Understanding the Sales Force

JULY 20, 2012

Understanding the Sales Force by Dave Kurlan I was asked to comment on an article called The End of Solution Selling , which appeared in Harvard Business Review. The article was generally right on, but it also included several things that irritated me enough to question them and the article.

Face-to-face 169

Face-to-face Solutions Selling Discount Consultative Selling 169

InsideSales.com

OCTOBER 24, 2019

? ?. Read on to learn how the prospect theory can help you move from product and solution selling to value selling. RELATED: Creating Value for Customers – 5 Strategies for Value Selling. In this article: How the Shift from Product and Solution Selling to Value Selling Began.

Solutions Selling 58

Solutions Selling Up-Sell Conversion Strategy 58

No More Cold Calling

JUNE 22, 2017

Is Your Solution Selling Strategy Working? Based on my experience with thousands of solution selling training program participants, here are a few signs that your B2B sales strategy needs a review and re-work: Lagging Growth: You are not growing as fast as your competitors or your industry. By Tris Brown.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

Pointclear

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Will Google Glass Revolutionize Buying and Selling? In this article, Gerhard Gschwandtner raises an interesting question about Google’s latest technology, Google Glass. Via Selling Power Blog. Via Solution Selling.

Quota 213

Quota PointClear B2B Face-to-face 213

Vengreso

JUNE 6, 2023

We will explore various aspects such as developing a winning mindset, consistently prospecting for new opportunities, and engaging in meaningful conversations with potential clients. Consistently Prospect for New Opportunities Use social media, industry events, email campaigns, cold calling, and referrals to find new prospects.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Hubspot Sales

JUNE 22, 2018

Prospecting is hard for most salespeople. In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. They are also top-notch experts at prospecting. So, without further ado, here are 45 tips on prospecting from three of my favorite sales experts.

Buyer 109

Buyer Prospecting Top of Funnel Ideal Customer Profile 109

Pointclear

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keep your sales team motivated including offering performance bonuses, encouraging good-natured competition and providing valuable support, according to the entrepreneurs surveyed in this article. Try outbound prospecting.

Hiring 174

Hiring PointClear B2B Outbound 174

Gong.io

DECEMBER 19, 2022

In doing so, buyers see your reps as trusted advisors who cut through all of the information in the market to help them find the best solution. This article will cover how you can implement value selling into your processes and close bigger deals. What is value selling?

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

Understanding the Sales Force

JANUARY 14, 2014

Another Sales Methodology article that I wrote was, Baseball''s Huge Impact on Sales Performance. This also had a math equation within it: Sports is to Selling as Baseball is to Consultative Selling as Pitching and Defense are to Baseline Selling. I''ve written about Sales Methodology before.

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

Customer Centric Selling

APRIL 29, 2013

Sales Training Article: 3 Profit-Killing Beliefs about Selling By Geoffrey James, INC. Sales Source If your beliefs about selling are broken, your company will fail, sooner rather than later. Selling requires pitching the product. Unless you line up those two priorities, your numbers will inevitably decline.

Training 45

Training Referrals Up-Sell Solutions Selling 45

Frontline Selling

NOVEMBER 29, 2022

Millions of professionals use LinkedIn for prospecting, thought leadership and engagement, with the hopes of piquing the interest of a prospective client. Are you in sales or consultative selling; in other words, are you solution selling? There are thousands and thousands of articles to from which to choose.

LinkedIn 52

LinkedIn Ideal Customer Profile Retail Social Media 52

Understanding the Sales Force

JUNE 20, 2014

Customer-Centric/Customer-Focused Selling Of course salespeople must be more focused on the customer and prospect. When it comes to selling consultatively, most salespeople, including the entire bottom 74%, are either not doing this at all or not doing it anywhere near how it should be done. That''s just plain stupid!

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275

Adaptive Business Services

MARCH 23, 2022

Magazine and others who regularly publish “This is How I Work” articles, which I love to read …. welcome to “How I Work It – Social Selling”. There is a lot of confusion, particularly with B2B, regarding how to implement social selling. I used to help teach Solution Selling at an ERP software company.

