Miller Heiman Group

DECEMBER 30, 2019

Over the course of this year, our blog took sales and services on a journey, with stories about practical challenges in growing prospects, advice for sales leaders anticipating a recession, conversations with major sales influencers like Neil Rackham and much more. 2020 starts tomorrow—and that’s got us feeling reflective.

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Sales Methodology Consultative Selling Groups Education 49

Richardson

FEBRUARY 21, 2019

Richardson’s 2019 Selling Challenges Study research reveals a panoramic view of the changes confronting sales professionals today. With hundreds of responses, we’ve captured timely insights into how 2019 will unfold and how to address emerging challenges. Our research reveals that:

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InsideSales.com

MARCH 31, 2020

These executives may think it’s as straightforward as making a product, marketing it , and then selling it to different market segments. Sales process mapping is one of the most effective visualization tools sales executives can use to see both the big picture and the intricacies of each step. What Is a Sales Process?

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Sales Process Sales Methodology Lead Rank Government 65

Sales Hacker

SEPTEMBER 2, 2021

In 2019, 40% of Slack’s revenue came from their sales team closing deals with larger organizations (companies making more than $100,000 in annual recurring revenue). As a result, they experienced a 66% surge in marketing and sales expenses from 2018 to 2019. Instead, they’re consultative and helpful.

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Sales Hacker

APRIL 2, 2020

Battlecards, despite being one of the most popular sales enablement tools, too often go unused by sales teams. What questions do prospects ask about the competition? Because the moment a sales rep says something inaccurate about a competitor to a prospect — no matter how minor — they lose credibility. Interview sales reps.

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Sales Evangelist

NOVEMBER 3, 2019

Working for Australia’s largest automotive holding company, she was almost fired in her first three months as an insurance and finance consultant. Selling using out-dated methods Early in her career, Gia attended several training programs offered by her company. It’s going to be this November 4-5, 2019 in Miami, Florida.

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Real Estate Automotive Insurance Insurance 40

InsideSales.com

NOVEMBER 25, 2019

It stands at the core of a consultative selling process. The SPIN selling model works because many people look for products or services as a solution to a certain problem they have. Successful salespeople use the SPIN selling process to gain the trust of their prospects enough to close a deal. Problem Question.

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