Product Management University

APRIL 14, 2021

In many cases, the product silos that exist within product management become transparent to buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented products instead of integrated solutions. Longer and more difficult sales cycles lie ahead if this is the case.

Sales Cycle 59

Sales Cycle Retention Up-Sell Sales 59

Babette Ten Haken

OCTOBER 13, 2020

When customers identify a need which matches your current product and service features and benefits. Not just over the sales cycle or the duration of the project. If so, do you watch over-eager salespeople, pre-sales engineers and engineers transform? Mostly because they’ve received a cue from that client. Build trust.

Customer 106

Customer Engineering Automotive Pharmaceuticals 106

Highspot

SEPTEMBER 11, 2023

This leads to improved customer interactions, shorter sales cycles, and increased revenue. Embracing sales readiness can be transformative for any sales team, offering benefits that elevate performance and boost results. Your journey into sales readiness should start with clear goals or objectives.

Hiring 59

Hiring Sales Enablement Pivotal Training 59

SBI

OCTOBER 15, 2019

In sales, the end goal is the same, that is to convert a prospect into a customer and build a strong, ongoing relationship afterwards. A good sales playbook: Defines a set of best practices and methodologies important to the organization. Details the stages of sales cycles and a clear picture of the customer journey.

Scale 101

Scale Sales Cycle Quota Sports 101

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Uncover the True Value of Financial Benefits. By Jim Naro, CustomerCentric Selling® Certified Business Partner.

Benefit 40

Benefit Sales Forecasting Sales Forecasts 40

Customer Centric Selling

DECEMBER 31, 2014

Cost vs. benefit or ROI analyses to justify potential expenditures. Cost vs. benefits or ROI’s are created to determine if potential expenditures are likely to provide adequate payback (reduce costs, increase revenues, increase profits, etc.) Bottom-up selling makes long sell cycles and lower win rates more likely.

Research 92

Research Buyer Buying Cycle Vendor 92

The Pipeline

MARCH 9, 2011

Having looked at what a sales process may look like , and then answering the question of whether all companies need one or just some , the discussion then turned to who should own the process in the sales organization. It is all well and good to have a process, but the benefits are in the execution. Sales Bloggers Union.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

Highspot

JANUARY 29, 2024

7 Sales Negotiation Strategies to Close More Deals Sales negotiation strategies are essential for navigating the complexities of deal-making and securing favorable outcomes. Here are some effective sales negotiation techniques that will help you build trust with prospects, close more deals , and streamline your sales cycle: 1.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Highspot

JANUARY 9, 2024

Here’s what the B2B sales cycle looks like: Prospecting: This business development is where the sales process begins, as sales reps search for potential clients who might need their products or services. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal.

B2B 52

B2B Training Top of Funnel B2C 52

Sales Hacker

OCTOBER 26, 2020

Creating a high-performing sales culture can establish the groundwork for success. Employee Benefits: This includes but isn’t limited to insurance, retirement, and expense accounts. Sales Acumen: Talk to employees about target prospects, how to find them, and the general sales cycle.

Sales Enablement 104

Sales Enablement Top of Funnel Hiring Ideal Customer Profile 104

The Pipeline

JANUARY 17, 2012

The advantage is that you have experts in the field researching specific areas of interest, and delivering valuable resources you can use, thereby saving you time and effort, and allow to utilize and benefit from those resources. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

Close.io

DECEMBER 17, 2019

Inside sales training is different from traditional sales training as it focuses more on outreach, data and sales tools. Let's talk about the benefits of sales training…. One of the biggest gains from sales training is the ability to close more deals. Close more deals.

Inside Sales 72

Inside Sales Training Lead Rank How To 72

The Pipeline

MAY 7, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , On-Line Conference , Proactive , Sales Leadership , execution. 2011 Sales & Marketing Success Conference. Benefiting Victims of the Japan Earthquake and Tsunami. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 218

Pipeline Conference Webinar Metrics Cold Calling 218

Openview

MAY 22, 2018

For any sales organization, ramp-up time for new team hires is always a big concern. The length of the ramp-up period is influenced by building up the pipeline, average sales cycle, but onboarding and access to the right knowledge is another huge contributing factor. Merely hosting a workshop is not good enough.

Hiring 71

Hiring Lead Rank Lead Scoring Oracle 71

The Pipeline

OCTOBER 31, 2011

There are a number of other ways and benefits, the key is to adopt and foster a culture of learning and improvement. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings. Sales Process.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Sales Hacker

AUGUST 28, 2018

Post-sale, the numbers were equally stark. Given the growing importance of customer experience in today’s market, as well as the increased complexity of many B2B sales cycles , these numbers are a significant red flag. How much are companies leaving on the table when these pre-sale questions go unanswered?

Buyer 79

Buyer B2B B2C Survey 79

PandaDoc

OCTOBER 3, 2023

While AI provides many benefits like personalized recommendations and demand forecasting, it also poses challenges around data privacy, implementation barriers, reliability concerns, and job displacement fears. Here’s a deep dive into the benefits, each with hypothetical examples. It also opens a hidden benefit.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

Customer Centric Selling

OCTOBER 6, 2015

That is to say they can decide not to move forward with budgeted initiatives that they feel don’t provide as much benefit. Upon hearing about this concept years ago in one of my workshops, a student approached me at a break and realized in trying to sell software to a heating oil distributor, he had lost a software sale to a delivery truck!

Vendor 40

Vendor Cancellation Proposal Software 40

The Pipeline

AUGUST 5, 2011

One profession that stands to benefit most from these apps is sales. We at Software Advice typically focus on sales force automation software , but we decided to broaden our focuse and see what is available on mobile devices to match the needs of a mobile sales force. Sales Bloggers Union. Sales Compensation.

