Customer Centric Selling

SEPTEMBER 25, 2013

Sales Training Article: Has DIY Buying Gone Too Far? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Some of the most unpleasant interactions with sellers occur early in our lives in B2C buying decisions. I understand why this happens, but it doesn''t seem fair.

Training 55

Training B2C Margin Retail 55

Product Management University

MAY 24, 2021

This is where B2B and B2C product management completely diverge. For example, consider the workflows that cross marketing, sales and finance, or customer service, shipping and billing, or IT, human resources and all departments. Critical versus nice-to-have monikers will be obvious when you look at it from this angle.

Customer 98

Customer ROI B2C Retail 98

Openview

NOVEMBER 20, 2018

It was fun having my parents think I was some kind of messaging celebrity, but I recognized Christoph as the CEO of an early-stage tech company who had recently attended one of my workshops. Listen,” he said, “I restructured our sales pitch using your Greatest Sales Deck framework and the results have been awesome.

Real Estate 91

Real Estate Call-back Scale Buyer 91

Customer Centric Selling

APRIL 13, 2015

Sales Tips: Asking vs. Telling. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Before starting a workshop in the Czech Republic a few years ago, the CEO made me aware that there were no salespeople under communist rule. Image courtesy of Franky242 at FreeDigitalPhotos.net.

B2C 40

B2C Margin Commission Objections 40

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. B2C and small B2B decisions are made on a regular basis via the Internet. A final thought: With sellers involved 52% of sales cycles end in no decision.

Training 45

Training Buying Cycle Hiring Vendor 45

Customer Centric Selling

JANUARY 21, 2015

Sales Tips: Funding "Maybes". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sales is a challenging occupation. Over time many sellers must learn how to execute product sales, sell professional services, sell desired business outcomes and manage buying committees.

Insurance 40

Insurance Insurance B2C Face-to-face 40

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Customer Centric Selling

DECEMBER 28, 2015

Sales Tips: Suggested New Years Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A concern I have is that terminology used in sales offices by sellers and their management team may be used when sellers are talking with prospects and customers.

B2C 40

B2C Margin Buying Cycle Proposal 40

Customer Centric Selling

FEBRUARY 3, 2016

One of the common complaints I’ve heard from Sales executives is that their people aren’t strong closers. Many peoples’ impression about selling and closing is based upon experiences they’ve had in B2C transactions. The realization that if you leave they will likely lose the sale causes them to use high pressure closing tactics.

Closing 40

Closing How To B2C Insurance 40

Customer Centric Selling

JUNE 15, 2016

Sales Tips: Don't Scare Buyers into Making "No Decision". In my B2C buying experiences, timeshare salespeople are by far the most aggressive closers. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

Buyer 40

Buyer Decision Maker Airlines B2C 40

The Pipeline

JULY 19, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , EDGE Selling , Impact Questions , Interactive Selling , Proactive , Proactivity , Sales 2.0 , Sales Strategy , Sales Success , Social Selling , Social media , execution. Death Of Salesman 2.0?

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

Customer Centric Selling

DECEMBER 5, 2016

Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance. By Carolyn Galvin, Primary Intelligence - CCS® Strategic Partner.

Research 40

Research B2B Data Scale 40

Product Management University

MARCH 8, 2018

Sales of product X are underperforming. If you’re a product or service company of any type, B2B or B2C, you only have one goal: To make your customers better or more successful at something that’s important to them. Once you’ve got it, build conversational marketing and sales dialogues around it. Here’s a common scenario.

Fashion 45

Fashion Retail Marketing B2C 45

Customer Centric Selling

JUNE 25, 2015

Sales Tips: Who's Driving the Bus? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my mind, vendors that for decades have clung to traditional sales and marketing approaches have made some flawed decisions in reacting to perceived buying behavior.

Vendor 40

Vendor Inbound B2C B2B 40

Customer Centric Selling

MAY 13, 2015

Sales Tips: Empower Your Prospects, Don't Sell Them. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In doing so, it is important to be aware of the widespread, unflattering stereotype of salespeople that is largely based upon negative B2C experiences early in our lives.

Vendor 40

Vendor B2C Buyer Buying Cycle 40

The Pipeline

MAY 4, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Sales 2.0 , Sales Technique , Success , Tibor Shanto , Video. Wim @ Sales Sells. April 2008.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Customer Centric Selling

FEBRUARY 10, 2016

Sales Tips: How to Get Buyers and Sellers onto the Same Page. Unlike B2C transactions where buyers and sellers will never interact again there is the need and desire to establish relationships and execute “land and expand” approaches over time. There likely is too much emphasis on product training.

