article thumbnail

Dave Kurlan's Predictions for Sales Organization in 2020

Understanding the Sales Force

TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries. EIGHT: Salespeople must be willing work hard.

article thumbnail

A Straightforward Guide to Missionary Selling [+ Examples]

Hubspot Sales

While there are some common techniques that are used and adopted by successful salespeople, there is truly no one-size-fits-all approach to mastering sales. Take a moment to reflect on your sales process, and some of the recent deals you’ve closed. Pharmaceutical Sales. Has each deal followed the same steps?

Insiders

Sign Up for our Newsletter

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

article thumbnail

Video: How Reps Accelerate Bigger, Faster Deals with Consolidation

Mindtickle

Now, it has become very vital to drive repeatable quota contributions, not just from a select set of reps, a select set of reps, but also from a larger number of sales reps beyond those top-performing reps. Pipeline risk analytics was vital to focus on cleansing the pipeline and identifying disengaged prospects.

Video 52
article thumbnail

Top Sales Enablement Conferences to Attend in 2024

Allego

This annual event offers insight and opportunities for those responsible for the marketing, sales, and distribution of securities, insurance, and other financial products and services through the bank channel. Dedicated to the evolving sales technology landscape, this annual UK event explores cutting-edge sales tech solutions.

article thumbnail

Solution Selling vs. Aspirational Selling

Product Management University

When you adopt an aspirational approach to selling, here’s what you’re communicating to buyers throughout the sales process. Solution Selling vs. Aspirational Selling Example Let’s say a prospective customer contacts you for a document management solution. I understand the top priorities of your organization, strategically.

article thumbnail

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

This means that our customers have access to the broadest and most accurate data on what the technology install base is at their prospects and customers alike. What does that mean and is the abundance of excellent targeting data available to sales reps making that possible? What will it deliver to the sales process next to fuel sales?

article thumbnail

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant.

B2B 120