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Five Steps to Help Your Team Master Virtual Selling

Miller Heiman Group

Because there are a lot of new challenges to overcome, sellers will need to develop keener virtual selling skills, overseen and coached by their managers. Acknowledge changes in the buying/selling process. . Adapt to longer buying cycles. Who makes the decisions and owns the budget is shifting.

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Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

SBI

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. It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge.

Up-Sell 57
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Get Lean and Mean, and Bigger, Stronger, Faster, Too

Braveheart Sales

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
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Sales Tips: Avoid Death by Presentation

Customer Centric Selling

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.

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3 Secrets Sales Leaders Swear By

Gong.io

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?

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Smart Selling Visions: Up-Close with Top Revenue Leader CEO Duncan Lennox of @Qstream

SBI

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. It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. How do you know?

Up-Sell 139
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Remote Sales: Tips to Sell (Better) & Make Quota From Home

Sales Hacker

Educate prospects at various stages of the buying cycle. Continuously develop your skills. You’ll also want to explore any and all programs offered to help you develop your social selling skills. Find out what content you have at your disposal and make sure you’re putting it to good use.

Quota 77