Customer Centric Selling

APRIL 30, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of StockImages at FreeDigitalPhotos.net When buyers and sellers talk for the first time, historical baggage and preconceived notions are in play. Many undermine a seller’s status: Buyers are always right.

Buyer 65

Buyer SME Buying Cycle Commission 65

Allego

AUGUST 24, 2021

It falls on marketers to support their teams while ensuring salespeople are armed with content that captures buyer attention and closes deals. Equipping sellers with the content, tools, knowledge, skills and coaching required to optimize buyer interactions—known as sales enablement —is essential. 4 Sales & Marketing Collaboration.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

The Pipeline

OCTOBER 24, 2019

Sure, they try, and it is not a negative, but there is no denying that about 11:30, at your 11:00 meeting with a buyer, his/her mind is already into the next meeting. Once the conversation gets going, it’s a question of free-styling, where the SME are separated from the also-rans. After all, where did the question come from?

Prospecting 205

Prospecting Training SME ROI 205

Zoominfo

OCTOBER 29, 2020

One of its benefits includes connecting directly to primary decision makers instead of dealing with groups of buyers and chains of execs. What is the Difference Between SMB and SME? SMEs (small-to-medium enterprises) operate similarly to SMBs but at a slightly larger scale. Think of the CLV!

Ideal Customer Profile 173

Ideal Customer Profile Scale Strategy Hiring 173

The Pipeline

JULY 18, 2016

Some of this is based on the assumption that the buyer actually knows what they want. They have two choices, take the time and effort to understand the buyer’s objective, and then sell them on an equally valid alternative they do have. By limiting choice, he increased outcomes for both his buyers and his company.

SME 120

SME Small Business Small Business Exercises 120

Babette Ten Haken

SEPTEMBER 11, 2018

XXX is a new approach to B2B selling by enabling buyers with a video-based demo that adapts on the fly to buyers’ unique interests. She is a member of SME, ASQ, SHRM and the National Speakers Association. Her professional speaker profile appears on the espeakers platform.

Social Media 205

Social Media Ideal Customer Profile LinkedIn SME 205

Bernadette McClelland

JULY 9, 2014

I think the highest performing salespeople have earned their results based on the respect that the buyer has for them rather than the level of challenge they have with the buyer. If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program.

Lead Rank 247

Lead Rank SME Lead Scoring Survey 247

Bernadette McClelland

JULY 9, 2014

I think the highest performing salespeople have earned their results based on the respect that the buyer has for them rather than the level of challenge they have with the buyer. If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program.

Lead Rank 247

Lead Rank SME Lead Scoring Survey 247

Anthony Cole Training

OCTOBER 13, 2014

The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. In our Sales Managed Environment (SME) program , one of the important functions of the sales manager is to motivate the sales team AND keep them motivated. This is one of the deliverables in our SME program.

Sales Management 204

Sales Management SME Incentives Incentive 204

Pipeliner

MARCH 26, 2021

Moeed Amin is a Director and Founder at Proverbial Door, helping B2B sales professionals to increase their conversion rates and SME owners to scale their businesses. Also, 25 percent of the buyers think of the sales industry as ethically and morally questionable. Things can always go wrong, and buyers know that. Trust in Sales.

Video 52

Video SME Scale Loyalty 52

Allego

JULY 17, 2023

Revenue enablement is a holistic organizational approach that gives every team the right training, coaching, and content to engage and support leads, prospects, and buyers at every opportunity. Every role that touches the buyer journey contributes to revenue through sales, upsells, cross-sells, and renewals. What Is Buyer Enablement?

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

Zoominfo

OCTOBER 29, 2020

One of its benefits includes connecting directly to primary decision makers instead of dealing with groups of buyers and chains of execs. What is the Difference Between SMB and SME? SMEs (small-to-medium enterprises) operate similarly to SMBs but at a slightly larger scale. Think of the customer lifetime value (CLV) !

Ideal Customer Profile 100

Ideal Customer Profile Scale Strategy Lead Rank 100

Allego

APRIL 14, 2021

This means powering up content with relevant talk tracks, best practices, win stories, and SME knowledge that sellers need to handle objections, nurture prospects, and close deals. #3 But it’s not enough to simply make assets available, sellers must know how and when to use these resources to deliver maximum impact to their prospects.

