How B2B Sales Benefits from Prescriptive Analytics

Smart Selling Tools

In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling. For B2B sales reps who are stretched thin over many accounts, this is a seller’s dream.

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.

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Trending Sources

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®.

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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. In most sales organizations, the majority of salespeople are B or C performers.

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.

Sales Tips: Benefits of a Defined Sales Process

Customer Centric Selling

Sales Tips: Benefits of a Defined Sales Process. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. Are there any benefits to following a defined sales process?”. Improved personal sales effectiveness.

How BMW Would Have Benefited from Social Selling

Sales Benchmark Index

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. The problem is the rest of the company doesn’t get it. Corporate Communications sees inherent risk in mobilizing a social sales force.

Guest Post: BOST Benefits Wins with PipelineDeals

Jonathan Farrington

Since we started using PipelineDeals in January 2011, our sales volume has increased by 35% and we’ve been able to expand into six additional states.” BOST Benefits works with individuals, families, small businesses, nonprofits, and Fortune 500 companies across the United States.

How to Kill Social Selling at Your Company

Sales Benchmark Index

Social selling is a technique being adopted by many B2B sales organizations. However, company policies against social media are hampering many a sales team. I even provide a sample Social Media Policy for Sales. A Social Media Policy for Sales.

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.”

An S.O.S. From Sales Ops to Company Leadership

Sales Benchmark Index

Listen up Chief Sales Officer. It’s time that Sales Operations gets your undivided attention. Download the Leaders Guide to Sales Ops Enablement by clicking here. Find out if your company is maximizing the benefits this team can deliver. from Sales Ops.

How to Sell to Big Companies

Klozers

If you are new to sales at some stage you will want to learn how to sell to big companies. It’s common for most ambitious sales people and businesses, yet this can be a challenging or even, a near impossible experience. How to Sell to Big Companies.

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. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Some have taken a step further and have customized milestones for the different types of sales their sellers make.

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We Analyzed 1,000 Emails & Voicemails to Understand How the Top SaaS Companies Chase Enterprise Deals.

Openview

A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo. Sales

Sales Tips: Responding to "What Does Your Company Do?"

Customer Centric Selling

Sales Tips: How Sellers Should Respond to "What Does Your Company Do?". Companies are intensely focused on their offerings/products. Buyers, sellers and vendors would be better served if: Companies and sellers viewed each offering as a potential means to an end.

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

Customer Centric Selling

Sales Tips: The Benefits of Starting As "Column A". Pre-Internet, it was common for mid-level managers to work with a seller from a vendor to get far enough into the sales cycle to generate a bid or proposal. Sales cycles will likely be shorter when starting at high levels.

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

The Science and Art of Selling

Few weeks ago I was interviewed by the GiveGetWin Charity and I provided a sales training session with all the proceeds going to charity. Here is a transcript of my interview: The New Rules For Sales — When Features and Benefits Don’t Get It Done . Sales wisdom from Alen Mayer, as told to Chiara Cokieng. Alen Mayer is a veteran salesman and sales trainer. Alen: I am a sales trainer. My whole career, I leaned towards sales.

Why would a company ever outsource anything?

Pointclear

These are the words of author and professor Sydney Finkelstein, whose article in yesterday’s Wall Street Journal maintains that companies should hire teams, not individuals. Clients benefit from our proven methodology and technology platform based on 20 years of industry success. Eliminate the time, expense and distraction of setting up your sales telemarketing, business development or inside sales organization.

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

Customer Centric Selling

Sales Tips: The Potential Benefits to an "Enterprise" View. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The VP Sales could avoid lost customers due to production delays caused by outage.

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

OpenSymmetry

With the holiday season just around the corner, there is no better time to ensure your company will earn its share of the retail market pie. This begins with technology solutions that, at the foundational level, improve your operational processes and enhance your sales force.

Business Benefits of Using Jigsaw

Smart Selling Tools

Nucleus Research recently conducted a study to explore the business benefits of Jigsaw. For the study, they interviewed multiple contacts at six businesses that use the Jigsaw solution in their sales, marketing and customer relationship management operations.

Profit Builders Named a Top 20 Training Company for 2013

Keith Rosen

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. Feedback from each company’s clients played a much greater role in this year’s selection process than in previous years.

Features and Benefits versus Knowing How to Sell

Inside Sales Training

I told him I was a sales trainer (this is the easiest answer as for some reason as soon as I add “inside sales” to anyone out of the industry, they have no idea what I’m talking about). This creates a lot of conversations, but not a lot of sales.”.

