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B2B Sales Training Techniques and Best Practices

Highspot

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. This makes B2B sales training more important than ever. 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.

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10 Essential Selling Skills Every Sales Rep Needs in 2018

Hubspot Sales

Selling Skills. In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences. Collaborate with prospects.

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5 Value Selling Practices Leading B2B Organizations Follow

Mereo

Many B2B organizations already practice some form or another of value selling — because most organizations understand they need to be driving key outcomes for buyers to succeed for the long-haul. DOWNLOAD NOW The post 5 Value Selling Practices Leading B2B Organizations Follow appeared first on Mereo.

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My Favorite Close is “What Do You Think?”

Adaptive Business Services

I received my first formal B2B sales training in 1977. It was a modified version of the Xerox Professional Selling Skills (Xerox PSS) program although we did not sell copiers at that time. As you might guess, given the decade, it was heavy doses of handling objections and closing the deal.

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How B2B Reps Use Social Debt to Get Sales Support

SBI Growth

B2B Sales Reps compete with their peers for sales support resources. This Social Selling skill works with your customers and prospects. In B2B environments, there are never enough product experts to support sales. They can help you overcome Buyer objections and close the sale. Social Debt Economics.

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Top 3 Reasons to Use Consultative Selling Skills

Klozers

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

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Isn’t It All About The Buying Process?

Partners in Excellence

The reason is, for complex B2B buying, it’s something they rarely do. In fact, buying is not the primary objective of most of these customer processes. Buying may be a component of that process, but their objective is to solve that problem. These are necessary, but only cover the latter stages of the process.

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