SBI

MAY 14, 2013

You are indeed, if you haven’t considered these four reasons why dumbing it down is the smartest way to sell to buyers. B2B buyers are smart people, especially within the framework of their roles and responsibilities. Are you unwittingly provoking buyers to look elsewhere (or to give up altogether)? Complexity = Risk.

Analysis 137

Analysis Energy Buyer Lead Generation 137

Sales Hacker

JUNE 19, 2019

The short answer is “yes,” and here’s why… B2B sales are usually one of 5 methods: DIY Self Service. Transactional selling. Solution selling. Consultative selling. Provocative selling. Register for an upcoming webinar. Live chats can help you manage the front end of all of these.

Campaigns 94

Campaigns Top of Funnel Lead Gen Scale 94

SBI

JULY 16, 2013

Salespeople have 215 selling days or 1720 hours a year to sell. Studies of B2B sellers have shown that on average only 35% of this time is spent communicating with prospects. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

Quota 135

Quota Revenue Forecasting Hiring 135

SBI

FEBRUARY 19, 2013

Unfortunately, sellers of B2B products don’t typically have one-call closes. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools. Enthusiasm begins its descent almost the moment you end your sales conversation.

Opportunity 128

Opportunity Exercises Call-back Webinar Metrics 128

SBI

OCTOBER 16, 2012

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. Performance Drivers: Trends and Solutions to Help Your Team Win. Transforming into a Dynamic B2B Sales Team. Conference.

Conference 131

Conference Social Selling Data Marketing 131

SBI

MARCH 26, 2013

The point is that there are plenty of opportunities for applying the many approaches you’ll learn about in “Decisive” to our field of B2B Sales and Marketing. Selling in today’s world involves more than relaying value to your buyer. You’ll want to buy the book and think through it for yourself. Nancy can be reached at 916-596-3035.

Marketing 123

Marketing Report Vendor Webinar Metrics 123

SugarCRM

AUGUST 30, 2022

By 2026, 65% of B2B sales organizations will transition from intuition-based to data-driven decision-making. Our top-tier solution, Sell Premier , includes guided selling capabilities that help you streamline processes and reduce guesswork and onboarding time. There are a few different ways of doing a forecast.

Forecasting 26

Forecasting Lead Rank Ideal Customer Profile Company 26

SBI

MARCH 12, 2013

Let’s call this ‘Content-Selling.’ The need for content selling is particularly evident in complex B2B sales where sales cycles are longer and decisions are rarely made by one person. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

Marketing 125

Marketing Distribution Sales Cycle Ideal Customer Profile 125

SBI

OCTOBER 9, 2012

This certainly explains why even when you have laid out decisive arguments for why a prospect would benefit from your solution, they don’t buy in the end. So how do you create the emotional engagement so vital in a B2B sales environment? Use experiential selling to create Aha! moments are not really associated with logic.

Prospecting 120

Prospecting Infusion Software Software 120

SBI

NOVEMBER 27, 2012

Truly mobile B2B sales organizations, like those of retail merchandisers and pharmaceutical companies, need to be much more agile and results-ready than laptop computers equipped with CRM allows them to be. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications.

CRM 133

CRM Wireless SalesForce Commission 133

The ROI Guy

SEPTEMBER 17, 2010

The past decade has seen an exciting and dramatic increase in new digital marketing channels including Twitter, Facebook, e-mail, search engines, webinars, virtual trade shows and more. For example, the typical B2B prospect receives an average of 20.3 These three issues are having a measurable impact on marketing.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

FEBRUARY 15, 2013

With B2B sales teams generating hundreds of millions in incremental deals each year directly attributable to Alinean ROI Sales Tools, we clearly think not. I think this question needs to go into the nearest bucket along with “Is Solution Selling Dead?” Are ROI Calculators Dead? and “Are Personas Dead?”. And, h ere's the best.

ROI 69

ROI Ideal Customer Profile Analysis Proposal 69

SBI

JANUARY 8, 2013

If customer-centric selling is about authentic, value-add sales conversations, how on earth could it be considered ‘dead’. Studies show that on average, 35% of a B2B sales rep’s time is spent “selling.” Therefore, the remaining 65% of their time is spent on non-selling tasks. The answer is—not yet.

Customer 128

Customer Hiring Wireless Up-Sell 128

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Vengreso

APRIL 10, 2022

SPIN Selling. Solution Selling. Miller Heiman’s Conceptual Selling. Miller Heiman’s Strategic Selling. Consultative Selling. SNAP Selling. Think about the current weaknesses in your selling process and choose a methodology that will make a positive impact on your sales organization.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

The Digital Sales Institute

JUNE 21, 2023

Types of Sales Training Program Methods There are two main types of selling methods that a sales training program should account for, namely Transactional and Relationship. Relationship selling can be further broken down into consultative, challenging and solution selling. Transactional Selling.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Gong.io

FEBRUARY 9, 2019

If you work in B2B sales today, you HAVE to know who you are going after. That’s how you sell to the C-suite. PS: Get your FREE video training on selling to the C-suite by clicking the banner below: STOP RIGHT THERE! Sign up for that webinar above. You can’t manipulate a B2B buyer with slick sales techniques into closing.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

Tony Hughes

MARCH 13, 2018

Just reading Jonathan Farrington's statistic that, 'the average quota attainment in B2B sales is below 60%,' prompts me to lay out a blueprint on how to fix it. Publish SME B2B content daily. So much of B2B content is hum drum, flat and boring. Sales people need to become B2B micro-marketers. Very cutting edge!

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63