Customer Centric Selling

NOVEMBER 7, 2016

Sales Tips: How to Better Handle Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In our workshops we don’t spend a great deal of time on objection handling. Buyers sometimes raise objections to slow down speeding trains. Player: the system.

Objections 88

Objections Buyer How To Training 88

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. What would you include?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. Industry research consistently shows that buyers want the same easy experience they now routinely enjoy in their private life. In the world of B2B sales, the conventional thinking has become especially stark. B2B Buyer Experience Survey Outline.

Buyer 79

Buyer B2B B2C Survey 79

Partners in Excellence

APRIL 11, 2024

Why I Love Sales Sales was never a career option I aspired to. I soon as I figured anything out, I’d put together a small workshop on the topic. I had to quickly immerse myself in my client’s new offering, ideal clients, what mattered to their buyers, and even their sales methodology.

Face-to-face 96

Face-to-face Sales Methodology Compensation Segment 96

No More Cold Calling

OCTOBER 17, 2019

That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. Buyers say we all look alike. But you don’t have a proactive, intentional referral sales prospecting strategy with metrics, skills-building, and accountability for results. Sure, you get referrals from time-to-time.

Referrals 39

Referrals Cost per Acquisition Cold Calling Sales Qualified Lead 39

SalesFolk

MARCH 2, 2021

How specific is your “buyer persona,” or “Ideal Customer Profile” (ICP)? . In other words, how do you define your target audience or ideal customer when doing sales outreach? Too often I see sales and marketing leaders defining their buyer personas as “Marketing” or “C-Suite.” Here’s what you can do…??.

Ideal Customer Profile 64

Ideal Customer Profile Buyer Persona Prospecting Hiring 64

The Pipeline

NOVEMBER 28, 2011

The Pipeline Renbor Sales Solutions Inc.s It’s About the Buyer, Stupid! Sales eXchange – 125. Stored in Attitude , Business Acumen , Compete , EDGE Sales Process , Interactive Selling , Proactive , Sales 2.0 , Sales eXchange , execution. Reminded me of the debate between Sales 2.0

Buyer 219

Buyer Pipeline Twitter Hiring 219

The Pipeline

SEPTEMBER 18, 2018

No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. As long as companies fill their sales people’s heads with more “Product Knowledge” than business skills, the challenge will persist. Vendors overemphasize selection criteria that aren’t important to buyers.

Vendor 255

Vendor Discount Insurance Insurance 255

SalesProInsider

JUNE 25, 2020

I’m sharing practical and actionable strategies for making your virtual sales conversations productive for you…and your buyer. Conversations Not Sales Meetings. The next several videos focus on the actual conversation with your buyer. Please notice I said conversation not sales meeting. Free Training Workshop.

Conversion 118

Conversion Strategy Face-to-face B2C 118

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar.

InsideView 223

InsideView Scale Exercises Call-back 223

Sales Hacker

JUNE 7, 2021

Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona and market insights come in here – even though we’re at an early point in the sales process. But what are these insights that will transform the conversations salespeople have?

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

The Pipeline

SEPTEMBER 8, 2012

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. If you are in B2B sales, and need to engage with more new prospects, mark this date on your calendar, then sign up for this full day interactive prospecting program.

Cold Calling 257

Cold Calling Sales Qualified Lead Pipeline Objections 257

MEDDIC

MARCH 28, 2024

Here’s what a strong review process entails: Three Whys from Sales Wins: Ask the champions within the accounts you closed: Why did they sign anything? Use this feedback to refine your sales approach and value proposition. Analyze win rates, deal sizes, and sales cycle lengths. What exact pain were they addressing?

Enterprise 52

Enterprise Enterprise Account B2B 52

SalesProInsider

OCTOBER 20, 2020

How do you make sure that the first moments are productive and earn you the right to keep moving forward in the sales process? I’ll share how in our monthly FREE virtual workshop: 3 Steps to Start the Conversation. and Close the Sale. I know you’re going to find value in this fast-paced, informative workshop.

Conversion 71

Conversion Closing Lead Rank Lead Scoring 71

criteria for success

JUNE 21, 2022

Looking for the perfect active listening exercise for your next sales training event? Sales can often be a very solo gig. In her article 5 Sales Team Building Activities for a Winning Culture , Elizabeth points out that “a team with a healthy winning culture is able to achieve more than a team that’s always competing.”.

Exercises 98

Exercises Training Groups Exact 98

Janek Performance Group

MARCH 6, 2024

Further, these not only help shape the culture of sales teams but also the outcomes they achieve. In a LinkedIn/Forrester study, 60 percent said their sales team’s diversity contributed to their success. Here, we’ll examine the multifaceted importance of diversity and inclusion in sales. percent white.

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

Customer Centric Selling

JANUARY 22, 2014

Sales Training Article: Teacher or Salesperson? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Scott Chan at FreeDigitalPhotos.net Do you think something is awry when people say that a seller''s job is educating buyers? Need some help with your sales performance?

Education 69

Education Buyer Lead Rank Lead Scoring 69

SalesProInsider

JUNE 15, 2020

What does work is framing the sales “close” as the culmination to a productive, collaborative conversation. The good news is that with the information I’ll share in this month’s powerful, and FREE, virtual workshop can increase your conversion rate, close more business, and win more clients.

