SBI Growth

NOVEMBER 21, 2013

They maximize opportunities by getting warm introductions with key decision makers, inside target accounts. The upside is less deals that end in “no decision” and great forecasting accuracy. Sales Training- Great sales teams know they have to push themselves to improve. Follow Sales Benchmark Index @MakingTheNumber.

Decision Maker 320

Decision Maker Maximizer Buying Cycle Top of Funnel 320

Hubspot Sales

MAY 4, 2020

Harvard Business Review reports 90% of B2B decision makers never respond to cold outreach. IDC found 75% of B2B buyers and 84% of C-level executives consult social media before making purchasing decisions. 75% of sales reps report not receiving any social media training. increase in annual revenue.

Social Selling 115

Social Selling LinkedIn Lead Rank Lead Scoring 115

SBI Growth

SEPTEMBER 21, 2013

You can’t get access to the decision maker. Give pricing too early – over the years, buyers have been trained by bad sales people. They have been trained to ask for product information and a price. You have to train them otherwise. Follow Sales Benchmark Index @MakingTheNumber. Your bonus is on the line.

Buyer Persona 297

Buyer Persona Decision Maker Buyer Objections 297

SBI Growth

AUGUST 16, 2013

Buyers have been trained to expect speed, availability, and a self-directed buying experience. Still focused on reaching a decision maker and handling objections. Decision making speed - as we discussed earlier, customers will no longer tolerate a slow approval processes. Follow Sales Benchmark Index @MakingTheNumber.

Customer 328

Customer B2C Decision Maker Inside Sales 328

Increase Sales

JUNE 25, 2013

She then went on to discuss how her solution requires multiple decision makers and input from other groups within the organization. If you wish to know your talents, then consider learning more about this incredibly powerful sales leadership assessment, The Attribute Index , to provide you incredible clarity. Share on Facebook.

Lead Rank 169

Lead Rank Lead Scoring Sales Leadership Leads 169

Mindtickle

JANUARY 18, 2022

Use it to assess whether your reps are ready or need a little more training, coaching, or practice. All your reps should have training sessions with your product team as part of their sales onboarding. It also provides decision-makers with helpful social proof that can reassure them during the buying process.

Top of Funnel 52

Top of Funnel Call-back Scale Exercises 52

Increase Sales

SEPTEMBER 28, 2012

Since people buy from people (#1 sales buying rule), what one potential buyer values and is seeking as a solution (right answer for him or her) will be different than another potential customer or even the same customer with different decision makers. Yet from my experience, only a very slim percentage less than 6.4%

Sales Management 128

Sales Management Webinar Metrics Small Business Small Business 128

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. Waste time with non-decision makers that are willing to talk with them.

Training 53

Training Outbound Inbound Vendor 53

Customer Centric Selling

FEBRUARY 27, 2013

Sales Training Article: Who Positions Your Offerings? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Ask senior executives "who positions your company's offerings" and you are likely to be told that it is Marketing's role. This knee-jerk response in theory is a valid answer.

Positioning 51

Positioning Training Decision Maker Segment 51

Customer Centric Selling

NOVEMBER 8, 2013

Sales Training Article: 5 Proven Steps to Sell Smarter. By Dan Bernoske, Sales Benchmark Index (SBI) Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). 84% of B2B Decision Makers Begin their Buying Process with a Referral." What if you spent an hour or two more per week selling? No problem.

Training 51

Training Lead Rank Lead Scoring Referrals 51

Customer Centric Selling

MARCH 27, 2013

Sales Training Article: Product and Sales Training Silos 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 ("It Is What It Is") series. At a high level my view is that executives don't buy offerings.

Training 45

Training Decision Maker Call-back Buyer 45

SBI

APRIL 1, 2014

Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? Content creators, marketers and decision makers can track wit usage statistics, effectiveness, user ratings and comments to increase the value of existing content and promote what’s working.

