The Benefits of Completely Bashing Your Competition

Understanding the Sales Force

meowu%20/ 123RF Stock Photo">Image Copyright: 123RF Stock Photo. The circus will be coming to an end in just under 2 weeks. Everyone has seen at least some of the show and some have seen the entire production, including reruns, reviews, commentary and highlight videos.

Can Preventing Hiring Bias Benefit the Sales Hiring Process?

Understanding the Sales Force

Image Copyright iStock Images. Sometimes things which at first sound really good turn out to be not all that great. Take the recent eclipse for example - can you say overrated? Much ado about nothing?

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff.

Feature/Benefit – Or – Feature/Price

The Pipeline

Every tribe has its myths, collective beliefs, and things they claim to believe, things they avoid or adhere to, for sales the concept of Feature/Benefit is a go to favourite. Benefits? There are a number of iterations of Feature/Benefit selling that are quite effective.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers.

Who is Your Sales Meeting Benefitting?

The Sales Hunter

We all have sat through good and bad sales meetings, and it’s time to get serious about what I see happening far too often. The problem is the weekly sales meeting the manager has with their sales team. You know what I’m talking about. You probably are either in one on a regular basis […].

Sales Tips: Don't Limit Benefits to Just One Perspective

Customer Centric Selling

Sales Tips: Don't Limit Benefits to Just One Perspective. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: 4 Benefits of CX Programs

Customer Centric Selling

Sales Tips: 4 Unexpected Benefits of Customer Experience Programs. By Primary Intelligence , a CustomerCentric Selling® Partner.

How Marketing Software Benefits Your Sales Team

Salesfusion

The post How Marketing Software Benefits Your Sales Team appeared first on Salesfusion. Lead Nurture Sales CRM Website Tracking

Why Features & Benefits Don’t Work in Today’s World

MTD Sales Training

How many times have you heard that you shouldn’t just present features of your product, but you should also reiterate how those features benefit the prospect? Prospecting building the value business prospecting selling features and benefits It has been the staple diet of most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Benefits of Marketing Automation

Salesfusion

The post Benefits of Marketing Automation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Lead Nurture Nurture Marketing

Stop Using Features and Benefits!

The Science and Art of Selling

Stop using Features and Benefits! Instead of naming features and benefits of your product and service, why wouldn’t you start with asking questions? Here we are talking about not features, not benefits, but their hot buttons. Stop using features and benefits.

Sales Tips: Cost vs. Benefit To Do's and NOT To Do

Customer Centric Selling

Sales Tips: What To Do and NOT To Do with Costs vs. Benefits. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Benefits of a Defined Sales Process

Customer Centric Selling

Sales Tips: Benefits of a Defined Sales Process. Are there any benefits to following a defined sales process?”. The potential benefits to everyone are HUGE. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Guest Post: BOST Benefits Wins with PipelineDeals

Jonathan Farrington

BOST Benefits works with individuals, families, small businesses, nonprofits, and Fortune 500 companies across the United States. Since 1980, the priority has been delivering consumer centered benefits and impeccable service.

7 Benefits to Failing

A Sales Guy

In spite of its negative impact on our lives and it’s ability to keep us from doing new and different things, fear provides tremendous benefits. Capitalize on the benefits of failure, ’cause they turn into success. There are too many benefits to falling on your face.

Who Benefits Most From Coaching?

Partners in Excellence

Many of those articles have provocative titles or themes like, Who Benefits Most From Coaching? Who benefits most from coaching? Sometimes, I feel like I may be living on a different planet.

How Your Company Can Benefit from Cloud CPQ Software

Sales and Marketing

Author: Will Spendlove, Vice President of Marketing, Salesforce CPQ Sometimes it seems as if the whole point of technology is just to replace other technology. Better, smarter machines increase the pace of life, which requires even better, even smarter machines, and so on. The sales process too has been drastically affected. In fact, buying cycles have increased in length by more than 20 percent over the past five years alone.

3 Benefits of Face-to-Face Relationship Selling

Sales and Marketing

Issue Date: 2015-06-01. Author: Doug Abercrombie. Teaser: The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important.

Still Selling Features & Benefits – or Genuine Value?

Jonathan Farrington

Most salespeople in most industries have now grasped the difference between features and benefits – hallelujah, I hear you mutter in undisguised relief. Example: “ And you can enjoy all those benefits for just $200 a week.”

The Surprising Benefit Of Social Selling The Best Are Leveraging

A Sales Guy

Yeah, yeah, we all know about the value of social selling for top of the funnel selling. How it’s great for engaging your prospects, and potential clients. We know it’s awesome for sharing information and insight. We know it’s great for listening for prospect needs and complaints.

‘Old School’ Sales Techniques Can Still Reap Benefits

Sales and Marketing

Issue Date: 2015-08-24. Author: John McGee, CEO of OptifiNow. Teaser: No matter if your business has traveling sales teams or not, there are aspects of that type of sales relationship that should still exist in every business transaction today.

Going Beyond Cost – Benefit Analysis

Partners in Excellence

For too many, sales people provide a price, and maybe a list of features and benefits that might be translated to business value–but we encumber the customer with the job of justifying the solution themselves. To develop a great business justification, we have to really understand what our products actually do–not how they work, not all the features and benefits, but how they help improve customer results.