Closing 62

Closing Selling Skills Follow-up Buyer 62

SalesProInsider

MAY 20, 2020

It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this mode of selling is as effective as our old practices. And it’s not new, though it seems like it is for many people, both buyers and sellers. What Buyers Really Need.

Face-to-face 118

Face-to-face Travel Video Buyer 118

Outside Sales Talk

AUGUST 26, 2022

Todd Caponi is an award-winning sales leader, author of The Transparency Sale, and the newly published The Transparent Sales Leader. Todd is also the founder, speaker, and workshop leader at Sales Melon and the host of The Sales History Podcast. . Why embracing the truth speeds up the sales cycle.

Outside Sales 52

Outside Sales Field Sales Sales Cycle LinkedIn 52

Seismic - Sales Effectiveness

APRIL 15, 2020

It is no secret that Sales Kickoffs (SKOs) are pretty special. Nothing is quite like the spirit and energy of a sales rep with a fresh slate, a new quota to hit, and the motivation to be a top performer for the upcoming year. Every sales organization has them. Sales Leadership Buy-in. It’s infectious! Inspiring Visuals.

Buyer 52

Buyer Energy Cancellation Sales Leadership 52

Customer Centric Selling

AUGUST 29, 2016

Sales Tips: Got -to-Have vs. Nice-to-Have. Despite this, in nearly all buyer surveys you see in large B2B transactions price seldom makes the top five. I also suggest that a given feature or differentiator can mean different things to different buyers. Need some help to increase sales?

Buyer 45

Buyer Hiring Hotels Travel 45

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Even the best computers still can’t beat the transformative power of human intelligence.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Customer Centric Selling

DECEMBER 31, 2014

Sales Tips: Know the Difference Between Buyers - and Researchers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A Sales Benchmark Index study concluded 52% of sales cycles result in “no decision” meaning that no vendor is awarded the business.

Research 92

Research Buyer Buying Cycle Vendor 92

SalesProInsider

JULY 22, 2020

In this episode of Virtual Selling Concrete Results, I’m covering a very important topic in our sales conversations: the information exchange that needs to happen. Pam, who went through our Genuine Sales training, sent me a picture – she has her whole pocket guide pinned to the wall above her monitor! Free Training Workshop.

Conversion 111

Conversion Strategy Travel Energy 111

Customer Centric Selling

APRIL 30, 2014

Sales Training Article: Peer vs. Subordinate Relationships. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of StockImages at FreeDigitalPhotos.net When buyers and sellers talk for the first time, historical baggage and preconceived notions are in play.

Buyer 65

Buyer SME Buying Cycle Commission 65

Product Management University

JULY 23, 2019

Here are three product demo mechanics that will engage buyers into the conversation and produce more favorable outcomes. In sales situations, the goal of every product demo is to create an urgency to buy! Even in non-sales situations, you’re still trying to sell something like and idea, a plan, etc., Related Articles.

Buyer 40

Buyer Transportation Face-to-face Retail 40

Babette Ten Haken

APRIL 9, 2018

You are story pitching to investors or buyers when your story is all about you, your venture or your product or service features and benefits. Investor or Buyer Story Pitching does not demonstrate innovative and creative thinking. The post Are You Investor or Buyer Story Pitching instead of Storytelling? is available on Amazon.

Buyer 66

Buyer SME Retention Facebook 66

Customer Centric Selling

DECEMBER 11, 2013

Sales Training Article: Is Anybody Listening? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Ambro at FreeDigitalPhotos.net A universal buyer complaint is that sellers are poor listeners. This reality seems to give sellers free license to adlib every sales call.

Buyer 63

Buyer Training Forecasting Licensing 63

Customer Centric Selling

NOVEMBER 25, 2015

Sales Tips: Handling Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. While attending my initial sales training at the start of my career, there was a fair amount of time spent on handling buyer objections. Buyers may get resentful.

Objections 40

Objections Buyer Vendor Call-back 40

Product Management University

JULY 18, 2023

Does your product positioning need to be different than your sales narratives? It would save a ton of work for product marketing, plus, your product positioning that opens doors for salespeople would be the same as the conversations they’re having with buyers. Sales presentations and demos are nothing more than verbal positioning!

Positioning 52

Positioning Construction Buyer Conversion 52

SBI

MARCH 8, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? This week I interview Chris Tratar , VP of Product of SAVO.

Government 139

Government Sales Methodology Sales Enablement ROI 139

SalesProInsider

JUNE 11, 2020

With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? So, we’re going to break the preparation into two levels for these virtual sales. What Can You Control? .

Conversion 96

Conversion Face-to-face Video Fashion 96

Customer Centric Selling

APRIL 23, 2014

Sales Training Article: Common Ground for Buyers and Sellers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Franky242 at FreeDigitalPhotos.net One of a sales manager’s primary responsibilities is ensuring salespeople work on qualified opportunities.

Buyer 63

Buyer Training Vendor Education 63

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Training 92

Training Lead Rank Hiring Course 92