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?

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Closing Training Buying Cycle Incentives 45

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. Here''s Your Post-Q1 Wakeup Call. Miss your Q1 target?

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Training Buying Cycle Engineering Sales Cycle 59

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.

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Trade Show Training Demographics Face-to-face 53

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. Contact with Key Players within your accounts (whether or not new buying cycles start) is important.

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Revenue Buying Cycle Quota Account 68

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. Most vendors provide product training that points sellers toward educating buyers. Don''t lead with product." Brilliant, but Jeff never explained how.

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Training Outbound Inbound Vendor 53

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?

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Training Buying Cycle Hiring Vendor 45

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. I suggest organizations step back and consider that buying cycles start in one of two ways: 1. Take a look at the sales training workshops available to you and improve sales performance. Marketing organizations by default now own the top of sales funnels.

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Top of Funnel Training Lead Rank Lead Scoring 61

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.

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Groups Comparison Buying Cycle Exercises 156

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 old Challenger data shows customers typically involve vendors when they are about 60% through their buying process. We train our people in our products and their superiority. They may be more expensive.

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Competition Customer Buying Cycle Vendor 107

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. that can then be qualified as Champions.

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Decision Maker Buying Cycle Training Coaching 63

Customer Centric Selling

AUGUST 30, 2013

Sales Training Article: Why A Rising Win Rate Could be a Bad Sign. Instead, their buyer was engaging with sales later in their buying cycle. The frontline of the buying cycle is research and information gathering. Take a look at the sales training workshops available to you and improve sales performance.

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Training Buying Cycle Collateral Software 45

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.

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How To Buying Cycle Inbound Buyer 69

Zoominfo

MAY 25, 2021

Back in 1989, when hair metal music played on MTV and a lone protester famously stood in front of a tank in Tiananmen Square, the Harvard Business Review published an article that explored how automation was ready to boost marketing and sales teams. Why has automation failed to gain traction despite its obvious promise?

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Marketing Decision Maker Telecommunications Lead Rank 130

No More Cold Calling

AUGUST 16, 2018

Read the rest of the article.). McKinsey also created a template of what this human/digital communication preference looks like throughout the buying cycle, based on their surveys of business buyers. Companies need to create the human-digital blend that is most appropriate for their business and their customers.

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Fashion Buying Cycle Social Media Survey 219

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. Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). This is not a DIYS project!

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Decision Maker Consultative Selling Buying Cycle Proposal 268

Customer Centric Selling

SEPTEMBER 23, 2015

Sales Tips: New Salespeople In-Training? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my experience sellers historically have been most aggressive and annoying at the start of buying cycles in trying to get in the door and at then end of buying cycles with high-pressure closes.

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Top of Funnel Training Buying Cycle Funnel 40

Customer Centric Selling

JANUARY 15, 2014

Sales Training Article: Where Have Inbound Column "A" Opportunities Gone? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net It''s amazing how technology has affected our business and personal lives. and engage with today''s buyer.

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Inbound Opportunity Vendor Buying Cycle 53

MTD Sales Training

DECEMBER 7, 2017

10) Discover the prospect’s buying cycles. 21) Technology is changing the buying cycles of buyers, so build your knowledge of all the technological advances in your industry. MTD Sales Training. The post 33 Sales Tip & Techniques appeared first on MTD Sales Training. Happy Selling! Sean McPheat.

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Buying Cycle Cold Calling Call-back Follow-up 169

Customer Centric Selling

MARCH 26, 2014

Sales Training Article: "Send Me Some Info". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sign-up for one of these sales training workshops to learn how to better engage with prospects. You''ll be better served not to assume that the buying cycle is moving forward.

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Training Buying Cycle Call-back Sales Cycle 66

Smooth Sale

MARCH 1, 2022

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. Learn about the problems prospects face and what they need at the different buying cycle stages. Nurturing the effort takes time.

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Lead Rank Lead Scoring Sales Qualified Lead Leads 78

Customer Centric Selling

NOVEMBER 13, 2013

Sales Training Article: Rethinking the Seller''s Role in Complex Sales. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Extensive product training allowed sellers to "teach" buyers. Given the changes in buying, it may be an opportune time to take a fresh look.

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Training Airlines Buying Cycle Vendor 55

Customer Centric Selling

FEBRUARY 6, 2013

Sales Training Article: Coordinating Silos By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation of the IIWII articles series; read last week's article here. This article is part of the "It Is What It Is" (IIWII) article series.

