Customer Centric Selling

NOVEMBER 18, 2013

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. For example: Social prospecting increases the percentage of decision maker''s appt. It was much higher than you planned.

Quota 53

Quota Training Hiring Demand Generation Targets 53

Customer Centric Selling

MARCH 20, 2013

Despite all this buying activity, I can’t help but wonder how many of these buying cycles wind up in “no decision.” According to Sales Benchmark Index, 52% of proposals ultimately result in “no decision.” Take a look at the sales training workshops available to you and improve sales performance.

Buying Cycle 45

Buying Cycle Training Lead Rank Lead Scoring 45

Customer Centric Selling

NOVEMBER 8, 2013

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." Take a look at the sales training workshops available to you and improve sales performance. Let others do the work for you.

Training 51

Training Lead Rank Lead Scoring Referrals 51

Zoominfo

DECEMBER 13, 2018

And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers. Sales Benchmark Index (SBI) are experienced sales and marketing consultants who use proven business strategies and insightful analysis to help you make your number with less effort and more certainty.

Channels 187

Channels Face-to-face Video Hubspot 187

Customer Centric Selling

SEPTEMBER 2, 2013

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. Take a look at the sales training workshops available to you and improve sales performance. How do I know? Because numbers don''t lie.

LinkedIn 49

LinkedIn Buyer Persona Training Referrals 49

Customer Centric Selling

SEPTEMBER 27, 2013

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. Take a look at the sales training workshops available to you and improve sales performance. Your bonus is on the line.

Training 55

Training Buyer Persona Decision Maker Buyer 55

Zoominfo

DECEMBER 13, 2018

And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers. Offering participatory workshops and training, keynote presentations and intensive Cialdini Method Certified Trainer (CMCT) programs, IAW serves an international audience. Go check it out!

Channels 100

Channels Video Hubspot Face-to-face 100

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 Benchmark Index. It’s a strategy we all need. We retard doing what matters most. We put off doing the things that make us afraid, that make us vulnerable.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322