Gong.io

SEPTEMBER 26, 2022

In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Why remote selling is the future of sales . We’ll also cover the best practices for your remote team to follow.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Partners in Excellence

MARCH 8, 2022

According to much research and too many pundits on social media, the future of selling is virtual–or perhaps hybrid. But we are sharpening our virtual selling skills. They know that what they sell is less an issue than what the customer is trying to achieve. They move from being vendors to valued partners.

Revelation 85

Revelation Face-to-face Social Media Selling Skills 85

The Sales Hunter

OCTOBER 15, 2012

Here are a few secrets to keep in mind the next time you’re face-to-face with a tough buyer. Here are a few secrets to keep in mind the next time you’re face-to-face with a tough buyer. Typically they’re charged with securing “x” amount of savings across the line of vendors they work with.

Buyer 180

Buyer Face-to-face Vendor Up-Sell 180

Partners in Excellence

SEPTEMBER 24, 2018

The chaotic buying process is not something customer do by design, it’s a reflection of the reality customers face in trying drive change in their organizations. We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. we caught ’em, you skin ’em.”

Marketing 94

Marketing Face-to-face Lead Rank Resources 94

The Sales Hunter

DECEMBER 22, 2011

My goal is to always keep the face-to-face meetings short. It’s great to make the salesperson believe I have multiple vendors I’m considering. Even if there is not another vendor, the salesperson doesn’t need to know that. Even if there is not another vendor, the salesperson doesn’t need to know that.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

Igniting Sales Transformation

DECEMBER 1, 2019

Throughout my sales career, I’ve attended plenty of these meetings and usually left them feeling ticked off that 3-5 days of my selling time was wasted, and I was away from my family to boot. Use your SKO time to train your sellers how to be better at selling; otherwise scrap the meeting. The annual sales kick off (SKO) meeting.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Allego

APRIL 21, 2022

Like it or not, virtual selling is here to stay. As you’ve probably experienced, however, the traditional ways of doing business don’t always transfer to a hybrid selling world. Mastering virtual selling skills. They’re discovering, however, the traditional all in-person ways of operating are things of the past.

Hiring 71

Hiring Video Distribution Buyer 71

Gong.io

MAY 12, 2021

More than 33% of enterprises face low CRM adoption rates (Source Introduxion ). We’re taught to believe that everything we see is ‘real’. After all, our senses wouldn’t lie to us, would they? . Typically the stories our brains generate match the real world — but not always. . A recent article by Vox tests our perceptions. Try this out: .

Pipeline 71

Pipeline Face-to-face CRM Decision Maker 71

Sell Integrity

MAY 28, 2020

The risk that many of us face is forgetting to look past the sale. By missing an opportunity to understand their perception of customer value, we essentially teach them to view us as a mere “vendor” instead of as a “partner.”. By Derek Roberts. It’s motivating and rewarding. Customer Value: Find Your Fit. But the effort is worth it.

Customer 103

Customer Face-to-face Vendor Examples 103

The Digital Sales Institute

SEPTEMBER 10, 2018

What is selling and the definition of selling is a question is a valid question often asked by newer people to the profession. Selling involves many different activities and actions which depend on the customers situation and where in the sales journey you are at. What is selling.

Face-to-face 55

Face-to-face Cold Calling Selling Skills Buyer 55

LeadFuze

NOVEMBER 30, 2021

The Secret To Sales Success is to Sell What You Love. The key to being a good salesperson is finding the balance between what you love and your ability to sell it. You also need an amazing set of skills. Try attending conferences like DreamForce, RSA, SXSW to talk to a lot of vendors and get a high level overview.

Hiring 52

Hiring Social Media Banking Hubspot 52

Vengreso

NOVEMBER 18, 2020

Sales teams around the world have been forced to quickly adapt and learn remote selling techniques, due to the coronavirus pandemic. Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. What is Remote Selling?

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. Tips for adoption of social selling training.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Gong.io

DECEMBER 14, 2022

It’s also known as the Miller Heiman Strategic Selling methodology. Face-to-face interactions were fairly common in B2B sales. Equipping your team with the right sales training will help them build the skills and confidence they need to close bigger deals. Translation: Change is constant. How should I introduce myself?

Sales Process 62

Sales Process Decision Maker Sales Methodology Face-to-face 62

Gong.io

JUNE 8, 2022

Once you understand the potential losses they’re facing, your solution can reverse course and turn them into gains. Decision criteria : What technical, vendor, and financial criteria will you face on the buyer’s side? Is an abbreviation enough to save your sales team? This one just might be. Meet the MEDDIC sales process. .

Sales Process 62

Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

Gong.io

JULY 31, 2019

Master sales pro know that this skill is as important as what they ask. That’s true in face-to-face meetings and on discovery calls. Are you looking for a rich list of sales questions you can use today? Sweet, because we have you covered. . Not only that, but you’ll also learn how and when to use these questions.

Top of Funnel 128

Top of Funnel Decision Maker Outbound Face-to-face 128

Sales Training Connection

OCTOBER 16, 2013

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Consultative selling skills. So what are some of the payoffs? Some Sales 2.0

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Consultative selling skills. So what are some of the payoffs? Some Sales 2.0

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Customer Centric Selling

DECEMBER 19, 2012

Sales Training Article: Temporary Competitive Advantage By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company It's difficult to think of any B2B companies that aren't experiencing shorter product cycles and increasing competition. There have been mixed results.

Competition 40

Competition Face-to-face Margin Vendor 40

Partners in Excellence

SEPTEMBER 26, 2022

Yeah, I know many of you will say, “Well dugghhh, Dave, we know all about it and how important it is, after all, we’ve been selling for years… ” The reality, as I review pipelines, win/losses, deal strategies, the biggest challenges most people face is the opportunities aren’t really qualified.

