SalesLoft

MARCH 6, 2018

While this might sound like enough content to satisfy even the most knowledge-hungry sales professional on your team, a lot of Salesloft customers (and future customers) tend to be over-achievers and chose to join us a day early for this year’s Pre-Conference Workshops. That was not the case in this Workshop.

Conference 52

Conference Engineering SalesForce Sales Operations 52

Showpad

JUNE 29, 2021

Engaging buyers in an effective way requires sales professionals having access to the right content and messaging for their targeted buyer roles and their business challenges. Additionally, it’s crucial that they can tailor their approach and their messages in each buyer interaction in a valuable, relevant and differentiating way.

Buyer 59

Buyer Face-to-face Churn Analytics 59

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

Partners in Excellence

APRIL 11, 2024

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. To create materials and training programs that would help salespeople shorten time to revenue.

Face-to-face 101

Face-to-face Sales Methodology Compensation Segment 101

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. Most buyers won’t tolerate such an approach.

Buyer 63

Buyer Training Forecasting Licensing 63

Increase Sales

SEPTEMBER 7, 2012

Some of the more forward thinking business leaders continually seek small business sales training to improve their business results. And very few small business sales training programs, seminars, webinars, workshops focus on effective marketing less alone the purpose of marketing that being to: Attract Attention.

Small Business 147

Small Business Small Business Training Decision Maker 147

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. Where could they be going wrong?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

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. After executing sales ready messaging® sellers trained in CustomerCentric Selling® should be able to answer the following call debriefing questions: 1.

Buyer 63

Buyer Training Vendor Education 63

Highspot

JANUARY 29, 2024

7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation? The aim is to find common ground that satisfies the needs and expectations of both the seller and the buyer.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

MEDDIC

MARCH 28, 2024

Focus on Champions & Economic Buyers: Don’t waste time chasing unqualified leads. If you can’t qualify them as a Champion or as the Economic Buyer, you may be wasting your time. If you have been to MEDDIC Academy workshops, you know a lot more of these “asks.” Where is the pain?

Enterprise 52

Enterprise Enterprise Account B2B 52

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. That’s why I decided to do something I said I wouldn’t do again—host a Q4 Referral Selling Virtual Workshop. Many people missed out on my last workshop series, because it was summer.

Referrals 39

Referrals Cost per Acquisition Cold Calling Sales Qualified Lead 39

SalesProInsider

MAY 20, 2020

And it’s not new, though it seems like it is for many people, both buyers and sellers. Yet, our buyers have been thrust into this environment now, too and have proven to be very adaptable. What Buyers Really Need. Or how is my mindset possibly getting in the way of buyers working with me? Free Training Workshop.

Face-to-face 118

Face-to-face Travel Video Buyer 118

The Pipeline

NOVEMBER 28, 2011

It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. People buy from people, not automated sales training programs or high technology CRMs. It’s About the Buyer, Stupid!

Buyer 219

Buyer Pipeline Twitter Hiring 219

Close.io

DECEMBER 17, 2019

I hate to break it to you, but when it comes to inside side sales training, you’re going to spend less time reading and more time interacting with people. Investing in an effective inside sales training system within your company can pay amazing dividends. And remember: You can never be too senior for a bit of training and coaching.

Inside Sales 72

Inside Sales Training Lead Rank How To 72

SalesProInsider

JUNE 25, 2020

I’m sharing practical and actionable strategies for making your virtual sales conversations productive for you…and your buyer. The next several videos focus on the actual conversation with your buyer. When you make your buyer interactions a conversation, it’s a better experience for the buyer AND more productive for everyone involved.

Conversion 118

Conversion Strategy Face-to-face B2C 118

Highspot

JUNE 1, 2023

Major advances include: generative AI for sales enablement, enterprise-class training and coaching, and ​​services and success resources that empower revenue teams to scale what good looks like in business-to-business (B2B) selling. Companies everywhere are intent on increasing efficiency, which requires running programs with rigor.

Scale 98

Scale Infusion Enterprise Enterprise 98

Showpad

DECEMBER 11, 2020

As a sales manager, it’s important to recognize that you have a better chance of slowly but steadily building a talented sales team with the help of a strong sales training platform than you do of hitting home runs on every hire and creating an elite group out of sheer luck. It must support your sales training program.

Training 59

Training Hiring Exercises Collateral 59

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? Virtual training workshops just had a stigma.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

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? Does everyone get the same education?

