Highspot

JANUARY 9, 2024

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. Each stage requires specific selling skills to satisfy prospect needs.

B2B 52

B2B Training Top of Funnel B2C 52

Highspot

JANUARY 19, 2022

In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training? How much do sales training courses cost? Let’s look at three of the most common buckets for sales training courses and discuss who they’re right for.

Training 92

Training Lead Rank Hiring Course 92

The Digital Sales Institute

FEBRUARY 4, 2021

In this article we discuss the essential sales skills that every salesperson should seek to master as selling moves into the next phase of its evolution. Nearly every sales skill that is essential for engaging buyers today can be acquired with regular sales training. Constructing a sales conversation.

Negotiation 85

Negotiation Lead Rank Lead Scoring Social Media 85

Gong.io

JULY 31, 2019

Once the buyer agrees to the contract, figure out where they are in their buying journey. . So selling them on the value of answering your questions requires a different approach (in fact, a discovery call prompter will actually hurt you). Conversely, average reps construct conversations that feel like interrogations.

Top of Funnel 128

Top of Funnel Decision Maker Outbound Face-to-face 128

The Digital Sales Institute

MAY 17, 2019

The goal of sales questions for discovery purposes is for salespeople to have valuable conversations with various customer profiles and adapt the company’s value proposition to the unique situation of each buyer. Today, buyer attention is in short supply, they are lost in a sea of more information, advertising, and messages like never before.

Decision Maker 65

Decision Maker Vendor Ideal Customer Profile Buyer 65

LeadFuze

JULY 13, 2021

To divert or reframe the conversation, they construct words, phrases, and solutions. As it turns out, 80% of all marketing interactions need some kind of follow-up interaction five times over the course of 12 months (or another similar measurement). Note also that knowing how to overcome rejection in sales speaks so much about you. .

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

Allego

FEBRUARY 6, 2024

5 Digital Selling Principles for Achieving Success 1. Enhance Buyer Experiences Digitally The digital landscape offers a unique opportunity to engage with buyers in innovative ways that were not possible in traditional face-to-face settings. Tailored interactions boost buyer satisfaction and increase deal closure rates.

Ideal Customer Profile 71

Ideal Customer Profile Lead Rank Lead Scoring Webinar Metrics 71