Customer Centric Selling

DECEMBER 31, 2014

Sales Tips: Know the Difference Between Buyers - and Researchers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. If there’s a fit proposals are presented to Key Players who decide whether or not to buy. Image courtesy of Stock Images at FreeDigitalPhotos.net.

Research 92

Research Buyer Buying Cycle Vendor 92

The Pipeline

JANUARY 13, 2012

Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Metrics , Proactive , Productivity , Sales Strategy , Sales Success , Time Allocation , execution. Wednesday I posted a piece about the importance of working your sales cycle, not the calendar.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

FEBRUARY 20, 2012

Finally, there is no upside to keeping the next step a secret, especially as you are moving through the sales versus a first call. In advance of going to a meeting with a buyer, send in an agenda in advance , and include your proposed next step as part of that agenda. Sales Bloggers Union. Sales Compensation. Sales Tool.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation Targets 218

Customer Centric Selling

AUGUST 14, 2013

Sales Training Article: Establishing Value. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company When I started my selling career, my manager insisted that each proposal contained a cost vs. benefit analysis. Need some help with your sales performance?

Training 45

Training Decision Maker Buyer Proposal 45

Customer Centric Selling

JANUARY 4, 2015

Sales Tips: How to Get Your 2015 Started Right. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. To avoid starting 2015 with unqualified pipelines, consider taking a hard look at quotes or proposals more than 60 days old. Proposals, like radioactive material, have half-lives.

Proposal 40

Proposal How To Face-to-face Vendor 40

Customer Centric Selling

FEBRUARY 26, 2016

If all of these items have been covered, buying should be the logical last step of a sales cycle. Premature closes (when one or more items have not been addressed) can abruptly change buyer relationships as sellers go from consultative sales to high-pressure tactics. In my mind, a buying cycle is much like a play.

Buyer 40

Buyer Closing Decision Maker Proposal 40

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? A survey by Sales Benchmark Index showed 52% of sales cycles driven by sellers result in no decision. For large opportunities, negotiating a Sequence of Events with the buying committee that shows the necessary steps leading up to a proposal.

Training 45

Training Buying Cycle Hiring Vendor 45

Customer Centric Selling

APRIL 3, 2013

Sales Training Article: "It's Deja Vu All Over Again" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Yogi Berra's quote brings to mind the obligatory pipeline review managers do with their salespeople toward the end of the month. Need some help with your sales performance?

Pipeline 45

Pipeline Training Face-to-face Quota 45

Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter.

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

Customer Centric Selling

SEPTEMBER 17, 2014

Sales Tips: The Potential Benefits to an "Enterprise" View. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A Sales Benchmark Index (SBI) study showed over 50% of sales cycles that end with sellers involved, result in buyers making “no decision.”

Enterprise 65

Enterprise Enterprise Benefit Proposal 65

Customer Centric Selling

MAY 6, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When managing buying cycles with committees, sellers are often guilty of starting and staying with one person too long. In extreme cases, they’ll go so far as to generate proposals when other committee members are likely not ready.

Buying Cycle 40

Buying Cycle How To Negotiation Proposal 40

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. View our updated calendar of 2014 sales training workshops.

Collateral 55

Collateral Negotiation Proposal Vendor 55

Customer Centric Selling

MARCH 20, 2013

Sales Training Article: Electronic Starts to Buying Cycles By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series. Need some help with your sales performance?

Buying Cycle 45

Buying Cycle Training Lead Rank Lead Scoring 45

The Pipeline

MAY 12, 2011

I see this over and over again in the early stages of sales development at every company we help. the industry leader in sales assessments and sales force evaluations, and the CEO of Kurlan & Associates, Inc., an international consulting firm specializing in sales force development. Sales Bloggers Union.

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Pipeline Conference Cold Calling Hiring 255

The Pipeline

JANUARY 27, 2012

So there you are cruising down the freeway, armed with the factors above, and hot breakfast in your belly, you are ready to present your proposal. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Tool.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Customer Centric Selling

DECEMBER 28, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. With that in mind I’d like to propose a few simple New Years resolutions for your consideration. While more B2B transactions then ever are being initiated by researchers/buyers, sellers/vendors cling to the term sales cycles.

B2C 40

B2C Margin Buying Cycle Proposal 40

Customer Centric Selling

OCTOBER 6, 2015

Sales Tips: Bad Assumption #3 - "I Just Compete with Vendors". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Making cost vs. benefit a part of every proposal maximizes the chances you won’t get the bad news of “no decision” on opportunities you felt had been sold.

Vendor 40

Vendor Cancellation Proposal Software 40

Customer Centric Selling

APRIL 6, 2016

Pre-Internet, it was common for mid-level managers to work with a seller from a vendor to get far enough into the sales cycle to generate a bid or proposal. Sales cycles will likely be shorter when starting at high levels. Need some help to increase sales? Your Roadmap to Revenue Growth® awaits!

Benefit 40

Benefit Inbound Vendor Buying Cycle 40

The ROI Guy

DECEMBER 2, 2014

The research clearly indicates that the issues are not around sales having enough leads, more sales training, improved social selling ability or increased product knowledge. Understanding buyers better and correlating the financial benefits that can be delivered with proposed solutions is key.

Lead Rank 86

Lead Rank Lead Scoring Proposal Buyer 86

Customer Centric Selling

MARCH 2, 2016

Much later in the sales cycle there may be attempts to call higher levels, but most sellers will struggle in their efforts to establish value during these calls. If value isn’t uncovered, the sales cycle will come to an abrupt end, as it should. Need some help to increase sales?

