blogs, books, and white papers from the best and the brightest experts in the industry. 1. Marketing is Selling. Although Marketing performs different tasks from those carried out by Sales, I wholeheartedly recognize that the primary objective of both departments is the same.

Webinar Metrics 137

Webinar Metrics Influencer Forecasting Decision Maker 137

SBI

NOVEMBER 13, 2012

You’ll find articles, book reviews, webinars, and an “ask the expert” feature. She is a frequent speaker and blogger on Inside Sales productivity, trends, and effectiveness, and the author of Building Inside Sales: Framing a Best Practice Group and co-author of Sales Speaks: Perception & Ponderings on Marketing Leads.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

Sales Hacker

APRIL 18, 2018

Most salespeople are comfortable with this part of the conversation which is why the focus of this article is on the meeting opening. Check out Ed Wal’s book on Solution Selling . My role is to understand what your marketing and business goals are. What is a Meeting Opening? 2) Last time we spoke.

Influencer 44

Influencer Meeting How To Prospecting 44

The ROI Guy

AUGUST 26, 2010

I recently read a great blog post, Sell the Problem, by renowned Marketing Guru and Author Seth Godin. In this article Seth explains how "No business buys a solution for a problem they don't have."

Lead Rank 40

Lead Rank Lead Scoring Proposal Buyer 40

The ROI Guy

MARCH 23, 2011

In a recent Harvard Business Review article , one of the most respected names in technology marketing and strategies, Geoffrey Moore discussed how diagnostic and benchmarking sales techniques can be used, particularly during a downturn, to help engage executives, open up new opportunities and unfreeze previously stuck sales processes.

Sage 67

Sage Lead Rank Remedy Microsoft 67

LeadFuze

JANUARY 1, 2022

Who currently have job openings for marketing help. In this article, the author discusses five points that you can use to convince your prospect. The approach I have outlined above is basically the same as this article. ” Check out Ed Wals book on Solution Selling. Who have more than 10 employees.

Meeting 52

Meeting Hiring Advertising Advertising 52

Partners in Excellence

JANUARY 29, 2013

Which brings me to sales and marketing. When I first started selling in the early 80′s, one of “THE HOT TOPICS” in selling was “solutions selling, consultative selling, customer focused selling.” Mobile banking is following quickly.

Banking 90

Banking Lead Rank Conference Engineering 90

The ROI Guy

JULY 9, 2013

As such, it is important to recognize that growth will in the near term remain historically low, below the 6% average annual IT spending increases of the last decade, but that your sales and marketing strategy can be adjusted to drive competitive success. in IT spend for the year. Click here to learn more.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

Hubspot Sales

JUNE 22, 2018

Do you help with lowering cost of goods sold, increasing uptime of machinery, ensuring compliance, maximizing lead-to-customer conversion rates, lowering operating costs, or increasing market share? Market Yourself to Prospects. Include news articles that are pertinent. Make a commitment to marketing yourself.

Buyer 110

Buyer Prospecting Top of Funnel Ideal Customer Profile 110

Tony Hughes

FEBRUARY 22, 2018

Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. Challenger Selling is somewhat of a remix of recurring themes which renders Solution Selling, Strategic Selling, BattlePlan, Insight Selling and Consultative Selling absolutely more valid than ever.

Social Selling 66

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

SBI

JUNE 26, 2012

As Linda noted in the interview article , Salesforce Automation (SFA) was born shortly after the introduction of laptop computers. Unfortunately, today – approximately 30 years after it was first introduced, SFA (now CRM) is often the only tool that a sales organization uses, ironically, with a surprising degree of market dominance.

Sales Tools 133

Sales Tools Revenue Tools Up-Sell 133

The ROI Guy

FEBRUARY 15, 2013

A recent article by Drew Zarges from Sales Benchmark Index opines, "Are ROI Calculators Dead?". The Value Gap – Sales and marketing often falls way short in providing the key financial justification content buyers need to make timely and favorable purchase decisions. Are ROI Calculators Dead? and “Are Personas Dead?”.

ROI 69

ROI Ideal Customer Profile Analysis Proposal 69