SBI Growth

DECEMBER 13, 2013

You call a sales manager strategy meeting. “We We need to figure out what we can do now to make the number.” Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Sales rep development is important. Some of these work.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

Partners in Excellence

MAY 4, 2022

Whether it’s industry/market data, things that are happening in the industry, observations about what is happening with their customers or competitors; we believe we need to make a statement or take a position. Our role is to facilitate this introspective discovery process. Everything in selling today is about “Insight.”

Industry 107

Industry Conversion Customer ACT 107

The Spiff Blog

SEPTEMBER 26, 2023

Consider this: 67% of lost deals occur as a result of sales reps not properly qualifying potential customers before taking them through the sales process ( source ). Although there is no single right answer to that question— there are dozens of tried and true frameworks sales teams swear by. Let’s get into it!

Sales Qualified Lead 83

Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

Zoominfo

OCTOBER 5, 2021

What is Demand Generation? Get a Demo Demand Generation vs Lead Generation: What’s the Difference? Does demand generation sound similar to lead generation? Demand Gen = Sales + Marketing Demand generation is a joint effort between a business’s marketing and sales organizations. Demand generation is programmatic.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

SBI Growth

DECEMBER 9, 2012

For most of the Sales VPs we talk to, quarterly success comes down to a few big deals. Does yours? This post is written for the VP of Sales who cannot afford to lose competitive deals in Q1. Download the VP of Sales Competitive Loss Review. Let’s talk about what you can do in the next 3 weeks to reverse the trend in Q1.

Competition 282

Competition Campaigns Coaching Trends 282

The Spiff Blog

DECEMBER 14, 2023

With cost-efficiency top of mind, many buying committees have now expanded to include the ultimate decision-maker, the CFO. In other words, knowing how to sell to the CFO is essential if you want to hit your sales quota. I understand your organization has struggled with data visibility and the accuracy of your sales forecasts.

Decision Maker 75

Decision Maker Sales Forecasts Forecasting Compensation 75

Partners in Excellence

FEBRUARY 26, 2019

It’s clear that customers struggle to buy. The majority of complex B2B buying journeys end in no decision made. What we traditionally thought of as a relatively linear journey is now depicted as shown below. They are trying to solve a problem, part of that involves buying something.

Sales Talent 89

Sales Talent Face-to-face Proposal B2B 89

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. To answer even your first question:” Are you interested in Sales?”

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

Anthony Iannarino

MARCH 16, 2020

For a very long time, salespeople have been taught to start sales presentations with their company’s story as a way to gain credibility with their prospective clients. Your contacts and clients are trying to solve the problem. Low Relevance.

B2B 108

B2B eBook Conversion Segment 108

Partners in Excellence

MAY 26, 2023

It does provide a warning for many of us blindly jumping on the ChatGPT bandwagon, it does make many very obvious errors and struggles to understand them. All this was aligned with what I was thinking important for sellers. Warning: There is no redeeming value to this post. Call it Friday musing or Fun and Games with AI.

Case Study 99

Case Study Face-to-face Tools Study 99

Hubspot Sales

OCTOBER 14, 2019

You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. Here are key steps you may want to include in your B2B sales process.

B2B 133

B2B Sales Qualified Lead Closing Face-to-face 133

Sell Integrity

SEPTEMBER 1, 2020

In the past, getting top-level buy-in for virtual training was often an uphill battle. It wasn’t easy to convince leaders that training, particularly in soft skills areas like sales and service, could be conducted effectively without everyone being in the same room together. by Steve Schmidt.

Benefit 112

Benefit Training Pivotal Retention 112

Janek Performance Group

OCTOBER 18, 2022

“If my other sales reps would just sell half as well as my top sales rep, we’d quadruple revenue in 12 months,” said a wishful thinking VP of Sales. The sales leader is blaming the poor performance on the individual sales reps, and not the system which they are using. But the logic is flawed. System Thinking.

