Selling Essentials RapidLearning Center

JUNE 15, 2022

Question: Should salespeople be product-oriented, or customer-oriented? In a customer survey, the global consulting firm BTS found that buyers want only 22% of presentation time dedicated to the product, but sellers on average spend 56% of their presentation discussing their products. This is where sellers make Big Mistake No.

Buyer 59

Buyer Journal Survey Research 59

Partners in Excellence

OCTOBER 17, 2022

I learned this and have taught it to thousands of sellers, it’s the value realized through the implementation of our solutions. How we win, at this point, is less about our product and the value the customers receive in implementing a solution, but it’s about something entirely different.

Face-to-face 62

Face-to-face Positioning Influencer Course 62

Janek Performance Group

MAY 2, 2023

One lesson of COVID was how fast things change. They could have “a human energy crisis,” with sellers “in Goblin Mode,” on “bare-minimum Mondays.” This affects a seller’s quota and the organization’s productivity. Veteran sellers may bristle at new tech. This puts those sellers at a disadvantage.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Janek Performance Group

OCTOBER 25, 2023

This starts with stronger relationships, key to elevating sellers to trusted advisors. If they’re holding steady, ask how you can do more. In active listening, sellers invest in the client and participate in their experience. For inexperienced sellers, this can mean becoming friends. how we say it is critical.

Account 62

Account Survey Analysis Scale 62

Crunchbase

JUNE 22, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. Sellers are freed up to meet the demand. Look at any seller’s calendar compared to a year ago and you will see the difference. The best sellers realize that not all meetings are created equal. Grab Attention and Inspire Change.

Forecasting 98

Forecasting Sales Forecasts Face-to-face Proposal 98

Pipeliner

MARCH 22, 2022

This Expert Insight Interview discusses: How to start creating content that reaches the right audience. Our buyers are distracted, our sellers are distracted, everybody is overwhelmed with information. Our buyers are distracted, our sellers are distracted, everybody is overwhelmed with information. Being Egocentric.

Hiring 97

Hiring Social Media Analytics Google 97

No More Cold Calling

MARCH 22, 2018

Technology should enable us and make us more productive, and most of the time it does. We’re missing out on talking to prospects and clients, having conversations that drive business, cementing relationships that matter, and using the phone how it was originally meant to be used—actually talking to people. Sellers are people too.

Sales Enablement 135

Sales Enablement Decision Maker Cold Calling Guarantee 135

Score More Sales

MAY 27, 2013

In past posts I’ve talked about how your social footprint is your 365 day per year, 24×7 online trade show where your buyers and potential referral partners can learn about you on their own schedule. I say this because most sellers do not have an actual referral partner growth strategy. Not During Prime Selling Time.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Partners in Excellence

SEPTEMBER 1, 2022

They don’t know how to connect what their solutions provide, specifically to the challenges the customer faces. If sellers are using the same language/jargon their customers are, the customers will have greater confidence that sellers understand them. As a result, the onus is on the customer to try to figure this out.

Automotive 93

Automotive Face-to-face Ideal Customer Profile Industry 93

No More Cold Calling

DECEMBER 29, 2016

Whether you’re a sales leader, an account-based seller, a sales rep, or an entrepreneur, when you receive referral introductions, you get every meeting in one call. Referral selling is your biggest competitive differentiation. Read “ How Account-Based Sellers Make Money with a Proven Referral Program.”).

Referrals 136

Referrals Cold Calling Sales Automation Account 136

Mindtickle

MAY 2, 2023

Whether it’s creating it, training reps on it, monitoring its performance, or updating it, simplifying sales content management lets sales enablement leaders focus on other programs that help sellers actually sell. When sales content hits the mark with both sellers and buyers, it can be a powerful tool for advancing deals forward.

Top of Funnel 52

Top of Funnel Scale Case Study Distribution 52

Partners in Excellence

DECEMBER 13, 2022

Sellers know that value creation and realization are critical in engaging our customers. Imagine how we might drive performance and engagement if we started leveraging the same concepts as we coach and develop our people, and as we work with other functions within the organization. How Value And Value Creation Evolves.

