Customer Centric Selling

FEBRUARY 6, 2013

Sales Training Article: Coordinating Silos By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation of the IIWII articles series; read last week's article here. Sales is the customer of Marketing. Need some help with your sales performance?

Training 58

Training Collateral Sales Qualified Lead Buying Cycle 58

Showpad

NOVEMBER 11, 2019

Exchanging versions of a white paper over email is a detriment to both the Marketing staff and Sales rep, who may then have to dig through a crowded inbox to search for updated collateral. This and numerous other inefficiencies can be solved with Sales enablement technology , which can drive performance through analytics and insights.

Sales Enablement 40

Sales Enablement Marketing Hiring Collateral 40

Customer Centric Selling

AUGUST 30, 2013

Sales Training Article: Why A Rising Win Rate Could be a Bad Sign. By Drew Zarges, Sales Benchmark Index The software company''s VP of Sales boasted about his win rate. Companies that live in the second half of the sales cycle will increasingly find themselves in a competitive battleground.

Training 45

Training Buying Cycle Collateral Software 45

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. View our updated calendar of 2014 sales training workshops.

Collateral 55

Collateral Negotiation Proposal Vendor 55

Mindtickle

JUNE 21, 2023

It is typically offered by professional organizations, industry associations, or training institutions. Sales certification programs assess and verify a sales professional’s understanding of sales concepts, techniques, best practices, and industry-specific knowledge.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. The sales team quickly altered course. Need some help with your sales performance?

Sales Tools 45

Sales Tools Tools Training Collateral 45

The Pipeline

APRIL 15, 2011

With visibility into just which content your qualified leads are accessing, marketers can provide salespeople with additional content and collateral that matches buyer activity to help keep the momentum toward purchase moving along. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Customer Centric Selling

FEBRUARY 8, 2016

Train wrecks occur a month at a time. Projecting a sales cycle ahead of time gives sellers a much better chance of making their numbers. Let’s say your average sales cycle is three months. I find it ironic that companies continue to spend inordinate amounts of time and money on training sellers on products.

Top of Funnel 40

Top of Funnel Hiring Sage Sales Qualified Lead 40

Chorus.ai

JULY 28, 2020

Early on in the sales cycle, ask your prospect for feedback by saying, “Does our solution meet all of the requirements you have? Rather than tell you “this isn’t a priority” or “my team is not understanding how we’ll drive ROI/value,” the prospect hedges and the sales cycle drags on. Do you have any concerns?”

Objections 104

Objections Case Study ROI Lead Rank 104

Close.io

JUNE 24, 2019

Inbound sales development representatives. Sales development managers. Director of sales & business development. Hiring sales development specialists. Sales development training: Build the skills of your team. Sales development analytics and goals. What to track. How to track it. 21 times higher.

Outsourcing Services 91

Outsourcing Services Lead Rank Hiring Sales Qualified Lead 91

Chorus.ai

DECEMBER 1, 2020

Early on in the sales cycle, ask your prospect for feedback by saying, “Does our solution meet all of the requirements you have? Rather than tell you “this isn’t a priority” or “my team is not understanding how we’ll drive ROI/value,” the prospect hedges and the sales cycle drags on. Do you have any concerns?”

Objections 73

Objections Case Study ROI Lead Rank 73