article thumbnail

Sales Training Article: Time for a Post-Q1 Wakeup Call

Customer Centric Selling

Sales Training Article: 2014 - So Far, So Good? By John Holland, Chief Content Officer, CustomerCentric SellingĀ® - 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?

article thumbnail

Sales Tips: Are Your Sales Cycle Activities Planned or Random?

Customer Centric Selling

Sales Tips: Are Your Sales Cycle Activities Planned or Random? By John Holland, Chief Content Officer, CustomerCentric SellingĀ® - The Sales Training Company. Sellers run the risk of having long sales cycles that fall under their own weight because they are done ā€œbottom up.ā€. Need help making your number?

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Media Round Up

The Pipeline

In the March edition of Office Technology , published by Business Technology Association , published a piece on sales cycles and how to shorten them, titled “Shorter Sales Cycles” Click her for the PDF. On March 14, I will be on The Sales Management Issues interviews with Jonathan Farrington.

Media 227
article thumbnail

Successful Selling - Must You Demonstrate What You Know/Do?

Anthony Cole Training

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.

article thumbnail

Trust and the Rise of the Transparent Seller

Sales and Marketing Management

Today, the world of sales is once again shifting under our feet. Many in the sales world are worried about how technologyā€™s rapid advancement towards AI (Artificial Intelligence) will harm the sales profession. One 2015 Forrester article predicted that 95% of B2B sales jobs will be replaced by AI by 2020. .

Lead Rank 159
article thumbnail

How to Build Sales Compensation Plans that Increase Retention and Productivity

Sales Hacker

In this article, Iā€™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.

article thumbnail

Sales Training Article about Taking the Path of Least Resistance

Customer Centric Selling

Sales Training Article: Taking the Path of Least Resistance. Bottom-up" selling is a path to long sales cycles and low win rates. I believe the major reasons that sales cycles end in no decision are: No business goals are discovered. Need some help with your sales performance?