Pipeliner

JANUARY 25, 2022

It’s simply easier to put your head in the sand and stick to the same sales pitch that has always worked. Well, a strong brand will simply help you sell more. This usually occurs when salespeople have their heads in the sand and aren’t well acquainted with changes that have occurred in a business’s branding or marketing.

Survey 93

Survey Campaigns Call-back Sales 93

Sales Hacker

OCTOBER 21, 2020

But with quota looming, sales professionals need a solid plan in place to quickly and efficiently identify and sell to new and existing audiences. These formations are blasted with water and sand at an ultra-high pressure that eventually cracks the rock and allows the gas and oil to rise to the surface. This is where fracking comes in.

Pipeline 108

Pipeline Decision Maker Marketing How To 108

The Pipeline

DECEMBER 19, 2013

One is the result of the type of prospects you pursue; if you are selling stuff measured in units, the larger the target company, the more units they will require. It is no different if you are selling services, if you target companies that can ‘consume’ more of what you sell, you will sell more by avoiding those who consume less.

Scale 296

Scale Fashion Margin Sales Cycle 296

No More Cold Calling

APRIL 18, 2013

Would you be willing to bet your home that your company is not trying to attract poorly-qualified prospects? And are your reps wasting their precious selling time pursuing so-called “leads”? Picture your sales funnel stuffed with weeds, rocks, and sand. So far, Barry has been able to keep his house. Unclog Your Funnel.

Top of Funnel 209

Top of Funnel Ideal Customer Profile Sales Qualified Lead Funnel 209

Partners in Excellence

JULY 11, 2013

When I first started selling, I sold mainframe computers, today, they’re virtually commoditized. M&A guys are trying to figure out, “What companies to we acquire to enrich/expand our offerings?” What we sell has become far less important than how we sell. Let’s face it!

Face-to-face 91

Face-to-face Intent Enterprise Enterprise 91

SBI Growth

JULY 31, 2013

The sales force is trying harder to execute and not seeing a return. Yet, you sell multiple products to multiple buyers. Bury your head in the sand and keep running a play that doesn’t work. They have recognized they now sell to an informed buyer. Add to that, the impact on your reps. ''A'' Your Team’s Challenge.

Sales Process 321

Sales Process Buyer Persona Buyer Segment 321

Miller Heiman Group

FEBRUARY 13, 2020

Sellers Struggle to Adopt New Selling Methodologies. Sharing perspective has a significant impact on win rates—more than 23% for sellers who excel at providing perspective compared to those who fall short—yet only 11% of sales organizations have mastered this type of selling, according to our 2018-2019 Sales Performance Study.

Sales Leadership 80

Sales Leadership Hiring Top of Funnel Trends 80

LeadFuze

DECEMBER 1, 2021

But for quota to be met, sales professionals need a plan in place that will help them identify and sell to new audiences. They use water and sand to break the rock, then gas and oil come up. When we say “real life fracking,” it doesn’t involve sand. If you want to expand your customer base, try fracking.

Pipeline 52

Pipeline Hiring Decision Maker How To 52

Partners in Excellence

JULY 9, 2019

They happened to sell supply chain management software. Related Posts: Insight And Value Creation On Differentiation Try Selling Sand The Customer Buying Process Is Not About You Or Your… "Dear Occupant, I Have Insight For Your Business".

Customer 70

Customer Case Study Software Software 70

Partners in Excellence

OCTOBER 3, 2013

What I sold varied depending on who the customer was, and what they were trying to achieve. If those become the things we “sell,” then it’s pretty hard finding customers that want to buy those things. We’re only successful selling if we are selling what our customers are buying.

Software 94

Software Software Automotive Revenue 94

Partners in Excellence

APRIL 16, 2014

Marketing, product management, and sales all spend endless hours trying to figure out that differentiation, to create that edge. If the customer doesn’t care about it, or it’s unimportant to what they are trying to achieve, our attempts at differentiation only waste their time and aggravate them. No related posts.

Competition 88

Competition Relationals Software Software 88

Close.io

APRIL 8, 2020

For example, we’ve reached out to some companies to try and lower the price, and they just told us outright that they couldn’t do anything for us right now. Most companies prefer to wait until their customers reach out to them, and then try to decide how to handle cost-cutting on a case-by-case basis. Get proactive.

Cancellation 118

Cancellation Churn Customer Software 118

Sales Training Connection

NOVEMBER 19, 2012

Jobs was fired from Apple, Edison failed to extract low-grade iron ore from sand, and Kamen says that he couldn’t pinpoint his biggest failure because there were just too many. Some sales reps avoid failure by only selling the “tried and true.” Failure often seems to be a traveling companion of success. Thomas Edison.

