Product Management University

FEBRUARY 15, 2023

Solution selling is a basic sales methodology that has long been the norm in enterprise B2B. Solution Selling vs. Aspirational Selling Example Let’s say a prospective customer contacts you for a document management solution. What is Solution Selling? It’s obvious they want to get better at managing documents.

Solutions Selling 52

Solutions Selling Pharmaceuticals Margin Sales Methodology 52

Anthony Cole Training

SEPTEMBER 8, 2014

What really caught my attention though was the discussion around the buyer in today’s market and how the buyer has hi-jacked (my term) the selling process from sales people. The reality is that we, sales people, are no longer in control. He has taken these identifying steps and placed then around a baseball diamond.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

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. You have more time available, and your prospects are more sophisticated. Marketers use it everyday for price tags. It makes sense.

Sales Methodology 52

Sales Methodology Groups Course Buyer 52

Customer Centric Selling

FEBRUARY 20, 2017

Pricing that was too high and/or lack of some particular feature or function are often the reasons given by prospects to salespeople after having competed for and lost a potential piece of business. That information is then relayed back to sales management either via a formal Loss Report or through a post sales ‘autopsy’ discussion.

Analysis 58

Analysis Channels Sales Up-Sell 58

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. 1. Jeb Blount (Sales Gravy). Jeffrey Gitomer.

Channels 187

Channels Face-to-face Video Hubspot 187

LeadFuze

APRIL 2, 2019

This can be because salespeople lack the technical ability and are still following ineffective sales methodologies. This is where sales enablement enters the scene! Sales enablement is a powerful tool for increasing sales performance. What exactly is Sales Enablement? Sales Enablement is really necessary!

Sales Enablement 55

Sales Enablement Top of Funnel Revenue Motivation 55

Customer Centric Selling

MARCH 13, 2013

Especially with technology companies, there have been instances of product announcements in search of markets. Over the years some vendors have been bailed out when early market buyers discovered business usages (applications) for new offerings. Starting with the end in mind means involving customers early in the process.

Training 55

Training Face-to-face Buying Cycle Sales Methodology 55

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. At this point I asked him: Phil, do your sellers tell prospects they’ll have similar forecast accuracy rates? By the mid-90’s SFA needed to die and was replaced by CRM. At that time I worked with a CRM vendor.

Hiring 63

Hiring Forecasting Pipeline Discount 63

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. Featured Video: What is the Real Deal of Sales?

Channels 100

Channels Video Hubspot Face-to-face 100

Hubspot Sales

OCTOBER 29, 2017

An award-winning author and highly sought-after keynote speaker, Konrath provides practical and modern strategies in her videos to help sales teams generate and close more leads. To drive home the importance of silence in sales (especially when it's uncomfortable), I often recommend the video “ Stunningly Unused Sales Technique."

Channels 112

Channels Video Training Hiring 112

Costello

APRIL 16, 2019

In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned. Salespeople often have to call forty companies 4 times each to get through to a prospect.

Hiring 111

Hiring Top of Funnel Cold Calling Lead Rank 111

Your Sales Management Guru

AUGUST 3, 2012

I put it in my to read file and as I fly to Hong Kong (16 hours) to lead a clients sales leadership workshop I pulled it out to read and contemplate. As a salesperson and sales manager for many years I clearly understand the concepts and logic behind a solution sale. At 35,000 feet it woke me up. Are their agile?

Ideal Customer Profile 72

Ideal Customer Profile Sales Leadership Sales Methodology Commission 72

The ROI Guy

DECEMBER 2, 2014

Recently we had the pleasure of interviewing Jim Ninivaggi, the Practice Director for Sales Enablement with leading sales and marketing research firm SiriusDecisions. As a result, 58% of buyers disengaging with sales reps due to lack of value articulation. The bottom-line, a methodology is not a silver bullet.

Lead Rank 86

Lead Rank Lead Scoring Proposal Buyer 86

Customer Centric Selling

DECEMBER 20, 2016

Sales History: Are some months or quarters more prolific than others? Vertical markets: Are you having greater success in one vertical versus another? 2017 Compensation Plan: What will your sales revenue requirement be in 2017? Identify the ‘Top Ten’ prospects that you will carry into 2017. Step 3: Set Goals.

Revenue 40

Revenue Territories How To InsideView 40

Sales Hacker

APRIL 26, 2018

Among the most frequently mentioned are product knowledge, customer empathy, problem solving, persuasiveness, and sales methodologies. No sales leader in her right mind would let loose a sales rep who lacks every one of those crucial attributes on the floor. Business Acumen Vs. Sales Acumen. Jeff Bezos.

Enterprise 53

Enterprise Enterprise Lead Rank B2B 53

Hubspot Sales

JANUARY 22, 2018

Intended audience: Are you in the relevant industry, market, or role? On-Site Sales Training Programs. Your SalesMBA™ Workshops. Focus: Prospecting, negotiating and closing, social selling, and sales management. Focus: Prospecting, negotiating and closing, social selling, and sales management.