Sales Enablement 120

Sales Enablement Top of Funnel Hiring SME 120

Bernadette McClelland

SEPTEMBER 8, 2014

If you don’t, no one will know about the value you personally offer, the value your offering provides the buyer or the value you bring to your market or industry. If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

If you don’t, no one will know about the value you personally offer, the value your offering provides the buyer or the value you bring to your market or industry. If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Babette Ten Haken

JUNE 3, 2019

Is it time for your team to become more successful presenting during meetings of peers and cross-functional buyers, investors? Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Take the next steps towards purpose-driven professional success: yours and theirs. . Engage me to break down communication barriers.

Decision Maker 82

Decision Maker SME Ideal Customer Profile Margin 82

LeadFuze

JULY 19, 2021

You could have a 30-day SMB sale and a 90-day SME sale. Lead source can dramatically impact deal velocity and help you understand if you’re reaching the right buyers. 6 Buyer Roles. Buyer roles can impact on deal velocity, and these insights can change your approach to new deals. 4 Market Segments. 5 Lead Source.

Influencer 59

Influencer Pipeline Top of Funnel Funnel 59

Babette Ten Haken

SEPTEMBER 5, 2018

Alternatively, value added (for material goods) relates to various features added to a basic line or model for which buyers are prepared to pay extra. She is a member of SME, ASQ, SHRM and the National Speakers Association. How’s that for walking the cross-functional collaboration walk? is available on Amazon.com.

Customer 109

Customer SME Retention Engineering 109

Allego

SEPTEMBER 1, 2022

Content Creators: These include product and content marketers, thought leaders and influencers within your organization, subject matter experts (SMEs), specialists, sales leaders, and top-performing sales reps. Content SME: This is an in-house expert from the sales or marketing team who deeply understands your sellers’ needs.

Collateral 62

Collateral SME System Video 62

Babette Ten Haken

FEBRUARY 12, 2018

Considering the length of the buyer decision-making cycle, can you afford to be confusing buyers with marketing and sales chaos? She is an EOS Implementer (Entrepreneurial Operating System®) and a member of SME, ASQ, SHRM and the National Speakers Association. Not only that. Think about it. is available on Amazon.

Customer 84

Customer Churn Retention SME 84

Babette Ten Haken

DECEMBER 28, 2017

Why and How Simple Storytelling compels Buyers to Act. She is an EOS Implementer (Entrepreneurial Operating System®) and a member of SME, ASQ, SHRM and the National Speakers Association. Customer Unretention Syndrome results from 4 Sales Achilles Heels. Retaining IIoT Customers or just Cross and Up Selling Them? is available on Amazon.

Retention 74

Retention Customer SME Engineering 74

Allego

JUNE 16, 2020

Because some buyers are only comfortable purchasing in a face-to-face scenario, the sellers who will win in a virtual world are those who can replicate that type of environment online. Sales teams scrambled to move in-person sessions online so that new hires and experienced reps could get the information they needed in a timely manner.

Training 77

Training Hiring Face-to-face SalesForce 77

Babette Ten Haken

DECEMBER 13, 2018

Are You Investor or Buyer Story Pitching when You should be Storytelling? She is a member of SME, ASQ, SHRM and the National Speakers Association. Why Collaborative Storytelling is Profitable Storytelling. Why You must connect those Voices behind those CX Survey Scores. When Collaborative Storytelling is Compelling Storytelling.

SME 69

SME Retention Ideal Customer Profile Hiring 69

Babette Ten Haken

MARCH 6, 2019

Successful post sale execution experience continuously leverages buyer, seller and other stakeholder engagement. She is a member of SME, ASQ, SHRM and the National Speakers Association. Products, services and platforms are increasingly more interconnected and complex. So are our post sale execution experiences. . Here’s why.

Ideal Customer Profile 72

Ideal Customer Profile Churn SME Loyalty 72

Babette Ten Haken

JULY 5, 2018

Are You Investor or Buyer Story Pitching instead of Storytelling? She is a member of SME, ASQ, SHRM, the Michigan Council of Women in Technology and the National Speakers Association. Focus on developing a refreshed and recalibrated customer experience and customer retention roadmap for your members. is available on Amazon.

