A Sales Guy

MAY 20, 2012

This blog normally help sales people and sales leaders be better. Today, I’m gonna help the buyer. Bad buying happens when buyers treat sales people as the enemy. When this happens, the buyer loses as much as the sales person. ” When we are buyers, we have a problem.

Buyer 119

Buyer Decision Maker Up-Sell Sales Process 119

Allego

NOVEMBER 16, 2021

Picture this: You’re VP of Sales at a large medical device manufacturer with a multinational sales force spread across five continents. You also employ channel sales partners. >> Download your All-in-One Sales Enablement RFP Kit to learn how to create a comprehensive RFP and keep the evaluation process on track.

Vendor 71

Vendor Sales Enablement Scale Distribution 71

The Pipeline

JANUARY 14, 2020

Assuming your target buyer was one of these commuters, what are they thinking about while in routine traffic? Many sellers only deal with buyers already in Decision mode. Many sales organizations exclusively compete for and capture these buyers. into the hopper and ferret out that small percentage of ready buyers.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

Sales Hacker

SEPTEMBER 14, 2020

Completing them can be a tedious, unpleasant task, but they can’t be completely ignored because they can lead to significant sales revenue. The key is to identify which RFPs give you the greatest probability of being chosen, and respond only to those. What Is an RFP? Outside consultants are often hired to help prepare RFPs.

Proposal 92

Proposal Government Vendor Hiring 92

A Sales Guy

DECEMBER 10, 2011

I was reading the Challenger Sale this morning and came across this excerpt. It’s great support for yesterdays post, Passive Buyer’s Aren’t Buyers at All. Challengers know many sales opportunities that appear viable on the surface are little more than veiled “verification efforts” by a customer.

Buyer 90

Buyer Vendor Decision Maker Face-to-face 90

Partners in Excellence

JANUARY 25, 2022

It was a very sharp group of sales people committed to improvement. But a large part of our business is RFP’s. We’re constrained by the structure of the process of the RFP’s, how do we help customers with that.? Many of those organizations are mandated to manage purchases through a RFP process.

Government 72

Government Buying Cycle Construction Up-Sell 72

SBI Growth

MAY 27, 2013

These companies are harvesting vast amounts of internet activity and point of sale data. Many of the B2B sales leaders simply dismiss the Big Data revolution. Within the next three years, the best B2B sales organizations will use “Big Data”. Too often we see CRM systems completely misused by Sales Organizations.

Data 323

Data Top of Funnel Hiring Harvest 323

Anthony Iannarino

MARCH 14, 2020

Of all of the bad advice around sales, the most reckless and worst counsel you will read from charlatans and know-nothings is the idea that your buyer has all the power in the relationship, that they are some large percentage through their buying process, and that you should wait for them to reach out to you.

Buyer 99

Buyer eBook B2B Construction 99

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales. One way they do this is through actionable buyer intelligence. Buyer Process Maps.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Sales Hacker

JULY 12, 2021

As sales, marketing, and customer success teams work more closely together, RevOps has the opportunity to foster a future-focused atmosphere that encourages proactive problem solving. Revenue operations focuses on aligning sales, marketing, and customer success teams. Develop and deliver an insightful RFP template for customers.

Revenue 83

Revenue Lead Rank Lead Scoring Face-to-face 83

SBI Growth

SEPTEMBER 7, 2013

When you offer the Buyer too many choices they don’t chose anything at all. Your job as a Sales Rep is to provide the best solution to the Buyer’s problems. Use the Solutions Options Framework to guide your conversation with the Buyer. Presenting 3 Options as a Sales Strategy. Coach the Buyer.

Strategy 297

Strategy Closing Proposal Decision Maker 297

Customer Centric Selling

OCTOBER 25, 2013

Sales Training Article: 3 Steps to Avoid Death by RFP. By Scott Gruher, Sales Benchmark Index (SBI) Image courtesy of satit_srihin at FreeDigitalPhotos.net. Why are RFPs wearing you out? Your team is responding to RFPs that they have little chance of winning. It necessitates a shift in your sales strategy.

Training 45

Training Margin Up-Sell Influencer 45

Hubspot Sales

DECEMBER 9, 2020

It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. This brand of sales emphasizes the "why" over the "what" of a potential sale. Develop Your Questions.

Solutions Selling 135

Solutions Selling Retail Face-to-face Sales Methodology 135

The Pipeline

MAY 13, 2020

I remember during the economic meltdown in 2008, I met with a VP of Strategy and a VP of Sales at a larger Canadian corporation. As your buyers are taking care of Q2, their future is being reshaped. But expand their thinking by challenging their assumptions and you’ll shape their thinking and RFP. Back To Buyer’s Remorse.

Outsourcing Services 279

Outsourcing Services Real Estate Ideal Customer Profile Objections 279

Crunchbase

MAY 9, 2023

Especially now, as the macroeconomic environment becomes more challenging, public servants are an attractive new category of buyer for startups. I previously served on the innovation team for the San Francisco Mayor’s Office, and today I’m the founder of Pavilion , a startup marketplace connecting public buyers and businesses.

Government 59

Government How To Competition Scale 59

LeadFuze

NOVEMBER 30, 2021

As a manager, we found out the reasons why sales presentations are often ignored. Need Help Automating Your Sales Prospecting Process? Why your prospect hates your sales proposal process. When buyers and procurement managers are evaluating proposals, there are five common themes that can be fixed if you know what to look for.

Proposal 52

Proposal Prospecting Hiring Vendor 52

Hubspot Sales

NOVEMBER 5, 2019

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. B2B auction. Procurement auction.

