Customer Centric Selling

APRIL 2, 2014

Sales Training Article: 2014 - So Far, So Good? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Now would be a good time to attend a sales training workshop to learn how you can save the year and make your number. Here''s Your Post-Q1 Wakeup Call. Miss your Q1 target?

Training 59

Training Buying Cycle Engineering Sales Cycle 59

Customer Centric Selling

DECEMBER 31, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Recent studies would have you believe as much as 80% of buying activities are complete before salespeople are involved. The Good Buying cycles initiated proactively by competent sellers start at Key Player levels.

Research 92

Research Buyer Buying Cycle Vendor 92

Zoominfo

AUGUST 1, 2018

But, studies show that 50% of B2B buyers are more likely to make a purchase if they connect emotionally to the brand ( source ). Shorten your sales cycle. The B2B buyer’s journey is long and complex compared to the B2C buying cycle. In B2B deals, the buying committee consists of multiple stakeholders.

B2B 154

B2B B2C Scale Transportation 154

Sales Training Connection

SEPTEMBER 9, 2013

Because of the foundational nature of this idea, it is always a good idea to pay attention when someone adds new insight about how customers buy. In a McKinsey article asked a fundamental question – Is the buying cycle linear? In an HBR article Steve Martin reported on a win-loss analysis study.

Buying Cycle 120

Buying Cycle Study Sales Process Proposal 120

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? This lack of revenue growth flies in the face of technology-assisted B2B buying activity as people leverage the Internet and social networking to research offerings on their own. It begs the question: With all this buying activity, where’s the revenue?

Training 45

Training Buying Cycle Hiring Vendor 45

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. Sales reps can curate content like webinars and case studies to showcase expertise.

Quota 52

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

Customer Centric Selling

NOVEMBER 12, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Statistics from an AMA study found executives answer only 4% of prospecting calls. The early stages of buying cycles will be more successful if sellers create curiosity and incremental interest from prospects.

Buying Cycle 81

Buying Cycle Energy How To Study 81

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

The thing is, salespeople tend to assume that providing customers with more information makes it easier for them to buy from you. But that’s often not the case, the Gartner study concludes. So how do you go about making it easier for prospects to buy throughout the sales process? Making it easier, not harder.

Customer 59

Customer Analysis Buying Cycle B2B 59

Insight Demand

SEPTEMBER 9, 2014

That’s the conclusion of a recent Gartner survey where Salespeople came in last place after technical and industrial experts, services and support, and senior executives as “the most influential personal interactions across the entire buying cycle.” ( click ) . So what’s the problem? Business Storytelling Insight Selling'

Study 46

Study Buyer Conversion Customer 46

Partners in Excellence

AUGUST 26, 2019

As an example, recently I worked with a team that had been trained to deliver insight. They knew what to say, because they had been trained and scripted in saying the words. They could reference papers and case studies that were publicly available about the insight. ” and move on.

Case Study 74

Case Study Buying Cycle Study Strategy 74

Mindtickle

APRIL 27, 2022

Spreadsheets and paper documents no longer support complex buying cycles — technology is a must-have in today’s business environment. The right technology provides insights into rep performance, from training engagement to content usage and time to close. Individualized training. Tailor coaching.

Data 52

Data Lead Rank How To Lead Scoring 52

Sales Training Connection

AUGUST 7, 2013

However, one of the underlying success factors for developing the right strategy relates to timing – when in the buying cycle do you want to engage at the senior level and what do you need to do before you get there? . Senior executives are not equally engaged throughout the buying cycle. ©2013 Sales Momentum ® , LLC.

Buying Cycle 111

Buying Cycle Analysis Training Competition 111

Miller Heiman Group

OCTOBER 28, 2019

In part, this is because their experience as consumers has raised the bar, according to the 2018 CSO Insights Buyer Preferences Study. By this late stage in the buying cycle, it’s difficult for sellers to present new ideas or open buyers’ minds to alternative solutions. Offer impactful training throughout a seller’s career.

Conversion 49

Conversion Infusion Decision Maker Enterprise 49

Miller Heiman Group

NOVEMBER 11, 2019

They view sellers as purveyors of solutions, not solvers of business problems, and thus don’t feel the need to seek their advice or engage them early in the buying cycle. Sales managers need to coach sellers using sales training techniques like Conceptual Selling with Perspective to help them rehearse for early engagement calls.