Up-Sell 126

Up-Sell Decision Maker Revenue Closing 126

Customer Centric Selling

SEPTEMBER 27, 2013

Sales Training Article: Why Your Deal Went Dark. By Scott Gruher, Sales Benchmark Index (SBI) Image courtesy of 9Comeback at FreeDigitalPhotos.net In this post we will discuss why sales opportunities go dark. You can''t get access to the decision maker. They have been trained to ask for product information and a price.

Training 55

Training Buyer Persona Decision Maker Buyer 55

Customer Centric Selling

MARCH 20, 2013

Sales Training Article: Electronic Starts to Buying Cycles 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 ("It Is What It Is") series. Need some help with your sales performance?

Buying Cycle 45

Buying Cycle Training Lead Rank Lead Scoring 45

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) Last year you got your 2013 quota in mid-February. Register for a sales training workshop to get a jump start on making your new number in the new year. What/How do I train my sales people to generate more demand?

Quota 53

Quota Training Hiring Demand Generation Targets 53

Customer Centric Selling

SEPTEMBER 2, 2013

Sales Training Article: Two Ways to Accelerate and Expand Your Reach on LinkedIn. By Tony Albachiara, Sales Benchmark Index Your Reach on LinkedIn will be one of your best sales assets in 2014. 84% of B2B decision makers begin their buying process with a referral. How do I know? Because numbers don''t lie.

LinkedIn 49

LinkedIn Buyer Persona Training Referrals 49

Zoominfo

DECEMBER 13, 2018

Sales Gravy is an internationally recognized sales training and acceleration firm catering to the career development needs of salespeople and sales leaders. Criteria for Success is a sales training, management consulting, and sales playbook development company that changes how salespeople think and act so they sell more.

Channels 187

Channels Face-to-face Video Hubspot 187

Mindtickle

JANUARY 12, 2023

At the same time, these tools align cross-functional members of revenue teams by providing a high degree of transparency and visibility while centralizing access to things like content, training, and insights. With sales productivity tools, your team can do things like: Search for potential buyers to set meetings with them.

Tools 52

Tools Lead Rank Scale Lead Scoring 52

SBI Growth

NOVEMBER 5, 2019

There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. As a sales enablement leader, you had probably developed buyer personas years ago. Slowly but.

Buyer Persona 196

Buyer Persona Buyer Sales Enablement Training 196

The ROI Guy

OCTOBER 15, 2014

Forrester indicates that for each typical sales rep, $130,000 is spent annually on sales enablement, training and support, trying to make each rep smarter, faster and more powerful. What about the millions spent on new methodologies and sales training each year? You are not alone if you are getting mixed results.

Sales Enablement 79

Sales Enablement CRM Commission Decision Maker 79

Customer Centric Selling

JANUARY 31, 2014

Sales Training Article: How Social Prospecting Helps Forecasting. By John Kearney, Sales Benchmark Index Image courtesy of Adam R at FreeDigitalPhotos.net It’s a topic that won’t go away. Register today for a sales training workshop to improve sales performance and increase sales. It is causing your pipeline to clog.

Top of Funnel 63

Top of Funnel Prospecting Sales Qualified Lead Referrals 63

Sales Evangelist

JULY 23, 2019

He’s the co-founder of a couple of businesses and the author of the book Stacked: How to Guarantee Qualified Sales Meetings With Real Decision Makers. LinkedIn can do wonders for your business in terms of connecting with prospects, especially high-level decision-makers, in a space where they feel safe.

Sales Qualified Lead 40

Sales Qualified Lead Tools Lead Rank Lead Scoring 40

Customer Centric Selling

JANUARY 10, 2014

Sales Training Article: 10 Traits of the "A" Player. By Joel McCabe, Sales Benchmark Index (SBI) You''ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. Sign-up for one of these sales training workshops to work on your Sales Process Execution from this list.

Hiring 68

Hiring Social Media Networking Referrals 68

Zoominfo

DECEMBER 13, 2018

Sales Gravy is an internationally recognized sales training and acceleration firm catering to the career development needs of salespeople and sales leaders. Criteria for Success Criteria for Success is a sales training, management consulting, and sales playbook development company that changes how salespeople think and act so they sell more.