Government 70

Government Proposal Competition How To 70

Partners in Excellence

MAY 10, 2022

It presents fascinating perspective and research on indecision and how we can help buyers complete their buying process. Related Posts: Sales People Build Your Personal Brand And Thought… Insight And Challenging Without Outcomes Is Just Dreaming Love The Insight, I'll Write A RFP! Be sure to order an advanced copy!

Face-to-face 101

Face-to-face Relationals Customer Research 101

Partners in Excellence

AUGUST 4, 2012

Much of this has been driven by the vast availability of information available to buyers on the web. Research indicates that buyers aren’t engaging sales people until they are 60-70% through their sales process. Rightfully, the argument is that sales people must change–dramatically!

Buyer 92

Buyer Education Journal Social Media 92

Score More Sales

APRIL 29, 2013

One big contributing factor to your sales success is in your follow-up. There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. With many in sales, follow-up effort is focused less about them and more about you, your products, and services.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

SBI Growth

APRIL 3, 2013

However, many Sales VPs fall back on one of the standard excuses: We lost the big opportunity we thought we’d win. Our Sales People don’t have the talent/training to sell the product. One of the most overlooked tools within the Sale Organization is the CRM system. Sales Process Adherence and Opportunity Review.

Ideal Customer Profile 317

Ideal Customer Profile Forecasting How To Sales Qualified Lead 317

Anthony Iannarino

AUGUST 28, 2020

Many sales organizations and salespeople tend to over-qualify prospective clients and targets, using filters that are so tight that very few prospects become opportunities. Time-Bound: This idea is also incredibly out of step with sales today. Because decision-makers seek consensus, there may be multiple economic buyers.

Prospecting 111

Prospecting Decision Maker eBook Benefit 111

Partners in Excellence

JANUARY 19, 2015

His post reminded me of something too many sales people overlook in their sales strategies. Buyers Get Smarter Through The Buying Cycle. But it creates a real challenge for us as sales people. Our sales processes are built around the flow from one set of static events to the next. RFP’s Suck!

Buying Cycle 48

Buying Cycle Buyer Sales Qualified Lead Lead Rank 48

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. Long Sales Cycles. Uneducated Buyers.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Sales Hacker

OCTOBER 23, 2020

In sales, we have three enemies. The solution is to change the way you approach a sale so that you are building emotional safety with your prospect. You’ll gain a deeper understanding of the internal dynamics between the buyers/stakeholders who will ultimately decide which vendor to go with. Building Emotional Safety®.

Top of Funnel 82

Top of Funnel How To Lead Rank Vendor 82

SBI

DECEMBER 2, 2019

Transforming Sales: Evolved Selling with Content & Interactive Tools. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Tools 99

Tools Sales Enablement Scale Analysis 99

Hubspot Sales

APRIL 26, 2023

Sales requires some detective skills. According to Colleen Francis, author of “ Nonstop Sales Boom ,” sales reps should walk away from prospects who can’t answer these three questions: What does success look like with this project? Sales reps are used to hearing “We don’t have the budget,” and “I can’t afford that price.”

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

Pointclear

AUGUST 16, 2018

Your sales team likes nothing better than getting leads with a high probability of closing soon. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. So much so that many reps often ignore every lead they don’t consider hot.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Crunchbase

JUNE 22, 2021

Top-performing B2B sales reps have evolved their success methods to meet changing customer demands and remain at the top of their game. Looking at these sales champs, we notice three key characteristics that lead to their continued over-achievement, traits which can be replicated to scale this performance beyond just a select few.

Forecasting 98

Forecasting Sales Forecasts Face-to-face Proposal 98

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Storytelling has stood the test of time as a critical skill in sales and marketing?—?and and isn’t that our goal in sales?—?a But where to begin? It’s not about you.

Marketing 226

Marketing Telemarketing Scale Education 226

Pointclear

AUGUST 9, 2016

Your sales team likes nothing better than getting leads with a high probability of closing soon. Often hot leads are really prospective buyers that have already been sold by another vendor. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. It is still being taught to many sales reps around the world, and there are compelling reasons to do so. Personalization has a strong effect on sales effectiveness. Ready to fortify your sales pipeline? Simplification.

Solutions Selling 52

Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52

Salesmate

JULY 28, 2020

The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020. The Modern Seller.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

Partners in Excellence

JULY 23, 2012

Sales people need a rich array of approaches and tools to intercept the customer in their buying process, align with them and to sell. . Nimble sales people work with the customer where they are at, not forcing the customer to align with the way the sales person sells. To me, I’m just RFP fodder.

Maximizer 84

Maximizer Buying Cycle Solutions Selling Consultative Selling 84

SBI Growth

FEBRUARY 12, 2013

This topic centered on the sales rep’s dilemma. We thought a Q & A blog would add value to quota-carrying sales reps. Genesys recently implemented a new Sales Process which is aligned to buyer’s journey. There are five stages, each with specific “exit criteria” aligned to buyer actions. stefancaptijn.

Case Study 314

Case Study Study Travel Quota 314

Anthony Iannarino

DECEMBER 27, 2019

” With exceptions in some verticals where the RFP is extraordinarily strategic, most are transactional, mostly consisting of questions to which the respondent may answer that they agree or disagree to terms, disagreeing disqualifying them from being considered. Your RFP Is Broken. No more pushy sales tactics.

Strategy 93

Strategy eBook Hiring Proposal 93

Sales Hacker

JUNE 11, 2019

The sales methodology is like a set of rules for how you sell your products or services to customers. You need to define your methodology before anything else, including the sales process. Otherwise, your sales process will be applied differently by each rep on the team. What is a Sales Methodology? Command of the Sale.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77