Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Hubspot Sales

NOVEMBER 14, 2022

Business acumen training can help your team build this tool kit. In this article, we’ll explore the fundamentals of business acumen training. That includes who should participate in this training, the benefits of these programs, and the different types of courses available. The Benefits of Business Acumen Training.

Training 67

Training Scale Hubspot Lead Rank 67

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. In this article, find the ethical concerns and best practices for using AI. Plus, insights from sales experts who are knowledgeable and passionate about using AI in sales ethically.

Training 94

Training Policies Guidelines How To 94

Anthony Cole Training

MAY 19, 2023

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

Sales Management 226

Sales Management Hiring Sales Opportunity 226

Vengreso

DECEMBER 21, 2023

Ever felt like you’re on a treadmill, running after sales targets but never quite catching up? Sales training : two words that hold the potential to change your game entirely. This post is your metaphorical guide through different types of sales training programs available and their benefits.

Training 52

Training Revenue Lead Rank Retention 52

Engage Selling

MAY 19, 2018

Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. I’ve worked directly with sales pros for a long … Read More » You heard that right. Now, let me explain.

Training 59

Training Objections Closing Sales 59

Customer Centric Selling

NOVEMBER 25, 2013

Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Part of the decision to launch CCS® in 2002 was the recognition that a larger percentage of transactions were continuous improvement rather than disruptive offering sales.

Training 63

Training Vendor Government Construction 63

Customer Centric Selling

FEBRUARY 12, 2014

Sales Training Article: What Does Your Company Do? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Chaiwat at FreeDigitalPhotos.net If you ask a seller what their company does, what percentage answers the question in 15 seconds or less?

Company 63

Company Training Guidelines Buyer 63

Partners in Excellence

DECEMBER 19, 2018

Every year, billions are spent in sales training. As a result, what really is happening is that every year we are throwing away billions on sales training. The billions spent represents spending in buying, developing, and delivering training. But it’s worse than that. What do we do about it?

Training 82

Training Vendor Coaching Negotiation 82

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention.

Closing 61

Closing Training Buying Cycle Incentives 61

Customer Centric Selling

JULY 31, 2013

Sales Training Article: Sales Mentoring. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of nokhoog_buchachon at FreeDigitalPhotos.net Like many salespeople, I was fortunate to have a mentor at the start of my sales career began.

Training 58

Training Proposal Quota Sales 58

Customer Centric Selling

DECEMBER 11, 2013

Sales Training Article: Is Anybody Listening? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Register for one of our sales training workshops to kick start the year and make your new number. Scientists tell us no two snowflakes are identical.

Buyer 63

Buyer Training Forecasting Licensing 63

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. Your marketing department can help you develop articles that will be relevant and applicable to the current market. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

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.

Training 59

Training Buying Cycle Engineering Sales Cycle 59

Customer Centric Selling

MARCH 1, 2013

Sales Training Article: How LinkedIn Is Beating Facebook in Social Media By Geoffrey James, Inc. Sales Source By every meaningful metric, LinkedIn is kicking Facebook's butt. Need some help with your sales performance? Take a look at the sales training workshops available to you and improve sales performance.

Facebook 68

Facebook LinkedIn Training Social Media 68

Customer Centric Selling

JANUARY 30, 2013

Sales Training IIWII Article Series: Milestones By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is part of the IIWII series; read last week's article here. In doing so, they fail to realize there are many different types of sales: a.

Training 55

Training Vendor Buyer Account 55

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Subscribe to the Sales Hacker Podcast. powered by Sounder. powered by Sounder.

Training 119

Training Scale Webinar Metrics Face-to-face 119

Customer Centric Selling

MARCH 19, 2014

Sales Training Article: Opportunities or Pipe(line) Dreams? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Try a public sales training workshop to learn the proven best practices that will produce better sales results.

Opportunity 58

Opportunity Top of Funnel Training Sales Qualified Lead 58

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

MAY 8, 2013

Sales Training Article: Why Will They Buy? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Many salespeople believe every opportunity in their pipeline is likely to close. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.

Training 45

Training Decision Maker Vendor Pipeline 45

Customer Centric Selling

JULY 5, 2013

Sales Training Article: 10 Reasons to Love Failure. By Geoffrey James, INC - Sales Source Long term, you get more out of life from your failures than from your successes. Need some help with your sales performance? Take a look at the sales training workshops available to you and improve sales performance.

