Miller Heiman Group

JULY 11, 2018

To quash the competition, Xerox developed Professional Selling Skills (PSS), a formal sales methodology the company used to train its own sales reps that was later sold to other organizations (and eventually acquired by Miller Heiman Group). Strategic Selling pioneered solution selling as we know it today.

Sales Methodology 53

Sales Methodology Decision Maker Groups Face-to-face 53

Klozers

JUNE 5, 2014

. It is a series of common and shared beliefs on selling, which will influence everything from sales recruitment, to sales tactics and strategy. Sales Leaders will use the methodology to coach, train and manage the Sales Force and when implemented correctly, will be vigorously self-policed on the sales floor.

Sales Methodology 44

Sales Methodology Margin Social Media Cold Calling 44

Mindtickle

SEPTEMBER 13, 2023

Consultative selling requires the right tools and technology. For example, organizations need sales training software to ensure their reps have the training required to be consultative sellers. Traditional selling is transactional; reps are focused on winning that one sale.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

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

The ROI Guy

OCTOBER 5, 2011

A Demand-Gen Report interview with Thomas Pisello, The ROI Guy, Chairman & Founder of diagnostic / ROI sales tool provider Alinean Inc. Can you speak to how the changing buyer has increased the need for sophisticated sales enablement solutions? First, today’s B2B buyer is more empowered than ever before. Customers bought "products."

Sales Enablement 45

Sales Enablement Report Tools ROI 45

Gong.io

SEPTEMBER 19, 2018

podcast host Andy Paul has spent decades as one of the foremost experts on sales strategy, process, and training. It’s definitely not a selling skills book. This is another sales book that’s less a book about selling skills and more a book about both product marketing and sales management. The New Solution Selling.

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

LeveragePoint

APRIL 12, 2019

Skilled sales teams are increasingly unnecessary to configure a buyer’s solution or quote on it , except when online configuration and pricing tools are incomplete or too complicated to use. Obituaries for product selling and solution selling have been written many times. Sales training firms are thriving.

Buyer 22

Buyer Case Study Marketing B2B 22

Gong.io

FEBRUARY 9, 2019

And with all the tools available to you, there’s no excuse for going into a cold call blind. The folks at Sandler Sales Training invented the upfront contract. But you can learn all about how to sell to the C-suite here. Creating the training material is bringing our enablement department to its knees. I’m telling you.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133