Customer Centric Selling

JUNE 26, 2013

Sales Training Article: Adaptive Sales Organizations. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company The great baseball pitcher Satchel Page is credited with the quote: “Don’t look back. Need some help with your sales performance?

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Training Sales Qualified Lead Quota Sales Cycle 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. Sales cycles that begin with an online referral are closing more rapidly. Need some help with your sales performance?

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Social Selling Top of Funnel Training Case Study 45

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. A final thought: With sellers involved 52% of sales cycles end in no decision. Need some help with your sales performance?

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Training Buying Cycle Hiring Vendor 45

The Pipeline

SEPTEMBER 19, 2011

The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. Given that, why train them?

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ROI Pipeline Training Twitter 243

Customer Centric Selling

JUNE 10, 2015

Sales Tips: Are Your Sales Cycle Activities Planned or Random? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sellers run the risk of having long sales cycles that fall under their own weight because they are done “bottom up.”. S ave your seat now!

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Sales Cycle Buying Cycle Vendor Negotiation 40

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. The sales cycle in a complex sale is between 6-12 months. The 80/20 rule in B2B sales is very real.

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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?

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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.

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Anthony Cole Training

MARCH 4, 2014

In order to increase sales, it is important to understand how these root causes affect the bottomline. The article, "Believe Me, I Have No Idea What I"m Talking About" by Zak Tormala, does a wonderful job exposing how these "records" can actually cause a sales person or marketer more harm than good.

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Decision Maker Analysis Education eBook 180

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Ramp-ups should also reflect your sales cycle.

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Compensation Retention Hiring Commission 86

Carew International

APRIL 1, 2021

Some, on the other hand, may have very little sales experience and avoid getting involved at all. So, what is the right approach when team selling alongside your sales professionals? If you have spent enough time in sales, you have probably witnessed (or can personally relate) to all of them. When CEOs Make Sales Calls.

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Study Face-to-face Policies Sales 84

Customer Centric Selling

DECEMBER 18, 2013

Sales Training Article: Reducing Year-end Stress. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of David Castillo Dominici at FreeDigitalPhotos.net One definition of skill mastery is technique under pressure. Need some help with your sales performance?

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Training Quota Face-to-face Margin 55

Customer Centric Selling

NOVEMBER 6, 2013

Sales Training Article: Motivation Absent Requisite Skills. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stuart Miles at FreeDigitalPhotos.net A few years ago I spoke at a sales conference. Lower entry points result in lower win rates.

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Customer Centric Selling

NOVEMBER 15, 2013

Sales Training Article: Rethinking the Seller''s Role in Complex Sales - Continued. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of hin255 at FreeDigitalPhotos.net This article is a continuation of our last blog post that can be read here.

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Training Vendor Buyer Lead Rank 49

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. Need some help with your sales performance? Prove your capabilities.

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Training Prospecting Customer Vendor 53

Customer Centric Selling

MAY 7, 2014

Sales Training Article: Who Buys? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sign-up for a sales training workshop to learn how to better navigate sales cycles and improve sales performance. Human Element in Sales'

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Janek Performance Group

NOVEMBER 1, 2022

Are you a CEO, VP of Sales, or Chief Revenue Officer feeling pressured because your company missed its numbers last quarter? If your company needs to find new sales this quarter, this article is for you. It explores the current sales environment and what companies can do to increase their win rates in the next 90 days.

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Buyer Call-back Lead Rank Lead Scoring 62

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. Check back next week for the next article! VP Marketing.

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Training Collateral Sales Qualified Lead Buying Cycle 58

Customer Centric Selling

DECEMBER 24, 2014

Sales Tips: Qualify Before Requesting a "Four-Legged" Sales Call. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my first sales management position I soon noticed that one of my salespeople seldom made calls alone.

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Engineering Sales Cycle Resources Sales 81

Customer Centric Selling

AUGUST 14, 2013

Sales Training Article: Establishing Value. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company When I started my selling career, my manager insisted that each proposal contained a cost vs. benefit analysis. Need some help with your sales performance?

