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. Train them in how to do this reinforcement and hold them accountable for doing it.

Training 82

Training Vendor Coaching Negotiation 82

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. Reactively when prospects contact a vendor or a seller. Pre-Internet it was likely that another vendor (Column A) had gotten traction and the buyer would leverage Columns B, C, D, etc. as leverage to negotiate with their vendor of choice.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

Customer Centric Selling

OCTOBER 9, 2013

Sales Training Article: Who''s Your Competition? John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net For many years there has been a common way that sellers added opportunities to their pipelines. Need some help with your sales performance?

Competition 45

Competition Training Vendor Webinar Metrics 45

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. Most vendors provide product training that points sellers toward educating buyers. Don''t lead with product." Brilliant, but Jeff never explained how.

Training 53

Training Outbound Inbound Vendor 53

Partners in Excellence

FEBRUARY 1, 2019

Not long ago, I wrote a post, Sales Training And The “Forgetting Curve.” I’d encourage you to read the article, but the basic idea is that 80% of skills we seek to develop through training are forgotten within about 90 days (Actually the forgetting curve shows a much more aggressive forgetting schedule.).

Training 67

Training Vendor Coaching Sales Leadership 67

The Digital Sales Institute

AUGUST 16, 2018

Free sales training videos. Here are five free sales training videos covering sales skills, a sales strategy plan, cold calling tips, sales prospecting tips and effective sales techniques. Sale Training video 1. Sales Training Video 2. Another one of our sales training videos is on the topic of a sales strategy plan.

Video 65

Video Training Cold Calling Social Media 65

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

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. At lunch, I asked Bill if he was “Column A” (the favored vendor).

Training 53

Training Discount Vendor Negotiation 53

InsightSquared

JANUARY 22, 2018

To help you roll out the new technology your sales leadership just purchased, I’ve outlined some general guidelines you can follow to help the organization onboard a vendor successfully. . Train Each Role Separately. is much more complex and requires more training. Include End Users in the Implementation. Feedback Loop.

Vendor 63

Vendor Guidelines System Tools 63

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. The business outcomes and value in achieving them 3.

Closing 45

Closing Training Buying Cycle Incentives 45

Customer Centric Selling

JUNE 12, 2013

Sales Training Article: Confusing Activity with Progress. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company One of the major differences of sellers that will deliver their quota and those that can''t is having an understanding of the difference between activity and progress in opportunities.

Trade Show 53

Trade Show Training Demographics Face-to-face 53

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? B2B vendors closely monitor website activity and it proceeds at a healthy clip. Prospects either decided not to move ahead with any of the vendors they talked to or tried to address their issues with internal initiatives. Most are product, not outcome focused.

Training 45

Training Buying Cycle Hiring Vendor 45

Customer Centric Selling

AUGUST 12, 2013

Sales Training Article: Tell Your Customer''s Story, Not Yours. Like so: Imagine you''re calling a vendor for support and the call center guy has NO CLUE what you''ve already bought. Suddenly you''re spending your valuable time providing information that your vendor should already know. Read our clients'' stories here.

Training 49

Training Customer Vendor Facebook 49

SBI

SEPTEMBER 27, 2019

Brainshark Named Best Training Solution in 2019 Golden Bridge Awards. Brainshark’s suite of sales readiness solutions was named a gold (highest-level) winner in the “Best Product: Training” category – recognized for fostering better-prepared, results-driven sales forces. . Brainshark , Inc., September 26, 2019 — Brainshark, Inc.,

Training 86

Training SAP Webinar Metrics Sales Enablement 86

Customer Centric Selling

MARCH 15, 2013

Sales Training Article: Selling in the Post-Internet Age By Geoffrey James, INC. Historically, buyers relied on vendors to provide product information and expertise, usually in the form of product/benefit presentation that provided information the buyer needed in order to make an intelligent decision.

Airlines 68

Airlines Training Travel Vendor 68

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. What other vendors have you considered? Ultimately that is a worthy, but aggressive goal.

Training 45

Training Decision Maker Vendor Pipeline 45

Sales Hacker

DECEMBER 18, 2019

I’ve interacted with more than 250+ sales technology vendors over the past 2 years, and I’ve noticed 6 sales tech trends you should be aware of going into 2020. Every vendor has been touting some sort of artificial intelligence for years now, but the overly puffed up claims turned out to be just that — puffed up exaggerations.

Vendor 52

Vendor Trends Top of Funnel Ideal Customer Profile 52

Smooth Sale

MARCH 10, 2024

One proven way to avoid a sales mishap is to train your sales department and work with them to achieve common goals. Therefore, consider providing them with the requisite training and equipment to help increase sales. Informative awareness articles, for instance, can highlight specific product advantages and industry trends.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

Mr. Inside Sales

MAY 22, 2020

So, what do you do to overcome the stalls at the beginning of this article? Let me ask you this: When things settle down and you get back into the office, and back to doing business again, what does your ideal vendor look like?”. ON DEMAND SALES TRAINING THAT GETS RESULTS! That was quick. Response: “Right?!