Buyer 50

Buyer Face-to-face Buying Cycle Retail 50

Mindtickle

NOVEMBER 6, 2020

In fact, in a recent McKinsey & Company study , 80% of B2B decision makers surveyed prefer a sales model where there are more “remote human interactions” or digital self-service instead of in-person. Cited reasons are safety due to the Covid-19 pandemic, ease of scheduling, and expediting the buying experience.

Sales Enablement 81

Sales Enablement Buyer Hiring Face-to-face 81

SalesLoft

NOVEMBER 17, 2020

Engaging, relevant content will foster a dialogue at each stage of the buying cycle. Sit down with your marketing content strategist and review existing materials (eBooks, case studies, blog posts, testimonials, etc). Collaborate with your implementation team on the technology training agenda.

Top of Funnel 105

Top of Funnel Lead Rank Lead Scoring Buyer Persona 105

Miller Heiman Group

JULY 18, 2019

In this, the third in our blog series discussing the findings of the “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” we explore four ways that you can align your sales strategies for success, no matter the state of the market. Evaluate Your Existing Talent—and Rebuild Your Hiring Profiles.

Strategy 55

Strategy Lead Rank Lead Scoring Hiring 55

Mindtickle

MAY 2, 2023

Whether it’s creating it, training reps on it, monitoring its performance, or updating it, simplifying sales content management lets sales enablement leaders focus on other programs that help sellers actually sell. This makes it easier for them to create content that encourages prospects to move through their buying cycle.

Top of Funnel 52

Top of Funnel Case Study Scale Distribution 52

SBI

FEBRUARY 27, 2018

They trust the authentic testimony of someone who’s “been there, done that, and thrived,” which is why more companies are incorporating customer advocacy into every stage of the buying cycle. RO Innovation’s platform changes the game by: Activating customer advocacy end-to end in sales cycles.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

Miller Heiman Group

SEPTEMBER 9, 2019

For the third year in a row, sales organizations hit their revenue goals, according to the 2019 World-Class Sales Practices Study from CSO Insights. But what the top line results don’t show—and what the study reveals—is that the sales machine is faltering. Externally, the buying cycle is longer and more complicated than ever.

Webinar Metrics 52

Webinar Metrics Decision Maker Trends Study 52

Sales Hacker

AUGUST 2, 2019

But studies are showing that the old B2B sales and marketing mix isn’t working anymore. Stay in contact until the buying cycle dictates opening the sales process. In other words, how long is the typical buying cycle. For example, you use your car every day, but you only buy a new one every few years.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Customer Centric Selling

NOVEMBER 19, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The two most influential members of the buying committee were the SVP of WW Sales and the Manager of Sales Training. As it turns out, the SVP had confidence in the Training Manager and effectively “rubber stamped” the decision.

Decision Maker 89

Decision Maker Vendor Buying Cycle Analysis 89

Miller Heiman Group

NOVEMBER 1, 2019

But in the eyes of buyers today, nearly two-thirds of sellers fail to set themselves apart from one another, according to the CSO Insights 2018 Buyer Preferences Study. Incorporate these four tactics, based on proven sales training techniques that use perspective to engage key buying influences. How can you get there?

Competition 50

Competition Lead Rank Lead Scoring Decision Maker 50

Mindtickle

NOVEMBER 6, 2020

In fact, in a recent McKinsey & Company study , 80% of B2B decision makers surveyed prefer a sales model where there are more “remote human interactions” or digital self-service instead of in-person. Cited reasons are safety due to the Covid-19 pandemic, ease of scheduling, and expediting the buying experience.

Sales Enablement 52

Sales Enablement Buyer Hiring Face-to-face 52

Janek Performance Group

JANUARY 4, 2023

Yet, studies show there is a poor correlation between confidence and competence. ” For sales reps, this means if they can be the last vendor to present in the prospect’s buying cycle, they will be viewed as more valuable. Recency bias is a common source of disappointment in sales training. In Conclusion.

