Understanding the Sales Force

MARCH 20, 2024

An effective, customized, optimized, multi-stage, milestone-centric, customer-focused Sales Process should be a game changer. This begins with training and coaching Sales Leadership to support such an organization. Those salespeople believe in their sales process and follow it as if their life depends on it.

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Customers have more power and more information than ever?—?they

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Zoominfo

JULY 13, 2023

The sustained growth that can only come from retaining and expanding your customer base relies on sales reps who consistently build genuine relationships with customers. That work starts with determining where a customer is today, understanding where they’re going in the future, and seeing how you can help them bridge the gap.

Strategy 130

Strategy Customer Hiring How To 130

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. In 2023, on average, Janek clients realized a 1188 percent return on their training investment.

Training 62

Training Face-to-face Education Negotiation 62

Sales Evangelist

SEPTEMBER 11, 2020

How to Reach Executive Decision Makers, and Why They are Listening Right Now In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. This course is also brought to you in part by TSE Certified Sales Training Program.

Decision Maker 59

Decision Maker How To Face-to-face LinkedIn 59

Customer Centric Selling

NOVEMBER 19, 2014

Sales Tips: Who Is REALLY the Decision Maker? 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. Deadline to register for Denver, Dec 2-5 is TODAY!

Decision Maker 89

Decision Maker Vendor Buying Cycle Analysis 89

Highspot

JANUARY 18, 2024

Customers crave fast, clear, and hassle-free buying experiences. But with SNAP selling’s concise and customer-centric approach, you can enhance sales performance by reducing stress and focusing on needs. What Does a “Frazzled Customer” Look Like? Adapting to customer behavior is essential for successful sales.

Ideal Customer Profile 52

Ideal Customer Profile Real Estate Customer Decision Maker 52

MTD Sales Training

APRIL 18, 2018

Recognising what is important to the customer is one thing; recognising how your customer’s business can be improved by using your services is another. So ask yourself these questions: What is my customer’s strategic focus? How does the customer recognise buying needs? How is involved in decision-making?

Customer 181

Customer Decision Maker Face-to-face Influencer 181

Mr. Inside Sales

AUGUST 18, 2023

Customize this to what you’re selling, i.e., “Use that,” etc.) ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Face-to-face 256

Face-to-face How To Gatekeeper Decision Maker 256

MTD Sales Training

AUGUST 14, 2017

Here are three critical questions you need to confirm with your customer before you have a hope in progressing the sale: Who Is Going To Make The Decision? Who are the people the decision-maker is going to take counsel from, ask approval of, or commit the product and services to? Why Are Those Criteria So Important?

Decision Maker 163

Decision Maker Customer ROI Influencer 163

Paul Cherry's Top Sales Techniques

NOVEMBER 12, 2018

You have a great relationship and rapport with your customer contact. But this contact is not the person making the final decision on whether the company accepts your deal or offer. How do you sell your product or solution to someone when there are other people involved in the decision-making process. ? I would love Read More.

Decision Maker 40

Decision Maker Coaching Training Customer 40

Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Customers have more power and more information than ever?—?they

Trends 156

Trends Ideal Customer Profile InsideView Customer 156

No More Cold Calling

JULY 27, 2023

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. I had heard enough. But it doesn’t close deals.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Sales and Marketing Management

APRIL 2, 2020

With the average sales manager devoting just 9% of his or her time developing direct reports, there is a tendency for sales coaches to focus on training sellers on the ins and outs of the products or services they are selling. No matter an employee’s level of expertise, training is important. This same philosophy should apply in sales.

Lead Rank 156

Lead Rank Account Based Marketing Customer Hiring 156

Customer Centric Selling

JANUARY 11, 2017

Sales Tips: Maintaining Contact with Decision Makers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When sellers begin at decision maker levels: Opportunities can be more quickly qualified. Larger transactions are likely. Shorter buying cycles will often result.

Decision Maker 40

Decision Maker Buying Cycle Maximizer Enterprise 40

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. So can your customers! ON DEMAND SALES TRAINING THAT GETS RESULTS! he constantly asked me.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Understanding the Sales Force

AUGUST 28, 2023

Relationship Building is one of the 21 Sales Core Competencies and on its own, is not as significant as five other competencies such as Sales Process, Reaches Decision Makers, Consultative Seller, Value Seller or Qualifier. You can teach sales process, reaching decision makers, a consultative approach, value selling and qualifying.

Decision Maker 156

Decision Maker Compensation Sales Process Sales 156

Mr. Inside Sales

NOVEMBER 3, 2019

If your company has customer service reps (Hint: Every person in your company is a customer service rep!), then it’s imperative for your success to make sure your customers don’t feel this same way. Let’s clear up some myths about what it takes to hire or train outstanding customer service reps. Answer: False.

Customer Service 120

Customer Service Customer Face-to-face Hiring 120

Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. 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. What Is B2B Sales Training? What is B2B Sales Training? The decision cycle is often longer.

