SBI

JUNE 3, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. 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.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Braveheart Sales

JUNE 23, 2020

They must increase their market share, not just settle for their historic share of a market which is now shrinking. You need salespeople who have the right selling competencies and the right mindset. This is part selling competency and part mindset. Get Lean and Mean, Hire Bigger, Stronger, Faster, Salespeople.

Hiring 52

Hiring Decision Maker Comparison Buying Cycle 52

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. This way of selling provides benefits that traditional selling can’t match.

Quota 52

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

SBI

JUNE 4, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. Nancy: What does Qstream do?

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Customer Centric Selling

MARCH 15, 2017

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. Executives often end these calls before allowing sellers to finish them. Unfortunately this approach is not limited to sales calls.

Buying Cycle 80

Buying Cycle Buyer Sales Sales Forecasts 80

Sales Hacker

MAY 8, 2020

Chances are, in the name of sales enablement, your company’s marketing professionals commit time and resources to supply you with various forms of content for you to: Position your company and product in the most effective way. Educate prospects at various stages of the buying cycle. Continuously develop your skills.

Quota 75

Quota Social Media Face-to-face Follow-up 75

Miller Heiman Group

NOVEMBER 1, 2019

Sales enablement leaders should participate in developing foundational selling skills as well as analytical and value messaging skills. Second, sales enablement should aligned to the goals of every stage of the customer’s path, from awareness to purchase, and to each buying influence.

Competition 50

Competition Lead Rank Lead Scoring Decision Maker 50