Customer Centric Selling

JULY 28, 2014

Sales Tip: Understand the Value of Your Offering to Your Prospect. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. “Do you understand the value of your offering to your prospect?” Need some help to increase sales?

Epiphany 61

Epiphany Prospecting Discount Engineering 61

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. The Sales Leader Problem #1: Denial of Complexity.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. In this article we will outline the key elements of trust and how a new sales leader can build trust within their new sales team.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Customer Centric Selling

NOVEMBER 17, 2014

Sales Tips: Avoid These 6 Most Expensive Words in Business. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. When we conduct sales training workshops , our goal is equal parts skills transfer and equal parts behavior modification.

Discount 81

Discount Negotiation Margin Education 81

The Pipeline

NOVEMBER 26, 2019

In the case of sales, the message delivered the way you want a buyer to hear it. The basic gist was a Reader’s Digest version of the message they would deliver live to a prospect on the phone. The problem is buyers are jaded and discount much of what sellers say. And sales is about conversations.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

Hubspot Sales

MARCH 19, 2019

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success. Your objectives are vague.

Training 86

Training Hiring Discount Hotels 86

The Pipeline

MARCH 6, 2012

The Pipeline Renbor Sales Solutions Inc.s Win The Sale Without Compromising on Price. Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. A Random Walk Up Sales Street. EDGE Sales Process.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Anthony Cole Training

APRIL 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 181

Hiring Ideal Customer Profile InsideView Webinar Metrics 181

The Pipeline

JULY 15, 2011

The Pipeline Renbor Sales Solutions Inc.s Sales tips for your website. Stored in Business Acumen , Guest Post , Marketing , Proactive , Sales 2.0 , Sales Tip , Selling , execution. It might seem like you are not there to guide a client through the sales process, so you need to really drum home the message.

Pipeline 243

Pipeline Twitter Discount Hiring 243

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. discounting.

Motivation 155

Motivation Real Estate Hiring Construction 155

Vendor Neutral

JULY 16, 2021

Cold calling is evolving, and performed correctly, it can be a valuable part of the sales process. From using a value-based selling strategy to creating a strategic cold calling system, learn the techniques that transform cold calling into an effective, thoughtful part of your overall sales strategy. August 12, 2021 1 PM EST 10 AM PST.

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

Nutshell

JULY 5, 2019

And that’s why they hold so much weight with leads and prospects. It’s like getting somebody to do your prospecting —for free. It requires minimal effort on their end (a couple of emails and they’re done), and they get a discount or reward to keep using a service they’re already using.

Referrals 85

Referrals B2B Top of Funnel How To 85

The Sales Hunter

DECEMBER 12, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. discounting.

Motivation 147

Motivation Real Estate Training Hiring 147

Customer Centric Selling

FEBRUARY 22, 2017

Sales Tips: Grading Opportunities - Garbage In, Garbage Out. The major reason Sales Force Automation (SFA) failed was that technology absent process merely speeds up the mess. During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast. At that time I worked with a CRM vendor.

Hiring 63

Hiring Forecasting Pipeline Discount 63

Apptivo

OCTOBER 3, 2022

The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. Activities that are focused on getting prospects to notice the brand, its business proposition, and its value offerings are typical strategies to attract potential customers.

Marketing 98

Marketing Lead Rank Lead Scoring Campaigns 98

The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. discounting.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

SalesProInsider

MAY 16, 2017

I recently found myself in a sales situation that brought back memories of a sale I am not proud of. During our conversations he always stated how much he thought our sales training course was just what was needed for every sales team in the company nationally. In fact, I am quite embarrassed. Count me in! Did I learn?

Discount 72

Discount Lead Rank Lead Scoring Buyer 72

The Pipeline

JULY 18, 2011

The Pipeline Renbor Sales Solutions Inc.s Sales eXchange – 106. Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Impact Questions , Interactive Selling , Interview , Negotiations , Price , Proactive , Proactivity , Sales Strategy , Sales Success , Sales eXchange , execution.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Pipeliner

FEBRUARY 1, 2018

I’m sorry if this offends anybody, but the weak link in the revenue chain is usually sales management. Sales meetings often expose lazy or short-term mindsets and, sadly, waste most of the participant’s time. Sales meetings often expose lazy or short-term mindsets and, sadly, waste most of the participant’s time.

Sales Meeting 84

Sales Meeting Meeting Forecasting Case Study 84

Nutshell

DECEMBER 5, 2019

There’s something special about attending a sales conference. Whatever it is that excites you the most about attending sales conferences, you’ll find it at the various events listed below. Keep reading for our list of the 14 must-attend sales conferences of 2020! BOUNDLESS 2020.

Conference 124

Conference Top of Funnel Networking Hotels 124

Customer Centric Selling

SEPTEMBER 27, 2016

Sales Tips: 5-Step Execution Plan for Q4. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. The year is coming to an end for both you and your prospects. Request for resources from prospects that aren’t real. Take control of your sales pipeline.

