THE Sales Methodology That Will Explode Your Team’s Sales Pipeline

Vengreso

Are your sellers using a sales methodology to guide them, step-by-step, in their daily prospecting and closing sales activities? However, most sales methodologies and most sales teams do not subscribe to a sales method that covers prospecting.

10 Essential Selling Skills Every Sales Rep Needs in 2018

Hubspot

Selling Skills. In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Sales Methodology ??? It’s Your Sales Religion

Klozers

Sales Methodologies can make or break your business , as they not only impact the way you sell, they have a direct impact on many other important factors in your business. How you market and position your product or service, the length of your sales cycle, the profit margins you gain, your terms of engagement, and even the size of the wages and commissions you pay your sales force can all be affected by the Sales Methodology you choose.

Top 3 Reasons to Use Consultative Selling Skills

Klozers

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved. The great advantage of Consultative Selling Skills is that the fundamental principles can be used on any product or service regardless of the value involved.

Sales Tips: Market Your Message (Part Four)

Customer Centric Selling

Sales Tips: Market Your Message (Part Four). 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: 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: 4 Foolproof Ways to Increase Sales Productivity

Customer Centric Selling

Sales Tips: 4 Foolproof Ways to Increase Sales Productivity. By Sam Holzman, Content Marketing Specialist at ZoomInfo.

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. Unfortunately this approach is not limited to sales calls. Executives often end these calls before allowing sellers to finish them. Reciting a list of features to buyers who don't fully understand them, nor know if they're needed is a barbaric way to try to start buying cycles at any level.

Sales Tips: Converting One-time Buyers into Lifetime Customers

Customer Centric Selling

Sales Tips: 4 Ways to Convert One-time Buyers into Lifetime Customers. By ShaDrena Simon, Inbound Marketing Expert for Yokel Local.

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: CEM Reality Check

Customer Centric Selling

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

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 and Marketing remain separate silos. Improving the B2B customer experience by the way an organization's salespeople sell may represent the only sustainable competitive advantage.

Sales Tips: Financial Benefits - The Missing Link

Customer Centric Selling

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

Sales Tips: Enabling Excellence

Customer Centric Selling

Sales Tips: Achieving Excellence through Process. By John Holland, Chief Content Officer, CustomerCentric Selling®. It isn’t and shouldn’t just be up to the Sales organization. Product Development, Product Marketing, Marketing and Sales all play a role in the overall result. The closer Product Development can be to having offerings that address buyer and market needs, the easier it is for top-line revenue objectives to be achieved.

Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

Sales Tips: Grading Opportunities - Garbage In, Garbage Out. By John Holland, Chief Content Officer, CustomerCentric Selling®. The major reason Sales Force Automation (SFA) failed was that technology absent process merely speeds up the mess. During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast.

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®. As we documented in our latest book, Rethinking The Sales Cycle (McGraw-Hill, 2010) , buyers are leveraging the vast resources of the internet BEFORE they ever engage with a salesperson or vendor. 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.

Sales Tips: No More Excuses

Customer Centric Selling

Sales Tips: No More Excuses for Coming Up Short. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®. "I That information is then relayed back to sales management either via a formal Loss Report or through a post sales ‘autopsy’ discussion. Sales and marketing management, in an attempt to be responsive, may change its pricing or give their salespeople more pricing flexibility when competing for new business.

Consultative selling: What is it and why does it work?

Gong.io

Being a pushy salesperson who only focuses on their product’s features and benefits won’t get you very far in today’s market. Unfortunately, some sales reps still haven’t gotten the memo. Consultative selling definition: What is consultative selling? Selling Skills

Top 14 Sales Skills Every Sales Rep Must Master

InsightSquared

The best sales teams consistently deliver for their organizations, plain and simple. This is no mistake, as the elite teams are relentless in their development of sales skills. Superb sales skills do not come naturally to every young rep. Sales Process Adherence.

10 Ways to Grow Your Business

The Science and Art of Selling

When people first think of selling, they get an unsatisfactory image of a car salesman. However, selling represents a critical business growth strategy that keeps businesses alive, keeps revenue coming in, and pays bills. So everybody to some extent depends on businesses performing good selling. To effect a good business growth strategy via sales, a business needs to practice ten rules regularly: Know your product and industry – Consumers aren’t stupid.

Sales Call Recording: 5 Ways Uber-Successful Teams Use Game Tape

Gong.io

Too often, sales teams spend a significant chunk of their workday in a black hole of subjectivity. How (uber-successful) sales teams use this “film” is the key. Here are five hacks to use sales call recordings to beat your personal best. And marketing. Selling Skills

Film 62

Learn to Sell

The Digital Sales Institute

Learn to sell the correct way and this skill will stay with you throughout your sales career. Learning to sell is a mixture of mindset, application, art and skill. While learning to sell doesn’t have to be overly complicated, it also shouldn’t be reduced to a just learning how to push for an appointment or trying to close a deal using pricing. Learn to Sell. The first thing to acknowledge when learning to sell is that selling is a producer’s role.

The Top 52 Sales Books Every Sales Pro Should Read

Gong.io

This is it – the 52 best sales book you’ll ever read. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value). That said, when people learn of my “manic habit” of reading sales books, they often ask me which ones I’d recommend. All of that said, I’ve read every one of the below sales books from cover to cover.