Social Selling 101

Social Selling Social Media Twitter Networking 101

Vengreso

APRIL 10, 2022

Are your sellers using a sales methodology to guide them, step-by-step, in their daily prospecting and closing sales activities? However, most sales methodologies and most sales teams do not subscribe to a sales method that covers prospecting. Most, however, do not cover the prospecting phase. SPIN Selling. SNAP Selling.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

Janek Performance Group

JULY 6, 2022

Then it dawned on me, with consultative selling, solution selling, and value selling, and a plethora of others, why hadn’t anyone developed “Perspicacious Selling?” In other words, instead of the sales rep talking about their product or solution, they listen to the buyer’s point of view.

Sales Methodology 62

Sales Methodology Face-to-face Penetration Buyer 62

Sales Hacker

JUNE 11, 2019

Conceptual Selling. Consultative Selling. Customer-Centric Selling. Inbound Selling. NEAT Selling. SNAP Selling. Solution Selling. SPIN Selling. Target Account Selling. The Sandler Selling Method. Value Selling. Consultative Selling. Command of the Sale.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

Highspot

JANUARY 9, 2024

In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. This makes B2B sales training more important than ever.

B2B 52

B2B Training Top of Funnel B2C 52

Crunchbase

AUGUST 12, 2022

In this article, we’ll discuss what a career in tech sales looks like and tips to succeed in the role. Tech sales involves selling software as a service (SaaS) solutions to other businesses. That could be anything from CRM software to sales prospecting software. What is tech sales really about?

Salary 52

Salary How To Software Software 52

Sales Hacker

JUNE 19, 2019

Transactional selling. Solution selling. Consultative selling. Provocative selling. Here’s just a taste of what’s possible when you use chatbots for lead gen … At their most basic, you can automate chatbots to interact with prospects and qualify them as leads. Here’s how it works…. For example….

Campaigns 94

Campaigns Top of Funnel Lead Gen Scale 94

Tony Hughes

JUNE 4, 2019

You cannot sell to someone who is unable to buy. Unless someone has a problem and the necessary money and the authority to commit; they are not a prospective customer. In addition to this; the sales person, their team, methodologies and ability to deliver are essential elements of any solution.

Enterprise 78

Enterprise Enterprise Ideal Customer Profile Banking 78

LeadFuze

SEPTEMBER 30, 2021

It is a selling strategy that is frequently founded on a particular understanding of client psychology. It establishes the manner in which you should engage prospects and the language you should use with them. Once they are disclosed, sales representatives can determine if the solution is a good fit for the prospect.

Sales Methodology 52

Sales Methodology Ideal Customer Profile Sales Qualified Lead Lead Rank 52

Miller Heiman Group

OCTOBER 17, 2019

The article also cites other studies agreeing that sales strategies based on building relationships are critical for closing deals. The technique may backfire, because “when a salesperson challenges a prospect—particularly a new prospect—there is a strong potential for distrust and dissatisfaction to emerge.”.

Customer 51

Customer Face-to-face Scale Journal 51

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Based on the chapter, The Truth About Sales, from my new book, The Truth About Leads , this article looks at improving performance in the three “art of sales management” areas.

Sales Management 153

Sales Management Hiring Territories Compensation 153

PandaDoc

JANUARY 17, 2023

In this article, we’ll look at the details of capture planning, review its benefits, and guide you through a step-by-step process to create a winning capture plan and sign more deals in 2023. Through capture planning, you get to know each prospect and forge a relationship with them even before they make a purchase. Competitor analysis.

Closing 52

Closing Proposal Negotiation Analysis 52

Hubspot Sales

FEBRUARY 13, 2018

Use social media to find prospects you can help. Inbound sales is a way to identify and connect with prospects that leverages the inbound mindset of building relationships way before someone is ready to buy. Most successful salespeople already practice some version of solution selling. How do I generate leads?