Decision Maker 40

Decision Maker Negotiation Forecasting Proposal 40

Customer Centric Selling

DECEMBER 7, 2016

Sales Tips: A Critical December Tactic. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. The selling year is coming to an end for both you and your prospects. Pressure for excessive fourth quarter discounts by prospects, etc.? Are you prepared?

Decision Maker 40

Decision Maker Intent Sales Forecasts Discount 40

Don on Selling

JANUARY 3, 2020

You may also pay extra fees to attend exclusive breakfast or lunch workshops. You may be able to squeeze in some extra work between workshops or the early mornings or late evenings. While you may pay for some events, if you visit a booth and show real interest in the vendor, you could receive a free or discounted pass.

Trade Show 52

Trade Show Hotels Vendor Conference 52

Customer Centric Selling

APRIL 22, 2015

Sales Tips: "Always Be Closing". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Making a decision when buying sales training or process is difficult. Often prospects aren’t focused on the business outcomes they seek. Frequent closes in B2B sales can be offensive to buyers.

Closing 40

Closing Decision Maker Buying Cycle Discount 40

Customer Centric Selling

FEBRUARY 22, 2016

Sales Tips: How to Respond to "I Need a Better Price". It’s a great buyer question that often elicits “knee-jerk” discounting. A few years ago, I coached a seller and manager through closing an order with a prospect. A few years ago, I coached a seller and manager through closing an order with a prospect.

Discount 40

Discount Decision Maker Vendor Negotiation 40

MEDDIC

DECEMBER 16, 2021

In transactional sales with a short sales cycle and low value-added sales, it’s been prevalent to use the customer’s budget to qualify a sales opportunity. In enterprise sales, the context is different. You have more time available, and your prospects are more sophisticated. It makes sense.

Sales Methodology 52

Sales Methodology Groups Course Buyer 52

Customer Centric Selling

MAY 15, 2015

Sales Tips: How to Document Value and Avoid "No Decision". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A Sales Benchmark Index survey found sellers win 24% of proposals issued and lose 24% to other vendors. New sellers are taught how to beat competitors. Save yours now!

How To 40

How To Vendor Proposal Buyer 40

Customer Centric Selling

SEPTEMBER 25, 2015

Sales Tips: 5 Ways to Make Your Year-end Number in Q4. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. The year is coming to an end for both you and your prospects. Take control of your sales pipeline. 4th Quarter Starts NOW: 90 Days to Make Your Year!

Decision Maker 40

Decision Maker Negotiation Forecasting Proposal 40

The Pipeline

MAY 23, 2011

The Pipeline Renbor Sales Solutions Inc.s LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. Stored in Attitude , Business Acumen , Sales 2.0 , Sales Leadership , Sales eXchange , Social Selling , Social media , execution. First, it gave us Sales 2.0, Let’s face it that Sales 1.5

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The Pipeline

NOVEMBER 11, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Leadership , Sales Management , Sales Success , execution. I knew one company that had a desperate sales process. A Random Walk Up Sales Street. April 2008. March 2008. February 2008.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

JANUARY 13, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Metrics , Proactive , Productivity , Sales Strategy , Sales Success , Time Allocation , execution. February 2008. January 2008. December 2007.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Customer Centric Selling

APRIL 1, 2013

Sales Training Article: An Underleveraged Asset By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series. Once sales are made few sellers monitor the results their buyers are able to achieve.

Training 40

Training Discount Vendor Margin 40

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. TOTAL $19,547 from 322 sales. Sales had increased 25% over the previous book due to larger audience, but revenue was up by 77%.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Sales Hacker

MARCH 4, 2019

My friend Tom at Bottomline Technologies was running a sales team making thousands of phone calls a week. Despite all their best efforts, his sales reps were only connecting with prospects 3% of the time. What if he could help his sales team leave effective voicemails that got more callbacks? Because It’s Your Job.

Examples 85

Examples Call-back Lead Rank Lead Scoring 85

The ROI Guy

MARCH 28, 2018

You’ve launched your interactive ROI / TCO Tool to your sales team. In order to do this, you should validate that your sales reps are registering for access and have logged in to check it out. For most organizations we work with, 1 or more analyses reports per sales rep per month is the target. Discounts applied 4.

ROI 45

ROI Tools Sales Tools Sales Qualified Lead 45

OnePageCRM

JANUARY 29, 2018

Do you know how many prospects or customers you actually talked to face-to-face last year? It’s that time of the year where we set new goals, try new business tactics and most importantly fill in our calendars with the must-attend sales conferences of 2018. Many sales reps are guilty of spending too much time behind a computer screen.

Conference 43

Conference Twitter Face-to-face Inbound 43

Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: How to Plan Your 2017 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. It was time to apply those basic management skills (planning, organization, delegation, and control) to my sales territory and job function. Step 1: Timing.

Revenue 40

Revenue Territories How To InsideView 40