New Sales Simplified [The Companies Role]

A Sales Guy

All too often sales people face the wrath for sales failure or the celebration for sales success by themselves. If sales people aren’t making the number, it’s their fault. When it comes to sales organizations, I agree with the second statement but not the first. When a sales team is failing or isn’t achieving it’s goals, I blame leadership and management. It’s not all on the shoulders of sales. Be Sales Driven.

The MEDDPICC Leverage

MEDDIC

I have always been fascinated by the magic of LEVERAGE and want to share my view about how leverage applies to learning, particularly to MEDDPICC ® sales training. What’s that Big Problem to solve in Sales Organizations? The problem is that too many sellers don’t know how to sell.

The Sales Messaging Playbook that Converts Prospects to Conversations

Vengreso

Sales messaging is a vital part of a sales reps’ daily work. While the perfect sales message will connect and engage the buyer (eventually leading to a sale), a weak sales message will just be ignored, or worse, will damage the reputation of your company. Sell more.”

The Sales Messaging Playbook that Converts Prospects to Conversations

Vengreso

Sales messaging is a vital part of a sales reps’ daily work. While the perfect sales message will connect and engage the buyer (eventually leading to a sale), a weak sales message will just be ignored, or worse, will damage the reputation of your company. Sell more.”

3 Digital Sales Strategies Exposed By The State of Digital Selling Report, with Kurt Shaver, Episode #120

Vengreso

Subscribe to Selling With Social. Kurt returns to the #SellingWithSocial podcast to discuss Vengreso’s, The State of Digital Selling Report , and the three key digital sales strategies leaders need to implement ASAP for increased pipeline growth. He shares the amazing insights we gleaned from the report and why branded profiles, with quality connections, and relevant content equal a winning digital sales strategy. Sales #SoDS2019 Click To Tweet.

What Is The MEDDIC Sales Process? Deep-Dive Into The Methodology

Gong.io

Is an abbreviation enough to save your sales team? Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. A change in their target market?

Value Propositions to Drive Buyer Enablement: Effective Value Selling vs. Marketing Mush – 5 Key Ingredients

LeveragePoint

The internet has changed the fundamentals of B2B sales. The tectonic plates have shifted between buyer and seller: Skilled sales teams are no longer necessary to provide product or solution information, except when online marketing content is inadequate. If answering product questions is all that buyers require, sales teams are destined to become help desks. Skilled sales teams are increasingly unnecessary to take an order or execute a deal.

Complete B2B Sales Guide for Modern Sellers

Vengreso

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. What is B2B Sales? What is B2B Sales?

B2B 97

55 Sales Tips & Techniques That Work Like an Absolute Charm in 2019

Gong.io

Looking for a rich list of sales techniques and tips you can use to close more deals? We’ve pulled together a list of 55 sales techniques, tips, and best practices. Prospecting Sales Tips & Techniques. This is an essential part of sales. Now, we like to think we’re pretty good at prospecting here at Gong.io, so many of these sales tips come from experience. It’s PACKED with useful sales tips that will help you book more meetings: 1. It’s sales-judo.

“….Must Have Previous SaaS Sales Experience”

Partners in Excellence

’ All the jobs require SaaS sales experience.” ” It is puzzling how “SaaS” or “XaaS” seems to have a disproportionate mindshare in the sales world these days. When you look at the economy, it’s a small part of the economy, by extension, represents a small part of selling jobs. But SaaS means a lot of different things, even within SaaS selling is very different depending on the solution.

Stop Asking About Past Quota Attainment in Sales Interviews

Sales Hacker

According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota. And it’s even fewer in software sales organizations. 6 Key Fit Factors When Hiring for Sales.

Quota 79

The Most Important Sales Metrics You’re Not Tracking @DeidreWM

SBI

The Sales analytics category has exploded in recent years, both in number and diversity. Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!). Sales leaders have been well trained over the past decade to believe that when it comes to data, more is better. Here are 3 key sales metrics you may be missing: 1. Sales Proficiency (Knowledge & Skills).

Data 109

Top 21 Sales Training Programs and Techniques to Boost Team Performance in 2022

Highspot

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs.

The Definitive Prospecting Guide for Sales Management to Grow Pipeline

Vengreso

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm.

Sales Readiness: Engaging and Empowering Your Sales Force to Thrive in a Remote-First World

Showpad

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. This domain should also be closely connected to sales effectiveness. Modern Selling

Study 61

Keeping Your Remote Workforce On Message with the 2 C’s of Readiness for Remote Managers and Coaches

Mindtickle

A remote workforce can be difficult to navigate especially for sales enablement leaders. Regardless of location, sales enablement leaders must keep customer-facing teams actively engaged. Sales Readiness Sales Coaching Sales Effectiveness

Sales Training Courses For Beginners

The Digital Sales Institute

Sales training courses for beginners is normally focused on all the general selling skills a new salesperson will need to acquire over a relatively short time period. This article explores what sales training courses for beginners typically cover starting with why customers act in the way they do in order to help new salespeople to adapt and improve their approach to selling. Sales Training Courses For Beginners Learning Path.