Customer Centric Selling

JANUARY 21, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I suppose for B2C life insurance decisions, major barriers sellers face is that people don’t want to think about dying, nor do they want to pay money for something that would provide benefit many years (hopefully) in the future.

Insurance 40

Insurance Insurance B2C Face-to-face 40

The Pipeline

SEPTEMBER 9, 2011

“But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. In the process of prospecting a small business, you bring up a recognizable Fortune 50 company as a point of reference. Next Steps.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

JULY 19, 2011

For me, and for all professional sales people, the piece has some short comings, not the least of which are it fails to address or distinguish the real difference between B2B and B2C; it fails to differentiate between transaction – interaction – purchasing and selling. Prospecting. Sales Training. Dave Kahle – Sales Training.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

Customer Centric Selling

DECEMBER 28, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A concern I have is that terminology used in sales offices by sellers and their management team may be used when sellers are talking with prospects and customers. Sales Tips: Suggested New Years Resolutions. Need some help to increase sales?

B2C 40

B2C Margin Buying Cycle Proposal 40

Customer Centric Selling

JUNE 25, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. B2C buying has served as the canary in the coal mine for B2B buying. In a strange way it has provided a common ground of sorts for vendors and executives within their prospects and clients. Sales Tips: Who's Driving the Bus?

Vendor 40

Vendor Inbound B2C B2B 40

Customer Centric Selling

MAY 13, 2015

Sales Tips: Empower Your Prospects, Don't Sell Them. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In doing so, it is important to be aware of the widespread, unflattering stereotype of salespeople that is largely based upon negative B2C experiences early in our lives.

Vendor 40

Vendor B2C Buyer Buying Cycle 40

Customer Centric Selling

FEBRUARY 10, 2016

Unlike B2C transactions where buyers and sellers will never interact again there is the need and desire to establish relationships and execute “land and expand” approaches over time. There likely is too much emphasis on product training. Take a look at the sales training workshops available to get started and improve sales performance.

Buyer 40

Buyer Vendor How To B2C 40

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule? Your SalesMBA™ Workshops.

Training 145

Training Vendor Top of Funnel Workbooks 145

The Digital Sales Institute

JUNE 21, 2023

Sales training program expert tips for anyone involved in sales management or sales enablement some insight into planning any form of sales training. It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Mindtickle

JUNE 21, 2023

Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals. BANT BANT is an acronym commonly used in sales to qualify and assess potential leads or prospects.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

The ROI Guy

DECEMBER 6, 2010

Internet Fueled Buying Cycles on the Rise – In the B2C space, the Internet has fundamentally changed how books, apparel, electronics, music, cars and other goods are bought and sold. As a common example, an Internet empowered prospect will often self-diagnose their issues, but may not do so completely or accurately.

ROI 40

ROI B2B Social Media Buying Cycle 40

Sales Evangelist

MARCH 12, 2019

No matter what industry you're in, what size company you're in, whether you sell products or service, whether you sell B2B or B2C, and it doesn't even matter what methodology you use in your sales. Two differentiation workshops It doesn't matter what you're selling. The premise is simple: win more deals at the prices you want.

Trade Show 40

Trade Show B2C Face-to-face Buyer 40

Customer Centric Selling

FEBRUARY 19, 2016

While most applicable to B2C sales, the "always be closing" mentality has unfortunately become part of the general sales stereotype. It most cases it isn’t a single “hit and run” order as is the norm in B2C transactions. In my opinion, this is an awkward situation that can be demeaning for a prospect.

Closing 40

Closing Decision Maker B2C Proposal 40

Hubspot Sales

JULY 1, 2019

Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. This hyper-personalized approach is typically too high-touch for B2C products, but it can be ideal for organizations selling to enterprises. Prospecting.

Ideal Customer Profile 84

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 84

LeadBoxer

JULY 31, 2021

Although this strategy is too extensive for business-to-consumer (B2C) products, it’s more suitable for large-scale, enterprise-level transactions. Company workshop. This can be achieved with: Training sessions: These can help your customers understand more about your products. Low-effort. Social media engagement. Medium-effort.

Account 52

Account Account Based Marketing Demand Generation Targets Ideal Customer Profile 52

Customer Centric Selling

DECEMBER 16, 2013

Sales Training Article: So What Can I Sell You? The next segment of Max''s story is one played out regularly in sales (B2B, B2C, inside, and direct). Register for a sales training workshop to learn how to sell better and make your number in 2014. This conversation was loaded with insights from the customer''s perspective.

Training 51

Training Chemicals Ideal Customer Profile Vendor 51

LeadFuze

AUGUST 5, 2021

5 Best Sales Role Play Scenarios to Train Your New Hires. +24 John was a keynote speaker at this year’s Rainmaker Conference , and is known for his dynamic sales training strategies, as well as his 12 Guiding Principles to Success in Sales, Business and Life. Blogger Blurb: I train salespeople for the world’s leading companies.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98