B2B 52

B2B Training Top of Funnel B2C 52

LeadFuze

AUGUST 13, 2021

Stay Ahead With These Sales Training Courses this 2021! As the profession continues to evolve at a rapid clip, current and future sales leaders must constantly self-educate with sales training courses in order to remain on the cutting edge. 1 Anastasia Pavlova, Marketo. 1 Anastasia Pavlova, Marketo.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

MTD Sales Training

JUNE 29, 2017

Many companies we have worked with have measurements to ascertain the satisfaction of their customers with the products they sell, the back-up services they offer and the overall experience that their customers enjoy. However, it is possible that you could have a very satisfied customer who doesn’t use your services that often.

Decision Maker 163

Decision Maker Hotels Loyalty Up-Sell 163

MTD Sales Training

APRIL 7, 2020

There are many solutions out there that exist for virtual meetings and they can be quickly adapted to meet the needs of the modern-day salesperson who needs to keep in contact with buyers and decision-makers alike. Could your team start producing videos that will help customers and prospects alike in running their business?

Face-to-face 210

Face-to-face Decision Maker Skype Microsoft 210

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Sales closing is persuading a potential customer to say ‘yes’ to your offer. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training.

Closing 52

Closing Training Lead Rank Negotiation 52

Understanding the Sales Force

JANUARY 31, 2024

Generic sales processes can work but custom sales processes work even better. The most important reason to seek outside help to create a custom sales process is that most home-grown sales processes lack crucial stages and critical milestones, without which, predictable results are difficult to achieve.

Sales Process 182

Sales Process Decision Maker Sports Construction 182

Alice Heiman

APRIL 14, 2021

Attract New Customers. More often than not , sales and marketing efforts are centered around customer acquisition. But by focusing only on getting new customers , businesses may not be optimizing the customer experience for their current ones. So why not focus on customer retention? . What’s next?

Retention 143

Retention Account Customer Referrals 143

Understanding the Sales Force

FEBRUARY 9, 2024

I’m hiring a salesperson for a client and using my time-tested process which we also train clients to use (so that WE DON’T have to recruit!). They aren’t using the most efficient process and tools to hire the best salespeople.

Hiring 193

Hiring How To Decision Maker Guarantee 193

Highspot

OCTOBER 24, 2023

Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.

Training 52

Training Hiring Coaching Course 52

Zoominfo

APRIL 29, 2021

While customer acquisition is often a sprint, customer retention is a marathon with no clear finish line. But customers can churn seemingly out of nowhere and for no good reason. Read on to learn about some glaring warning signs that your customer relationship is in jeopardy. Sure, people are unpredictable.

Retention 130

Retention Churn Customer Lead Rank 130

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. Tips for adoption of social selling training. Digital marketing can leverage this skill to establish lasting customer loyalty and improved brand awareness. Why some companies, teams and individuals resist it.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Force Management

OCTOBER 13, 2022

Getting customer-focused is an organization-wide initiative that requires alignment of strategy, messaging, content and seller skills. The ability to center your customer in the sales process is a major growth driver, and especially important when customers are dealing with challenges like economic change.

Strategy 107

Strategy Customer Discount Decision Maker 107

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

Training 92

Training Lead Rank Hiring Course 92

Mindtickle

MARCH 6, 2016

Easier said than done, I set about researching the best way to identify key decision makers, and here’s a summary of the best advice and tips that I found. We all know that the starting point for understanding who your customers are is by defining them, and creating buyer personas is one of the best ways to do this.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52

Mindtickle

MARCH 5, 2016

Easier said than done, I set about researching the best way to identify key decision makers, and here’s a summary of the best advice and tips that I found. We all know that the starting point for understanding who your customers are is by defining them, and creating buyer personas is one of the best ways to do this.

Decision Maker 52

Decision Maker Top of Funnel Buyer Persona Buyer 52

Janek Performance Group

FEBRUARY 23, 2022

Teachers, nurses, customers (May 3, May 6, April 18). We should appreciate customers on April 18, but do we take them for granted the rest of the year? Sellers should appreciate customers every day. In fact, designating a day belies appreciation—as if sellers do not value customers on other days. Llamas (December 9).

Customer 118

Customer Social Media Hiring Decision Maker 118

Understanding the Sales Force

SEPTEMBER 20, 2023

There is one topic on the customer experience, and just two for the professional sales and sales leadership audience, and one of the two was written by me. They need to improve their ability to reach and build stronger relationships with decision makers. One or two are sales enablement topics.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Mr. Inside Sales

SEPTEMBER 23, 2022

Rather than being upset the next time a prospect (or even an existing customer) tells you no, recognize that you’re now that much closer to getting a hit, getting a part in a movie, or getting your next deal. ON DEMAND SALES TRAINING THAT GETS RESULTS! Professional baseball players strike out a whole lot more than they get a hit.

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Objections Coaching 62