The Digital Sales Institute

MAY 17, 2019

Sales questions for discovery must fill the GAP and address what the buyer or decision makers in the company want to accomplish. And the GAP in the sales process is nearly always determined by the responsibilities and stance of the decision maker. How they buy and select vendors. Why did you choose that vendor?

Decision Maker 65

Decision Maker Vendor Ideal Customer Profile Buyer 65

Gong.io

JUNE 8, 2022

They’re key to the decision making on your buyer’s side… and it’s not always clear who they are. Decision criteria : What technical, vendor, and financial criteria will you face on the buyer’s side? But the MEDDIC sales methodology says even a focus on selling skills isn’t enough. . Unintentional? Preventable?

Sales Process 62

Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

The Sales Hunter

NOVEMBER 26, 2011

Selling a Price Increase. The same is true of phone calls — many people who normally let all calls rollover to voice mail will suddenly start answering the phone or actually return a vendor’s phone call. Related posts: Professional Selling Skills Training: Sales Motivation and the Holidays. Mark Hunter.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

eGrabber

NOVEMBER 30, 2021

Here are 7 Tips to Improve Sales Performance & Increase Sales: Create your Ideal Customer Profile Build Targeted Prospect Lists Automate Prospect List Building Spend Time on Prospect Research Personalize Emails Measure Sales Performance Conduct Sales Training Programs Regularly. This eats up your selling time. Personalize Emails.

Ideal Customer Profile 52

Ideal Customer Profile How To Campaigns Lead Generation 52

Gong.io

MAY 12, 2021

Their reps are trained, want to please management, and are eager to make quota ($$$). For example, decision makers who don’t notify you when they change jobs/titles or retire leave you with worthless data. Sales leaders start with the assumption, or the illusion , that only ‘good’ data goes into their CRM. . What could go wrong?

Pipeline 71

Pipeline Face-to-face CRM Decision Maker 71

SBI

MARCH 19, 2013

Our decisions are colored by the history and experiences that shape our perspective. So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training. Want to learn more about sales skills?

Film 135

Film Hubspot Sales Cycle Lead Rank 135

Vengreso

NOVEMBER 18, 2020

Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. They prefer to do independent research and compare vendors online. For starters, their ability to do research before a sales meeting on each decision-maker.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Sales Hacker

NOVEMBER 22, 2017

It may not reflect immediately on top line figures, but their follow through moves the needle on other metrics — productivity, discovery of new tools or techniques, and sharpened selling skills — any one of which will eventually translate to higher performance and attained goals. Get additional training to improve skill sets.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech.

Inside Sales 80

Inside Sales Training Hiring Outsourcing Services 80

Vengreso

JUNE 27, 2022

According to a review from HBR, 90% of B2B decision-makers don’t respond to cold outreach. However, in the era of social selling , 74% of business buyers conduct most of their research independently before making a final decision. It also includes aligning sales tools to the needs of the selling motion.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

The Digital Sales Institute

NOVEMBER 13, 2023

Sales Methodology Training – Why you need it. When a sales methodology has been effectively implemented, salespeople, managers and executives all understand the selling motions and concepts adopted by the company. It includes: • Metrics: What is the prospect looking to gain from what you’re selling? How do they define success?

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. But referral selling is easier said than done. Referral selling is a skill, and the only way to build skills is to practice.

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. But referral selling is easier said than done. Referral selling is a skill, and the only way to build skills is to practice.

Referrals 228

Referrals Scale How To Lead Rank 228

Gong.io

MARCH 11, 2021

Onboard new CSMs while providing continuous training and coaching to keep teams productive and increase their effectiveness. It’s time to get your Customer Success team on the Gong train. The non-renewal is a culmination of what happened over the lifetime of the customer/vendor relationship. Recency bias is huge!

Churn 62

Churn Customer Hiring Case Study 62

LeveragePoint

APRIL 17, 2019

There are two types of alarm that usually generate this flurry of activity: (1) a large current customer considering a switch to a new vendor, or (2) a positively- inclined, new customer who needs a business case to get internal approval to buy. Value selling is only deployed late in a sales cycle. Value content = Value Calculators.

Sales Process 22

Sales Process Case Study Sales Cycle Engineering 22

LeveragePoint

APRIL 12, 2019

While seller decision making will likely remain under human control despite the algorithms, payment systems, online purchasing options and automated contracting are circumscribing the traditional sales role as ambassador between buyer decision makers and seller decision makers. Sales training firms are thriving.

Buyer 22

Buyer Case Study Marketing B2B 22