Partners in Excellence

MARCH 6, 2019

Probably, ever since the first sale was made to a customer that involved a buying agent, procurement and sales professionals have viewed each other as adversaries. But, in recent years, there’s an amazing transformation going on in both sales and procurement. Our goals are in conflict.

Face-to-face 75

Face-to-face Lead Rank Lead Scoring Survey 75

Partners in Excellence

MARCH 1, 2022

Buying (with the exception of procurement) is not our customers’ primary job. Not only do we not understand what they are trying to do; or we focus primarily on our interests and quota attainment rather than their goals; but we force them to do our jobs! They have their day jobs, which may be overwhelming.

Ideal Customer Profile 52

Ideal Customer Profile Customer ACT Quota 52

Gong.io

JUNE 8, 2022

Is an abbreviation enough to save your sales team? Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. It helps you qualify buyers so the right ones end up in your sales funnel.

Sales Process 62

Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

Tony Hughes

FEBRUARY 22, 2018

I wanted to take a moment to express a word of caution in applying a cure-all or over-simplified approach to strategic selling within social mediums. But it's actually a profound commentary on the decadent global state of interrupt and push-button selling, a condition that social sales has allowed some to slip into.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

LeveragePoint

MARCH 23, 2018

With competing priorities, buyers erect walls, making it difficult for sales to engage and overcome buyer inertia. As highlighted in our last blog, the biggest sales challenge early in the sales cycle is usually combatting the status quo and getting a buyer to evaluate your solution with the active involvement of your sales team.

Sales Cycle 20

Sales Cycle Case Study Customer Analysis 20

MEDDIC

OCTOBER 19, 2021

Steve is an experienced leader in CRM and Sales Force Automation with a strong sales background obviously. To which type of sales does MEDDPICC® apply best? MEDDPICC® MEDDIC vs other sales methodologies How to identify pain, How to quantify pain , how to get metrics? Welcome back to Outside Sales Talk today.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52