Commission 111

Commission Travel Training Course 111

Braveheart Sales

AUGUST 27, 2020

They could sell ice to Eskimos as the saying goes. Yet, one can still play a great round of golf without being a superstar, just as one can still sell without being naturally born to do it. She is a German golfer who was a no-name trying to make her way in the professional golf world. No Selling Skills Required.

Sports 52

Sports Sales Qualified Lead Follow-up Up-Sell 52

Braveheart Sales

JANUARY 14, 2021

How can I get my current sales team to sell more? There are two tried and true ways to sell more: Work harder – “If they only would prospect more, hunt harder, in short, work more, then maybe there would be more business closing and more revenue.” They will not be able to fully sell the value that your company delivers.

Hiring 52

Hiring Discount Decision Maker Lead Rank 52

Carew International

JUNE 12, 2018

Advanced Selling Skills Must be Built on Strong Foundation. It can be a difficult conversation when a prospective client comes to Carew looking for specialized sales skill improvement on his/her team, but an exploratory conversation reveals there is no foundation…no fundamental selling skills or sales process upon which to build.

Sage 40

Sage Training Selling Skills Negotiation 40

InsideSales.com

APRIL 14, 2020

My Personal Experience with Selling During COVID-19. seconds I knew he was selling something. Yes, the guy was selling new windows in the midst of a pandemic. Next time, try a personalized video in an email. Before too long, the “outsider” knocked on my door and within 1.5 BUT HE NOTICED. F – for follow-through.

Sales Qualified Lead 58

Sales Qualified Lead Positioning Leads Marketing Qualified Lead 58

Smooth Sale

JULY 10, 2018

As soon as the family was pushed from the sand into the water, they capsized. Most often, when clients see you trying your best on their behalf, they will compromise. Book Packages Available ~ email: elinor@smoothsale.net . HubSpot Sales “ Sell More and Work Less!” The owner did not distribute their weight well.

Negotiation 88

Negotiation Distribution Remedy Insurance 88

DiscoverOrg Sales

MARCH 24, 2016

They want to draw a line in the sand, and do what’s best for their brand and the people who love it. Pay Special Attention To: The problem their business is trying to solve. We understand that selling can be difficult, especially with so many different types of DMs in the world. Mindset: Empathy is the secret to success.

Prospecting 120

Prospecting Face-to-face Relationals Fashion 120

LeadFuze

JULY 25, 2021

Let’s face it, if a product could sell itself, a sales team wouldn’t need to be a part of that organization. The goal is to create a partnership with your company by selling to people who can genuinely use your goods and services to their benefit. Simply put, if you know: The product you’re selling.

Objections 105

Objections Guarantee Webinar Metrics Strategy 105

Grant Cardone

MAY 3, 2019

This is the point when you have your head in the sand. This is the entrepreneur who thinks he just needs a good designer to redesign his website for the products to actually start selling. This is the husband, rather than trying 10X harder to save the marriage, retreats even more after the big argument with his wife.

Energy 102

Energy Scale Call-back Government 102

Hubspot Sales

DECEMBER 21, 2017

It’s no secret that buying and selling is the same now as 5,000 years ago. We're addicted to hollow phrases and people-less selling. Here are 11 unconventional ways to bring your selling strategy into the 21st century. There is nothing wrong with selling your dream product. A sale is a sale is a sale. Make the phone call.

Strategy 88

Strategy Cancellation Workbooks Journal 88

Partners in Excellence

AUGUST 12, 2014

Related Posts: Our Customers Are Missing The Opportunity To … Try Selling Sand Imagine Making A Sales Call Without Mentioning The Product Let’s Put An End To Product Training! You’re The Expert–Aren’t You? No related posts.

Case Study 92

Case Study Relationals Customer Study 92

Partners in Excellence

JANUARY 8, 2016

Frankly, it’s really difficult selling those things. To sell it, you have to be prepared to work with your customer’s programmer’s and developers discussing things at a detailed level that is beyond my capabilities—or at least my interests. I’ve never sold a computer or licensed software in my career.

Licensing 48

Licensing Software Software Competition 48

Partners in Excellence

AUGUST 12, 2015

Don’t get me wrong, the sales people would describe the customer, the people involved and so forth, but everything was done in the context of what is was the sales people were selling and what they needed to do to get an order. It IS all about the customer and what they are trying to achieve.