Sales Management 73

Sales Management Face-to-face Maximizer Exact 73

Janek Performance Group

FEBRUARY 27, 2023

Three results to consider are: Sales goals and outcomes Performance metrics , such as KPIs Personal objectives However, while there is a desired result, how we achieve the result varies. In the same way, while the metrics remain consistent, managers should tailor coaching to the rep. The same goes for Max, who struggles with closing.

Sales Coaching 62

Sales Coaching Coaching Hiring Quota 62

Janek Performance Group

NOVEMBER 30, 2022

Sellers who understand this help guide customers to the solutions they need. When we understand how they think, we can target their needs. In fact, recent research at Gartner shows most buyers only spend 17 percent of their time talking to sellers. They wonder how the problem will impact their business and personal goals.

Customer 62

Customer Case Study Loyalty Buyer 62

Emissary

MAY 30, 2023

Although we collect dozens of metrics in these studies, there are four recent tech sales stats which should be top of mind for revenue teams, enablement leaders and field marketers… 67% of technology buyers have the same, or increased budget versus last year. Expectations are skyrocketing. Think of B2C experiences. Administration Co.

Enterprise 52

Enterprise Enterprise Vendor Survey 52

Score More Sales

JANUARY 14, 2013

There is a big huge disconnect for many sales professionals and other company employees about the value of their LinkedIn profile and how specifically to make it work for them. See Winning Teammates ( get your free download here ) if you want to learn more about how to build business through strategic connections – it is very powerful.

Ideal Customer Profile 203

Ideal Customer Profile LinkedIn Outbound Inbound 203

Showpad

MAY 7, 2020

If that’s not the case – if you’re not engaged in sales enablement or your current approach doesn’t meet your expectations and deliver desired results, I encourage you to read this blog post with an open mind and heart to establish a thorough understanding of sales enablement. . Probably not.

Sales Enablement 134

Sales Enablement Lead Rank System Buyer Persona 134

Miller Heiman Group

OCTOBER 24, 2019

Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. To succeed, sales managers need to adopt a different approach and mindset—but the overall message they convey must be the same to all of their sellers.

Channels 51

Channels Sales Management Insurance Insurance 51

Score More Sales

JULY 15, 2013

It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. I have one main reason you should consider writing 3-4 sentence, hand written notes to prospects and clients. I’m Too Busy – How Many of These Should I Send?

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

Allego

DECEMBER 22, 2020

To keep sellers ahead of the competition and hitting their targets in 2021, they need access to the most timely, relevant, and impactful materials. This content falls into two types: 1) customer-facing collateral that sellers will share with buyers and 2) training assets, best practices, research, and tools that are for internal use.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Smooth Sale

NOVEMBER 9, 2021

Attract The Right Job Or Clientele: Note: Our collaborative Blog offers valuable insights on, ‘Shady Dealings: The truth about why no one trusts your current e-commerce store.’. Content such as blog posts, social media, podcasts, Etc.). Related Blog Stories: Optimizing Your Small Start-Up Business Operations.

Outsourcing Services 78

Outsourcing Services Consumer Face-to-face Social Media 78

Partners in Excellence

SEPTEMBER 30, 2022

Too often, there is an implicit bias or agenda in how we ask our discovery questions. At some point, discovery becomes about a selection, what alternatives should we consider, what should we look for, how are we going to make a choice? But what about we sellers? How do we get that done? So they need help!

Selling Skills 66

Selling Skills Proposal Customer Closing 66

Zoominfo

FEBRUARY 28, 2018

Today’s blog post breaks down some of the most impactful technological developments B2B selling has seen in the last few years. The key differentiator here is this: Compared to traditional CRM platforms that require on-premise deployment, cloud-based services are instead, deployed on the web. Don’t let this happen to you! Keep reading!

B2B 225

B2B Social Media CRM Social Selling 225

Salesmate

JULY 28, 2020

Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals. It is one of the classic books on ‘influence’ that has been listed on the New York Times Best Seller. The Modern Seller. Today’s sellers and leaders need to have the following skillsets.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

Partners in Excellence

DECEMBER 1, 2021

How do we achieve our goals if enough people aren’t interested in or finding our products? (Of How do we differentiate ourselves in very competitive markets? How do we help customers have greater confidence in the decision and path they have chosen. How do we incent them to change and start the journey?

