Customer Centric Selling

APRIL 2, 2014

Sales Training Article: 2014 - So Far, So Good? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. As it relates to having optimistic or pessimistic outlooks, the majority of salespeople seem to lean toward the former. Here''s Your Post-Q1 Wakeup Call. Miss your Q1 target?

Training 59

Training Buying Cycle Engineering Sales Cycle 59

Smooth Sale

MARCH 1, 2022

And varying stages of the buying cycle exist within your prospective clientele. Each user will be on their unique journey and at different buying cycle stages. Learn about the problems prospects face and what they need at the different buying cycle stages. Nurturing the effort takes time.

Lead Rank 78

Lead Rank Lead Scoring Sales Qualified Lead Leads 78

Customer Centric Selling

JANUARY 16, 2013

Sales Training Article: "It Is What It Is" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company The naïve enthusiasm of youth fades as we age. By leveraging the Internet and social networking buyers are getting further into buying cycles without the influence of salespeople.

Training 58

Training Ideal Customer Profile Hiring Buying Cycle 58

Customer Centric Selling

SEPTEMBER 18, 2013

Sales Training Article: Are You Cloning Bad Selling Habits? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Most vendors provide product training that points sellers toward educating buyers. Don''t lead with product." Brilliant, but Jeff never explained how. All others struggle.

Training 53

Training Outbound Inbound Vendor 53

Partners in Excellence

AUGUST 19, 2020

For example, as sales people, we may look at territory or account management, prospecting, managing opportunities through the buying cycle, call planning/meeting management, pipeline management/forecasting, administrative functions, time management, training/learning and so forth. How are you spending your time?

Territories 73

Territories Maximizer Buying Cycle Pivotal 73

Customer Centric Selling

JUNE 12, 2013

Sales Training Article: Confusing Activity with Progress. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company One of the major differences of sellers that will deliver their quota and those that can''t is having an understanding of the difference between activity and progress in opportunities.

Trade Show 53

Trade Show Training Demographics Face-to-face 53

Customer Centric Selling

FEBRUARY 6, 2013

Sales Training Article: Coordinating Silos By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation of the IIWII articles series; read last week's article here. Take a look at the sales training workshops available to you and improve sales performance.

Training 58

Training Collateral Sales Qualified Lead Buying Cycle 58

The Pipeline

SEPTEMBER 17, 2019

Buying cycles are longer, 61% report longer cycles than last year, 90% saw an increase or no decrease in the period. Business practices tightened up with the downturn; decisions were reviewed questioned and killed early if they did not relate to maintaining the business. More related to a process you’ve discussed.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

Partners in Excellence

AUGUST 11, 2021

Defining a problem they need to solve, being able to articulate what they are trying to achieve and why it’s important, doesn’t mean they are in a buying cycle. They may have alternatives to buying. They may not be at the point of their problem solving journey where buying is part of the process.

Buying Cycle 97

Buying Cycle Customer Strategy Conversion 97

SBI

FEBRUARY 4, 2020

The first is that companies must offer more consistent messaging that’s aligned across teams and stages of the buying cycle. The second area is better training on product updates and new releases so that sellers always have the most up-to-date information and know how to match product features with buyer needs.

ROI 117

ROI B2C Consumer Buying Cycle 117

Customer Centric Selling

DECEMBER 28, 2016

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Here are two simple terms that I suggest should be searched and replaced: Use the term “ buying cycle” rather than “sell” cycle. Take a look at the sales training workshops available to get started and improve sales performance.

Hiring 75

Hiring Buying Cycle Software Software 75

Sales Training Connection

AUGUST 7, 2013

However, one of the underlying success factors for developing the right strategy relates to timing – when in the buying cycle do you want to engage at the senior level and what do you need to do before you get there? . Senior executives are not equally engaged throughout the buying cycle.

