Customer Centric Selling
MARCH 15, 2017
Sales Tips: Lack of Trustworthy Sales Forecasts Costs Billions. This guest post was created by MIT Sloan School of Management, courtesy of SellingPower.com.
Customer Centric Selling
FEBRUARY 22, 2017
During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast. He gave me an enthusiastic “yes,” fired up his laptop and told me that he was within about 5% of his forecast every quarter. By the mid-90’s SFA needed to die and was replaced by CRM. At that time I worked with a CRM vendor.
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Hubspot Sales
JULY 13, 2020
How often do you polish your reps on their skills? Are there recurring workshops to strengthen your reps’ selling skills? ?? Are your reps equipped with the necessary skills to succeed at their job? How can you forecast and pipeline success for this? ?? How effective is the onboarding process for new reps?
The Pipeline
APRIL 27, 2011
Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. EDGE Selling. Gap Selling. Interactive Selling. Zone Based Selling. Zone Selling. Constantly make your team better. Review the latest product features. Do role-playing.
Customer Centric Selling
APRIL 15, 2015
Without CRM sellers usually provide updates either when asked to on an ad hoc basis or near month end so managers could finalize forecasts about what was going to close. Mapping the required selling skills to the achievement of each milestone. Only THREE weeks left until our next open workshop in Boston!
Customer Centric Selling
FEBRUARY 20, 2017
Or if you're a salesperson reading this, do you want to arm yourself with the sales skills, strategies, and tactics to become better, more successful, and a more valuable salesperson to your employer? I currently have only six (6) seats remaining in this workshop so you will need to register today.
Customer Centric Selling
JANUARY 30, 2017
Sales Tips: Determining "Forecast" vs. "Sunshine Pump". By John Holland, Chief Content Officer, CustomerCentric Selling®. Forecast” vs. “Sunshine Pump” It has always amazed me that companies refer to a seller’s monthly report as a “forecast.”
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