Customer Centric Selling

APRIL 24, 2017

Sales Tips: WHY Should Buyers Buy from You? By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 65

Buyer Sales Sales Forecasts Forecasting 65

Customer Centric Selling

AUGUST 8, 2017

Sales Tips: Do Your Buyers See Sufficient Value? By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 58

Buyer Sales Sales Forecasts Forecasting 58

Showpad

AUGUST 23, 2019

Supercharge Sales Development Goals with Microlearning. Microlearning can help to fill gaps in selling skills and provide bite-sized, on-demand training content for reps on the go. 7 Step Blueprint to Peak Performing Sales Teams. 7 Step Blueprint to Peak Performing Sales Teams.

Sales Enablement 49

Sales Enablement Enterprise Enterprise Maximizer 49

Customer Centric Selling

OCTOBER 10, 2017

Sales Tips: Establish Peer Relationships with Your Buyers. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 40

Buyer Sales Sales Forecasts Forecasting 40

Customer Centric Selling

MAY 16, 2017

Sales Tips: How to Establish Urgency with Your Prospects and Accelerate Buying Decisions. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 69

Buyer Sales Prospecting Sales Forecasts 69

Customer Centric Selling

NOVEMBER 20, 2017

Sales Tips: "Winging It" Yields Poor Results. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 66

Buyer Sales Sales Forecasts Forecasting 66

Customer Centric Selling

MAY 17, 2017

Sales Tips: Creating Opportunities from Latent Needs. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 61

Buyer Opportunity Sales Sales Forecasts 61

Customer Centric Selling

JANUARY 24, 2017

Sales Tips: Exposing the Hurt, Offering the Fixes. By John Holland, Chief Content Officer, CustomerCentric Selling®. The two buyer responses that seem most common: “I don’t need it.”. When buyers share either a desired business outcome or problems, they often don’t know the reasons they can’t achieve/address them.

Buyer 40

Buyer Sales Training Sales Forecasts 40

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Avoid Death by Presentation By John Holland, Chief Content Officer, CustomerCentric Selling®. Buyers despise "spray and pray" sales calls. Reciting a list of features to buyers who don't fully understand them, nor know if they're needed is a barbaric way to try to start buying cycles at any level.

Buying Cycle 80

Buying Cycle Buyer Sales Sales Forecasts 80

Customer Centric Selling

APRIL 12, 2017

Sales Tips: Avoid the "People Like Me" Mentality in Initial Buyer Meetings. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Meeting 75

Meeting Buyer Sales Sales Forecasts 75

SBI

APRIL 24, 2012

Jill‘s latest book, Snap Selling , gives you an inside look at how your prospects actually make (or don’t make) decisions within the confines of one over-riding factor – today’s buyers are crazy-busy! How can you get them to take your call, how can you get them to consider change, and how can you help them choose your solution?

Inside Sales 122

Inside Sales Cold Calling Webinar Metrics Sales Qualified Lead 122

Vengreso

MARCH 2, 2021

The sheer amount of competition is mind-numbing and buyers have so many options to choose from that your solution may now be considered a commodity. How can your sales reps stand out from the crowd and start building their sales pipeline ? You need prospecting techniques that will actually work with the modern buyer.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Mindtickle

JUNE 21, 2023

It is typically offered by professional organizations, industry associations, or training institutions. Sales certification programs assess and verify a sales professional’s understanding of sales concepts, techniques, best practices, and industry-specific knowledge.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Customer Centric Selling

FEBRUARY 7, 2017

It isn’t and shouldn’t just be up to the Sales organization. Product Development, Product Marketing, Marketing and Sales all play a role in the overall result. The closer Product Development can be to having offerings that address buyer and market needs, the easier it is for top-line revenue objectives to be achieved.

Survey 40

Survey Revenue Sales Cycle Sales Process 40

Customer Centric Selling

FEBRUARY 27, 2017

The key to me is trusting that sellers enter realistic opportunities in their pipeline, but defining steps moving forward based upon buyer actions (rather than seller opinions) to achieve milestones. This can be done by linking buyer actions to milestone achievement. This means asking for access to those titles.

Pipeline 40

Pipeline Forecasting Proposal Vendor 40

Customer Centric Selling

FEBRUARY 22, 2017

In my next article I’ll discuss how first level sales managers should be grading opportunities based upon buyer actions rather than seller opinions. In my mind, once bad opportunities enter pipelines they have a way of lingering.

Hiring 63

Hiring Forecasting Pipeline Discount 63

Customer Centric Selling

MARCH 15, 2017

As we documented in our latest book, Rethinking The Sales Cycle (McGraw-Hill, 2010) , buyers are leveraging the vast resources of the internet BEFORE they ever engage with a salesperson or vendor. If you're not on the first page of Google search results when someone searches for what it is you do, you may as well not be listed at all.

Social Media 40

Social Media Media Facebook Vendor 40

Vengreso

JANUARY 24, 2022

Sales messaging is a vital part of a sales reps’ daily work. While the perfect sales message will connect and engage the buyer (eventually leading to a sale), a weak sales message will just be ignored, or worse, will damage the reputation of your company. Now, let’s look at the PVC components in more detail.

Conversion 104

Conversion Prospecting Sales Methodology Referrals 104

Vengreso

JANUARY 24, 2022

Sales messaging is a vital part of a sales reps’ daily work. While the perfect sales message will connect and engage the buyer (eventually leading to a sale), a weak sales message will just be ignored, or worse, will damage the reputation of your company. Now, let’s look at the PVC components in more detail.

Conversion 104

Conversion Prospecting Sales Methodology Referrals 104

Accent Technologies

NOVEMBER 10, 2018

Demystifying your CRM platform by making it a part of new sales-rep training. Myth 2: Entering CRM data takes time away from sales activity. Speed and efficiency are certainly important to any high-performing sales team. On the contrary, the best managers find ways to help their team improve their selling skills.

CRM 55

CRM ROI Commission Vendor 55

Sales Hacker

DECEMBER 20, 2018

Enjoy the duo’s humor as they show better ways of prospecting, cold calling, or sales forecasting. . B2B marketing experts James Carbary and Jonathan Green interview a business leader on leadership, sales-to-marketing realignment, buyer personas, marketing strategy, and a host of other topics. Sales Funnel Radio.

Top of Funnel 111

Top of Funnel Social Media Cold Calling Sales Qualified Lead 111

Customer Centric Selling

JANUARY 30, 2017

A critical step in defining milestones is having as many as possible based upon buyer actions rather than seller opinions. Some steps in the CCS® sales process include: Qualifying champions that will provide access to members of buying committees. Validating that access was granted.

Forecasting 40

Forecasting Pipeline Banking Exercises 40

Highspot

NOVEMBER 7, 2022

A sales enablement tool should enable go-to-market (GTM) teams to support the sales team with content, training, coaching, and analytics — helping sellers provide a stellar buying experience and ultimately drive revenue growth. SALES TRAINING. Crafting an effective sales process also requires training.

Sales Enablement 52

Sales Enablement Tools Vendor Distribution 52