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. Our only involvement is influencing which vendor they are choosing to implement in that solution. The old Challenger data shows customers typically involve vendors when they are about 60% through their buying process.

Competition 107

Competition Customer Buying Cycle Vendor 107

Customer Centric Selling

MAY 27, 2013

Sales Training Article: 8 Lies Customers Tell and How You Can Use Them to Your Advantage. We''re totally happy with our current vendor." No matter how much a customer claims to "love" their current vendor, they''re always willing to consider a better alternative. We don''t have the budget."

Training 49

Training Customer Discount Decision Maker 49

Customer Centric Selling

JUNE 19, 2013

Sales Training Article: A Silver Bullet. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Most people have a deep-seated need to be perceived as a decent person. Take a look at the sales training workshops available to you and improve sales performance.

Training 55

Training Call-back Negotiation Vendor 55

Customer Centric Selling

MAY 4, 2015

Sales Tips: An Untapped Vendor Asset. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sellers and vendors fight hard to expand their customer bases. Revenue is the lifeblood of organizations. Sellers pursue other opportunities.

Vendor 40

Vendor Face-to-face Buyer Revenue 40

Customer Centric Selling

APRIL 1, 2013

Sales Training Article: An Underleveraged Asset 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.

Training 40

Training Discount Vendor Margin 40

Allego

JUNE 10, 2019

In Part 1 of this article, we saw how new technologies can reduce training costs and improve learning outcomes. In this part, we’ll look at how modern learning tools help you overcome the two other big obstacles to a successful product launch: time constraints and ineffective training methods. Increase Training Effectiveness.

Training 54

Training Exercises Vendor Video 54

Steven Rosen

MAY 4, 2017

Annually spending by companies: Sales training $20 billion on sales training. Sales management training a few $100 million. We see this in times of recession when companies scale back on training, sales automation tools, and support materials. While training is often accepted as productive, it rarely is.

Sales Management 276

Sales Management Hiring ROI Coaching 276

The Digital Sales Institute

NOVEMBER 16, 2018

What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? As mentioned above, traditional selling methods are now no longer able to sustain sales growth plans, as how buyers interact and source information on vendors has changed forever. The Social Selling Training Course.

Social Selling 59

Social Selling Course Training Social Media 59

Partners in Excellence

APRIL 2, 2015

There are thousands of vendors/solutions, growing by 100’s every year. All of the vendors clamor for attention and visibility. Whether it’s spectacular events like Dreamforce, or the constant emails, “thought leadership,” articles, webinars, and other programs they leverage.

Vendor 48

Vendor Marketing Lead Rank Lead Scoring 48

Customer Centric Selling

MAY 24, 2013

Sales Training Article: 8 Types of Customers to Avoid. The Freeloader They demand you write a detailed proposal, then use your proposal to extract concessions from their current vendor. Take a look at the sales training workshops available to you and improve sales performance. Need some help with your sales performance?

Training 49

Training Customer Proposal Decision Maker 49

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

Customer Centric Selling

AUGUST 23, 2013

Sales Training Article: 4 Types of Basic Value Propositions. As a result, you''re seen as part of the "enterprise" rather than a vendor. Take a look at the sales training workshops available to you and improve sales performance. Need some help with your sales performance?

Outsourcing Services 45

Outsourcing Services Training Distribution Vendor 45

Customer Centric Selling

DECEMBER 7, 2012

Sales Training Article: The Future of Selling By Geoffrey James, Inc. Customers now expect salespeople to have a expert's view of the customer's business, act as a manager of some crucial part of the customer's business, and be effective at protecting the customer's interests within the vendor organization.

Training 40

Training Hiring Report Forecasting 40

Customer Centric Selling

OCTOBER 6, 2015

Sales Tips: Bad Assumption #3 - "I Just Compete with Vendors". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stock Images at FreeDigitialPhotos.net. One of my favorite Mark Twain quotes is: “It ain't what you don't know that gets you into trouble.

Vendor 40

Vendor Cancellation Proposal Software 40

Sales and Marketing Management

JUNE 29, 2020

Success can only be achieved if brands, partners and vendors. Surveys indicate that nearly six in 10 vendors are either maintaining their existing budgets or increasing marketing spending despite the COVID-19 disruptions. Click on any of the articles below to read more from our special report. How COVID-19 could reshape sales.

Engineering 156

Engineering Revenue Incentives Incentive 156

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. Take a look at the sales training workshops available to you and improve sales performance. He shared several stories and fielded many questions attendees had.

Vendor 61

Vendor Enterprise Enterprise Account 61

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. They will aggregate their spend and award it to a small number of vendors. Historically, 90% of companies who miss the first half, miss the year.

Training 45

Training Scale Quota B2B 45

Sales Hacker Training

SEPTEMBER 5, 2017

I’ve been professionally selling for about 20 years and delivering formal sales training for approximately 8 of them. I’ve bought and sold a lot of training over the years and have seen it have a significant impact on results and I have seen it fall completely flat. How to Approach Sales Training. Old School vs. New School.

Training 75

Training Top of Funnel Sales Methodology Distribution 75