Hiring 62

Hiring Sports System Scale 62

Janek Performance Group

DECEMBER 28, 2022

This article explores the future of selling and how sales leaders can strategically position themselves for the upcoming change. Last year we wrote about the changing dynamic of sales. When the customer feels that you truly want to help them grow, your sales will also grow.” Elon is famous for disrupting industries.

Enterprise 62

Enterprise Enterprise Lead Rank Hiring 62

SBI Growth

DECEMBER 3, 2012

I have not worked with one that doesn’t have a lead generation problem. Engaging with a sales rep is the last thing on their mind. In fact, two-thirds of the buyer’s journey is completed before the 1 st contact with a sales rep (Source: Sales Executive Council). What does this mean for the marketing leader?

Lead Rank 276

Lead Rank Lead Scoring Leads Marketing Qualified Lead 276

Sales Hacker

JULY 3, 2020

And that last part is the hardest aspect of just about any sale. In B2B sales, getting multiple decision makers on board is a dream. The Problem. And what makes things more complicated is that often there is so much overlap between the teams that even your prospect isn’t sure who needs all to be involved.

Decision Maker 119

Decision Maker Lead Rank Hiring Sales Qualified Lead 119

The Digital Sales Institute

MAY 12, 2022

A free series of B2B sales training video examples to help any business or salesperson improve their sales knowledge. We know that salespeople need regular access to sales training and there are a lot of options available online. B2B Sales Training Video – Selling Definition.

Examples 59

Examples B2B Video Training 59

Pipeline

MARCH 12, 2024

What does it take to achieve strong and consistent returns from your sales CRM tool? From our sales experts’ experience, adjusting sales approaches as you go won’t give you the best ROI for your efforts. You will easily get lost or distracted, moving away from your sales targets. What is a CRM Strategy?

CRM 52

CRM Lead Rank Top of Funnel Strategy 52

Hubspot Sales

MAY 26, 2020

What adjectives would you use to describe a successful salesperson? Let’s take a moment to zero in on that last term — what does it really mean to be proactive when working in sales? To know how to take a proactive approach to selling, it is important to also understand what a reactive approach to sales looks like.

Strategy 118

Strategy Ideal Customer Profile Influencer Lead Rank 118

Janek Performance Group

SEPTEMBER 22, 2021

So why do so many sales reps continue to sell like they were in 2001? The changing dynamics of sales have not been an overnight revolution. Imagine a job posting describing the sales function like this…. Bombarding prospects with rebuttals and outdated sales tactics is like throwing a brick into a beehive.

Hiring 118

Hiring Call-back Training Up-Sell 118

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

The Spiff Blog

JULY 21, 2022

If you’re reading this, it’s likely because you’ve made a regrettable software purchase or gone through a nightmarish buying process at some point in your career. But, avoiding complex or difficult buying processes is much easier said than done. And, unfortunately, your software buying woes may only get worse in the near future.

Software 76

Software Software B2B Vendor 76

Pipeliner

JANUARY 28, 2021

Deal Winning Value Identified & Validated by Buying Cycle Stage. In a simple example, your seller confirms DWV when a customer validates that you alone (or best) can solve their seven-figure problem with your six-figure solution. So, do your KPIs reflect value’s importance? I find that few do.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Sales Hacker Training

MAY 3, 2023

What does it take to start or scale a successful, strategic sales enablement program ? Scope and focus When you hear the term “sales enablement,” what comes to mind? I’m guessing training and support for sales teams. The focus of sales enablement is to enable sales in whatever way it can.

Sales Enablement 52

Sales Enablement Government Scale Face-to-face 52

Cincom Smart Selling

AUGUST 27, 2020

You can have the greatest widget in the world but if you blow the rollout, no one will know about it; no one will understand how to sell it; and no one will buy your widget. The five Ws include: Who, What, When, Where and Why. Sales reps. WHAT – What kind of information needs to be communicated? Product pricing.