Ideal Customer Profile 68

Ideal Customer Profile BANT Pipeline Margin 68

Sales Hacker

NOVEMBER 22, 2017

It may not reflect immediately on top line figures, but their follow through moves the needle on other metrics — productivity, discovery of new tools or techniques, and sharpened selling skills — any one of which will eventually translate to higher performance and attained goals. Get additional training to improve skill sets.

Ideal Customer Profile 87

Ideal Customer Profile Cold Calling Sales Qualified Lead Lead Rank 87

Partners in Excellence

JUNE 1, 2014

I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some interesting discussions. We see thoughtful books like Jill Konrath’s Agile Selling offering similar observations.

ROI 98

ROI Lead Rank Segment Analysis 98

Partners in Excellence

MAY 29, 2014

The past few years, the literature has been filled with lots of approaches: Provocative Sales, Challenger Sales, Insight Based Selling–and I’m sure there are a few more. The one thing that seems to be missing from the conversation is the importance of “critical thinking/problem solving skills.”

Education 92

Education Face-to-face Tools Coaching 92

The Digital Sales Institute

APRIL 20, 2018

Creating a sales skills definition is unique to every business as they need to reflect the overall sales strategy alongside the expected sales activities of the salespeople. Sales skills differ depending on inside V outside customer facing sales plus which part of the sales process a salesperson is involved with.

Hiring 45

Hiring Social Media Negotiation Education 45

The Digital Sales Institute

JUNE 19, 2018

The key sales skills need to succeed in today’s business environment are very different from 5 or 10 years ago. Key Sales Skills. Our key sales skills need a reboot so we are aligned to the new buyer’s journey and way of thinking. Sales skills that are more collaborative, intelligent, positive and interactive.

Social Media 49

Social Media Channels Influencer Buyer 49

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. Focus: Does the theme address a challenge you or your reps are facing? Vendor: Jeff Hoffman. Focus: Prospecting, negotiating and closing, social selling, and sales management. Selling With Stories.

Training 145

Training Vendor Top of Funnel Workbooks 145

Allego

JUNE 24, 2022

Allego 7 transforms sales teams’ content experiences to be more engaging while making customer-facing teams more efficient than ever before. We’re excited to announce the next generation of our sales enablement platform : Allego 7. Allego 7 is the platform they can depend on for sales success.”.

Buyer 62

Buyer Company Face-to-face Sales Enablement 62

Hubspot Sales

DECEMBER 19, 2023

Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Inside sales means selling remotely rather than traveling to meet customers (outside sales). Inside sales training teaches reps how to sell remotely and helps them perform better at the role.

Inside Sales 84

Inside Sales Training Hiring Outsourcing Services 84

Vengreso

JUNE 27, 2022

However, in the era of social selling , 74% of business buyers conduct most of their research independently before making a final decision. However, in the era of social selling , 74% of business buyers conduct most of their research independently before making a final decision. What is B2B Sales? What is B2B Sales?

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Accent Technologies

NOVEMBER 10, 2018

It is understandable for reps to be apprehensive about anything that takes time away from their selling and prospecting activities. Many sales reps are apprehensive about learning and using a CRM, and some organizations are therefore reluctant to invest in a platform that their reps “won’t use.”.

CRM 55

CRM ROI Commission Vendor 55

Mindtickle

NOVEMBER 9, 2018

Among them: Selling is getting harder. Faced with these challenges, companies are increasingly seeing sales enablement as a strategic imperative that’s vital the sales organizations success. It’s time to modernize your sales enablement program. Fewer reps are hitting their quotas. Onboarding is taking longer.

Sales Enablement 74

Sales Enablement Face-to-face Hiring Quota 74

Sales Training Connection

MARCH 18, 2013

The economics of selling. During the sales process vendors are expected to bring real expertise to the party versus just selling products. During the sales process vendors are expected to bring real expertise to the party versus just selling products. What does it cost to win a sale? But that was then; this is now.

Margin 112

Margin Vendor Face-to-face Sports 112

No More Cold Calling

JUNE 23, 2019

But referral selling is easier said than done. Mastering the skill requires a process, practice, and (in order to scale) a referral system with KPIs for referral results. percent of business buyers prefer to work with referred vendors, and 73 percent prefer to work with referred salespeople, according to IDC and LinkedIn.

Referrals 297

Referrals Scale How To Lead Rank 297

Mindtickle

NOVEMBER 9, 2018

Among them: Selling is getting harder. Faced with these challenges, companies are increasingly seeing sales enablement as a strategic imperative that’s vital the sales organizations success. Fewer reps are hitting their quotas. Onboarding is taking longer. Buyers are bypassing sales for the information they need.

Sales Enablement 52

Sales Enablement Face-to-face Hiring Quota 52

No More Cold Calling

JUNE 23, 2019

But referral selling is easier said than done. Mastering the skill requires a process, practice, and (in order to scale) a referral system with KPIs for referral results. percent of business buyers prefer to work with referred vendors, and 73 percent prefer to work with referred salespeople, according to IDC and LinkedIn.

Referrals 228

Referrals Scale How To Lead Rank 228

Gong.io

MARCH 11, 2021

HubSpot Reps Increase Productivity and Ramp Faster with Gong. Gong Gives Genesys Sales Managers The Ability to “Ride Shotgun” With Any Deal. Shopify Creates a Learning Environment for Their Sales Team. The above are 3 actual headlines from Gong case studies. The one thing they all have in common? But then we started to see a trend emerging.

Churn 62

Churn Customer Hiring Case Study 62

SBI

NOVEMBER 7, 2019

This includes initial customer engagement via email, social, and other channels, as well as across customer-facing teams, such as sellers, customer success representatives, and partners. Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey. Doug Winter, Seismic co-founder and CEO.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52