Hubspot Sales

DECEMBER 9, 2020

You've probably heard of solution selling — it might even be your strategy of choice. It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them.

Solutions Selling 136

Solutions Selling Retail Face-to-face Sales Methodology 136

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. For technology solution / service providers, revenue growth remains a challenge.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Miller Heiman Group

APRIL 25, 2018

At the Elevate 2018 conference, industry disruption took center stage. From changing buyer preferences to declining sales performance to emerging sales technology, it quickly became clear that the world of sales and service will never be the same. Only then will sales technology reduce seller tedium.

Industry 55

Industry Top of Funnel Sales Methodology Conference 55

Miller Heiman Group

SEPTEMBER 23, 2019

For some sellers, that’s meant moving away from solution selling to a more aggressive approach, like the Challenger Sale model popularized after the 2011 book of the same name. Here are five reasons that a consultative approach beats the Challenger Sale for enterprise selling. The Need for Perspective.

Consultative Selling 85

Consultative Selling Lead Rank Hiring Ideal Customer Profile 85

Vengreso

APRIL 10, 2022

Are your sellers using a sales methodology to guide them, step-by-step, in their daily prospecting and closing sales activities? However, most sales methodologies and most sales teams do not subscribe to a sales method that covers prospecting. What is a Sales Methodology? The Challenger Sale.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

PandaDoc

APRIL 3, 2023

Even if you hire the best sales reps , this doesn’t guarantee success. You need to train them and equip them with the right strategies and tools to succeed, such as the right CRM system , and a sales playbook. In this article, we’ll be concentrating on the latter: the sales playbook and its role in the sales cycle.

Buyer Persona 52

Buyer Persona How To Guidelines Top of Funnel 52

Gong.io

AUGUST 1, 2022

That’s the basis behind Gap Selling — a sales methodology developed by Keenan, CEO and president of A Sales Growth Company. In this guide, we’ll explain what the Gap Selling Methodology is and how this framework can help boost your sales. What is Gap Selling? What makes the Gap Selling methodology unique?

Sales Methodology 62

Sales Methodology Up-Sell Follow-up Software 62