Highspot

JANUARY 14, 2024

This shift isn’t limited to simple transactions; even complex buying cycles are navigated virtually, requiring careful planning. Why Virtual Sales Skills Training Matters The shift from in-person to remote work demands new skills. Source: Gartner The move towards virtual sales is what the buyers want.

Quota 52

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

SBI

JUNE 3, 2014

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. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

SBI

JUNE 4, 2014

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. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Gong.io

MAY 3, 2018

Try googling cold calling tips and see what happens. Based on previous analyses, we know the exact words that can help you progress a call into the next stage of the buying cycle. Thousands of articles will appear. So, why can we credibly claim that the cold calling tips in this article are the best ones you’ll ever read?

Cold Calling 48

Cold Calling Call-back Education Buyer 48