Customer Centric Selling

JANUARY 2, 2014

Sales Training Article: An Often Overlooked Source of Revenue. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. View our updated calendar of 2014 sales training workshops. Prospecting within the customer base offers several advantages: 1. awaits most newlyweds.

Revenue 68

Revenue Buying Cycle Quota Account 68

Understanding the Sales Force

JULY 17, 2023

Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week. This is called having a Supportive Buy Cycle and while 64% of the top salespeople in the world have it, only 10% of the bottom half of all salespeople and 1% of the bottom 10% have it as a strength. Hold that thought. Disconnected.

Groups 156

Groups Comparison Buying Cycle Exercises 156

MTD Sales Training

DECEMBER 7, 2017

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. Whether it’s a cold call on a prospect or a follow-up email after a client visit, have the clarity to know exactly what you are trying to achieve. 5) Learn from every experience.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. One side deployed code; the other deployed prospecting campaigns. “On

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Sales Hacker

DECEMBER 18, 2020

Focusing on overcoming sales objections is likely holding you back and poisoning your customer relationships. Afterall, objection handling is often considered one of the foundational pillars of sales — one of the critical elements necessary to win more deals. This approach is baked into most sales strategies.

Objections 122

Objections Prospecting Ideal Customer Profile Sales Qualified Lead 122

Customer Centric Selling

MAY 21, 2014

Sales Training Article: How to Gain Access to Key Players. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Often-inbound inquiries aren’t yet buying cycles when you apply the first core concept of CCS®: No goal means no prospect.

How To 69

How To Buying Cycle Inbound Buyer 69

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. This is known throughout the selling universe but sales people still suck at this. Their sales managers are not holding them accountable for qualifying.

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. By that I mean their entry points within prospect organizations are low, but willing to talk with them. Marketing organizations by default now own the top of sales funnels. Reactively when prospects contact a vendor or a seller.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? This lack of revenue growth flies in the face of technology-assisted B2B buying activity as people leverage the Internet and social networking to research offerings on their own. It begs the question: With all this buying activity, where’s the revenue?

Training 45

Training Buying Cycle Hiring Vendor 45

Customer Centric Selling

SEPTEMBER 18, 2013

Sales Training Article: Are You Cloning Bad Selling Habits? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stuart Miles at FreeDigitalPhotos.net My first sales manager''s advice as he put me on quota was: "Call high. Don''t lead with product."

Training 53

Training Outbound Inbound Vendor 53

Janek Performance Group

JANUARY 4, 2023

A sales rep recently complained, “We had the better solution and price, and we still lost the sale.” ” These missed opportunities leave sales reps wondering if the prospect was even listening during the presentation. Let’s explore the significant bias impacting sales professionals.

Decision Maker 62

Decision Maker Lead Rank Lead Scoring Buyer 62

Sales Hacker

APRIL 5, 2019

After all, it’s both awkward and confusing for a prospect to go dark ! Fortunately, it is possible to keep prospects engaged. I ran a Sales Academy in Barcelona last year for a group of sales reps from a global technology company. Why does this behaviour seem to happen at key stages of the sales process?

Prospecting 103

Prospecting Sales Cycle Call-back Channels 103

Smooth Sale

MARCH 1, 2022

Alternatively, eCommerce can be when a customer adds something to their cart or completes a sale. . They may include location, pages visited, personal data capture on the form (title, purchase cycle, industry), and cart abandonment. . The information can show you what interests your prospects and the problems they may be having.

Lead Rank 78

Lead Rank Lead Scoring Sales Qualified Lead Leads 78

Customer Centric Selling

AUGUST 30, 2013

Sales Training Article: Why A Rising Win Rate Could be a Bad Sign. By Drew Zarges, Sales Benchmark Index The software company''s VP of Sales boasted about his win rate. If the sales team was getting better, why did they keep missing quota? The Sales team hadn''t vastly improved. Each year we''ve improved."

Training 45

Training Buying Cycle Collateral Software 45

Anthony Cole Training

JULY 28, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 136

Hiring Buying Cycle Ideal Customer Profile Margin 136

SBI Growth

AUGUST 16, 2012

As a quota carrying sales rep, you have a number to hit. Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. Your prospects are doing the same.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

The Pipeline

MARCH 23, 2017

I was reminded of this while I was reading a piece in the Harvard Business Review , titled: “ The New Sales Imperative ” by Nicholas Toman, Brent Adamson and Cristina Gomez, the CEB team behind the Challenger Sales and Challenger Customer. This has inadvertently added complexity to the buying cycle and process.

Buyer 185

Buyer Face-to-face Vendor Buying Cycle 185

The Pipeline

JANUARY 4, 2016

As we work through the haze of celebrating the new year, sales people we can count on two things; first our new goals or quotas; second a barrage of posts and articles telling us how 2016 will be different, or trends that will impact us this year. into outputs ( Read sales ). By Tibor Shanto – tibor.shanto@sellbetter.ca .

Hiring 120

Hiring Sales Cycle Fashion Buying Cycle 120

Customer Centric Selling

NOVEMBER 12, 2014

Sales Tips: How to Get Past the First 20 Seconds. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Statistics from an AMA study found executives answer only 4% of prospecting calls. Unless mindshare is earned, prospects want to end calls at the earliest possible time.

Buying Cycle 81

Buying Cycle Energy How To Study 81

Crunchbase

MARCH 19, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. . However, this individual has not (yet) raised their hand to request sales intervention.