Pipeline 275

Pipeline Hiring Travel Top of Funnel 275

The Pipeline

FEBRUARY 10, 2012

What struck me was something a former manager of mine did, that I started doing, and that I realized this group would also benefit from. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

The Pipeline

JULY 18, 2011

So if your product costs $20,000 it may not look that attractive at either $20K 0r $25K return; but what if they had the benefit of your product for four years. That changes things; they now have the potential to see an $80,000 benefit from a $20,000 investment. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Customer Centric Selling

MARCH 26, 2014

Sign-up for one of these sales training workshops to learn how to better engage with prospects. Years later as I started in sales, I discovered buyers had a foolproof way to end sales cycles gracefully and abruptly. You''ll be better served not to assume that the buying cycle is moving forward.

Training 66

Training Buying Cycle Call-back Sales Cycle 66

The Pipeline

FEBRUARY 17, 2012

Just as you don’t want to misalign the resources based on the type of buyer involved, you also don’t want to assume that all your sales people will benefit from the same type of training. I have written in the past that there needs to be no democracy in sales training. Sales Bloggers Union. Sales Compensation.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

Customer Centric Selling

MARCH 2, 2016

Much later in the sales cycle there may be attempts to call higher levels, but most sellers will struggle in their efforts to establish value during these calls. Absent a compelling cost vs. benefit “no decision” is an outcome that happens far too frequently. Need some help to increase sales?

Vendor 40

Vendor How To Enterprise Enterprise 40

Customer Centric Selling

JULY 2, 2014

With the second quarter of 2014 just ending, my advice to sellers and their managers is to start looking a sales cycle ahead every month to optimize the chance that there’s enough in the pipeline. Politely withdrawing them offers two benefits: A more realistic view in removing unqualified opportunities from pipelines.

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

Costello

APRIL 16, 2019

I found using a tool has allowed me to easily create scripts for the team, ramp reps more quickly, and maintain consistency in our sales process.”. “A A huge benefit has been able to quickly and easily understand if our scripts are working. The biggest benefit of creating a sales playbook is keeping your entire team on the same page.

Hiring 111

Hiring Top of Funnel Cold Calling Lead Rank 111

Customer Centric Selling

MAY 6, 2015

When managing buying cycles with committees, sellers are often guilty of starting and staying with one person too long. During this part of the buying cycle, product evaluations, implementation issues, cost vs. benefit, vendor evaluations, etc. Seats are filling FAST in the July 21 Sales Process Management™ Workshop in D.C.

Buying Cycle 40

Buying Cycle How To Negotiation Proposal 40

The Pipeline

MAY 23, 2011

All for minimal cost of 8 out of 10 tweets being about how to make more money using “proven” methods on Twitter and social media, or how to get thousands of followers overnight; FOLLOWERS who couldn’t pick you out of a line up, much less relate or benefit from your tweets. Sales Bloggers Union. Sales Compensation.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

Product Management University

JULY 26, 2021

This is where high-fidelity video demos can deliver tremendous benefit. Contact us about a demo workshop where you’ll learn how to deliver outcome-based value demos that shorten sales cycles and create a greater urgency to buy. The Better Alternative – SEE A DEMO Button! The 70/30 Demo Script. Related Articles here.

Top of Funnel 52

Top of Funnel Sales Qualified Lead Proposal Decision Maker 52

Customer Centric Selling

NOVEMBER 6, 2013

The benefits of motivation are limited if people lack the requisite skills needed to perform. Register for one of our public sales training workshops to learn the selling skills you need to improve sales performance. Inbound leads should be considered buying, not sales cycles.

Motivation 49

Motivation Top of Funnel Training Inbound 49

Showpad

DECEMBER 11, 2020

Contrarily, a subpar platform can actively detract from the operational efficiency and performance of the sales department. In this post, we’ll review six of the most important features that should distinguish a powerful sales training platform and produce serious bottom-line benefits for your organization.

Training 59

Training Hiring Exercises Collateral 59

Customer Centric Selling

MARCH 4, 2016

One way to judge willingness to change is to think benefit vs. disruption from the perspective of different roles. Take a step back and consider that CRM provides executives security of their sales data and at least the perception that they have control of their pipelines. They see little benefit but have to deal with major disruption.

Top of Funnel 40

Top of Funnel CRM Sales Cycle Software 40

Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: Proactively Call at High Levels, Reap the Benefits. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When sellers proactively initiate buying cycles with Key Players: Sales cycles can be shorter. Need some help to increase sales?

Buying Cycle 40

Buying Cycle Sage Inbound Vendor 40

Customer Centric Selling

FEBRUARY 26, 2016

Know the cost vs. benefit. If all of these items have been covered, buying should be the logical last step of a sales cycle. Premature closes (when one or more items have not been addressed) can abruptly change buyer relationships as sellers go from consultative sales to high-pressure tactics.

Buyer 40

Buyer Closing Decision Maker Proposal 40

Customer Centric Selling

MAY 27, 2015

By that I mean they are extraordinary at what they do, but every sales cycle is different because they rely largely upon intuition. Having a process to codify “A Player” behavior should benefit the entire sales organization. Next public workshop is coming to Boston, August 3-6.

Hiring 40

Hiring Survey Promotion Sales Cycle 40

Hubspot Sales

MARCH 19, 2019

Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success. The more specific the goal, the better.

Training 84

Training Hiring Discount Hotels 84

Customer Centric Selling

NOVEMBER 15, 2013

It becomes important to see if the seller and the person that initially contacted them can gain access to higher levels to create a cost vs. benefit to justify the expenditure being considered. For more insight into selling in today''s buyer marketplace, register for a sales training workshop and get your copy of Rethinking the Sales Cycle.

Training 49

Training Vendor Buyer Lead Rank 49