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Training Collateral Sales Qualified Lead Buying Cycle 58

Customer Centric Selling

JANUARY 16, 2013

Sales Training Article: "It Is What It Is" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company The naïve enthusiasm of youth fades as we age. By leveraging the Internet and social networking buyers are getting further into buying cycles without the influence of salespeople.

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Training Ideal Customer Profile Hiring Buying Cycle 58

Customer Centric Selling

OCTOBER 16, 2013

Sales Training Article: What NOT to Say. John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Imagery Majestic at FreeDigitalPhotos.net Most sellers, sales managers and executives of vendor organizations are rightfully concerned about what is said during buyer interactions.

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Majestic Training Negotiation Buying Cycle 49

Customer Centric Selling

OCTOBER 30, 2013

Sales Training Article: Aligning with 80% of Your Market. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stuart Miles at FreeDigitalPhotos.net Challenger Sale has created a great deal of buzz in the sales training space over the last year or so.

Training 49

Training Marketing Vendor Buying Cycle 49

Allego

JUNE 28, 2023

This article originally appeared on Sales Hacker. Six in 10 of today’s tech buyers are millennials, and they hold the largest number of decision-making roles in corporate buying. Technology, market conditions and buyer needs will evolve, so your teams will need regular training.

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Buyer How To Face-to-face Cold Calling 62

Customer Centric Selling

MARCH 6, 2013

Sales Training Article: Penny Wise or Pound Foolish? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII series.

Training 49

Training Top of Funnel Sales Qualified Lead Face-to-face 49

Customer Centric Selling

MARCH 13, 2013

Sales Training Article: If You Build It, Will They Buy? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series.

Training 55

Training Face-to-face Buying Cycle Sales Methodology 55

SBI

JULY 26, 2018

Administer to Expert: Our beta testing methodology and training ensure your administrators get the help and expertise they need. Deployment & Training: Multiple options for both deployment and training ensure your sales teams are ready to go! Nancy: Who benefits most from your solution?

Trade Show 95

Trade Show Sales Enablement Webinar Metrics ROI 95

Customer Centric Selling

AUGUST 28, 2013

Sales Training Article: The Well-beaten Path to Mediocrity. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro from FreeDigitalPhotos.net While claiming to be customer-centric most vendors have an inward looking focus on products and services they offer.

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Outsourcing Services Training Buying Cycle Hiring 45

Anthony Cole Training

JULY 28, 2010

Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Current Articles. | At Anthony Cole Training in our Effective Selling System, we call this the TMR (Time, Money, Resources) step. Inspiration (1).

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Hiring Buying Cycle Ideal Customer Profile Margin 136

Customer Centric Selling

NOVEMBER 12, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The early stages of buying cycles will be more successful if sellers create curiosity and incremental interest from prospects. Sales Tips: How to Get Past the First 20 Seconds. Image courtesy of Stuat Eman at FreeDigitalPhotos.net.

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Buying Cycle Energy How To Study 81

Customer Centric Selling

DECEMBER 31, 2014

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. The Good Buying cycles initiated proactively by competent sellers start at Key Player levels.

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Research Buyer Buying Cycle Vendor 92

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.” As an example, recently I worked with a team that had been trained to deliver insight. They knew what to say, because they had been trained and scripted in saying the words.

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Case Study Buying Cycle Study Sales Enablement 74

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

So how do you go about making it easier for prospects to buy throughout the sales process? Gartner recommends conceptualizing your customers’ buying cycle as a three-stage journey. In the Late Stage , buyers consider options such as financing, delivery, training and maintenance contracts. A 3-stage journey.

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Customer Analysis Buying Cycle B2B 59

Sales Training Connection

SEPTEMBER 9, 2013

Because of the foundational nature of this idea, it is always a good idea to pay attention when someone adds new insight about how customers buy. In a McKinsey article asked a fundamental question – Is the buying cycle linear? In an HBR article Steve Martin reported on a win-loss analysis study.

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Buying Cycle Study Sales Process Proposal 120

Sales Hacker Training

MAY 8, 2023

Technology, market conditions and buyer needs will evolve, so your teams will need regular training. Related: How to Design a High-Performing Sales Enablement Program Create personalized buying experiences Providing a virtual experience is all well and good, but now everyone is doing it.

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Buyer How To Face-to-face Sales Enablement 52