Customers Buy Features at COST. You Sell BENEFITS at a Profit.

The Sales Hunter

Unless they see some sort of value or benefit in it, they wouldn’t. Key is it’s not that the customer wants to pay more, but they will because of the size of the need — or the benefit they’re looking to achieve is greater than the price.

Sales Tips: How to Optimize Your CRM for the Full Benefits

Customer Centric Selling

Sales Tips: How to Optimize Your CRM for the Full Benefits. Those that do a better job of implementing them stand to realize the most benefit. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Sujin J.

When Features and Benefits Don’t Get It Done (an interview with Alen Mayer)

The Science and Art of Selling

Here is a transcript of my interview: The New Rules For Sales — When Features and Benefits Don’t Get It Done . “You’ll see the benefits.” Say “You’ll hear the benefits, you’ll probably like.”. Features and benefits don’t get it done. ” Towards people, they talk about what they want, what they can achieve, the benefits.

The One Group Missing Out On The Benefits of Sales Data

A Sales Guy

Sales people are not leveraging the benefits of good sales data. Don’e believe me? Off the top of your head, can you tell me your exact close rate? Can you tell me how much is in your pipeline right now? How much is scheduled to close by month for the next 3 months?

Sales Tips: The Benefits of Starting As "Column A"

Customer Centric Selling

Sales Tips: The Benefits of Starting As "Column A". The benefits of starting at Key Player levels are significant: Sellers have the ability to target companies that fit desirable profiles. By John Holland, Chief Content Officer, CustomerCentric Selling®.

15 Ways Entrepreneurs Can Benefit from a Sales Strategy Session.

Score More Sales

15 Ways Entrepreneurs Can Benefit From a Sales Strategy Session. Pingback: 15 Ways Entrepreneurs Can Benefit from a Sales Strategy Session — Score More Sales « Tech4buziness. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking.

Sales Tips: The Benefits to Having an "Enterprise" View

Customer Centric Selling

Sales Tips: The Potential Benefits to an "Enterprise" View. One reason could be that the recommendation reflected a departmental view of the maintenance group and never uncovered other potential benefits.

Features and Benefits versus Knowing How to Sell

Inside Sales Training

This results in a knowledgeable sales team that is quick to list features and benefits until the cows come home. He thought about it for a while and then launched into – you bet – a list of features and benefits about a pencil.

How Crucial are Benefit Statements?

The Sales Hunter

We are digging deeper into the 6 secrets of sales prospecting success and now we have arrived at the role of benefit statements. . The answer is in leaving what I refer to as a strong “benefit statement.” The benefit statement is typically a single sentence and it is something the customer would find of value, thus it’s a called a “benefit statement.” Use the benefit statement as the central part of the voicemail message.

Content Doesn’t Have to be One-and-Done – 6 Benefits of Re-Skinning Existing Assets

Salesfusion

Doing so can lead to several key benefits. 6 Benefits of Re-Skinning Existing Content. The post Content Doesn’t Have to be One-and-Done – 6 Benefits of Re-Skinning Existing Assets appeared first on Salesfusion.

14 Marketing Automation Benefits for 2014

Salesfusion

You may first partner with us because we offer the best partner compensation and benefits in the industry. [one_half valign="middle"] Partner Portal. Why Partner With SalesFUSION. [/one_half]

Leads 11

Your Customer Doesn’t Care About Your Price

The Sales Hunter

Remember, customers are looking for benefits first. The other thing that would happen is that if we focus on the benefits the customer is looking for, then we are going to see better the value we bring. Your customer doesn’t care about your price as much as you think.

4 Powerful Benefits Behind Procrastination- #4 is my favorite!

VuVan

Would you believe me if I told you that there are actual benefits behind procrastination/procrastinating? Crazy statement, I know. The idea came to me after having a meeting with one of my clients who is an accomplished person and does much more than just his day job, but is also a thought leader, event coordinator, […]. Productivity Time Management

[Webinar Wrap-Up] Incentive Compensation in Retail: 5 Bottom-Line Benefits

OpenSymmetry

Your organization cannot let a record-breaking retail holiday season go by without maximizing the benefits of incentive compensation to: Motivate sales teams. The post [Webinar Wrap-Up] Incentive Compensation in Retail: 5 Bottom-Line Benefits appeared first on OS Blog.

Business Benefits of Using Jigsaw

Smart Selling Tools

Nucleus Research recently conducted a study to explore the business benefits of Jigsaw. There isn’t enough room in this post to describe all the functionality and benefits Jigsaw’s client spoke of (our interview was nearly 45 minutes long).

VIDEO SALES TIP: Your Customer Wants Outcomes, Not “Benefits”

The Sales Hunter

Sure, we’ve all heard that salespeople need to focus on “benefits,” not “features.” Check out the below video to see what I mean about outcomes rather than benefits: Copyright 2013, Mark Hunter “The Sales Hunter.”

Why Selling Product Features Doesn’t Work

The Sales Hunter

Looking at this site got me thinking about product features and benefits. Customers buy benefits. Benefits are specific to the customer. Are you selling features and trying to disguise them as benefits? Quit disguising features as benefits.