Alice Heiman

MAY 13, 2020

Let’s examine how well your team is practicing basic, effective selling skills. . You might assume salespeople are already practicing these skills, but in uncertain times, salespeople sometimes fall back on bad habits (price discounting and following poorly qualified leads would be two examples). 3: Keep selling. .

B2C 150

B2C Referrals Selling Skills Segment 150

The Sales Hunter

MARCH 26, 2017

Whether you are in B2B or B2C, what you MOST need to be in is H2H — Human to Human! Here’s to great selling! That’s right! This week I want you to remember that sales success is about personal relationships. Be passionate about human to human connections and dialogue. Check out the video to see […].

Video 100

Video Motivation B2C B2B 100

The Sales Hunter

NOVEMBER 13, 2015

First approach is the one I like best for B2C. Second approach is for B2B, where my preferred style […]. First off, let’s drop the mindset of “asking” for the sale. Mentally, I feel this sets us up for failure. In my mind, I’m going to take one of two approaches. Invite” the customer buy.

B2C 100

B2C B2B Sales Customer 100

The Sales Hunter

JANUARY 23, 2013

Use the power of contrast to let the customer feel they’re getting a good deal, and you might just end up selling the higher price option. What is great is it works in most selling situation whether they are B2B or B2C. It’s amazing how few times I see this approach being used by salespeople.

Proposal 192

Proposal B2C Face-to-face Up-Sell 192

The Sales Hunter

FEBRUARY 12, 2013

Using this approach to close a sale can be very powerful whether it be in a B2B or B2C situation. Over the years, I’ve seen great results from both types of selling situations and in a wide number of industries. For customer who are having a difficult time making a decision, using this approach can be very effective.

Closing 202

Closing B2C Motivation B2B 202

Mereo

AUGUST 13, 2020

Your Website Presence Matters — Buyers in the B2B realm have an expectation of seamless interfaces and relevant navigation and messaging as if they were buying from a B2C organization. Is your B2B website engaging your audience—or just displaying your goods? And they will have even less patience for no site at all.

B2C 41

B2C Face-to-face Selling Skills Buyer 41

The Sales Hunter

MARCH 12, 2013

These could be either B2B or B2C. First, we’re changing how customers view and feel about the price-to-value relationship on what we sell. Let’s look at this question in the perspective of a service being sold or a moderate to high price point item.

Margin 221

Margin B2C Ideal Customer Profile Segment 221

The Sales Hunter

JANUARY 25, 2012

Today’s customer, whether it be B2B or B2C, are not locked into doing anything they don’t want to. Professional Selling Skills Training: Sales Calls and the Myth of Preparation. high profit selling. selling a price increase. selling skills. high profit selling. cold calling.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

MAY 18, 2012

This is true for both B2B and B2C, as well as for both physical products and intangible services. No, the role of the salesperson is to help the customer define clearly what they want or need, and then help them see options they never realized existed.

Customer 194

Customer B2C Motivation B2B 194

The Sales Hunter

JULY 27, 2012

Below is a list of traits I’ve found that high-performers have across many industries in both B2B and B2C environments. When I work with companies, I always ask their salespeople and management what they see are the top traits. Take a look at the list and ask yourself how you stack up: Good Attitude. Consistent. Knowledgable.

B2C 175

B2C Motivation Maximizer B2B 175

Highspot

JANUARY 19, 2022

Here are a few you might recognize: B2B or business-to-business sales : Designed for B2B-style businesses that target their sales pitch toward key business decision makers (typically C-suite level leadership or managers) who are responsible for purchasing products, services, and software for their company. ValueSelling Associates.

Training 92

Training Lead Rank Hiring Course 92

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. This process ensures the training program is laser-focused on bridging these skill gaps. Key Elements of an Effective Sales Training Program Sales training is necessary for both B2B and B2C sales reps.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Partners in Excellence

JUNE 1, 2014

I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some interesting discussions. Complex B2B sales is all about people (well all business is about people).