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Leads 111

LeadFuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? A discovery meeting is an initial discussion with a prospect to figure out what they need and how your product can meet their needs. When you call a prospect, the successful meeting starts before picking up the phone. What You Should Do Prior To A Discovery Meeting.

Meeting 52

Meeting Hiring Advertising Advertising 52

The Ultimate Sales Executive Resource

FEBRUARY 18, 2013

For those knowing the industry, it is a clear message: If you criticize the Challenger Sales Model, you risk being seen like those trainers critiquing SPIN Selling in an attempt to protect their turfs. The article published in the Harvard Business Review on the Challenger Sales Model is another element of how the book is marketed.

Airlines 56

Airlines Solutions Selling System Sales Methodology 56

Sales Hacker

APRIL 18, 2018

Most salespeople are comfortable with this part of the conversation which is why the focus of this article is on the meeting opening. Check out Ed Wal’s book on Solution Selling . ILPA is about control but the components of ILPA guides your prospect on how to respond. What is a Meeting Opening? 1) Introduction.

Influencer 44

Influencer Meeting How To Prospecting 44

The ROI Guy

FEBRUARY 1, 2018

Anyone in technology sales who’s implemented or is considering the Challenger approach worries about how sales reps could be perceived by prospects. And the buyers who prefer this approach jumps to 50% when you are selling to the IT and marketing departments. Source: HBR article by Steve W.

Decision Maker 49

Decision Maker Buyer Solutions Selling Research 49

InsideSales.com

NOVEMBER 25, 2019

An oldie but definitely still a goodie, this traditional SPIN Selling method can help you earn more clients in no time! In this article: What Is SPIN Selling? SPIN Selling Background. SPIN Selling Training Tips. SPIN Selling Background. What is the procedure you follow for prospecting?

Conversion 63

Conversion Face-to-face How To Lead Rank 63

PandaDoc

APRIL 3, 2023

In this article, we’ll be concentrating on the latter: the sales playbook and its role in the sales cycle. In this article, we’ll give you a step-by-step blueprint for creating and maintaining a winning sales playbook for your team. Closing play In this play, explain how to close a deal with prospects who are ready to buy.

Buyer Persona 52

Buyer Persona How To Guidelines Top of Funnel 52

Sales Hacker

MARCH 2, 2020

The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling. Agile Selling. Spin Selling. Sales Development and Prospecting. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

InsideSales.com

MARCH 31, 2020

In this article: A Business Needs to Have a Sales Process Map. Sales process basically refers to the steps sales professionals follow from prospecting to closing a deal with a customer. By establishing a structured sales process to follow, turning a prospect into a closed client becomes easier to do for salespeople.

Sales Process 65

Sales Process Sales Methodology Lead Rank Government 65

Vengreso

JULY 10, 2023

Sales can be a complex and challenging field, as professionals may encounter a variety of challenges, including competition, limited time for selling (aka admin time), lack of response from prospects, extended sales cycles, inadequate qualified inbound sales leads , and rejection. This can also be called virtual selling.

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

SBI

NOVEMBER 13, 2012

If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. You’ll find articles, book reviews, webinars, and an “ask the expert” feature. Membership to the association is free.

Lead Management 114

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 114

The ROI Guy

AUGUST 26, 2010

I recently read a great blog post, Sell the Problem, by renowned Marketing Guru and Author Seth Godin. In this article Seth explains how "No business buys a solution for a problem they don't have." Seth explained a great example, of how an architectural firm was struggling to sell space utilization optimization services.

Lead Rank 40

Lead Rank Lead Scoring Proposal Buyer 40

Tony Hughes

MARCH 13, 2018

Interview one hundred clients and prospects about the challenges they face in the sector where your solutions [be they product or services] are most relevant. Be stringent about pushing articles and spam to the promotions tab. I'm a proponent of it because it allows for passive tracking of executive prospect's streams.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63