Sales Training Connection

DECEMBER 12, 2014

As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively. Because of the branding, Consultative Selling has become one of the “ings” in our field like: SPIN Selling, Conceptual Selling and Solution Selling?

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution. This includes market understanding, solution selling, and long-term relationship building.

B2B 52

B2B Training Top of Funnel B2C 52

Partners in Excellence

FEBRUARY 19, 2018

There’s a lot of value customers can realize from this, for example not having to support the hardware environment, not having to support the software, and so forth. But what’s really different about selling this as a solution? I come back to the core issue, what are “SaaS selling skills?”

Account Based Marketing 52

Account Based Marketing Revelation Sales Methodology Inbound 52

Sell Integrity

MAY 13, 2020

For example, in the medical device field, when elective surgeries open up, the need for inventory and a fast process will be high. You will need to prepare to develop new relationships. Asking how their business has changed and how you can best serve them is good practice. . Prepare and put these systems in place right now.

Customer 121

Customer How To Call-back Distribution 121

SBI

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. These are just a few examples of how sales skill-sets and sales tool-sets line-up.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

Vengreso

APRIL 10, 2022

SPIN Selling. Solution Selling. Miller Heiman’s Conceptual Selling. Miller Heiman’s Strategic Selling. Consultative Selling. SNAP Selling. An Example of Personalization. For example, at Vengreso we sell to the following Buyer Personas: Sales Leaders. The Challenger Sale.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

Gong.io

FEBRUARY 9, 2019

For example, when our sales team prospects, they need to know how many sales reps work at the account they’re prospecting into. For example, if they’re growing fast, they probably have a sales onboarding challenge. Here’s an example. This TaylorMade video is a GREAT example of leading your sales pitch with an INSIGHT.

Cold Calling 133

Cold Calling Call-back Objections Buyer 133

The ROI Guy

OCTOBER 5, 2011

We know that buyer’s want a consultative / outcome focused engagement, pushing salespeople to advance their methodology, skills and tools over the past 3 decades, from product selling to value selling: Product Selling: The sales organization sold products based on "feeds and speeds". Customers bought "products."

Sales Enablement 45

Sales Enablement Report Tools ROI 45