Sales Hacker

JUNE 12, 2018

Understanding proper buyer motivation. Managing a sales process that leverages natural buyer behavior. The acquiring companies being Infor, IBM, and Salesforce. Since leaving his most recent post at Influitive, he started a platform and a training organization called Cerebral Selling. Proper objection-handling.

Infor 45

Infor How To Objections Cold Calling 45

Customer Centric Selling

FEBRUARY 23, 2016

Delivering a poor buyer and brand experience. How much time can you really devote to understanding a buyer’s needs, responding to questions and requests, and delivering a strong solution when you have 100 deals in the hopper? Lance has managed sales teams for more than 10 years at companies such as Novell, Concentrix, and Infor.

Pipeline 40

Pipeline Lead Rank Lead Scoring Infor 40

Sales Hacker

JULY 3, 2018

Sales organizations now turn to different automation software to infuse new prospects into the pipeline, prioritize lead queues, and enhance the buyer journey. While sophisticated chatbots can help marketers and sellers engage retail consumers, B2B buyers still demand meaningful relationships with expert human consultants.

Sales Automation 66

Sales Automation Outsourcing Services Sales Process Tools 66

Sales Hacker Training

NOVEMBER 21, 2022

Datahug (SAP Sales Cloud) Sometimes, the very process of using the tools that help you sell takes away valuable time you can otherwise spend for customer engagement, training or deal closures. When it comes to presenting value to economic buyers, complicated spreadsheets fall short. It’s like having a coach for every conversation.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52