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. I suggest organizations step back and consider that buying cycles start in one of two ways: 1. 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

APRIL 10, 2013

Sales Training Article: Competition. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In my first year of selling I worked for a company that had a competitive analysis group. For sellers doing bottom up sales, that means it starts almost immediately.

Competition 45

Competition Training Analysis Buyer 45

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. By John Kearney, Sales Benchmark Index (SBI) Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. A social sales organization could have prevented this.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

Customer Centric Selling

JULY 17, 2013

Sales Training Article: Prospects within Your Customer Base By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Most everyone in sales appreciates how difficult it is to secure new clients. There is no mention of whether that Key Player works for a client or a prospect.

Training 53

Training Prospecting Customer Vendor 53

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? A survey by Sales Benchmark Index showed 52% of sales cycles driven by sellers result in no decision. Prospects either decided not to move ahead with any of the vendors they talked to or tried to address their issues with internal initiatives.

Training 45

Training Buying Cycle Hiring Vendor 45

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. Duration: 15 to 30 Days.

Top of Funnel 73

Top of Funnel Revenue Engineering Funnel 73

Customer Centric Selling

APRIL 12, 2013

Sales Training Article: How the Big Deal Review Will Rescue Your 2013 By Greg Alexander, Sales Benchmark Index (SBI) 41% of b2b sales organizations missed the Q1 revenue target. We perform dozens each quarter directly with the prospects. The sales cycle in a complex sale is between 6-12 months.

Training 45

Training Scale Quota B2B 45

The Pipeline

NOVEMBER 25, 2011

This year again, I have the honour and privilege to be nominated in five categories alongside some great sales thinkers, and friends. While each category will have a winner, the real winners are the readers who have the chance to take insight from these sales experts. Prospecting. Random Walk Down Sales Street.

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Pipeline Webinar Metrics Marketing Hiring 215

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. Companies that live in the second half of the sales cycle will increasingly find themselves in a competitive battleground.

Training 45

Training Buying Cycle Collateral Software 45

Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. What Does the B2B Sales Process Look Like? What is B2B Sales Training?

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B2B Training Top of Funnel B2C 52

The Pipeline

AUGUST 5, 2011

For more information on each one and to see more choices for each category, check out the original article here: [link]. You can see her articles regularly on the Software Advice blog. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales Tool.

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Pipeline Hiring Travel Twitter 275

Customer Centric Selling

SEPTEMBER 10, 2014

It caused me to wonder what impression a prospect wandering in off the street would have. My concern is that terms used internally by sales management and sellers may be used externally with prospects and customers. The second is the phrase “sales cycle.” Need some help to increase sales?

Hiring 74

Hiring Face-to-face Buying Cycle Sales Cycle 74

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. Need some help with your sales performance?

Training 66

Training Buying Cycle Call-back Sales Cycle 66

Anthony Cole Training

JULY 20, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

Customer Centric Selling

SEPTEMBER 21, 2016

I wish I had the wisdom back then to encourage all of my staff to look a sales cycle ahead to evaluate whether their pipelines were sufficient to deliver the numbers needed for them to be YTD against quota or better. Read more sales training articles. Make 2017 a better year by making these changes NOW.

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Sales Cycle Inbound Pipeline Quota 40

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. View our updated calendar of 2014 sales training workshops.

Collateral 55

Collateral Negotiation Proposal Vendor 55

Customer Centric Selling

DECEMBER 31, 2014

A Sales Benchmark Index study concluded 52% of sales cycles result in “no decision” meaning that no vendor is awarded the business. This statistic causes me to wonder what percentage of “buying cycles” initiated by researchers result in no decision.

Research 92

Research Buyer Buying Cycle Vendor 92

Anthony Cole Training

MARCH 19, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 136

Hiring Ideal Customer Profile Motivation Webinar Metrics 136

The Pipeline

APRIL 27, 2011

Review & discuss a new perspective, blog post or article you found. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings.

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Sales Meeting Pipeline Meeting Hiring 251

Women Sales Pros

MARCH 22, 2019

Now before you put this article down because it’s beginning to sound like doomsday, know that a down shift in the economy is not necessarily a bad thing in fact it is a very normal thing. Increase Sales – the tougher the economy, the longer the sales cycle. The two go hand-in-hand, so you need to be prepared.

How To 93

How To Top of Funnel Energy Face-to-face 93

Sales Hacker

AUGUST 28, 2018

This article outlines the results of a B2B Buyer Experience survey by TimeTrade. Post-sale, the numbers were equally stark. Given the growing importance of customer experience in today’s market, as well as the increased complexity of many B2B sales cycles , these numbers are a significant red flag. Top 3 Key Takeaways.

