Customer Centric Selling

APRIL 29, 2015

No Prospect. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When launching CustomerCentric Selling® in 2002 the first core concept of our process was: No goal means no prospect. Sales Tips: No Goal? LAST CHANCE: Public workshop in Boston is NEXT WEEK!

Prospecting 40

Prospecting Inbound Lead Scoring Lead Rank 40

Customer Centric Selling

APRIL 1, 2013

Sales Training Article: An Underleveraged Asset By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series. Prospects often discount results sellers claim are possible.

Training 40

Training Discount Vendor Margin 40

Partners in Excellence

FEBRUARY 6, 2019

AI offers great promise in helping better identify, segment, and target our prospects. For years, technology has provided outstanding solutions to help sales people be more relevant in engaging customers and prospects, yet fewer than 10% of the people contacting me appear to be using it.

Ideal Customer Profile 76

Ideal Customer Profile Segment Vendor Analytics 76

Hubspot Sales

AUGUST 27, 2020

Keeping your team members engaged, uplifted, and inspired is often far trickier than teaching them what to say on a connect call or in a prospecting email. Reward your sales contest winner with a free sales training seminar or educational stipend they can use for personal development or college. Free Personal Development.

Marketing Qualified Lead 131

Marketing Qualified Lead Motivation Retention Lead Rank 131

Customer Centric Selling

FEBRUARY 17, 2016

The first was: No goal means no prospect. Back in 2002 we suggested attendees to many tradeshows were “tire kickers” and would be poor entry points to start buying cycles for complex and expensive offerings. Take a look at the sales training workshops available to get started and improve sales performance.

Buying Cycle 40

Buying Cycle How To Vendor Inbound 40

Pipeliner

JANUARY 10, 2018

In the 2002 movie Minority Report , there was a scene that blew me away. As with the film, such online sales efforts usually end up as nothing more than annoyances, simply because it’s almost impossible for their creators to address the specific problems or issues actually confronting prospects.

Influencer 56

Influencer Customer Advertising Advertising 56

Sales Hacker

JUNE 3, 2025

So, in 2002, I went to go and work at Yahoo. And one of the things that I, you know, had responsibility for was all the hiring, onboarding, training of new sales reps that came in through the door, and then we would deploy them onto different teams. It was tier two brands, agencies and things of that nature.

Hiring 86

Hiring Scale Advertising Advertising 86

Customer Centric Selling

MAY 18, 2016

When prospect companies begin product evaluations, mid to lower level staff start doing searches in a given space to identify vendors to evaluate and begin to determine which features/capabilities should be part of their requirements list. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Process 40

Sales Process CRM Vendor Enterprise 40

Smooth Sale

SEPTEMBER 20, 2018

Recognizing ‘Who Knows You’ In 2002 I created Commanding View, Inc. Offer weekly training. Norman Vincent Peale is my original mentor, and he always told me: Do today what others won’t so tomorrow you can do what others can’t. your source for proven experts. For 20 years, I worked with thousands of business owners globally.

Hiring 60

Hiring Social Media Networking Commission 60

Customer Centric Selling

MAY 13, 2015

Sales Tips: Empower Your Prospects, Don't Sell Them. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Since launching CustomerCentric Selling® in 2002, we’ve tried to have vendors take buyer perspectives. Image courtesy of Janoon at FreeDigitalPhotos.net. Save yours now!

Vendor 40

Vendor B2C Buyer Buying Cycle 40

The ROI Guy

MAY 4, 2006

Compared to 2002 where growth was a dismal -31% for system vendors and -18% for service providers, these are happy days. Vendor analysis is so important that prospects view the ability to justify solutions as a key differentiator, with over 61% rating solution providers value assessment ability as important in the selection process.

Marketing 40

Marketing Vendor Survey ROI 40

No More Cold Calling

APRIL 3, 2020

They cut advertising, travel, training, marketing, and discretionary expense line items. Granted, it will be more difficult to find new prospects or even to get clients to take (virtual) meetings. It’s not 2002 and 2003, or 2008 and 2009. Think of it as prospecting for gold. Your sales prospecting budget collapses.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

LeadFuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? SkyStream had to diversify its business when the “bubble” burst in 2002. Where are your target prospects located? Solution 2: Apply a different prospecting process. You can then save money on hiring and training, as well as the time needed to train them.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Anthony Cole Training

SEPTEMBER 15, 2014

In 2002, Marie Guion-Johnson ’s 41-year-old husband, Rob, died after going into cardiac arrest while swimming. Just like in selling, if you get the prospect to recognize and verbalize the issues, challenges, problems, then they own them. Not love problems of the heart, but functional problems of the heart. The answer will be “no.”

Hiring 169

Hiring Maximizer eBook Call-back 169

Anthony Cole Training

SEPTEMBER 15, 2014

In 2002, Marie Guion-Johnson ’s 41-year-old husband, Rob, died after going into cardiac arrest while swimming. Just like in selling, if you get the prospect to recognize and verbalize the issues, challenges, problems, then they own them. Not love problems of the heart, but functional problems of the heart. The answer will be “no.”

Hiring 159

Hiring Maximizer eBook Call-back 159

Smooth Sale

SEPTEMBER 9, 2022

At the age of 25, he started his own office, co-headed an investment banking department, launched with Gexa Energy funding in 2002, acted as a chief compliance and anti-money laundering officer for multiple firms, institutional sell-side broker, then ran an OTC equity trade desk. Learn more to train teams, and join the advocacy program.

Real Estate 78

Real Estate How To Hiring Retail 78

Sales Hacker

APRIL 28, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale that was previously unthinkable. Lori Richardson: I started a sales consulting business in 2002, which seems like forever ago.

Sales Leadership 82

Sales Leadership Hiring Lead Rank Lead Scoring 82

LeadFuze

AUGUST 5, 2021

5 Best Sales Role Play Scenarios to Train Your New Hires. +24 John was a keynote speaker at this year’s Rainmaker Conference , and is known for his dynamic sales training strategies, as well as his 12 Guiding Principles to Success in Sales, Business and Life. Blogger Blurb: I train salespeople for the world’s leading companies.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Hubspot Sales

AUGUST 2, 2018

Playing the manager in charge of doling out prospective sales leads, Kevin Spacey’s cold-blooded smarm has rarely been more effective. This Oscar-nominated film tells the true story of Billy Beane (Brad Pitt), the general manager of the downtrodden 2002 Oakland Athletics baseball team. Moneyball (2011).

Film 112

Film Epiphany Insurance Insurance 112