HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. At other accounts, prospective buyers weren’t experienced with purchasing products. Other Steve W.

Study 146

Study B2B Penetration Lead Rank 146

Partners in Excellence

FEBRUARY 28, 2024

My parents paid me the tuition fee for learning, in my spare time, in a private institute for extra-occupational training, how to program a IBM 360-20 mainframe. This attitude was based on the admittedly few experiences I had at the time with “B2B” type sales. Towards the end of my High School time, I developed into a computer nerd.

Lead Rank 105

Lead Rank Lead Scoring Ideal Customer Profile Customer 105

Mindtickle

FEBRUARY 3, 2021

SalesSparx enriches Mindtickle’s data-driven learning, training, and coaching capabilities with industry-specific playbooks, processes, and training needed to arm sellers in the B2B healthcare vertical — a huge market with equally huge revenue potential. Cross-industry training content to uplevel sales conversations.

Strategy 52

Strategy Telecommunications Customer Top of Funnel 52

Crunchbase

JULY 14, 2022

Hungry for stronger prospect relationships? For instance, if you’re targeting B2B leads, your prospects are likely using Twitter and LinkedIn. How much time you can dedicate every day to respond to prospect messages and start conversations. Score your leads to pinpoint which prospects have the best chance of converting.

Social Selling 52

Social Selling Lead Rank Lead Scoring Social Media 52

Sales Evangelist

SEPTEMBER 17, 2019

Before she built her company, Janet started in corporate sales selling B2B. She built sales organizations for big telecommunications and internet-based companies. B2B selling and transformational selling In B2B selling, a salesperson is selling somebody in a corporation and spending somebody else’s money.

Sales Process 40

Sales Process Sales Qualified Lead Telecommunications Coaching 40

Seismic - Sales Effectiveness

SEPTEMBER 3, 2019

And this type of mediocre sales experience can cost B2B companies up to 3% in potential earnings per rep, which sounds small but could actually equate to millions in lost revenue. When 87% of training content and information is forgotten within weeks, one-and-done sales training is just not going to be effective.

Strategy 88

Strategy Analytics Sales Enablement Scale 88

Partners in Excellence

SEPTEMBER 17, 2012

Several years ago, we did a study of a one of the largest telecommunications companies in the world. With their B2B sales people, we found time available for selling had slipped just below 20%. Training, whether on new products, sales, or in other areas are important. Some of it is understandable and very important.

Telecommunications 94

Telecommunications Marketing System Fashion 94

Seismic - Sales Effectiveness

AUGUST 25, 2019

First let’s take a look at a few key stats about sales efficiency and effectiveness in B2B businesses: Sales productivity is the #1 challenge for 65% of B2B organizations (The Bridge Group). And when 65% of B2B buyers make a purchasing decision based on vendor content (DemandGen), there are definitely missed sales opportunities.

How To 80

How To Quota Sales Enablement Survey 80

John Barrows

JANUARY 30, 2019

This means while you’re speaking, your prospect is filling up the other 300 words per minute. This means that as your prospect is telling you something, they’re only able to communicate about 11% of what they’re thinking. For example, “So, it does sound like sales training is something you’ll be investing in this year?”

Call-back 133

Call-back Up-Sell Sales Ideal Customer Profile 133

Sales Overdrive

JUNE 17, 2011

This is the sixth article in a series related to seven key areas that drive sales and revenue growth performance for organizations involved in B2B sales of products and services. In just about every B2B sales environment that utilizes sales staff or has a direct sales function, certain competencies are a must. Personal Competencies.

Outsourcing Services 20

Outsourcing Services Telecommunications Face-to-face Sales Coaching 20

Seismic - Sales Effectiveness

MAY 24, 2019

A recent study of B2B buyers found that 95% of buyers chose a solution provider that “provided them with ample content to help navigate through each stage of the buying process.”. Train sales. Many marketers are surprised at the level of engagement from sales during these training sessions.

Marketing 90

Marketing Demand Generation Agencies Lead Rank Lead Scoring 90

Cience

JANUARY 6, 2020

For example, there are lead generation companies that provide accounting, corporate IT training, custom software development, electrical engineering, film services, privacy shield notice, technical support, etc. For example, Data Enrichment can be listed as Research & Analytics, B2B Email List/ Database Scrubbing, email verification.

Lead Generation 89

Lead Generation Outsourcing Services Paid Content Lead Rank 89