Wed.Mar 15, 2017

The Official 2017 List of 21 Sales Core Competencies

Understanding the Sales Force

Image Copyright Bluberries. These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly.

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Sales Tips: A Business Case for Business Cases

Customer Centric Selling

Sales Tips: Deferring Test Drives. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Trending Sources

What’s Your Biggest Obstacle?

Paul Cherry's Top Sales Techniques

What’s standing in the way of your next closed sale? If you’re like many salespeople, you’ve heard a multitude of explanations and excuses for why clients walk away from a deal. Another vendor offers a comparable product at a lower price.

Sales Tips: When IS a Good Time for Training?

Customer Centric Selling

Sales Tips: When IS a Good Time for Training? By Frank Visgatis, President/COO, CustomerCentric Selling®.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

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Sales Tips: Don't Go the Distance and Lose

Customer Centric Selling

Sales Tips: Don't Go the Distance and Lose. Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling®.

Sales Tips: Can You Make It Through the “Dip?”

Customer Centric Selling

Sales Tips: Can You Make It Through the “Dip?”. By Frank Visgatis, President & Chief Operating Officer of CustomerCentric Selling®.

Sales Tips: "Quote and Hope" Proposals Don't Sell

Customer Centric Selling

Sales Tips: "Quote and Hope" Proposals Don't Sell. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Avoid Death by Presentation

Customer Centric Selling

Sales Tips: Avoid Death by Presentation By John Holland, Chief Content Officer, CustomerCentric Selling®. Buyers despise "spray and pray" sales calls. Executives often end these calls before allowing sellers to finish them.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Sales Tips: "I'm a little light this quarter."

Customer Centric Selling

Sales Tips: "I'm a little light this quarter.". By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Increase Sales Success with Sales Ready Messaging®

Customer Centric Selling

Sales Tips: Increase Sales Success with Sales Ready Messaging®. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Introducing the Curious Buyer

Customer Centric Selling

Sales Tips: Introducing the Curious Buyer. By John Holland, Co-founder & Co-author of CustomerCentric Selling®.

Sales Tips: Why Sellers Should Leverage Social Networking

Customer Centric Selling

Sales Tips: Why Sellers Should Leverage Social Networking. By John Holland, Chief Content Officer, CustomerCentric Selling®.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Sales Tips: Refresher on CCS® Selling Behaviors

Customer Centric Selling

Sales Tips: Refresher on CCS® Selling Behaviors. Converse Situationally A CustomerCentric approach to selling is a conversation - not a presentation. Research has shown that the best sales calls are conversations, and conversations allow the sales person to better understand the buyer.

Sales Tips: CEM Reality Check

Customer Centric Selling

Sales Tips: Customer Experience Management (CEM) Reality Check. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: The Budget as Part of the Sales Process

Customer Centric Selling

Sales Tips: The Budget as Part of the Sales Process. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: 4 Reasons Why You Lose to "No Decision"

Customer Centric Selling

Sales Tips: 4 Reasons Why You Lose to "No Decision". By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Sales Tips: Proactive or Forensic Sales Management

Customer Centric Selling

Sales Tips: Proactive or Forensic Sales Management. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Get More from Loss Reports

Customer Centric Selling

Sales Tips: Get More from Loss Reports. By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Training sales tips selling tips sales strategy sales training workshop sales training workshops Sales managers sales management sales process sales methodology sales process management

Sales Tips: Integrating Product and Sales Training (Part Two)

Customer Centric Selling

Sales Tips: Integrating Product and Sales Training (Part Two). By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: The Death Knell for Traditional Selling

Customer Centric Selling

Sales Tips: The Death Knell for Traditional Selling. By John Holland, Chief Content Officer, CustomerCentric Selling®. Sales Training sales tips selling tips sales strategy sales training workshop sales training workshops sales management sales process sales methodology sales training company

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Sales Tips: Closing Early Should be the Exception Not the Rule

Customer Centric Selling

Sales Tips: Closing Early Should Be the Exception, Not the Rule. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Sales Tips: Integrating Product and Sales Training (Part One)

Customer Centric Selling

Sales Tips: Integrating Product and Sales Training (Part One). By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Market Your Message (Part One)

Customer Centric Selling

Sales Tips: Market Your Message (Part One). This article “Market Your Message” was published by Selling Power magazine, written by Kim Wright Wiley and taken from an interview with CustomerCentric Selling®.

Sales Tips: Social Media Is Here to Stay

Customer Centric Selling

Sales Tips: Social Media Is Here to Stay. By Frank Visgatis, President/COO, CustomerCentric Selling®. Facebook was valued by Goldman-Sachs at $50 billion dollars a few years ago. Pretty impressive for a company that at the time was only a mere seven years old.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Sales Tips: Help Your Salespeople Deliver on CEM

Customer Centric Selling

Sales Tips: Help Your Salespeople Deliver on Customer Experience Management (CEM). By John Holland, Co-author and Co-founder of CustomerCentric Selling®. Over the last 15 years the topic of integrating Sales and Marketing has generated a great deal of heat but little light.

Sales Tips: Learn to Walk Away

Customer Centric Selling

Sales Tips: The Key to Sales Qualification Is Learning to Walk Away. By Deb Miller, CustomerCentric Selling® Certified Business Partner.

Sales Tips: Who Are Your Salespeople Closing?

Customer Centric Selling

Sales Tips: Who Are Your Salespeople Closing? By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Sales Training Implementation

Customer Centric Selling

Sales Tips: Implementing Sales Training By Jim Naro, CustomerCentric Selling® Certified Business Partner. You're back in your office, having just returned from a morale building, fist-pumping session of sales training with your entire sales team.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.