Partners in Excellence

DECEMBER 26, 2023

” I started in sales, about 5 years before emailing became popularized. Since there were a small number of people in the word processing group, with about 75 sales people competing for their attention, we could only got through that cycle once every few weeks, seldom sending more than 30 letters a shot.

Retention 126

Retention Maximizer Buying Cycle Social Media 126

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

Understanding the Sales Force

APRIL 15, 2013

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. OMG identifies weaknesses on its Sales Candidate Assessments that predict why someone who has all the greatest personality traits could be expected to fail. I guarantee that 74% of them will suck at sales too!

Research 291

Research Insurance Insurance Face-to-face 291

Customer Centric Selling

MAY 28, 2014

Sales Training Article: Access to Key Players Comes in Three Flavors. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Opportunities where top-down access occurs typically are shorter buying cycles with higher win rates. Need some help to increase sales?

Decision Maker 63

Decision Maker Buying Cycle Training Coaching 63

SBI Growth

FEBRUARY 16, 2013

A trend is emerging among Sales SVPs: they Make the Number every other year. And on and on the cycle goes. The right Marketing Methodology can enable you to break this cycle. In this article we’ll consider ONE Marketing Methodology. In sales, knowing when a prospect is in the market is the Holy Grail.

Marketing 317

Marketing Inbound Buying Cycle Guidelines 317

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. Why has automation failed to gain traction despite its obvious promise?

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

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

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention. Need some help with your sales performance?

Closing 61

Closing Training Buying Cycle Incentives 61

Customer Centric Selling

MAY 22, 2013

Sales Training Article: Premature Closes. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In creating and evolving CustomerCentric Selling®, a cornerstone of our methodology has been trying to provide superior buying experiences. Need some help with your sales performance?

Closing 45

Closing Training Buying Cycle Incentives 45

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. If you get a sale, learn what went right so you can repeat it and improve it. If you lose a sale, learn what you can do differently, so you can improve it.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Customer Centric Selling

APRIL 2, 2014

Sales Training Article: 2014 - So Far, So Good? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Now would be a good time to attend a sales training workshop to learn how you can save the year and make your number. Need some help with your sales performance?

Training 59

Training Buying Cycle Engineering Sales Cycle 59

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

JUNE 12, 2013

Sales Training Article: Confusing Activity with Progress. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company One of the major differences of sellers that will deliver their quota and those that can''t is having an understanding of the difference between activity and progress in opportunities.

Trade Show 53

Trade Show Training Demographics Face-to-face 53

SBI Growth

NOVEMBER 9, 2013

There is one factor that is extremely limiting to sales processes worldwide. A customized sales process is an excellent tool. You can do this by incorporating dynamic personas and buying process maps. You can do this by incorporating dynamic personas and buying process maps. Be helpful and not sales-y.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

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

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. Marketing organizations by default now own the top of sales funnels. I suggest organizations step back and consider that buying cycles start in one of two ways: 1. Bottom-up" selling is a path to long sales cycles and low win rates.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

Corporate Visions

AUGUST 6, 2020

The post Marketing is Moving Further Down the Sales Funnel by Leslie Talbot appeared first on Corporate Visions. If you’re a marketer, you’re responsible for more of the buying journey than ever before. Prominent industry analysts now say that 80 percent of the sales cycle happens in digital or remote settings.

Top of Funnel 90

Top of Funnel Funnel Marketing Influencer 90

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. The majority of our sales engagement strategies involve us in only the very latest stages of our customers’ buying journeys. And we see buying cycles reduce by 30-40%.

Competition 107

Competition Customer Buying Cycle Vendor 107

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

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

SBI

JULY 26, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Custom-branded professional sales presentations look terrific!

Trade Show 95

Trade Show Sales Enablement Webinar Metrics ROI 95

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

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

Smooth Sale

MARCH 1, 2022

Alternatively, eCommerce can be when a customer adds something to their cart or completes a sale. . And varying stages of the buying cycle exist within your prospective clientele. Each user will be on their unique journey and at different buying cycle stages. Sales Tips: Convert Your Website Traffic to Leads.

Lead Rank 78

Lead Rank Lead Scoring Sales Qualified Lead Leads 78

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. With that in mind, what if the salesperson monitored sales of used homes and did some research on zillow.com to find ones that were more than 20 years old?

Buying Cycle 81

Buying Cycle Energy How To Study 81

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. The Challenger Sale' is a must read in this regard. Keep your own compass in the field of sales. Study the classics, the sales pantheon and form your own opinion. Have a definite opinion.

Enterprise 79

Enterprise Enterprise Buying Cycle Travel 79

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. Confidence Bias.

Decision Maker 62

Decision Maker Lead Rank Lead Scoring Buyer 62

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

Pointclear

JANUARY 31, 2012

Tony also served in the role of Vice President in Sales and Marketing capacities for TRW, Knight-Ridder, and Compaq (HP). Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. He holds a B.S. in Business and an M.B.A. in Marketing Management.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

SBI Growth

AUGUST 16, 2012

As a quota carrying sales rep, you have a number to hit. Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next. The reality is that B2B buyers today will progress almost 60% of the way through the buying cycle before they ever engage a sales rep. Case and Point.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

SalesLoft

AUGUST 11, 2017

Between inconsistent pipeline management and difficult-to-track metrics, more and more modern sales leaders are putting standardized sales processes in place for their account executive teams. And the efficiencies gained from such effective sales processes can be huge. Define the Stages of the Buying Cycle.

Sales Process 52

Sales Process Buying Cycle Decision Maker Pipeline 52

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

Is that any way to win a sale? Well, yes, actually, according to authoritative research on the B2B sales process from the advisory firm Gartner Inc. The thing is, salespeople tend to assume that providing customers with more information makes it easier for them to buy from you. The New Sales Imperative. Is Carol crazy?

Customer 59

Customer Analysis Buying Cycle B2B 59

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

APRIL 30, 2014

Sales Training Article: Peer vs. Subordinate Relationships. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of StockImages at FreeDigitalPhotos.net When buyers and sellers talk for the first time, historical baggage and preconceived notions are in play.

Buyer 65

Buyer SME Buying Cycle Commission 65

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