Marketing 118

Marketing Distribution Discount System 118

Zendesk Sell

JULY 16, 2019

The sales world is changing fast. The tools and tactics that got the job done 10 years ago don’t stand a fighting chance of enabling sales or closing deals in today’s market. Staying competitive in sales means understanding changes in the customer journey and adjusting strategy accordingly. Agile methodology defined.

Sales Management 98

Sales Management Microsoft Survey Banking 98

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Top of Funnel 92

Top of Funnel Engineering Sales Qualified Lead Buyer 92

Partners in Excellence

JULY 21, 2014

Unfortunately, in the real world of buying and selling, there are no right answers, there is no clear direction–either for us in selling or for our customers. They want answers, too many sales people want to be told what to do and how to do it. ” My response is always, “It depends.”

Face-to-face 92

Face-to-face Exact Relationals Course 92

BrainShark

MAY 23, 2022

Businesses are always looking for new ways to solve today’s sales challenges. Increasingly, they see sales enablement as a long-term solution. If you’re reading this article, you’ve probably heard or read some of the ongoing discussion about sales enablement. When does it need to be a priority? And who owns it?

Sales Enablement 62

Sales Enablement Outsourcing Services Hiring Top of Funnel 62

Sales Hacker

FEBRUARY 6, 2020

In Sales, there are many areas where sales reps truly have control over the impact they make on a prospect to maximize their chances of winning the deal. Don’t worry about what you can’t control. So, let’s look at what you can do before your customer meeting to set yourself up for success. . Have a Game Plan.

Meeting 108

Meeting Ideal Customer Profile Customer Conference 108

Partners in Excellence

MARCH 16, 2017

Yes, we know customers are self educating, yes we know they are self diagnosing (that by itself is a frightening prospect), yes we know they don’t want to talk to sales people who simply parrot what they already find thought Google. This is the “if a tree falls in the forest, does it make a noise” argument.).

Customer 48

Customer Forecasting Education Inbound 48

Zoominfo

MAY 3, 2020

This multitouch buying experience poses a difficult question for marketers: Which channels actually contribute to an eventual conversion—and how much did each channel contribute? What is Marketing Attribution? The modern B2B customer journey is more complex and multilayered than ever before. Let’s get into it!

Paid Content 130

Paid Content B2B Lead Rank Top of Funnel 130

SBI

AUGUST 6, 2019

Transforming Sales: Why B2B Sellers & Marketers Need to Add Value to Each Buyer Interaction. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. NANCY: HOW SHOULD COMPANIES DECIDE WHICH APPROACHES TO SALES TRANSFORMATION ARE RIGHT FOR THEM?

Buyer 94

Buyer B2B Scale Marketing 94

Salesmate

JULY 5, 2020

As for highly positive experiences, people remember and seek them the next time they need to buy something. What’s more, 91% of customers are willing to provide referrals for the companies that lived up to or exceeded their expectations. What is customer segmentation? Yes, people value the experience more than money.

Segment 101

Segment Ideal Customer Profile Customer Demographics 101

The Digital Sales Institute

MAY 21, 2020

Sales challenges facing salespeople have been greatly increased due to remote selling, the hard to reach buyer plus the impact of social media on the sales process. The Sales Challenges in Prospecting. Sales prospecting in the modern sales environment is not an easy task. Sales challenges.

Face-to-face 59

Face-to-face Channels Buyer Decision Maker 59

Pipeliner

MAY 12, 2021

What’s the core of sales automation? To automate, streamline and track daily routine sales activities. Yet, an excellent sales automation system is much more than just facilitating sales reps. Sales automation has grown to be an essential part of many organizations’ marketing mix.

Sales Automation 98

Sales Automation Social Media Ideal Customer Profile Channels 98

Nutshell

DECEMBER 13, 2019

The internet is bursting with sales content. But if you’re like most people, you probably consider content creation to be a marketing activity, not a sales one—a tactic for generating leads, not closing them. So without further ado, let’s dive in and talk all things sales enablement content. But it’s worth it.

Top of Funnel 101

Top of Funnel Sales Enablement Case Study How To 101