Lead Rank 98

Lead Rank Marketing Qualified Lead Company Sales Qualified Lead 98

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

The prospect says, “To make this decision I need more information about the optimum throughput rate on this unit. Her prospect is making a perfectly reasonable request, and she’s saying no. Is that any way to win a sale? How can you make it easier, not harder, for prospects to buy from you? Is Carol crazy?

Customer 59

Customer Analysis Buying Cycle B2B 59

Pipeliner

DECEMBER 13, 2022

Sales is a function that has always been associated with low efficiency. Some standard workplace automation tools include: Lead generation software: This software allows sales agents to manage leads easily by automating tasks such as data entry and email communication with potential customers. A McKinsey and Co.

Sales Cycle 52

Sales Cycle Outsourcing Services Lead Generation Scale 52

Sales Hacker

NOVEMBER 1, 2019

The problem in sales is that we tend to be “givers.” Use this template for a response to a prospect request: I am happy to do that. Brainstorm what your client has asked of you during the sales process, whether that’s discounts, proposals, trails, etc. Keep track as you go through the sales process.

Negotiation 86

Negotiation Discount How To Buying Cycle 86

Hubspot Sales

MAY 30, 2019

We know that best-in-class sales organizations use a consultative sales process. A sales process is consultative when the stages and actions align with the customer’s buying experience and are defined in terms of the customer relationship. Consultative Sales Process. But what does that really look like?

Sales Process 108

Sales Process Top of Funnel Lead Rank Sales Qualified Lead 108

Customer Centric Selling

DECEMBER 31, 2014

Sales Tips: Know the Difference Between Buyers - and Researchers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Recent studies would have you believe as much as 80% of buying activities are complete before salespeople are involved.

Research 92

Research Buyer Buying Cycle Vendor 92

Tony Hughes

SEPTEMBER 24, 2018

You must grit your teeth and boldly hang in there for that ninth month of an enterprise sales cycle on occasion. You can't sell fearfully because your prospects will not countenance it. The Challenger Sale' is a must read in this regard. Keep your own compass in the field of sales. Have a definite opinion.

Enterprise 79

Enterprise Enterprise Buying Cycle Travel 79

Janek Performance Group

DECEMBER 7, 2022

For sales pros, the status quo extends sales cycles and perpetuates no-decisions with buyers. Sales reps need fresh strategies to neutralize the status quo. This article provides the antidote to one of the most common ailments in sales. ” Prospects know their situation could be better.

Decision Maker 62

Decision Maker Face-to-face Buyer Scale 62

Allego

SEPTEMBER 29, 2020

This article appeared originally in Forbes. Successful virtual selling depends on using technology to nurture prospects, share information, conduct demos, and host meetings. Successful virtual selling depends on using technology to nurture prospects, share information, conduct demos, and host meetings.

Face-to-face 98

Face-to-face Ideal Customer Profile Conference Travel 98

Hubspot Sales

MARCH 27, 2018

Strengths and Weaknesses of a Sales Executive. Non-Supportive Buy Cycle vs. Ability to Differentiate. A few year ago, I published an article about GPCTBA/C&I, the sales qualification framework we use at HubSpot. 9 Sales Weaknesses That Prevent Salespeople From Fully Qualifying. Money weakness.

Sales Qualified Lead 108

Sales Qualified Lead Hiring Lead Rank Call-back 108

Customer Centric Selling

MAY 25, 2016

Sales Tips: Avoid "Inbounditis". over the last several years and couple it with the much touted “research” that has supposedly documented that 60% of the buying cycle is now completed prior to a salesperson being contacted and you get the perfect formula for “inbounditis.”. Need some help to increase sales?

Inbound 58

Inbound Decision Maker Buying Cycle LinkedIn 58

Customer Centric Selling

OCTOBER 15, 2014

Sales Tips: Don''t Wait for Opportunities - Find Them. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Consider some inherent limitations of inbound leads: Prospect organizations may not meet a desired prospect profile. Prospecting a pain?

Lead Rank 91

Lead Rank Lead Scoring Inbound Buying Cycle 91

The ROI Guy

MARCH 24, 2014

As technology buyers have changed, now more knowledgeable, empowered and in control of the purchase decision process, technology sales reps have not evolved to keep pace, this according to a recent article by Gartner. The evidence?

Buyer Persona 104

Buyer Persona Demand Generation Agencies Decision Maker Demand Generation 104

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. If they won’t buy today, you must develop a plan to stay in touch until they do. As it worked. For a time.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Anthony Cole Training

SEPTEMBER 24, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

The Pipeline

NOVEMBER 13, 2014

Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. Not only that but depending on who you are prospecting, it is important to note that some groups’ social media activity is in decline. These are people who of their own volition initiated a buying cycle.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Partners in Excellence

AUGUST 26, 2019

HBR recently published an article, “Why ‘Tell Them Something They Don’t Know’ Is Bad Advice In B2B Sales.” It’s key to capturing the attention and imaginations of our prospects and customers. It’s key to capturing the attention and imaginations of our prospects and customers.

Case Study 74

Case Study Buying Cycle Study Sales Enablement 74

Sales Hacker

MAY 8, 2020

But now that countless sales professionals are forced to make the transition for the first time, many face an entirely new set of challenges. There probably isn’t a more directly impacted area than the field sales rep. Key Challenges in Remote Sales: Connecting with prospects and coworkers. Delivering a great online demo.

Quota 77

Quota Social Media Face-to-face Follow-up 77