Understanding the Sales Force

MARCH 15, 2017

Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly. Back in 2014, I introduced what was then the most current version of Objective Management Group's 21 Sales Core Competencies.

Groups 217

Groups Objections Up-Sell Data 217

SBI Growth

MARCH 15, 2017

Sales Process 174

Sales Process Sales Strategy Marketing 174

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Avoid Death by Presentation By John Holland, Chief Content Officer, CustomerCentric Selling®. Buyers despise "spray and pray" sales calls. Executives often end these calls before allowing sellers to finish them. Reciting a list of features to buyers who don't fully understand them, nor know if they're needed is a barbaric way to try to start buying cycles at any level.

Buying Cycle 80

Buying Cycle Buyer Sales Sales Forecasts 80

Paul Cherry's Top Sales Techniques

MARCH 15, 2017

What’s standing in the way of your next closed sale? If you’re like many salespeople, you’ve heard a multitude of explanations and excuses for why clients walk away from a deal. Another vendor offers a comparable product at a lower price. The time just isn’t right to make an investment in “something new.” Based on a theoretical case study she prepared in college, your prospect’s third cousin’s wife has advised your prospect to go in a different direction.

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Case Study Vendor Objections Study 59

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Why Accurate, Actionable Buyer Intelligence Is a Direct Catalyst for Changes. By Heather McDougald, Director of Sales Operations, Primary Intelligence.

Buyer 80

Buyer Sales Operations Sales Sales Forecasts 80

Customer Centric Selling

MARCH 15, 2017

Sales Tips: 4 Reasons Why You Lose to "No Decision". By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Channels 86

Channels Sales Sales Forecasts Forecasting 86

Jeff Davis

MARCH 15, 2017

This guest blog was written by Mindi Rosser over at mindirosser.com You’ve heard about social selling. You know you need to be active on social media to get the most from your sales efforts. But, you already have a way of doing things to get the sale. Is it even worth throwing social media into the mix? Or trying something different on social media?

Social Selling 48

Social Selling B2B Social Media Twitter 48

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Refresher on CCS® Selling Behaviors. 1. Converse Situationally A CustomerCentric approach to selling is a conversation - not a presentation. Research has shown that the best sales calls are conversations, and conversations allow the sales person to better understand the buyer.

Research 72

Research Conversion Buyer Sales 72

LevelEleven

MARCH 15, 2017

[…] messaging, delivery, and value proposition. Finally, everyone in sales management should be having weekly one-on-one sessions with each of their team […].

Sales Management 48

Sales Management Sales 48

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Sales

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Closing Early Should Be the Exception, Not the Rule. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Closing 76

Closing Channels Sales Sales Methodology 76

Sales Evangelist

MARCH 15, 2017

On today’s episode, my wife, Cristina, is joining me to facilitate this show while I take on the guest role as I speak about the sales struggles I had. We actually had a recent conversation on some of the struggles I had with sales so we decided to bring it here on the show. Main […] The post TSE 529: Sales From The Street-“Confidence from Coaching” appeared first on The Sales Evangelist.

Coaching 40

Coaching Conversion Sales 40

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Don't Go the Distance and Lose. Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling®.

Sales 82

Sales Sales Cycle Company Sales Process 82

Product Management University

MARCH 15, 2017

Product usability is the new currency for differentiation. That makes the role of the functional product designer, a.k.a business analyst, subject matter expert (SME) or agile product owner more critical than it has ever been, yet many organizations still insist on combining it with the product manager role. If you want high-value products with superior usability, here are the top three reasons the functional product designer needs to be a separate role.

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SME Engineering B2B Follow-up 40

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Customer Centric Selling

MARCH 15, 2017

Sales Tips: "Quote and Hope" Proposals Don't Sell. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Proposal 84

Proposal Sales Sales Forecasts Forecasting 84

Factor 8

MARCH 15, 2017

Each year, in mid-April, hundreds of inside sales leaders cut the cords on their Y-jacks, hand off the pipeline meetings and come together to be with their peers. Never been […]. The post Join Factor 8 at the AA-ISP Leadership Summit! appeared first on Factor 8.

Inside Sales 28

Inside Sales Pipeline Meeting Sales 28

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Help Your Salespeople Deliver on Customer Experience Management (CEM). By John Holland, Co-author and Co-founder of CustomerCentric Selling®. Over the last 15 years the topic of integrating Sales and Marketing has generated a great deal of heat but little light. Sales and Marketing remain separate silos. Failed efforts and results have caused organizations to conclude that attempts to integrate these two functions are futile.

B2B 63

B2B Competition Sales Company 63

Sales and Marketing Management

MARCH 15, 2017

Issue Date: 2017-03-01. Author: Sales & Marketing Management. Teaser: Sex, religion and politics are often mentioned as the tree taboo subjects to bring up in business conversations. The latter can be difficult to avoid in any setting these days. These tips will help keep you safe if politics comes up in your business conversations. Sex, religion and politics are often mentioned as the tree taboo subjects to bring up in business conversations.

Conversion 136

Conversion Customer Marketing Sales 136

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Customer Centric Selling

MARCH 15, 2017

Sales Tips: Introducing the Curious Buyer. By John Holland, Co-founder & Co-author of CustomerCentric Selling®.

Buyer 76

Buyer Sales Sales Forecasts Forecasting 76

Customer Centric Selling

MARCH 15, 2017

Sales Tips: The Death Knell for Traditional Selling. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales 74

Sales Sales Methodology Company Sales Process 74

Customer Centric Selling

MARCH 15, 2017

Sales Tips: When IS a Good Time for Training? By Frank Visgatis, President/COO, CustomerCentric Selling®.

Training 77

Training Sales Sales Forecasts Forecasting 77

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Can You Make It Through the “Dip?”. By Frank Visgatis, President & Chief Operating Officer of CustomerCentric Selling®.

Sales 63

Sales Sales Forecasts Forecasting Sales Cycle 63

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Why Sellers Should Leverage Social Networking. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Networking 63

Networking Sales Sales Methodology Selling Skills 63

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Increase Sales Success with Sales Ready Messaging®. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales 58

Sales Sales Forecasts Forecasting Sales Methodology 58

Customer Centric Selling

MARCH 15, 2017

Sales Tips: The Budget as Part of the Sales Process. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Process 55

Sales Process Sales Sales Forecasts Forecasting 55

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Proactive or Forensic Sales Management. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Management 55

Sales Management Sales Sales Forecasts Forecasting 55

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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Customer Centric Selling

MARCH 15, 2017

Sales Tips: Social Media Is Here to Stay. By Frank Visgatis, President/COO, CustomerCentric Selling®. Facebook was valued by Goldman-Sachs at $50 billion dollars a few years ago. Pretty impressive for a company that at the time was only a mere seven years old. "Good for Mark Zuckerberg," you say, "but what does that mean to me?". The bottom line is this: Social media is here to stay and if you or your company don't have a strategy to leverage it, you are falling further behind your competition e

Social Media 40

Social Media Media Facebook Vendor 40

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Market Your Message (Part One). This article “Market Your Message” was published by Selling Power magazine, written by Kim Wright Wiley and taken from an interview with CustomerCentric Selling®.

Marketing 40

Marketing Sales Sales Forecasts Forecasting 40

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Implementing Sales Training By Jim Naro, CustomerCentric Selling® Certified Business Partner. You're back in your office, having just returned from a morale building, fist-pumping session of sales training with your entire sales team. The question now becomes this: How do you build on the momentum you achieved during the training, ensure that the tactics are used successfully, and get a good return on your investment?

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Training Sales Sales Methodology Sales Process 40