Miller Heiman Group
FEBRUARY 11, 2020
In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Sales organizations undergo constant change initiatives. But it’s not too late to transform. Coaching Sellers.
SBI
JULY 17, 2012
It is not uncommon today for decision makers to avoid talking with a salesperson early in the sales cycle thinking, somewhat erroneously, that they are able to diagnose their own needs and to then seek and find the best solutions through their own investigation. And that, all too often, is at the end of the buying cycle.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales and Marketing Management
JUNE 27, 2019
This transformation is permeating all areas of the enterprise – from marketing to sales to product development and even finance and human resources. However, sales is also an area ripe for innovation when it comes to AI-powered solutions. While sales drives the bottom line, marketing helps sales find and qualify leads.
Sales and Marketing Management
NOVEMBER 4, 2014
Teaser: If you believe the hype around studies that say customers feel they are through 60 percent (or more) of the buying cycle before engaging a salesperson, you could be giving your salespeople the wrong content for the wrong conversation. Issue Date: 2014-11-01. read more'
The Pipeline
SEPTEMBER 11, 2018
Like retail, B2B sales has some seasonal trends that tend to fool the also-rans while bringing opportunity to those willing to make the effort. Most sellers have no clue how long their sales cycle is. As I have shared before when you ask sellers how long their cycle is, most respond “depends.” Do The Math.
The Pipeline
MAY 28, 2019
Time is a truly critical element of sales success, yet too many take a very passive approach to their time. To succeed in prospecting, in fact, in any element of sales, you need to own your time. Time Is The Currency Of Sales. Too many sales organizations measure lagging indicators rather than actionable leading indicators.
Customer Centric Selling
MARCH 20, 2013
Sales Training Article: Electronic Starts to Buying Cycles By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series. Need some help with your sales performance?
Expert insights. Personalized for you.
65 
Let's personalize your content