Discount 48

Discount Competition Forecasting Analysis 48

Partners in Excellence

NOVEMBER 4, 2016

We certainly see a lot of evidence of more of what we sell becoming commodities. Margins decline, profitability declines, our abilities to innovate and produce new products are hampered, and selling becomes an issue of pricing–and it’s probably more efficient to do this through electronic trading systems.

Microsoft 48

Microsoft Chemicals Google Lead Rank 48

Partners in Excellence

MARCH 31, 2016

They are looking for help in justifying their choice–connecting that to the critical priorities in selling to their management. Try Selling Sand The Key To Differentiation Are You Playing For Table Stakes, Or Are You Differentiated? Related Posts: What Customer Problems Do You Solve, Not What Do You Do!

Discount 48

Discount Vendor Education Relationals 48

Partners in Excellence

OCTOBER 23, 2014

First, burying our heads in the sand/avoidance is not a solution. The natural behavior this drives, is to find and qualify more deals, chase more opportunities, try to fill the gap so we can make our numbers. How do I find them? How do I talk to them? How do I find the time?” Ultimately, this leads us into a death spiral.

Sales Qualified Lead 91

Sales Qualified Lead Coaching Tools Lead Rank 91

Hubspot Sales

APRIL 3, 2020

How will you know what they’re doing when you’re not there if you don’t let them sell while you are? If you’ve tried to train and coach someone and they’re not applying your coaching or implementing any changes, you must draw a line in the sand. By taking charge, you also lose your chance to coach your salesperson.

Sales Management 111

Sales Management Hiring Promotion Coaching 111

The Pipeline

APRIL 29, 2011

If you just stuff as much as you can into the top of the funnel, weeds, rocks, sand, and other debris clog the opening and prevent the steady entry and flow of good business. Try pouring water in a funnel filled with debris. EDGE Selling. Gap Selling. Interactive Selling. Sell Better. Selling to Executives.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

LeadFuze

MAY 20, 2019

The worst thing to do if your IP is blacklisted is bury your head in the sand. The worst thing to do if your IP is blacklisted is bury your head in the sand. Most likely they’re thinking, “Someone’s trying to sell me something.” Find out why. Find out why. Click To Tweet. Change What’s Wrong.

Lead Rank 68

Lead Rank Lead Scoring Policies How To 68

Partners in Excellence

AUGUST 3, 2015

Avoiding asking about competition is equivalent of burying one’s head in the sand. It’s not just to develop our strategy for competing, but it helps us better understand the customer and what they are trying to achieve. Who Are We Selling Against? Related Posts: Competition Got You Down? Bashing The Competition!

Competition 48

Competition Relationals Up-Sell Influencer 48

Sales Training Connection

APRIL 15, 2015

If buyers change how they buy, sellers need to change how they sell and sales leaders need to bring the insight to make that happen. Simply put, Ibaraan’s central message is: “In an age of constant disruption, you better redefine yourself before the rapidly shifting sands of corporate America and technology redefine you.

Sales Management 50

Sales Management Sales Leadership Coaching Pivotal 50

Customer Centric Selling

AUGUST 19, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In staying with the status quo a few different attitudes are taken: Denial is an approach analogous to an ostrich putting its head in the sand when facing dangerous or unpleasant situations. Sales Tips: Realizing the World Isn't Flat.

Top of Funnel 40

Top of Funnel Face-to-face Buying Cycle Inbound 40

Sales Hacker

MARCH 3, 2021

A sales team is focused on helping first-time users discover the initial value of a product or service, such as the unique selling proposition , then complete the purchase. But even after they give the product a try, they’ll be tended to by the sales team to ensure the sale happens. Why is the handoff process important?

Company 75

Company Top of Funnel Ideal Customer Profile Follow-up 75

Partners in Excellence

JUNE 8, 2016

Try Selling Sand Our Customers Are Missing The Opportunity To … No related posts. We only have to be the people the customer relies on to solve their problems! Related Posts: Live By Your Products, Die By Your Products! What Customer Problems Do You Solve, Not What Do You Do! You Won’t Win With The Best Product!

Strategy 48

Strategy Comparison Competition Education 48

Customer Centric Selling

JUNE 25, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. It is astounding to see how often the phrase “changes in buying behavior” is invoked in articles about selling. Many approaches apply but I believe a line has to be drawn in the sand. Sales Tips: Who's Driving the Bus?

Vendor 40

Vendor Inbound B2C B2B 40