Channels 100

Channels Video Hubspot Face-to-face 100

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. Reps struggling to get in front of Decision Makers. It is using tools like LinkedIn to get face-time with Decision Makers inside target accounts.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

SBI

APRIL 1, 2014

Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? Content creators, marketers and decision makers can track wit usage statistics, effectiveness, user ratings and comments to increase the value of existing content and promote what’s working.

Up-Sell 50

Up-Sell Decision Maker Revenue Closing 50

Mindtickle

MARCH 13, 2020

Buyers are more informed and their expectations have evolved, while buying teams are expanding to include more decision-makers. A sales readiness strategy may include a wide range of activities, including training, coaching, eLearning and role playing, but sales readiness is more than specific exercises.

Hiring 66

Hiring Top of Funnel Webinar Metrics Coaching 66

Mindtickle

MARCH 13, 2020

Buyers are more informed and their expectations have evolved, while buying teams are expanding to include more decision-makers. A sales readiness strategy may include a wide range of activities, including training, coaching, eLearning and role playing, but sales readiness is more than specific exercises.

Hiring 52

Hiring Top of Funnel Webinar Metrics Coaching 52

The ROI Guy

JULY 9, 2013

IT purchase processes are ever more complex, with IDC reporting 40% more stakeholders involved in the average purchase decision compared to just 3 years ago (growing from 5 to 7 decision makers per purchase). Not only are more “scrutineers” at the table, but the demographics of the participants have changed.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The Pipeline

MARCH 18, 2011

There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Sales Benchmark Index. It’s a strategy we all need.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

OnePageCRM

FEBRUARY 6, 2017

Skaled looked at everything from who we were choosing to call, how quickly we qualified prospects, making sure the decision makers were on board, and the number of touchpoints to closing a deal. Interview questions: “Describe for me how the decision makers in your prospect’s company make a decision to buy?

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

Nutshell

MAY 29, 2018

According to Sales Benchmark Index , a well implemented sales process can improve your team’s win rate by 24%, reduce your sales cycle length by 20%, and increase your average sale price by 15%. Is the team trained in individual parts of the process, and can we measure improvements on these parts?

Sales Process 82

Sales Process Top of Funnel How To Pipeline 82

The ROI Guy

APRIL 12, 2013

Status-Quo Bias Adoption Sales Enablement IDC SiriusDecisions Pisello b2b selling Alinean Sales Tools Sales Benchmark Index' To help improve awareness, a series of attention grabbing programs should be implemented to make sales cognizant that new tools are available.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Artesian Solutions

JUNE 22, 2018

31% said engaging with multiple decision makers throughout the buying process is a difficulty for them. It encompasses activities such as tools and tech, data analysis, content generation, onboarding and even sales training and coaching – a holistic approach, and one that in my view is vital to sales success.

Top of Funnel 40

Top of Funnel Face-to-face Social Media Inbound 40

The ROI Guy

APRIL 15, 2014

An interview with Dario Priolo, Chief Strategy Officer for Richardson, a leading training and sales effectiveness firm. Research indicates that sales reps are being engaged later and later into the decision making process? And research from Forrester indicates that the late engagement could have serious impacts on win rates?

Insurance 65

Insurance Insurance Lead Rank Pharmaceuticals 65

Cience

NOVEMBER 6, 2019

The bad news is that the managerial complexity in this aspect of business has also increased, and many Sales leaders, in particular, are not trained or equipped to deal with the new realities and opportunities. . In SMB, the owner of the business is often the buyer and decision maker: point, click, done!

Channels 42

Channels Marketing Retail How To 42

The ROI Guy

MAY 7, 2015

The key to overcoming the “No Decision” challenge is to arm your sales reps with the right value messaging, tools and training to deal with each situation and help facilitate the buyer to overcome their biases and decision-making issues.

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77