Customer Centric Selling

APRIL 12, 2013

Sales Training Article: How the Big Deal Review Will Rescue Your 2013 By Greg Alexander, Sales Benchmark Index (SBI) 41% of b2b sales organizations missed the Q1 revenue target. If you missed Q1, you need a monster Q2 to save 2013. This offer expires on April 30th, 2013. 365 days per year.

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Training Scale Quota B2B 45

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. By John Kearney, Sales Benchmark Index (SBI) Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Implementing a successful sales transformation.

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Social Selling Top of Funnel Training Case Study 45

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. How many actual opportunities by sales person is that?

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Quota Training Hiring Demand Generation 53

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? 2013 has been a struggle. Studies show that buyers are anywhere from 50-80% through their buying cycles before contacting sellers. A survey by Sales Benchmark Index showed 52% of sales cycles driven by sellers result in no decision.

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Training Buying Cycle Hiring Vendor 45

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. Use the term buying (rather than sales) cycle.

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Collateral Negotiation Proposal Vendor 55

Customer Centric Selling

APRIL 15, 2013

Sales Training Article: 4 Tactics to Make Your Number This Quarter By Tony Albachiara, Sales Benchmark Index (SBI) It''s been a rough couple of quarters for the VP-Sales. SKO got your team fired up for 2013 and a new start. Depending on your average sales cycle, everyday counts. 90 days can fly by.

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Training Top of Funnel Funnel Lead Rank 45

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. Cost of sales is decreasing as the sales team only engages with informed, prepared buyers.

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Sales Tools Tools Training Collateral 45