SBI

MARCH 19, 2013

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. They would ask, “What good is a prospect research tool if reps don’t know how to get a decision maker to engage?

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

Mindtickle

SEPTEMBER 13, 2023

But in today’s world, product-based selling will no longer cut it. Modern buyers are more informed than ever and often do plenty of research on their own before contacting a seller. For example, organizations need sales training software to ensure their reps have the training required to be consultative sellers.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Klozers

JUNE 5, 2014

The research is based on a survey of over 1,200 companies worldwide, collecting information on over 100 sales effectiveness related metrics. In our sales training course Sales 101, we teach sales people that the value of all sales people is not the information they give out, but the information they gather.

Company 46

Company Revelation Survey Report 46

Highspot

DECEMBER 5, 2023

And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Gong.io

SEPTEMBER 19, 2018

Most of the core insights we learned from our research can be found in 9 Elements of Highly Effective Sales Conversations. podcast host Andy Paul has spent decades as one of the foremost experts on sales strategy, process, and training. Selling software-as-a-service? It’s definitely not a selling skills book.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Vengreso

APRIL 10, 2022

Most sales training companies and sales teams subscribe to a sales method but generally, it covers from “hello to close” That’s the phase from the moment you say hello, begin building rapport and trust, all the way to learning how to effectively negotiate a contract and close. . SPIN Selling. Solution Selling.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

The ROI Guy

OCTOBER 5, 2011

Before sales is even invited to the table, the typical buyer has already used the Internet and social media to research and prioritize opportunities, investigate potential solutions, reviewed relevant case studies, quantify potential benefits, investigate prices and analyze competitive offerings. Customers bought "products."

Sales Enablement 45

Sales Enablement Report Tools ROI 45

Gong.io

FEBRUARY 9, 2019

Our research shows a 2.1X Do your account research. ” and “do your research!” Do your personal research. ” THAT is what I mean by “selling the meeting.” Alright… You’ve done your research. The folks at Sandler Sales Training invented the upfront contract.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133