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Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers

Understanding the Sales Force

What would it look like if we were to pivot this data and look only at the group who have it as a weakness? Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency. Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%.

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How to Pitch Multiple Products

Mr. Inside Sales

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Stalled sale. Let me think about these and get back with you.”. Sound familiar? Get Access Today.

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COVID-19 accelerates expected B2B sales trends

Sales and Marketing Management

McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19.

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Out-Of-The Box Strategies For Targeting Your Ideal Qualified Prospects

Sales Gravy

Selling, discuss exactly how to connect and engage with decision makers and avoid the "middle management trap". One of the most effective approaches that salespeople can leverage to close bigger deals is using interviews as a sales strategy to gather intelligence, build relationships, and connect with high-level decision makers.

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What is the Most Valued Content for IT Decision Makers?

The ROI Guy

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

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Authentic Selling

Janek Performance Group

Embracing change and revisiting approaches could be pivotal. Decision-makers have become more guarded and discerning. More and more people are involved in decisions. Why are decision-makers evoking a higher level of scrutiny? Decision-makers are entrenching themselves with their current solution.

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6 steps to adapt effectively

Sales and Marketing Management

McKinsey & Company offers these steps for B2B sellers to pivot effectively. Re-map your customer decision journey to capture changes in the new normal, and use these insights to inform GTM model adjustments. Read the full report , “How B2B decision makers are responding to the coronavirus crisis.”.