article thumbnail

Sales Tips: Race to December 31st - Marathon vs. Sprints

Customer Centric Selling

I wish I had the wisdom back then to encourage all of my staff to look a sales cycle ahead to evaluate whether their pipelines were sufficient to deliver the numbers needed for them to be YTD against quota or better. Let’s say you “sprint” the last few months of 2016. Read more sales training articles.

Inbound 40
article thumbnail

Sales Tips: Suggested New Years Resolutions

Customer Centric Selling

Sales Tips: Suggested New Years Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. It’s hard to believe that 2016 is nearly upon us. While more B2B transactions then ever are being initiated by researchers/buyers, sellers/vendors cling to the term sales cycles.

B2C 40
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

I’ve outlined below a series of steps , a process , that you can follow to begin gathering the information you need to develop your own 2017 Territory Sales Plan. If you were thinking you were going to rely on what you didn’t close in 2016, you are a little late to the party. Discounting: What has it cost you in 2016?

Revenue 40
article thumbnail

Get Your Sales Team Prospecting Smarter, Not Harder

The Brooks Group

That’s not to say your salespeople should never take a chance on a marquee account, but with a larger time commitment and sales cycle comes a greater risk, including lost time and energy if the opportunity isn’t won. Here are 13 that you should never leave out of a sales call. Learn More. 13 Winning Questions.

article thumbnail

Rio Olympic Games – The Road to Gold

OpenSymmetry

It’s hard to believe that the 2016 Rio Olympic Games are coming to an end. Implementing a training module for on-boarding and career development workshops gives sales reps the opportunity to work on these personal traits and a clear vision of how they can supplement their individual selling characteristics.

article thumbnail

20 Blog Posts to Guide Your Event Marketing Strategy

Zoominfo

Done right, events are a powerful way to engage your target audience, accelerate the sales cycle and built brand equity. In 2016, after years of deliberation, ZoomInfo finally decided to hold our own sales and marketing conference—The Growth Acceleration Summit. Continue reading. All in all, it was a great success!

article thumbnail

The ultimate guide to sales development

Close.io

Combined with their ability to leverage technology to rapidly respond to and cultivate leads, investing in sales development can exponentially increase the ROI of your expensive sales reps. According to Marketo, a 15% decrease in the length of the sales cycle can yield a 30% increase in revenue ! (If