Sales and Marketing Management

DECEMBER 14, 2020

Successful virtual selling is dependent upon using modern technology to nurture prospects, share information, conduct demos and host meetings. As many companies currently slow their buying cycles or freeze them completely, intelligent virtual selling is one of the only ways to overcome these uncertainties.

Face-to-face 156

Face-to-face Conference Ideal Customer Profile Hotels 156

MTD Sales Training

DECEMBER 7, 2017

Find out exactly who the decision-maker is before you make contact, not during the call. 10) Discover the prospect’s buying cycles. 17) Don’t sound desperate in sales meetings. 21) Technology is changing the buying cycles of buyers, so build your knowledge of all the technological advances in your industry.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

SBI

JUNE 4, 2014

What problem/s are you solving for sales and/or marketing organizations? Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. As their manager, do you know what they know?

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

SBI

JUNE 3, 2014

What problem/s are you solving for sales and/or marketing organizations? Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. As their manager, do you know what they know?

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Sales Hacker

DECEMBER 18, 2020

If you understand objections as a natural part of the sales process and as a sign that you’re on the right path, you’ll be able to respond to them effectively and open new paths to the sale. #2 2 Sales isn’t a debate, it’s a conversation. They have notecards with statistics.

Objections 122

Objections Prospecting Ideal Customer Profile Sales Qualified Lead 122

Highspot

JANUARY 14, 2024

Many customers have preferred digital channels, prompting companies to incorporate them into their sales practices. This shift isn’t limited to simple transactions; even complex buying cycles are navigated virtually, requiring careful planning. Video aids in understanding body language and forging personal connections.

Quota 52

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

The ROI Guy

MARCH 15, 2011

Empowered Buyers: Fueled by the Internet, with access to a wealth of resources, research, discussions, product and pricing information, buyers are self-empowered to drive the buying cycle, inviting sales later and later into the decision making process, if at all.

Remedy 77

Remedy Lead Rank Vendor Lead Scoring 77