Decision Maker 62

Decision Maker Lead Rank Lead Scoring Buyer 62

Partners in Excellence

APRIL 23, 2017

Beyond just content, marketing invests billions in other areas, all focused on helping create more customers and supporting sales through the entire buying cycle. Training has skyrocketed. Training in all forms, workshops, seminars, eLearning, webcasts, podcasts. The number of people making goal is horrible.

Lead Rank 53

Lead Rank Buying Cycle Sales Qualified Lead Conference 53

Hubspot Sales

AUGUST 30, 2023

Sales teams collect and store a huge amount of customer data to train AI algorithms. But as AI learns and grows, we will see a dire need to train sales and marketing teams on how to train AI properly. AI helps sales leaders detect performance issues and create solid training strategies.

Lead Rank 84

Lead Rank Data Top of Funnel Cost per Lead 84

The Pipeline

SEPTEMBER 17, 2019

win rate is identical to the figure reported in the 2017 study. Buying cycles are longer, 61% report longer cycles than last year, 90% saw an increase or no decrease in the period. If you can help, train, them to make small decisions along the way, you help them avoid the big one everyone fears and dodges at the end.

Outsourcing Services 212

Outsourcing Services Lead Rank Vendor Buyer 212

Customer Centric Selling

NOVEMBER 25, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Companies continue to provide extensive product training to sellers. The Role Shift The role of a seller needs to align with changes in buying behavior. Sales Tips: Want a Future in Sales? Become a Business Expert.

Hiring 81

Hiring Buying Cycle Education Software 81

Janek Performance Group

DECEMBER 7, 2022

In complex sales, the competition is not the only competitor sales reps face in the buying cycle. Most sales professionals receive training on positioning their solution against a competitor. Old-school sales training endorses FUD, fear, uncertainty, and doubt, as a strategy to counteract the status quo. FUD is a DUD.

Decision Maker 62

Decision Maker Face-to-face Buyer Scale 62

Sales Training Connection

DECEMBER 14, 2016

Senior executives are not equally engaged throughout the buying cycle. They are involved early and late and tend to delegate the middle of the buying process to others. Senior executives attention is merited early in the buying cycle since that is when the operational and financial parameters of the project are defined.

Buying Cycle 50

Buying Cycle Referrals Influencer Study 50

Showpad

NOVEMBER 20, 2019

As such, Sales teams are having to be trained on increasingly diverse portfolio sales including value-added services. However, large enterprises tend to buy more carefully, because the deals in question are also larger and more expensive. Train Effectively. So what’s the best way to train?

How To 49

How To Scale Retention B2B 49

Customer Centric Selling

SEPTEMBER 17, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A Sales Benchmark Index (SBI) study showed over 50% of sales cycles that end with sellers involved, result in buyers making “no decision.” Sales Tips: The Potential Benefits to an "Enterprise" View.

Enterprise 65

Enterprise Enterprise Benefit Proposal 65

Mindtickle

MAY 2, 2018

Plus, according to CSO Insights 2016 Sales Enablement Optimization Study, only 49% of study participants had Sales Enablement Content Management solutions with adoption rates of 76% or better. The optimum solution, according to the same study, is a sales enablement platform designed for easy access to content. in 2017 over 2016.

SalesForce 52

SalesForce Study Sales Cycle Sales Enablement 52

Rob Jolles

MARCH 10, 2022

That would simply allow you to confirm where in the buying cycle your client may be. Xerox once commissioned a study looking into this exact point. We spoke for about 30 minutes about sales processes and training for success. If you want to know why most training fails, listen up! Interesting statement.

Closing 52

Closing Buying Cycle Commission Up-Sell 52

Customer Centric Selling

MAY 30, 2016

A recent study funded by Microsoft reached what I view as a disturbing conclusion. I can’t help but wonder what the result would have been if it the study had focused solely on senior executives. Studies show decision makers like to be involved early and late in buying cycles. Need some help to increase sales?

Buyer 40

Buyer Decision Maker Proposal How To 40

The ROI Guy

FEBRUARY 20, 2019

He’s well-spoken and obviously well-trained, as he’s been talking for the last twenty minutes about his company and the capabilities of the product he wants you to buy. For the first time since CSO Insights began conducting their annual Sales Enablement Optimization study, the top three enablement services for salespeople have changed.

Sales Enablement 40

Sales Enablement ROI Analysis Guidelines 40