Retention 56

Retention Customer Churn SME 56

Babette Ten Haken

AUGUST 1, 2018

These stories compel buyers not only to start doing business with an organization, but to continue doing business with them. She is a member of SME, ASQ, SHRM and the National Speakers Association. Honestly told. Non-sensationalized. Even when stuff is messy and end results are not glamorous. is available on Amazon.

Customer 51

Customer Demand Generation Agencies Hiring Demand Generation 51

Mindtickle

JANUARY 27, 2017

That’s why best-in-class sales organizations are moving towards an outcome-oriented approach, where different leaders and subject matter experts (SME) collaborate to make coaching successful. Reps need constant development to help them sell better. They need to be coached on a variety of things.

Sales Coaching 59

Sales Coaching Coaching Top of Funnel SME 59

Babette Ten Haken

AUGUST 6, 2018

Those offerings, in the eyes of our organization, are the main reasons buyers want to specify our products and services. She is a member of SME, ASQ, SHRM and the National Speakers Association. First Professionally Predictable Scenario: We put ourselves in predictable positions behind our organization’s products and services.

Customer 55

Customer Engineering SME Retention 55

Mindtickle

JANUARY 27, 2017

That’s why best-in-class sales organizations are moving towards an outcome-oriented approach, where different leaders and subject matter experts (SME) collaborate to make coaching successful. Reps need constant development to help them sell better. They need to be coached on a variety of things.

Sales Coaching 52

Sales Coaching Coaching Top of Funnel SME 52

Babette Ten Haken

JUNE 25, 2018

Because chances are, end of quarter sales persistence represents the rare time the seller actually does contact that buyer. She is a member of SME, ASQ, SHRM and the National Speakers Association. First, when sales people put on the pressure to fulfill their quarterly quota, clients go dark. is available on Amazon. They don’t care!

Customer 54

Customer SME Retention Hiring 54

Babette Ten Haken

MAY 28, 2018

Are You Investor or Buyer Story Pitching when You should be Storytelling? She is a member of SME, ASQ, SHRM and the National Speakers Association. Take some time today to read my top posts on the power of collaborative storytelling soft skills. Do they resound with the current scenario within your own organization?

SME 48

SME Engineering Decision Maker Government 48

Hubspot Sales

JANUARY 8, 2020

Today’s buyer not only expects sales proposals, they still consider these documents to be a key step in the evaluation process. Another tactic involves continually tapping your company knowledge gatekeepers — your subject matter experts (SMEs) — on the shoulder every time technical questions arise.

Data 72

Data Proposal Survey Software 72

LeadFuze

JUNE 7, 2021

The rise of the SME salesforce. Today’s B2B buyers have access to exactly the same information that the sales reps have at their disposal. You need to train your sales team to be subject-matter experts so they are able to assist the buyer with understanding how all the information they have gathered can be relevant to their company.

Training 52

Training Hiring Trends Retention 52

The Pipeline

NOVEMBER 19, 2020

Unsuspecting prospects thinking they are meeting with an SME, are commonly probed for pain and fit. The challenge for many is to get past their view and focus the discussion on the prospects’ view in order to build value in the buyer’s mind. Prospecting consists of regaling anyone who’ll listen with that value prop.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

BrainShark

MAY 3, 2022

The SME is likely aware of this and can stress the importance of that objection and explain how to overcome it in more detail. For instance, you can assign the mandatory training courses for GTM teams, like product knowledge or buyer personas, to all reps. How is your organization structured?

Training 71

Training Hiring How To Course 71

A Sales Guy

DECEMBER 15, 2016

In her book Whale Hunting with Global Accounts , Barbara Weaver Smith explains that today’s buyer wants to meet not just you, the sales rep, but also the Subject Matter Experts (SMEs) and everyone else on your team. Leverage all your players in your team.

Account Based Marketing 60

Account Based Marketing Account Lead Rank Pipeline 60

Babette Ten Haken

NOVEMBER 30, 2017

Utilizing a story voice incorporating Voice of the Customer, design-based insights draws current and prospective buyers into the story being told. Now, today’s buyers sit around business tables, instead of camp fires. Depending on where you sit around that business table, today’s buyers may see the same things, but in different ways.

ACT 91

ACT Buyer Decision Maker SME 91