ROI 97

ROI Lead Rank Segment Analysis 97

The Digital Sales Institute

APRIL 20, 2018

Sales skills will always reflect the prevailing environment and the buyer’s acceptance of how they interact with the purchasing process. Let me explain further, once upon a time door to door sales was a dominant channel in both B2B and B2C. So, the prevailing environment was to enact sales via “the travelling salesman”.

Hiring 45

Hiring Social Media Negotiation Education 45

The Digital Sales Institute

JUNE 19, 2018

So, one of the key sales skills is business acumen, the understanding of the risks and opportunities in business, how business operates plus judgement and financial skills. Learn to Master a Multi-Channel Sales Process. Sales success doesn’t come to those who are smartest.

Social Media 49

Social Media Channels Influencer Buyer 49

Understanding the Sales Force

OCTOBER 2, 2017

Image Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it the new car smell? The finish? The wheels?

Sports 149

Sports Customer Buyer B2C 149

Mindtickle

JUNE 21, 2023

B2B B2B stands for “Business-to-Business” and refers to transactions, interactions, or relationships that occur between two or more businesses. B2B activities can include selling goods to other businesses, providing services, forming partnerships, or collaborating on projects.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Hubspot Sales

JANUARY 22, 2018

Intended audience: B2B sales teams. In a single day, John Barrows will help you and your team members run effective meetings with potential customers, boost your ability to analyze opportunities, address objections in a way that suits your personality and selling style, and use different closing techniques depending on the situation.

Training 144

Training Vendor Top of Funnel Workbooks 144

Mindtickle

JUNE 15, 2023

Part of this difference is due to evolution driven by B2C buying experiences and expectations. Virtual selling is a response to changing customer demands; for example, 56% of surveyed shoppers said they like the flexibility of shopping on their own schedule, while 50% noted they like the convenience of avoiding shopping trips.

Face-to-face 52

Face-to-face Social Media Selling Skills Up-Sell 52

The Sales Hunter

AUGUST 11, 2015

Regardless of what you sell and the process with which you sell it, there will always be buyers who will not base their buying decision on rational logic. I’ll even go as far to say there is no such thing as a 100% rational buyer. Regardless of what the sale is, there will always […].

Buyer 100

Buyer B2C Customer Service Consultative Selling 100

Gong.io

SEPTEMBER 14, 2022

Sales-led strategies are particularly effective for complex B2B products sold into enterprise companies with multiple stakeholders. For clarity, let’s assume that you’re making a GTM for a B2B product, although B2C brands can follow the same steps. A B2B ICP may include the following information: Their job.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Strategy Marketing 62

Gong.io

AUGUST 16, 2018

find ourselves selling to B2C sales call centers (rather than our core market: B2B sales). It should be something that takes the buyer out of comparing you and your competitor side-by-side. Here’s an example…. Occasionally, we at Gong.io

Competition 110

Competition Comparison Buyer Education 110

The ROI Guy

OCTOBER 5, 2011

First, today’s B2B buyer is more empowered than ever before. Today, over 90% of B2B buyers require proof of bottom-line impacts / ROI on any significant investment, with over 81% expecting vendors to provide financial justification to earn the business (IDC 2011). There is a greater need for consultative insight to help close this gap.

Sales Enablement 45

Sales Enablement Report Tools ROI 45

DialSource

JANUARY 16, 2020

Across the board, tech has had a profound impact on both the B2B and B2C realms. They’ll learn new selling skills, and potentially new sales technology expertise that will prepare them for any future sales role. The digital era is upon us—and it’s here to stay. – Salesforce State of Sales Report 2018.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41

SBI

NOVEMBER 7, 2019

Membrain has released its new Prospect Engagement Playbooks today, making it easier than ever for b2b sales teams to contact, qualify, and nurture sales. Skills Development. DiscoverOrg and ZoomInfo Merge Brands to Launch Innovative B2B Data Platform To Power Go-To-Market Success. Industry News. Sales Enablement. Industry News.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

LeadFuze

AUGUST 5, 2021

The Gist: WoodPecker has a “ mission is to enable all B2B companies to connect with their ideal customers. A long time ago at a B2B company far, far away there was a sales team with an unorganized sales and marketing process and a broken strategy. There are interviews with top sales people in the B2B industry. WoodPecker.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98