Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. This includes market understanding, solution selling, and long-term relationship building. This makes B2B sales training more important than ever.

B2B 52

B2B Training Top of Funnel B2C 52

SBI

JULY 16, 2013

The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. Commit to not letting another month go by without launching your investigation into barriers to sales productivity and to finding the right tools and processes to free up more time for communicating with prospects.

Quota 135

Quota Revenue Forecasting Hiring 135

SBI

MARCH 26, 2013

Consider asking a prospect to buy your product, in this example, an expense reporting tool. Either buy an expense reporting tool, or keep doing things the way you are today, manually. To “ooch” is to construct small experiments to test one’s hypothesis. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Marketing 123

Marketing Report Vendor Webinar Metrics 123

Partners in Excellence

AUGUST 2, 2012

” This particular discussion started with what I thought was the SEB’s particularly ill constructed argument that “Solution Selling Is Dead.” We get into discussions about methodology—and if we sell a methodology, we focus on how our methodology is better than someone else’s.

Face-to-face 88

Face-to-face Sales Methodology System Construction 88

Pointclear

FEBRUARY 23, 2018

They all have college degrees, they’ve been through sales training (Miller Heiman, SPIN ® Selling, Solution Selling ® ) and they’re PointClear certified, so they have the skills to sell. Our tool, the PinPoint platform, does. It’s a specialized tool that syncs with Salesforce.com and other CRMs. They can’t.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Tony Hughes

FEBRUARY 22, 2018

Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. Challenger Selling is somewhat of a remix of recurring themes which renders Solution Selling, Strategic Selling, BattlePlan, Insight Selling and Consultative Selling absolutely more valid than ever.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

PandaDoc

JANUARY 17, 2023

To execute the process well, you also need to have all the right tools and systems in place, such as a CRM and a contract management platform. An action plan for effective product or solution selling. Use the right tools. Other productivity and communication tools , depending on your company’s processes.

Closing 52

Closing Proposal Negotiation Analysis 52