Customer Centric Selling

SEPTEMBER 28, 2015

Sales Tips: Bad Assumption #2 - Buyers Are a Blank Canvas. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. They have an inherent distrust of sellers and feel they may try to skew the requirements to gain a competitive advantage with no concern about how they are meeting buyer needs.

Buyer 40

Buyer Buying Cycle Vendor Social Selling 40

SBI

FEBRUARY 27, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Ian Levine , Chief Sales and Marketing Officer of RO Innovation. No database searching or guessing.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

Highspot

JANUARY 14, 2024

Around 80% of buyers and sellers favor digital self-serve and remote human engagement over face-to-face interactions for a seamless buying experience. Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. What Is Virtual Selling?

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

SalesLoft

NOVEMBER 17, 2020

Today’s top-performing sales reps use data, intelligence, and productivity tools 30% more than average performers. Whether you need to gain visibility into pipeline activity, manage deals, or decrease rep ramp time, Sales Engagement tools can help you improve efficiency, leading to sustained growth and profitability.

Top of Funnel 105

Top of Funnel Lead Rank Lead Scoring Buyer Persona 105

The Pipeline

NOVEMBER 13, 2014

Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. To start with not every buyer has a Twitter, Facebook or LinkedIn account. Further, “Amazingly, the CEO.com report shows that 68 percent of Fortune 500 CEOs have no social presence on any of the major networks.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Pointclear

JANUARY 31, 2012

Tony Zambito is Founder and Principal of the buyer research and strategy firm Buyerology ?. He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights.

Sales Process 194

Sales Process Lead Rank Sales Qualified Lead Buyer 194

Miller Heiman Group

OCTOBER 8, 2019

Conditioned by their experiences as consumers in receiving personalized and seamless experiences from brands, today’s B2B buyers expect sellers to provide a similar experience throughout the buying cycle. Organizations should implement a social selling strategy to establish credibility and earn the right to connect with buyers.

Social Selling 58

Social Selling Benefit Ideal Customer Profile Decision Maker 58

MarketJoy

JULY 27, 2018

I’m sure you’ve heard that buyers have more power now than ever before because of all the tools and information at the buyer’s disposal. The maturation of the internet has changed the B2B buying cycle forever. Long gone are the days where buyers relied on salespeople to be their sole education channel.

B2B 64

B2B B2C Lead Rank Lead Scoring 64

Sales Training Connection

JUNE 30, 2016

Complex Sales. When comparing small transactional sales to large complex sales, the differences in the buying process are difficult to overstate. In a complex sale the buying cycle is longer with more twists and turns; more buyers are involved both as individuals and as committees; and the competition is keene r.

Buying Cycle 65

Buying Cycle Ideal Customer Profile Competition Networking 65

Customer Centric Selling

NOVEMBER 13, 2013

Sales Training Article: Rethinking the Seller''s Role in Complex Sales. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of ImageryMajestic at FreeDigitalPhotos.net Over the years it has been generally accepted that part of a salesperson''s job is educating buyers.

Training 55

Training Airlines Buying Cycle Vendor 55

The ROI Guy

NOVEMBER 4, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Highspot

JUNE 28, 2019

While sales enablement has been around for years, we’re now inventing the future of this category thanks to incredible technology and methodology advances. It’s no wonder that the Sales Enablement Soirée has gone global. At the first inaugural Sales Enablement Soirées in London and Boston, the excitement was palpable.

Sales Enablement 40

Sales Enablement Buying Cycle Pivotal Coaching 40

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

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? This lack of revenue growth flies in the face of technology-assisted B2B buying activity as people leverage the Internet and social networking to research offerings on their own. It begs the question: With all this buying activity, where’s the revenue?

Training 45

Training Buying Cycle Hiring Vendor 45

Customer Centric Selling

MARCH 23, 2016

Sales Tips: Overcoming Basic Instincts. They do their own research of offerings via the Internet and social networking. I believe this is partly due to baggage about stereotypical salespeople and the belief they are more concerned about earning commission than addressing buyer needs. Need some help to increase sales?

Vendor 40

Vendor Insurance Insurance Buying Cycle 40

Customer Centric Selling

NOVEMBER 29, 2016

Sales Tips: Time for a Name Change. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. During that time I’ve witnessed a number of technology offerings that at some point in their life cycles either hadn’t caught on or had begun to fade. Buyers realize there is potential value.

Vendor 40

Vendor Buyer Buying Cycle Software 40

Altify

MAY 21, 2018

Contrary to some current misconceptions, B2B buyers are not in fact conducting much of the buying cycle unaided by sellers, evaluating solutions on their own, and only reaching out to suppliers in the late stages of their process. WHEN BUYERS AND SELLERS FIRST ENGAGE. WHEN BUYERS FIND IT HELPFUL TO SPEAK WITH SOMEONE.

Customer 40

Customer Buying Cycle Buyer Negotiation 40

Customer Centric Selling

JANUARY 16, 2013

Sales Training Article: "It Is What It Is" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company The naïve enthusiasm of youth fades as we age. How many CEO's take IIWII attitudes toward their sales organizations? IIWII conclusions cause CEO's to accept whatever results sales delivers.

Training 58

Training Ideal Customer Profile Hiring Buying Cycle 58

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. Image courtesy of Stuart Miles at FreeDigitalPhotos.net My first sales manager''s advice as he put me on quota was: "Call high. Don''t lead with product." All others struggle.

Training 53

Training Outbound Inbound Vendor 53

SBI

MARCH 4, 2015

You’re proud of your Sales Enablement capability and programs but you’re smart enough to know it’s not a trophy to place on your shelf and admire; right? Because of its very nature, Sales Enablement should not be seen as static, nor should it be considered merely a set of KPIs. by Rebecca Bell Ellis. Here’s how! How do you do that?