Training 145

Training Vendor Top of Funnel Workbooks 145

Sales Hacker Training

NOVEMBER 6, 2019

Our question: “What is your best advice for anyone starting their sales career in 2020?” Smart Career Advice from 17 Sales Pros. VP of Marketing at Outreach. Founder and CEO of Sales Hacker. The best advice I have for anyone starting their sales career today is to be patient and cut your teeth. Me, Max Altschuler.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Customer Centric Selling

FEBRUARY 8, 2016

The plethora of search engines, websites, webinars, white papers, and other marketing collateral fully arms them to do so. These prospects believe sellers will try to manipulate them by influencing their requirements. We show the seller how to draft a champion-qualifying email and give sales managers the ability to edit it.

Top of Funnel 40

Top of Funnel Hiring Sage Sales Qualified Lead 40

MEDDIC

OCTOBER 19, 2021

Steve is an experienced leader in CRM and Sales Force Automation with a strong sales background obviously. Our chat gave me the opportunity to share publicly, for the first time, some of the nuggets I usually only share in my private workshops. To which type of sales does MEDDPICC® apply best? Steve : Yeah.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

The Digital Sales Institute

JUNE 21, 2023

It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process. The definition gets more complex when we consider how many types of sales and the types of buyers there are. Close the sale. Quality of opportunity. Educate the buyer/buying group.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Mindtickle

JUNE 21, 2023

In the world of sales, effective communication is the cornerstone of success. Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Gong.io

JULY 18, 2022

Too often, sales reps jump straight into their pitch without even considering their prospects’ needs or asking what they’re looking for. And in most cases, that’s a losing sales strategy. So how can you build rapport with your prospects? Solution Selling is a customer-centric sales methodology.

Solutions Selling 62

Solutions Selling Ideal Customer Profile Outsourcing Services Sales Methodology 62

Chorus.ai

JANUARY 29, 2020

As a result, coaching and the steady production of fresh, new sales training ideas can be major stressors for sales managers, particularly on SaaS sales teams. Everything, from conversational approach to presentation design to follow-up method to prospecting strategy, can come under the banner of sales training.

Training 62

Training Decision Maker Sales Cycle Objections 62

Janek Performance Group

NOVEMBER 1, 2022

If your company needs to find new sales this quarter, this article is for you. It explores the current sales environment and what companies can do to increase their win rates in the next 90 days. There is more uncertainty in the market today than at the start of the year. That seems like such a long time ago. In Conclusion.

Buyer 62

Buyer Call-back Lead Rank Lead Scoring 62

LeadFuze

JULY 19, 2023

How to improve sales skills is a critical question that resonates with many professionals across various industries. From startups and marketers to recruiters and small business owners, the ability to sell effectively can significantly impact your professional life. Need Help Automating Your Sales Prospecting Process?

How To 52

How To Construction Sales Cycle Social Selling 52

Sales Hacker

MARCH 2, 2020

Mastering the Complex Sale. Sales Development and Prospecting. The Sales Development Playbook. Outbound Sales, No Fluff. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. More Sales, Less Time. 80/20 Sales and Marketing.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Highspot

DECEMBER 21, 2022

Sales managers are responsible for monitoring competitors and the market at large, as well as managing and innovating sales processes to ensure sales reps are properly armed. Market landscape canvassing. Being available to your sales reps both logistically and emotionally.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

Mereo

APRIL 16, 2020

At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progress, solution marketing, solution management, sales operations and sales enablement. Common Sales Enablement Pitfalls. Sales Tools Gap. The answer is likely yes.

Sales Enablement 81

Sales Enablement Revenue Face-to-face Ideal Customer Profile 81

Customer Centric Selling

MARCH 15, 2017

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

Sales 63

Sales Sales Forecasts Forecasting Sales Cycle 63

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Uncover the True Value of Financial Benefits. By Jim Naro, CustomerCentric Selling® Certified Business Partner.

Benefit 40

Benefit Sales Forecasting Sales Forecasts 40

LeadFuze

AUGUST 5, 2021

One of the top destinations on the web for all sales subject matter. How to Make Sales and Marketing Meetings More Effective and Impactful. Blogger Blurb: Max Altschuler and Gaetano DiNardi put out some amazing content over at Sales Hacker. Leah Bell is the Content Marketing Specialist for SalesLoft. WoodPecker.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Vengreso

DECEMBER 21, 2023

No single technique is suitable for all scenarios in sales training; it relies on elements such as business size, sector, product or service type. The Need for Sales Training In a fiercely competitive market, just relying on the quality of your products or pricing is not enough. SalesTraining @M_3Jr Click To Tweet 9.

Training 52

Training Revenue Lead Rank Retention 52