Education 69

Education Buyer Lead Rank Lead Scoring 69

Paul Cherry's Top Sales Techniques

AUGUST 24, 2010

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site.

Pharmaceuticals 49

Pharmaceuticals Motivation Buyer Training 49

SalesFolk

MARCH 2, 2021

How specific is your “buyer persona,” or “Ideal Customer Profile” (ICP)? . Too often I see sales and marketing leaders defining their buyer personas as “Marketing” or “C-Suite.” How to build solid “Buyer Personas” for more effective sales campaigns. Example of redefining a Buyer Persona & copyediting a real Cold Email.

Ideal Customer Profile 64

Ideal Customer Profile Buyer Persona Prospecting Hiring 64

SalesProInsider

DECEMBER 4, 2019

Yet in sales…I see buyers ask for a proposal from well-meaning sellers before this “courtship” – and too many sellers anxiously agreeing to put something together. Free Training Workshop. Join Sales Pro Insider CEO and Top Sales Book Author, Nancy Bleeke for a brand new workshop. An Opportunity or an Assignment?

Proposal 120

Proposal Lead Rank Lead Scoring Energy 120

Allego

MAY 7, 2021

In episode 24, sales effectiveness expert Mike Kunkle shares how he pivoted from a career as a musician to helping companies drive dramatic revenue growth through best-in-class training strategies and proven sales transformation systems. Imagine that your sales training materials accidentally fell into the hands of your top five customers.

Revenue 118

Revenue Google Pivotal Sales Enablement 118

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

SalesProInsider

JANUARY 8, 2020

While my tips are about how you can be more productive in your selling efforts…I learn so much about being a good seller from the situations I have as a buyer. So, what can you do to make it easy for your buyer? There are three specific actions you can take to make it easy for your buyer to buy: Clarify expectations.

Retail 99

Retail Buyer Objections Sales Process 99

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. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! Image courtesy of Stock Images at FreeDigitalPhotos.net.

Research 92

Research Buyer Buying Cycle Vendor 92

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. The fast-paced, online, data-driven sales environment requires new sales training programs to empower the team. Why are Sales Training Programs Important.

Training 52

Training Hiring Trends Retention 52

Customer Centric Selling

JUNE 5, 2013

Sales Training Article: Being Buyer-Centric from the Start. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Ever wonder what goes through a seller’s mind just before meeting with a prospect for the first time?

Buyer 45

Buyer Training Buying Cycle Objections 45

Product Management University

MARCH 23, 2023

The telling demos are more like an introductory training class on the product versus a sales presentation. It’s one of the biggest reasons buyers go radio silent after a demo. You’re essentially making statements you know buyers agree with and telling stories about the real world they live in every day.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

SalesProInsider

JULY 22, 2020

Let’s start with the easy aspects of the information exchange – the discovery or investigative part of the sale: You can have job aids and cheat sheets around you and the buyer doesn’t know! 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!

Conversion 119

Conversion Strategy Travel Energy 119

Customer Centric Selling

AUGUST 29, 2016

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. Take a look at the sales training workshops available to get started and improve sales performance.

Buyer 45

Buyer Hiring Hotels Travel 45

Customer Centric Selling

FEBRUARY 12, 2014

Sales Training Article: What Does Your Company Do? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Chaiwat at FreeDigitalPhotos.net If you ask a seller what their company does, what percentage answers the question in 15 seconds or less? Customized training.

Company 63

Company Training Guidelines Buyer 63

Customer Centric Selling

AUGUST 13, 2014

Do You Want Your Buyers to Like You or Respect You? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Buyers are working from positions of power as they have granted you permission to meet and can terminate the call prematurely if it isn’t going well.

Buyer 72

Buyer Objections Positioning Training 72

SalesProInsider

FEBRUARY 12, 2020

The problem is that neither fleeing nor fighting gives that buyer the opportunity to clarify their concern or objection so that we can either learn more about what’s important to them OR identify we need to better explain the value or scope of our services. Free Training Workshop. Why Fight or Flight Kicks in to Begin with.

Objections 129

Objections Opportunity Buyer Conversion 129

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

Customer Centric Selling

NOVEMBER 25, 2013

Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. CustomerCentric Selling® redefined selling as asking questions to empower buyers to achieve goals through the use of a seller''s offering.

Training 63

Training Vendor Government Construction 63

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention. The potential payback (value minus cost).

Closing 61

Closing Training Buying Cycle Incentives 61