The Digital Sales Institute
MAY 11, 2023
Selling skills for new salespeople usually have some differentiators from the sales skills that a more experienced salesperson has due to learning about the sales process and understanding all the steps in the sale alongside product knowledge. Plus, any limitations compared to a competitor.
Mereo
MARCH 30, 2023
When conversation intelligence (CI) software first appeared, many industry leaders questioned whether it would be adopted. Some even balked at it with their sales reps as a form of Big Brother surveillance. Yet, the capabilities and potential of the selling tool have swept the naysaying aside.
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Gong.io
AUGUST 15, 2018
Immediately, Paul was able to see how his most successful reps structure calls at each stage of the sales cycle (and how their approaches differed from those of low performers). The most striking difference Paul discovered was the order in which they presented software, hardware, and services during their Solution Presentation.
The Pipeline
FEBRUARY 1, 2013
Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. But B2B selling, especially to large corporations has evolved into a complicated process. We’ll use enterprise software as an example to make our points.
Alice Heiman
MAY 13, 2020
Need more sales? Let’s examine how well your team is practicing basic, effective selling skills. . You might assume salespeople are already practicing these skills, but in uncertain times, salespeople sometimes fall back on bad habits (price discounting and following poorly qualified leads would be two examples).
Sales Management Plus -- SMP
NOVEMBER 30, 2023
Average Deal Size Gap : Some sales reps may consistently close larger deals than others. This gap can highlight differences in selling skills or the ability to upsell and cross-sell effectively. Sales Cycle Length Gap : If one sales rep typically closes deals faster than another, there’s a sales cycle length gap.
Hubspot Sales
APRIL 30, 2020
The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. While there are only two fundamentals to this sales process, there are far more interrelated and supporting components that need to work for a successful result to occur. The 7 Steps of the Sales Process.
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