Training 53

Training Motivation Objections Benefit 53

Customer Centric Selling

AUGUST 21, 2013

Sales Training Article: A Seller''s Perceived Conflict of Interest. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Throughout my sales career I enjoyed the privilege and benefit of working with many support people that were extraordinary in doing their jobs.

Training 56

Training Hiring Commission Salary 56

Customer Centric Selling

DECEMBER 12, 2012

Sales Training Article: Responding to "I Need Your Best and Final" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company A common in phrase I use when teaching workshops is that “always and never” seldom apply to sales.

Training 53

Training Discount Vendor Negotiation 53

Customer Centric Selling

JULY 10, 2013

Sales Training Article: Fleeting Differentiators. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Organizations strive to develop sustainable advantages in their offerings. Companies that develop sales strategies around having differentiators may face rude awakenings.

Training 45

Training Face-to-face Guarantee Negotiation 45

Babette Ten Haken

SEPTEMBER 3, 2018

These seven One Millimeter Mindset articles are offered to help catalyze how to use your professional experience to serve customers better and better, moving forward. Engage me to speak or conduct an interactive workshop at your next corporate or association event. 2 Ways We create Unforgettably Innovative Customer Experiences [link].

SME 55

SME Retention Ideal Customer Profile Negotiation 55

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.

Closing 45

Closing Training Buying Cycle Incentives 45

Customer Centric Selling

NOVEMBER 30, 2012

Sales Training Article: The Dumbest Sales Mistake By Geoffrey James, Inc. Sales Source A couple of weeks ago, a friend of mine asked: "So, what's the dumbest thing you can do when you're trying to sell something?" That's the tone to use for your sales communications. We guarantee customer satisfaction.". "If

Training 67

Training Cold Calling Guarantee Facebook 67

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I Fear holds us back.

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

No More Cold Calling

SEPTEMBER 13, 2018

When clients pull out their negotiation strategies, it’s easy to get sucked into defensive mode and cave on price—even though my clients always agree that building a referral culture takes more than training. It takes commitment to a referral sales strategy. Read the rest of the article on HBR.org.). Everyone loses.

Negotiation 219

Negotiation Strategy Salary Referrals 219

Customer Centric Selling

JUNE 12, 2013

Sales Training Article: Confusing Activity with Progress. In doing so, those that gained traction were starting sales cycles at very low levels. Need some help with your sales performance? Take a look at the sales training workshops available to you and improve sales performance.

Trade Show 53

Trade Show Training Demographics Face-to-face 53

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. Image courtesy of Stuart Miles at FreeDigitalPhotos.net My first sales manager''s advice as he put me on quota was: "Call high. Don''t lead with product."

Training 53

Training Outbound Inbound Vendor 53

Customer Centric Selling

AUGUST 7, 2013

Sales Training Article: The Foundation of Buying Cycles. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stuart Miles at FreeDigitalPhotos.net In my mind the most important core concept of CustomerCentric Selling® is: No goal, no prospect.

Buying Cycle 53

Buying Cycle Training Buyer Positioning 53

Smooth Sale

MAY 3, 2023

Positive word of mouth is essential for branding that converts to sales and business growth. Offer Free Workshops Pexels – CCO Licence Offer Free Workshops or Webinars Hosting free workshops or webinars can help establish your business as a thought leader in your industry and generate free advertising.

Advertising 144

Advertising Advertising Social Media How To 144

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. Marketing organizations by default now own the top of sales funnels. 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.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

Customer Centric Selling

APRIL 17, 2013

Sales Training Article: Deciding Not to Decide By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company A survey conducted by Sales Benchmark Index (SBI) showed “no decision” occurred in over half the opportunities sellers worked on. Image source courtesy of Fotolia.

Training 49

Training Vendor Sales Qualified Lead Analysis 49

Customer Centric Selling

SEPTEMBER 11, 2013

Sales Training Article: The Hardest Job? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Vlado at FreeDigitalPhotos.net Those that don''t sell for a living have no idea how difficult it is to be successful at sales.

Hiring 49

Hiring Training Travel Forecasting 49

Shari Levitin

MAY 12, 2022

A few months back, I read a post on LinkedIn from Ashlynn White and couldn’t resist changing the context to a sales conversation to show an example of how to overcome price objections. Customer : How much will it cost to do virtual training for our team in for our sales kick-off meeting? Trainer: $20,000. Customer : Cool!

Objections 117

Objections Examples Hiring Call-back 117