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Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

Technical decision makers are skeptical by nature. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article. As a result, these decision makers continuously validate the technical and scientific truth underpinning What They Know.

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Sales Tips: Who Is REALLY the Decision Maker?

Customer Centric Selling

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!

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Sales Tips: Maintaining Contact with Decision Makers

Customer Centric Selling

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.

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Crush Your Goals: Five Tips for Enterprise B2B Account Executives at Quarter Start

MEDDIC

This might involve focusing on existing customer expansion or targeting key decision-makers at dream accounts. Strategic Accounts: Target key decision-makers at your “dream accounts.” If you have been to MEDDIC Academy workshops, you know a lot more of these “asks.”

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Top 21 Sales Training Programs and Techniques to Boost Team Performance in 2022

Highspot

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?

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B2B Sales Training Techniques and Best Practices

Highspot

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.

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The Missing Key Element to Sales Success

Sales and Marketing Management

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Where could they be going wrong?

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