Buying Cycle 111

Buying Cycle Analysis Training Competition 111

Customer Centric Selling

AUGUST 28, 2013

Sales Training Article: The Well-beaten Path to Mediocrity. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro from FreeDigitalPhotos.net While claiming to be customer-centric most vendors have an inward looking focus on products and services they offer.

Outsourcing Services 45

Outsourcing Services Training Buying Cycle Hiring 45

Partners in Excellence

AUGUST 26, 2019

As an example, recently I worked with a team that had been trained to deliver insight. They knew what to say, because they had been trained and scripted in saying the words. They could parrot what they had been told/trained to say, but they didn’t really understand what it meant to the customer and why they should care.

Case Study 74

Case Study Buying Cycle Study Sales Enablement 74

Customer Centric Selling

MARCH 6, 2013

Sales Training Article: Penny Wise or Pound Foolish? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII series. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.

Training 49

Training Top of Funnel Sales Qualified Lead Face-to-face 49

Sales Training Connection

AUGUST 14, 2013

There are a lot of players involved, the buying process is long, consensus is often lacking and there are a lot of tricky situations to be handled. Hence at different points in the buying cycle you may different internal champions to tell your story. ©2013 Sales Momentum ® , LLC.

Buying Cycle 103

Buying Cycle Account Training Strategy 103

Sales Hacker

AUGUST 2, 2019

Stay in contact until the buying cycle dictates opening the sales process. To maximize your prospecting time, you need to clearly define the types of companies that will most likely buy your products. RELATED: 4 Steps to Create a Buyer Persona Sales Reps Will Use (Template Included). the products they buy.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Partners in Excellence

JULY 18, 2022

They have buying cycles. And complex buying cycles are usually much longer than 3 months. Then run this cycle through several lifetimes…… The number of opportunities, the quality of the opportunities inherited from predecessors decline. Related Posts: The Problem With Turnover Talent Still Matters!

Hiring 60

Hiring Sales Qualified Lead Lead Rank Buying Cycle 60

Sales Hacker

NOVEMBER 1, 2019

RELATED: 9 Shrewd Negotiation Tips Proven to Close More Deals. RELATED: The Worst Phrases Salespeople Can Use in a Negotiation and What to Say Instead. Let’s dig in… RELATED: How to Walk Away from a Bad Deal. RELATED: Objection Handling Techniques For Negotiating In Sales: How To Earn Your Worth.

Negotiation 85

Negotiation Discount How To Buying Cycle 85

Customer Centric Selling

MARCH 16, 2016

Buyers enjoy many advantages in that they decide if they’ll talk with sellers, can stop buying cycles for any reason, decide whether to spend the money and pick which vendor they’ll do business with. In my mind, sellers exhibit influence without authority as it relates to buying decisions.

Buyer 40

Buyer Buying Cycle Negotiation Vendor 40

Customer Centric Selling

MAY 28, 2014

Sales Training Article: Access to Key Players Comes in Three Flavors. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Generally speaking, a seller’s quality of life in opportunities is directly related to how high in organizations their Champions are.

Decision Maker 63

Decision Maker Buying Cycle Training Coaching 63

Anthony Cole Training

JULY 28, 2010

Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. At Anthony Cole Training in our Effective Selling System, we call this the TMR (Time, Money, Resources) step. It is the way we buy stuff.

Hiring 136

Hiring Buying Cycle Ideal Customer Profile Margin 136

Mindtickle

MAY 21, 2021

Your sales managers need the ability to identify why deals are lost and how they can train and coach reps to win today’s deal — and every deal in the future. You can share a short learning module with them on how to pre-qualify a lead and then ask the rep to get certified on this training before the next pre-qualification call.

Coaching 104

Coaching Conversion Sales Coaching Lead Rank 104

Zoominfo

AUGUST 1, 2018

Shorten your sales cycle. The B2B buyer’s journey is long and complex compared to the B2C buying cycle. In B2B deals, the buying committee consists of multiple stakeholders. Training and tutorials. Through VR technology, you can immerse customers into a virtual classroom or training environment.