Buyer 40

Buyer Vendor How To B2C 40

The Pipeline

SEPTEMBER 9, 2011

The Pipeline Renbor Sales Solutions Inc.s “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. A Random Walk Up Sales Street. Add a Comment. Name (required).

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Customer Centric Selling

JULY 28, 2015

Sales Tips: What Happens When Inmates Get the Keys? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. There is an enormous spectrum of selling approaches and skills being used in B2B sales today. Image courtesy of Stock Images at FreeDigitalPhotos.net. Save your seat now.

Vendor 40

Vendor Buying Cycle Scale B2C 40

Sales Hacker

JULY 24, 2019

It’s a problem in sales too. According to the 2019 State of Sales Performance survey , 73% of teams polled said that less than half of their team were women. Companies and sales teams are missing out on the benefits that diversity brings. Women Sales Pros. Women in Sales. Utah Women in Sales. Gals and SALS.

Revenue 74

Revenue Hiring Networking Face-to-face 74

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule?

Training 144

Training Vendor Top of Funnel Workbooks 144

Customer Centric Selling

NOVEMBER 28, 2012

Sales Training Article: When Have You Earned the Right to Close? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company If buyers could change seller behaviors, eliminating high-pressure closes would rank high on many lists. Need some help with your sales performance?

Closing 40

Closing Real Estate Lead Rank Lead Scoring 40

The Digital Sales Institute

JUNE 21, 2023

Sales training program expert tips for anyone involved in sales management or sales enablement some insight into planning any form of sales training. It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Mindtickle

JUNE 21, 2023

In the world of sales, effective communication is the cornerstone of success. Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The invitation often coming after key decisions have already been made.

ROI 40

ROI B2B Social Media Buying Cycle 40

Sales Evangelist

MARCH 12, 2019

Sales differentiation helps salespeople win more deals at the price point they want, and today Lee Salz talks about building a framework that will allow you to personalize your sales. Sales reps in every industry must differentiate themselves in today's market. It's crucial for sellers to have room to "color" the sales process.

Trade Show 40

Trade Show B2C Face-to-face Buyer 40

Customer Centric Selling

FEBRUARY 19, 2016

Sales Tips: OOPS - Are You Closing the Wrong Person? Anybody that has seen the movie Glengarry Glen Ross will remember Alec Baldwin's role as a high-powered sales manager addressing a tired group of salespeople. It most cases it isn’t a single “hit and run” order as is the norm in B2C transactions. But B2B selling is different.

Closing 40

Closing Decision Maker B2C Proposal 40

LeveragePoint

NOVEMBER 1, 2019

So, so typically the companies with a higher high pricing power that you read about (the Disney’s, the Starbucks) in the world of B2C, they’ll do [value-based pricing]. And then I’m going to make sure that everybody is aware of them, trained on them, and that they’re using them. We don’t call that a training session.

Webinar Metrics 20

Webinar Metrics Strategy Margin Case Study 20

Hubspot Sales

JULY 1, 2019

According to Google Trends, interest in account-based sales is steadily rising. But what is account-based sales? This hyper-personalized approach is typically too high-touch for B2C products, but it can be ideal for organizations selling to enterprises. Read on for a deep dive into account-based sales.

Ideal Customer Profile 79

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 79

LeadBoxer

JULY 31, 2021

Organizations are starting to see the real impact of this tactic, leading to increased sales and more revenue. While the typical sales strategy targets a single point of contact within an organization, account based selling works differently. This ABS guide should help you decide if this sales approach is right for your organization.

Account 52

Account Account Based Marketing Demand Generation Targets Ideal Customer Profile 52

Customer Centric Selling

DECEMBER 16, 2013

Sales Training Article: So What Can I Sell You? By Joel McCabe, Sales Benchmark Index (SBI) I recently had coffee with a friend of mine, Max. Max shared a telling story that is applicable to most of us in sales. The next segment of Max''s story is one played out regularly in sales (B2B, B2C, inside, and direct).

Chemicals 51

Chemicals Training Ideal Customer Profile Vendor 51

LeadFuze

AUGUST 5, 2021

We have prepared the roundup of the best sales blogs just for you! These are the best sales blogs you need to be following to keep your sales blade sharp. Here are the best sales blogs in Slideshare form, or below the presentation are all the individual sales blogs with a little more detail. Sales Hacker.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98