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Training Decision Maker Buyer Proposal 45

Customer Centric Selling

DECEMBER 9, 2013

Sales Training Article: The Sales SVP Guide to Finishing the Fiscal Year. By Mark Synek, Sales Benchmark Index (SBI) For most of us, the fiscal year ends just 29 days from today. How should the top sales leader in the company utilize this limited time? Download the SBI Sales SVP New Year''s Guide here.

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Training Policies Channels Incentives 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. Sales Bloggers Union. Sales Compensation. Sales Cycle.

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Pipeline Webinar Metrics Marketing Hiring 215

Customer Centric Selling

MAY 3, 2013

Sales Training Article: Get to the Point By Geoffrey James, INC. Sales Source If you''ve got something to say, say it in as few words as possible. Translation: "We must measure whether or how much our sales training programs increase our revenue." Need some help with your sales performance?

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Training Sales Cycle Follow-up Account 45

Customer Centric Selling

JUNE 14, 2013

Sales Training Article: Top Ten Mistakes that Kill Sales Calls. By Scott Gruher, Sales Benchmark Index (SBI) Sales Leaders miss or make the number one sales call at a time. Sales leaders can control the quality of sales calls every day. Need some help with your sales performance?

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Training Objections Coaching Lead Rank 74

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. How many actual opportunities by sales person is that?

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Quota Training Hiring Demand Generation Targets 53

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. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Meetings.

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Pipeline Hiring Travel Twitter 275

Customer Centric Selling

SEPTEMBER 21, 2016

Sales Tips: Marathon vs. Sprints. By John Holland , Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sales can be viewed as a series of races that end December 31 st and start the very next day. Read more sales training articles.

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Sales Cycle Inbound Pipeline Quota 40

Customer Centric Selling

JUNE 26, 2014

Sales Tips: How to Accelerate Sales and Buying Cycles. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Take a look at the sales training workshops available to get started and improve sales performance.

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Buying Cycle Discount Energy Incentives 76

The Pipeline

MARCH 30, 2011

To get more insight on that, you can read a related article “ Working Backwards From Your Goal To Get Ahead “ Look forward to your comments, and invite you to visit our YouTube Channel to view other SellBetter sales videos. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

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Pipeline Prospecting Cold Calling Sales Qualified Lead 222

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?

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Hiring Ideal Customer Profile Webinar Metrics eBook 136

Customer Centric Selling

APRIL 3, 2013

Sales Training Article: "It's Deja Vu All Over Again" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Yogi Berra's quote brings to mind the obligatory pipeline review managers do with their salespeople toward the end of the month. It will just fill and waste air time.

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Pipeline Training Face-to-face Quota 45

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. Bottom-up selling makes long sell cycles and lower win rates more likely. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

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Customer Centric Selling

MARCH 20, 2013

Sales Training Article: Electronic Starts to Buying Cycles 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.

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The Pipeline

APRIL 27, 2011

No matter how you present it, ensure the customer has a place at the sales meeting table on a regular basis. Review & discuss a new perspective, blog post or article you found. Training and learning is an everyday thing for the best salespeople in the world. Sales Bloggers Union. Sales Compensation. Sales Tool.

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Customer Centric Selling

SEPTEMBER 10, 2014

Sales Tips: "Search and Replace" These Two Common Terms. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The second is the phrase “sales cycle.” ” My suggested substitute is “buying cycle.” Need some help to increase sales?

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Hiring Face-to-face Buying Cycle Sales Cycle 74

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

Customer Centric Selling

APRIL 22, 2013

Sales Training Article: 5 Ways to Measure Your Sales Process By Patrick Seidell, Sales Benchmark Index (SBI) You’ve invested in the technology. You’ve trained the entire sales organization. The sales process is finally out in the field. Rolling out a new sales process is tough work.

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