Mindtickle

NOVEMBER 2, 2023

Increasingly, top sellers are adopting a more effective approach: solution selling. Those who do are able to present bespoke solutions that solve their customers’ unique challenges. This approach helps sellers earn customers’ trust – and close more deals. What is solution selling?

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Highspot

JANUARY 9, 2024

Types of B2B Sales Training Designing and Implementing a B2B Sales Training Program B2B Sales Training Best Practices Common B2B Sales Training Challenges Current B2B Sales Training Trends What Does the Business to Business (B2B) Sales Process Look Like? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Klozers

JUNE 5, 2014

. 4 out of 10 companies surveyed failed to fully understand the customers buying process. The report provides a long list of areas where sales people failed to ask and understand fundamentals such as Project Goals, Decision Makers and Decision Criteria. Two ears and one mouth = listen, ask questions and write it down.

Company 46

Company Revelation Survey Report 46

Mindtickle

SEPTEMBER 13, 2023

In many cases, sellers engage in product-based selling, which involves pushing the features and benefits of a given product – without regard for whether these features and benefits are relevant to the customer. But in today’s world, product-based selling will no longer cut it. This approach may have worked in the past.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Gong.io

SEPTEMBER 19, 2018

Instead, The Challenger Sale recommends a new, provocative approach to selling: Commercial teaching. Rather than asking customers what keeps them up at night, The Challenger Sale recommends crafting an educational sales pitch that teaches the customer what should be keeping them up at night.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Vengreso

APRIL 10, 2022

These include: Inbound sales methodology. The Challenger Sale. Sandler Sales Methodology. SPIN Selling. Solution Selling. Miller Heiman’s Conceptual Selling. Miller Heiman’s Strategic Selling. Miller Heiman’s LAMP (Large Account Management Practices). Consultative Selling.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

Gong.io

FEBRUARY 9, 2019

That’s a good sales tactic used at the wrong time. Focus on selling the meeting, not on asking a probing question your sales manager would be proud of. It’s your time to sell the meeting. (We Use this phrasing, and you’ll receive rich answers that will help you navigate the rest of the sales process.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133