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

Mindtickle

MAY 20, 2021

Unlock the skills that drive successful sales interactions . According to McKinsey research, over 85% of B2B sales interactions happen on the phone or within web conferencing platforms, making it impossible for sales managers to shadow every interaction between sellers and buyers.

Conversion 52

Conversion Lead Rank Lead Scoring Analysis 52

Braveheart Sales

JUNE 23, 2020

This is part selling competency and part mindset. Value Selling Skills – In tight economic times, your potential customers are making decisions about how to spend their money. Comfortable Discussing Money – This key trait is closely related to Value Selling Skills but has additional implications.

Hiring 52

Hiring Decision Maker Comparison Buying Cycle 52

Gong.io

SEPTEMBER 3, 2020

How do they set up the buying cycle. And no, I don’t mean a “one-size-fits-all” good. I mean Your Company, Inc’s definition of good. Stuff that works for your team. . Like how are your top performers running their calls? . Who do they bring in their deals. What process do they follow. . It’s in Gong. How are they showing value?

Buying Cycle 143

Buying Cycle Competition Follow-up Sales 143

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

Buying Cycle 80

Buying Cycle Buyer Sales Sales Forecasts 80

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? How do you know?

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Customer Centric Selling

FEBRUARY 15, 2017

Some of the most creative selling was done to convince the manager that numbers would be made. As a sales manager I noticed something curious…. I believe the most significant thing a sales manager can do for sellers is have them realize the difference between activity and progress during buying cycles.

Pipeline 64

Pipeline Buying Cycle Quota Call-back 64