No More Cold Calling

SEPTEMBER 13, 2018

It takes commitment to a referral sales strategy. It’s a discipline that requires metrics, building skills, integrating referrals into their sales process, providing reinforcement and coaching, and ensuring accountability. Without these components, there’s no chance a referral sales strategy will gain traction. Everyone loses.

Negotiation 219

Negotiation Strategy Salary Referrals 219

Customer Centric Selling

JANUARY 2, 2014

Sales Training Article: An Often Overlooked Source of Revenue. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. View our updated calendar of 2014 sales training workshops. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.

Revenue 68

Revenue Buying Cycle Quota Account 68

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? Customized training.

Company 63

Company Training Guidelines Buyer 63

Customer Centric Selling

JANUARY 22, 2014

Sales Training Article: Teacher or Salesperson? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Scott Chan at FreeDigitalPhotos.net Do you think something is awry when people say that a seller''s job is educating buyers? Need some help with your sales performance?

Education 69

Education Buyer Lead Rank Lead Scoring 69

Customer Centric Selling

NOVEMBER 25, 2013

Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. As someone who has worked in or with sales organizations throughout my career, it''s been painful to watch the snail''s pace at which vendors have adapted to changing buying behaviors.

Training 63

Training Vendor Government Construction 63

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. Need some help with your sales performance?

Closing 61

Closing Training Buying Cycle Incentives 61

Customer Centric Selling

MAY 14, 2014

Sales Training Article: Maintaining Access to Key Players. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A sales executive might be defensive rather than admit forecasting is an issue. Calls on CFO''s should be different than calls on VP''s of Sales or CIO''s.

Forecasting 72

Forecasting Sales Forecasts Decision Maker Face-to-face 72

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

Adaptive Business Services

JUNE 2, 2021

In this series of articles, we’ll explore the many reasons why salespeople seem, almost universally, to HATE CRM. This phenomenon will be particularly acute for salespeople who’s earnings are largely based on making sales. Our first article explored why salespeople hate CRM. Carry workshop messages back to peers/colleagues.

CRM 96

CRM Decision Maker Salary Commission 96

Customer Centric Selling

FEBRUARY 5, 2014

Sales Training Article: "Going Native" with Your Clients. Attend one of these sales training workshops to learn how to better engage with your customers. Need some help with your sales performance? Take a look at the sales training workshops available to you and improve sales performance.

Vendor 61

Vendor Enterprise Enterprise Account 61

Carew International

APRIL 1, 2021

How Top-Management Involvement Impacts the Sales Process. One of the most interesting and conflicting circumstances sales managers, leaders and executives find themselves in is whether to get involved in the sales process with one of their sales professional’s customers. The impact could literally make or break the deal.

Study 84

Study Face-to-face Policies Sales 84

Anthony Cole Training

MARCH 12, 2020

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 216

Sales Management Hiring Sales Opportunity 216

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. This reality seems to give sellers free license to adlib every sales call.

Buyer 63

Buyer Training Forecasting Licensing 63

Customer Centric Selling

JANUARY 10, 2014

Sales Training Article: 10 Traits of the "A" Player. By Joel McCabe, Sales Benchmark Index (SBI) You''ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. In this article I''ll address the question, "How do I know if they''re legit?" And what has it gotten you?

Hiring 68

Hiring Social Media Networking Referrals 68

Customer Centric Selling

MAY 21, 2014

Sales Training Article: How to Gain Access to Key Players. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

How To 69

How To Buying Cycle Inbound Buyer 69

Customer Centric Selling

MAY 28, 2014

Sales Training Article: Access to Key Players Comes in Three Flavors. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

Decision Maker 63

Decision Maker Buying Cycle Training Coaching 63

Sales Hacker

JUNE 7, 2021

Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona and market insights come in here – even though we’re at an early point in the sales process. But what are these insights that will transform the conversations salespeople have?

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Sales Hacker

AUGUST 19, 2022

Content is one of the most critical components of your sales engagement strategy. As a sales content manager, it’s strongly recommended to review your content strategy if you’ve been using the same sequences, templates, and snippets that you initially launched with. The final stage is the “expert” level. RELATED: Use Outreach?

Strategy 90

Strategy Government Lead Rank How To 90

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. Need some help with your sales performance?

Training 59

Training Buying Cycle Engineering Sales Cycle 59

Customer Centric Selling

JANUARY 30, 2014

Sales Training Article: View of the Jaded Buyer. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net The sales job I enjoyed most was representing a company that competed with IBM for mainframe storage devices.

Buyer 53

Buyer Hiring Vendor Commission 53

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 96

Top of Funnel Funnel Pipeline Exercises 96

Braveheart Sales

JANUARY 22, 2024

In the realm of sales leadership, the start of a new year is not merely a calendar change. It's akin to a medical check-up for your sales strategy — a time to diagnose underlying issues and plan for robust health in the year ahead. And to do so, you need a more robust strategy than buying a new planner.

Webinar Metrics 52

Webinar Metrics Face-to-face Sales Leadership How To 52

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

Smooth Sale

DECEMBER 30, 2023

Group Cooking Or DIY Workshops Getting hands-on can always be a fun activity for all, and it helps to get out of the “we need to bond” office mindset. Group cooking lessons can be a great place to begin, and DIY workshops or pottery crafting sessions can be fun, too. Encourage camaraderie in the office during work days.

Hiring 98

Hiring Licensing Sports Networking 98

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. New accounts d.

Training 55

Training Vendor Buyer Account 55

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. For anyone that has not attended a workshop, I’d like to suggest another way to evaluate opportunities.

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

MARCH 19, 2014

Sales Training Article: Opportunities or Pipe(line) Dreams? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of BasketMan at FreeDigitalPhotos.net In my first sales management job, I took over an office that had finished 27th out of 28 districts the previous year.

Opportunity 58

Opportunity Top of Funnel Training Sales Qualified Lead 58

Customer Centric Selling

JANUARY 8, 2014

Sales Training Article: Are Your New Offerings in Search of a Market? Sign-up for one of these available sales training workshops to start your year with the end in mind - success. Need some help with your sales performance? Take a look at the sales training workshops available to you and improve sales performance.

Marketing 53

Marketing Segment Vendor Buyer 53

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. For the rest of the workshop, Bill was able to exhale.

Training 53

Training Discount Vendor Negotiation 53

The Digital Sales Institute

OCTOBER 13, 2023

Free sales training can be a step in the right direction for those of you who may be new or newer to sales. Selling is changing rapidly and having a longer term career as a salesperson now depends on having a far wider of value added sales skills than even five years ago. What Is Free Sales Training?

Training 52

Training Webinar Metrics Channels Video 52

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

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? More Related Articles.

Objections 117

Objections Examples Hiring Call-back 117

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. Need some help with your sales performance?

Training 67

Training Cold Calling Guarantee Facebook 67

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

Zoominfo

JUNE 12, 2019

The B2B sales arena has a few social celebs of its own. In today’s post, we’ve compiled a list of the top sales influencers on our radar. Leading off our list is sales consultant and coach, Jeb Blount. Jeb carries his sales wisdom over to all his social media channels and spreads his expertise to the masses.

Influencer 188

Influencer B2B Social Media Twitter 188

Smooth Sale

OCTOBER 3, 2023

Retreats can include team-building activities, workshops, or meditation sessions to help employees relax and recharge. These programs can include activities like yoga or fitness classes, nutrition workshops, and even mental health support sessions. Today’s insights are provided to help you achieve the Smooth Sale!

Lead Rank 78

Lead Rank Hiring Motivation Networking 78