B2B 154

B2B B2C Scale Transportation 154

Partners in Excellence

JANUARY 25, 2022

It’s the functional equivalent of waiting until the customer is 85% through their buying cycle. And this process is not much different than buying journeys that don’t have a formal RFP process. Related Posts: How Does Your Customer Make Money? The post RFP’s? Making Sense Of Sensemaking What's Next?

Government 70

Government Buying Cycle Construction Up-Sell 70

Lessonly

APRIL 28, 2021

Sales competencies are the skills that successful sales reps need to use to impact the buying decision. This artistry, if you will, is comprised of both inherent personality traits as well as skills or processes that can be trained and practiced. Training isn’t exciting, and reps quickly forget what they learned. MOTIVATION.

Hiring 32

Hiring Buying Cycle Face-to-face Sales Enablement 32

Customer Centric Selling

OCTOBER 31, 2016

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sellers treat educated buyers like clean sheets of paper as relates to their needs. Product training for sellers is noun-based (describes what offerings are). Sellers lack business acumen to relate potential value to executives.

Customer 40

Customer Buying Cycle Promotion Sales Cycle 40

Partners in Excellence

JULY 30, 2019

” Well, OK………… does that mean it should only take us 10% of our time to manage the rest of the buying cycle and everything else we must do to achieve our goals? Related Posts: What Do Our Customers "Owe" Us? Pretty quickly, you can begin to see the silliness of most of the advice pundits offer.

Buying Cycle 80

Buying Cycle Face-to-face Pipeline Examples 80

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

Pointclear

JANUARY 31, 2012

Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools. He holds a B.S.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Customer Centric Selling

JULY 16, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Price is a qualifier and buyers should be aware of “ballpark” pricing relatively early in buying cycles to minimize the chance of wasting their time and the sellers’ time. Need some help to increase sales?

Buying Cycle 69

Buying Cycle How To Buyer Training 69

Partners in Excellence

NOVEMBER 24, 2014

For a buying cycle that may be longer than 12 months, a “trusted” sales person is seldom involved for more than one buying cycle. Customers have to constantly invest in “training,” and developing relationships with new sales people and sales managers. No related posts.

Hiring 112

Hiring Churn Buying Cycle Quota 112

Customer Centric Selling

NOVEMBER 19, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The two most influential members of the buying committee were the SVP of WW Sales and the Manager of Sales Training. As it turns out, the SVP had confidence in the Training Manager and effectively “rubber stamped” the decision.

Decision Maker 89

Decision Maker Vendor Buying Cycle Analysis 89

Customer Centric Selling

DECEMBER 20, 2016

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When sellers proactively initiate buying cycles with Key Players: Sales cycles can be shorter. If there are follow-up steps, the buyer perceives potential value and buying cycles begin. Transactions larger.

Buying Cycle 40

Buying Cycle Sage Inbound Vendor 40

Partners in Excellence

MAY 22, 2014

.” Years ago, much of this would have been unimaginable, but now huge amounts of buying happens in the absence of selling. Likewise, we know the data about how much of customer buying cycles are completed before sales is engaged. It’s a wholesale change in how people buy. No related posts.

Face-to-face 92

Face-to-face B2C Buying Cycle Channels 92

Partners in Excellence

OCTOBER 14, 2021

Customers start buying cycles, inviting us to work with them, or we incite them to change, out of the recognition that what got them to where they are won’t get them to where they need or aspire to be. What’s it take for us to change? The post What Got Us Here Won’t Get Us To Where We Need To Be!

Face-to-face 56

Face-to-face Buying Cycle Customer Strategy 56

Partners in Excellence

APRIL 23, 2017

Beyond just content, marketing invests billions in other areas, all focused on helping create more customers and supporting sales through the entire buying cycle. Training has skyrocketed. Training in all forms, workshops, seminars, eLearning, webcasts, podcasts. Perhaps it’s time to rethink things.

Lead Rank 53

Lead Rank Buying Cycle Sales Qualified Lead Conference 53