Sales Enablement 50

Sales Enablement InsideView Engineering How To 50

Customer Centric Selling

DECEMBER 26, 2012

Sales Training Article: A Time for Honesty and Reflection By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company As another year comes to a close, many take the opportunity to review the events of the last 12 months before trying to anticipate what 2013 will bring. What, if any goals are missing?

Vendor 58

Vendor Face-to-face Buying Cycle Trends 58

Pipeliner

AUGUST 30, 2019

It’s often tempting to discount your way out of sales trouble, but sometimes you’re doing more harm than good. Within the Miller Heiman Group network, value-based pricing was my differentiating characteristic. If the seller doesn’t think it’s worth the original price, should the buyer?

Discount 73

Discount Negotiation Sales Methodology Scale 73

SBI

APRIL 17, 2013

DemandCon’s purpose is to offer education and insight into the art of aligning and accelerating the sales and marketing funnel. I say ‘unfortunately’ because it turned out to be a great networking opportunity. He was referring to the importance of relevant knowledge about your prospects and buyers. Why don’t they?

Top of Funnel 127

Top of Funnel Demand Generation Agencies InsideView Demand Generation 127

The ROI Guy

NOVEMBER 18, 2010

Today’s buyers face several unique challenges that make content marketing ever more important to the successful vendor. Buyers are: More frugal, reeling from two economic downturns in the past decade, and forced to “do more with less”. But how can you get started on the journey to a successful content marketing program?

Marketing 40

Marketing Buying Cycle Case Study Comparison 40

The ROI Guy

NOVEMBER 29, 2010

Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles.

Buying Cycle 45

Buying Cycle Marketing Comparison Vendor 45

Partners in Excellence

MAY 22, 2012

Gone are the days when a sales person could handle everything with the customer herself. To be successful in creating value for customers and driving growth, sales people can no longer go it alone. For many sales people, this is relatively new.

Fashion 89

Fashion Face-to-face Buying Cycle Call-back 89

Partners in Excellence

JUNE 6, 2017

As I mentioned in my prior post , there are a lot of people promoting the application of Lean Manufacturing principles in sales. Principle 11: Respect your extended network of partners and suppliers by challenging them and helping them improve. The sales process is fundamental. The principle was “build to stock.”

Inbound 60

Inbound System Sales Sales Qualified Lead 60

Chorus.ai

OCTOBER 22, 2020

In this week’s episode of the Weekly Briefing, Jim Benton was joined by Shaunt Voskanian , Vice President of Sales at Datadog , to discuss the rise of Product Led Growth (PLG) and when and how you should use your product in the sales process. We at Datadog think of ourselves as very customer-led even more so than product-led.

Outbound 62

Outbound Call-back Inbound Oracle 62

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

The ROI Guy

OCTOBER 22, 2010

These tailwinds for marketing automation solutions indicate a headwind for marketers, who are actively seeking solutions to help solve an increasingly challenging B2B sales environments. With more information available, and growing skepticism in vendors, buyers have taken control of the purchasing cycle.

Software 40

Software Software CRM Marketing 40

Sales Training Advice

OCTOBER 5, 2012

No more is this evident than in respect to the need for ‘all hands on deck’ in terms of sales & business development. We call this trend the ‘Open-sourcing of sales’ Sales Requires New Collaboration. Organizations can no longer afford to leave selling purely in the domain of the sales department.

Hiring 42

Hiring Referrals Strategy Airlines 42

Zoominfo

JUNE 15, 2022

Profiling customers allows you to better understand the problems your would-be buyers are attempting to solve, which helps revenue professionals do their jobs more effectively at every stage of the customer buying cycle. Buyer personas are “fictional” examples of your prospective customers.

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

The ROI Guy

SEPTEMBER 29, 2010

Tech Media publishers have seen an exponential shift in buyer behaviour, recognizing that the B2B buying decisions these publications support are now Internet driven , and that buyers are in control of the buying cycle like never before - seeking trusted sources of diagnosis, advice and recommendations.

Media 40

Media Marketing Advertising Advertising 40

Hubspot Sales

DECEMBER 16, 2020

From the sales floor to the makeshift home office set up, salespeople of all kinds in all industries have faced a myriad of challenges and roadblocks this year. Mintis Hankerson is a Senior Sales Manager at HubSpot. For Mintis, 2020 has been all about balancing empathy with sales achievement.

Real Estate 139

Real Estate Face-to-face Forecasting Hubspot 139

Pipeliner

SEPTEMBER 29, 2020

A couple of sectors were all set to adopt the remote work culture, but then there are a few niches such as sales where remote work came with its own set of challenges! Create a remote-first sales infrastructure to facilitate seamless virtual selling at scale. Are There Any Perks Of Retaining A Remote Sales Team? No, not at all!

Strategy 98

Strategy Top of Funnel Face-to-face Hiring 98

Pointclear

APRIL 13, 2012

Jeff joined Forrester after spending 20 years in sales and marketing. He is the author of the book, The New Rules of Sales Enablement , the co-author of How to Create Killer Sales Playbooks , and he’s a regular contributor to B2B Magazine. The importance of inbound and content marketing early in the buying cycle.

Marketing 169

Marketing Social Media Scale Trade Show 169

Customer Centric Selling

JANUARY 15, 2014

Sales Training Article: Where Have Inbound Column "A" Opportunities Gone? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net It''s amazing how technology has affected our business and personal lives. and engage with today''s buyer.

Inbound 53

Inbound Opportunity Vendor Buying Cycle 53