Buyer 79

Buyer B2B B2C Survey 79

Anthony Cole Training

SEPTEMBER 21, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 159

Hiring Ideal Customer Profile Webinar Metrics eBook 159

Product Management University

JULY 26, 2021

These are easy-come, easy-go prospects that have merely been tasked to go create a candidate list of vendors to be evaluated. Bottom line: determine the percentage of these demos that turn into qualified prospects, and wins. Related Articles here. Salespeople love the REQUEST A DEMO button. It becomes a crutch.

Top of Funnel 52

Top of Funnel Sales Qualified Lead Proposal Decision Maker 52

The Pipeline

APRIL 29, 2011

Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. Sales gurus tell us that getting more sales is all about your “activity,” but is it? Myth #1 Sheer Activity is the Only Thing That Matters in Sales.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Anthony Cole Training

FEBRUARY 24, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 137

Hiring Ideal Customer Profile Sales Coaching Coaching 137

Sales Hacker

OCTOBER 26, 2020

Creating a high-performing sales culture can establish the groundwork for success. Sales Acumen: Talk to employees about target prospects, how to find them, and the general sales cycle. Does your sales onboarding program include role-specific, on-the-job, and peer mentoring throughout the learning experience?

Sales Enablement 104

Sales Enablement Top of Funnel Hiring Ideal Customer Profile 104

Customer Centric Selling

JANUARY 4, 2015

Clean House Consider sending return receipt requested withdrawal letters to prospects for proposals that have been out there too long. The two most likely outcomes: The prospect doesn’t contact you. The prospect contacts you and explains where things stand with your proposal. Remove that proposal from your pipeline.

Proposal 40

Proposal How To Face-to-face Vendor 40

Customer Centric Selling

OCTOBER 6, 2015

Upon hearing about this concept years ago in one of my workshops, a student approached me at a break and realized in trying to sell software to a heating oil distributor, he had lost a software sale to a delivery truck! Listen to Social Selling evangelist, Jill Rowley, in Episode 20 of Sales Rehab!

Vendor 40

Vendor Cancellation Proposal Software 40

HeavyHitter Sales

JULY 1, 2011

Here’s one of my recent Harvard Business Review articles about the Seven Personality Traits of Top Salespeople.   If you ask an extremely successful salesperson, “What makes you different from the average sales rep?” Conversely, top salespeople take command of the sales cycle process in order to control their own destiny.

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Study Lead Rank Lead Scoring Penetration 163

The Pipeline

MARCH 18, 2011

There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. We should team up for the ultimate “outrageously irreverent” sales conference. Gutsy article, and absolutely accurate. Prospecting.

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Pipeline Twitter Top of Funnel Hiring 322

LeadBoxer

FEBRUARY 4, 2019

With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. So, what are B2B sales, and how are they different from B2C sales? In this article, you’ll learn how businesses use varying strategies to sell to each other and what type of software they can use.

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B2B Top of Funnel Decision Maker B2C 91

Customer Centric Selling

MARCH 2, 2016

Much later in the sales cycle there may be attempts to call higher levels, but most sellers will struggle in their efforts to establish value during these calls. If value isn’t uncovered, the sales cycle will come to an abrupt end, as it should. Both prospect and vendor organizations benefit by taking this approach.

Vendor 40

Vendor How To Enterprise Enterprise 40

Customer Centric Selling

SEPTEMBER 2, 2015

Sales Tips: How to Avoid Pitfalls When Navigating Upward. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. During sales cycles with new accounts sellers that win the business usually gain access to Key Players within organizations that are involved early and late in buying cycles.

How To 40

How To Buying Cycle Vendor Sales Cycle 40

The Pipeline

APRIL 1, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Cold calling , Communication , Guest Post , Productivity , Prospecting , Sales Strategy , Sales Technique , Voice mail , execution. Stop the whining and start seeing the opportunity it provides to “touch” the prospect. Prospecting. Sales Cycle.

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Pipeline Twitter Call-back Cold Calling 223

The Pipeline

JULY 4, 2011

The Pipeline Renbor Sales Solutions Inc.s 3 Ways To Reduce Friction In A Cold Call – Sales eXchange – 104. Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. Sales eXchange , Tibor Shanto. RT @Renbor 3 Ways To Reduce Friction In A Cold Call [link] #B2B #Sales #prospecting.

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Cold Calling Pipeline Hiring Twitter 256

Your Sales Management Guru

AUGUST 3, 2012

I put it in my to read file and as I fly to Hong Kong (16 hours) to lead a clients sales leadership workshop I pulled it out to read and contemplate. As a salesperson and sales manager for many years I clearly understand the concepts and logic behind a solution sale. At 35,000 feet it woke me up. Are their agile?

Ideal Customer Profile 72

Ideal Customer Profile Sales Leadership Sales Methodology Commission 72

The Pipeline

MARCH 2, 2012

Sales Skills , Tibor Shanto. Good article and good food for thought. Much easier to show value to a customer than to a prospect. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects. Via @renbor Put Price in its Place [link] #sales. Prospecting.

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Pipeline Twitter Lead Rank Lead Scoring 237