Vendor 40

Vendor How To Enterprise Enterprise 40

The Pipeline

APRIL 11, 2011

Say the speed with which an athlete run 100 metres, the batting average of a ball player, the length of time from hand shake to close, or the rate of conversion of prospects to proposals, etc. In other words, measures of actions or factors that help a sales person hit or surpass their target. Sales Bloggers Union. Sales Cycle.

Pipeline 238

Pipeline Twitter Hiring Top of Funnel 238

Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: No Decision Losses - The Good, Bad & Ugly. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. How long are you going to allow your sales organization to continue to lose good opportunities to No Decision before you take action?

Decision Maker 40

Decision Maker Sales Cycle Negotiation Sales Qualified Lead 40

PandaDoc

OCTOBER 3, 2023

Developing an AI strategy should involve identifying pain points, setting goals, assessing infrastructure, calculating ROI, researching solutions, piloting tools, training staff, and tracking performance. Improved sales coaching and training Rely on AI reviewing sales calls and interactions to identify areas of improvement and best practices.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

Customer Centric Selling

FEBRUARY 8, 2016

Train wrecks occur a month at a time. Projecting a sales cycle ahead of time gives sellers a much better chance of making their numbers. Let’s say your average sales cycle is three months. I find it ironic that companies continue to spend inordinate amounts of time and money on training sellers on products.

Top of Funnel 40

Top of Funnel Hiring Sage Sales Qualified Lead 40

Customer Centric Selling

MARCH 28, 2016

The admission of a goal by a prospect is the catalyst, the launching pad, the beginning of the sales cycle. As I work with salespeople, sales managers, reviewing loss reports and editing Champion Letters, there is a theme that has been emerging. And what is the proposed usage scenario going to be?

Sales Cycle 40

Sales Cycle Proposal Conversion Maximizer 40

The Pipeline

JULY 4, 2011

You are right, specially when you say “objection does not mean rejection” An objection, from my point of view, shows that the client has clearly been listening to me and my proposal, and I consider his or her objection the natural step towards building trust and, depending on the case, either closing a sale or rescheduling a new call.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

Customer Centric Selling

MAY 18, 2016

Present a proposal with a detailed cost vs. benefit analysis and ask the buying committee to make a decision. Sales cycles begun by researchers diverge from the optimal sequence of a sales process and often skip steps. Need some help to increase sales? Selling doesn’t have to be a zero sum game.

Sales Process 40

Sales Process CRM Vendor Enterprise 40

Customer Centric Selling

FEBRUARY 16, 2016

Recently I received a few questions about the Sequence of Events (SOE) and its applicability when the product being sold is relatively inexpensive or when the prospect won't agree to the proposed SOE, etc. Need some help to increase sales? There's also an ancillary benefit to an SOE. Your Roadmap to Revenue Growth® awaits!

Vendor 40

Vendor Face-to-face Buyer Sales Cycle 40

Customer Centric Selling

DECEMBER 10, 2012

Sales Training Article: Why Are Your Deals Bleeding Margin? By John Kenney, Sales Benchmark Index (SBI) This blog post is for those who sometimes find their sales teams negotiating against themselves, closing dirty deals to make quota, or finding their margin-rich transactions disintegrate at the end of quarter.

Margin 40

Margin Negotiation Proposal Face-to-face 40

Chorus.ai

JULY 28, 2020

Early on in the sales cycle, ask your prospect for feedback by saying, “Does our solution meet all of the requirements you have? Rather than tell you “this isn’t a priority” or “my team is not understanding how we’ll drive ROI/value,” the prospect hedges and the sales cycle drags on. Do you have any concerns?”

Objections 104

Objections Case Study ROI Lead Rank 104

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule?

Training 144

Training Vendor Top of Funnel Workbooks 144

PandaDoc

NOVEMBER 15, 2021

However, make sure you don’t repeat the same sales contests — not only will the same people keep winning (causing everyone else to give up ultimately), but you’ll also turn the winners into natural targets. Then, the next day, reward the person who has the shortest average sales cycle. Low turnover of reps.

Hiring 52

Hiring Scale How To Incentives 52

The Digital Sales Institute

JUNE 21, 2023

Sales training program expert tips for anyone involved in sales management or sales enablement some insight into planning any form of sales training. It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Chorus.ai

DECEMBER 1, 2020

Early on in the sales cycle, ask your prospect for feedback by saying, “Does our solution meet all of the requirements you have? Rather than tell you “this isn’t a priority” or “my team is not understanding how we’ll drive ROI/value,” the prospect hedges and the sales cycle drags on. Do you have any concerns?”

Objections 73

Objections Case Study ROI Lead Rank 73

Sales Hacker Training

SEPTEMBER 5, 2018

If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! In contrast, unleash a team of smart sales reps and success pours like rain. Great Sales Training = The Best Sales Outcomes. Sales Hacker.

Training 103

Training Scale Lead Qualification Lead Rank 103

The ROI Guy

JANUARY 17, 2011

As today’s buyers are empowered by the Internet to do their own research and drive their own purchasing due diligence – engaging sales later than ever, or not at all – easy to use versions of these diagnostic tools need to be on-line, readily available, interactive and personalized to empower self-service research.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

DECEMBER 6, 2010

Empowering sales with executive assessment tools so that they can interactively, in a value-add workshop, diagnose prospect’s issues more thoroughly and completely, benchmark the issues versus peers and leaders to set priorities and create urgency, and provide a roadmap of potential recommendations.

ROI 40

ROI B2B Social Media Buying Cycle 40