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.

14 Marketing Automation Benefits for 2014

Salesfusion

Many agencies, firms and CRM solution providers already understand the importance of partnering with a MA Company. The question now shifts from, if you should partner with a company, to who you should partner with. [one_half valign="middle"] Partner Portal.

Profit Builders Named Top 20 Sales Training & Coaching Company for 4th Consecutive Year

Keith Rosen

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. 1) B2B buyers start their purchasing journey, not by contacting companies, but by going online to research products, watch demos, and get pricing information.

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Clients Deal With Companies

The Pipeline

We are all familiar with the battle cry of many in sales: People Buy From People. Specifically for sales people who believe they have such a tight relationship with their buyers that they tend to ignore things that can cost them revenue and clients.

First Direct Lending Achieves Rapid Growth with Velocify

Velocify

Before opening, First Direct Lending had planned to use a proprietary lead management system, but from past experience, Mike knew that optimizing a homegrown solution would require extensive IT resources – something a new company simply couldn’t afford. The ROI benefits speak for themselves.

Why Selling Product Features Doesn’t Work

The Sales Hunter

After changing the password, I went into the company’s website to see what it said about having to change the password every 90 days. Looking at this site got me thinking about product features and benefits. Customers buy benefits. Quit disguising features as benefits.

Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

Sales Tips: Who Owns the Pipeline? The people most willing to embrace change are those that derive benefit. You can graphically show this by plotting benefit on the y-axis and disruption of the x-axis. Ultimately, the sales manager “owns” the pipeline at a relatively early stage.

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Sales Tips: Tread Carefully with ROI Calculators

Customer Centric Selling

Sales Tips: Tread Carefully with ROI Calculators. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Your prospect has probably equipped its sales team with a similar tool. Need some help to increase sales?

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23 Ways to Strengthen Your Relationship with Your Client | Sales.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. We all want a tighter relationship with our clients, because developing strong business relationships is what allows everyone to benefit. You will benefit. Your client will benefit. Copyright 2012, Mark Hunter “The Sales Hunter.” phone sales tips.

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Sales Tips: BANT

Customer Centric Selling

Sales Tips: Revisiting the BANT Approach. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. For years many sales organizations have used the BANT approach (Budget, Authority, Need and Timeline) to qualify opportunities.

Matt, Kyle, and the Less-Traveled Road to Customer Retention

DiscoverOrg Sales

Sales professionals know it better as renewal season. After a visit to the client’s company, we returned with a mission: “We’ve got two days to get in front of this account and save it.”. Read AJ’s Story – and the Split of Inbound and Outbound Sales Development.

Sales Tips: Which Language Are You Using?

Customer Centric Selling

Sales Tips: Which Language Are You Using - Your Key Player's or Yours ? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Need some help to increase sales?

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Sales Tips: Handling Inbound Opportunities

Customer Centric Selling

Sales Tips: Best Practices for Handling Inbound Opportunities. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Need some help to increase sales?

SalesGlobe Expands Sales Performance Management Solutions with OpenSymmetry Partnership

OpenSymmetry

Expanding upon SalesGlobe ’s sales incentive design, territory and segmentation, and quota methodology practices, a new partnership with OpenSymmetry will allow us to help clients make the most out of a sales performance management solution. Together, OpenSymmetry and SalesGlobe will address areas of sales performance to lower cost, increase visibility, accurately forecast revenue, and manage risk. Company News company news partnership salesglobe

Sales Tips: WHY Good Sales Teams Lose

Customer Centric Selling

Sales Tips: Understanding Why Good Sales Teams Lose in Competitive B2B Opportunities. Sales losses are hard. Sales teams often feel as though they’ve given their best proposal, their best price, their best value proposition. How quickly did sales get back to the buyer?Was

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Sales Tips: Quality Control and Seller Productivity

Customer Centric Selling

Sales Tips: Determining "Forecast" vs. "Sunshine Pump". For decades, companies have strived to improve productivity and reduce costs through the use of technology. Looking forward, you can see Uber, Lyft and other companies utilizing self-driving cars to eliminate the cost of drivers.

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Benefits of CPQ for Advanced Manufacturers

Cincom Smart Selling

I recently came across a blog piece in Manufacturing Magazine that offered five specific benefits related to CPQ and configuration technology for manufacturers. Allows Sales to concentrate on selling. Provides an accurate source of sales data for forecasting.