Revelation 118

Revelation Hiring Incentives Incentive 118

Miller Heiman Group

OCTOBER 8, 2019

Conditioned by their experiences as consumers in receiving personalized and seamless experiences from brands, today’s B2B buyers expect sellers to provide a similar experience throughout the buying cycle. Sellers must understand the entire customer path and develop experiences that place customers at the center. How do you solve it?

Social Selling 58

Social Selling Benefit Ideal Customer Profile Decision Maker 58

Vengreso

JUNE 10, 2022

In today’s post, we’ll run through how you can write and optimize one of the most important elements of your LinkedIn profile: the About. Your LinkedIn profile should be a RESOURCE for your audience, and “About” becomes the story of how you help your buyers, prospects, employers, candidates, or donors.

LinkedIn 105

LinkedIn Ideal Customer Profile Hiring How To 105

Partners in Excellence

OCTOBER 3, 2022

But hang in there, the selling process is one of the most important fundamentals to our effectiveness as sellers. So I’ll start from the point of view of sellers. But, it’s really for front line sellers–marketers responsible for creating awareness, interest, and demand. Why should we care? Loser pays.

Ideal Customer Profile 82

Ideal Customer Profile System Up-Sell Sales Process 82

Partners in Excellence

NOVEMBER 25, 2021

How do we achieve our goals if enough people aren’t interested in or finding our products? (Of How do we differentiate ourselves in very competitive markets? How do we help customers have greater confidence in the decision and path they have chosen. How do we incent them to change and start the journey?

Revelation 112

Revelation Hiring Lead Rank Lead Scoring 112

Hubspot Sales

OCTOBER 19, 2018

But how can you reach prospects? Build a blog. Build a blog. You can also start a blog and create content optimized for SEO. Send a monthly newsletter roundup of your blog content, and reach out to contacts when new property listings are available. How can you pique buyer interest? Create a website.

Real Estate 145

Real Estate Ideal Customer Profile Marketing Promotion 145

Score More Sales

SEPTEMBER 6, 2012

I had the chance to speak with Guy about the idea of influence, enchantment, and how a mid-market company could create their own sales influencers to charismatically grow visibility, gain market share, and differentiate. c) Show people your magic (the differentiators). The time of the Chief Executive Customer has arrived.

Influencer 187

Influencer Case Study Enterprise Enterprise 187

Vengreso

NOVEMBER 18, 2022

In this episode of the Modern Selling Podcast we explore the ins and outs of post-pandemic leadership, what it means for sales organizations, and what strategies leaders should be using to expand their circle. We often hear about trends like “Quiet Quitting” and other things that are redefining how people are showing up in their roles.

Infusion 101

Infusion Scale Quota Trends 101

Gong.io

AUGUST 22, 2018

Your first (and most impactful) sales training should be on discovery. It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. Sales Training #1: Discovery Calls. What’s “question velocity”?

Training 92

Training Cold Calling Webinar Metrics Objections 92

CommercialTribe

DECEMBER 22, 2020

However, Adam has a problem: He tends to focus on features and functions rather than clearly differentiating the business value his solution provides. Were you able to elevate the conversation beyond how our software is continually monitored?”. After several suggestions from Kelly on how to follow-up, the post-call debrief wraps.

Coaching 94

Coaching Lead Rank Lead Scoring ROI 94

Miller Heiman Group

JULY 11, 2019

That means sellers have to work harder than ever to attract buyers and convince them to purchase—not just once but in perpetuity. To forge these lasting customer relationships, sellers must create a world-class sales system that consists of three components: customer engagement, performance support and sales enablement.

Customer 55

Customer Face-to-face Top of Funnel Channels 55

Score More Sales

MARCH 25, 2013

Do you see how vision does fit in this picture now? These sellers were either doing some of the wrong things or were just bogged down by frustration for their own professional growth. ” How will you be visionary today? 1) The vision to “see” your own great, unlimited potential.

Inside Sales 174

Inside Sales Guidelines Outbound Lead Rank 174

Crunchbase

MAY 4, 2022

The author is an expert in their field and we are honored to feature and promote their contribution on the Crunchbase blog. Since I got my start nearly two decades ago, I’ve witnessed a massive transformation in how B2B buyers buy: . Why data is essential for the modern seller. What financial situation is the company in?

Ideal Customer Profile 52

Ideal Customer Profile B2B Lead Rank Top of Funnel 52