The Digital Sales Institute

MAY 17, 2019

GAP sales questions for discovery should be constructed to answer insights such as; How is the decision maker rewarded, and for what? How they buy and select vendors. Any criteria a vendor is expected to pass? Why did you choose that vendor? What is the internal process? Who is on the buying committee?

Decision Maker 65

Decision Maker Vendor Ideal Customer Profile Buyer 65

Gong.io

JULY 31, 2019

What’s most important to you as you evaluate vendors? Here’s the key to leveling-up your discovery skills. Conversely, average reps construct conversations that feel like interrogations. Buyer : There’s no way we could make a vendor switch until next year. For example: . What you’re decision criteria? Seller : Next year?

Top of Funnel 128

Top of Funnel Decision Maker Outbound Face-to-face 128

Partners in Excellence

JUNE 1, 2014

I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some interesting discussions. We see thoughtful books like Jill Konrath’s Agile Selling offering similar observations.

ROI 97

ROI Lead Rank Segment Analysis 97

SBI

APRIL 17, 2012

The business of selling is one of the primary mechanisms that helps to build and maintain the infrastructure of commerce within this civilized world, and therefore represents a direct relationship to the very principles in which we not only sustain ourselves within a global marketplace, but as consumers, how we provide for one another.

Travel 120

Travel Consumer Construction Tools 120

Vengreso

JUNE 27, 2022

B2B Sales Skills. It’s estimated that in our digital age, a B2B buyer completes around 70% of their buying journey without contacting the vendor. Your sales strategy should be constructed around prospective customers. Your sales strategy should be constructed around prospective customers. B2B Sales Strategy.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134