Babette Ten Haken

DECEMBER 3, 2018

Requiring, in actuality, a different outcome from what currently is proposed. Hire me to speak at your next event or conduct a workshop for you. The real business story, and underlying business case, can represent a completely different scenario than what is being bid on. Then, take the next steps. Subscribe to my blog.

Ideal Customer Profile 85

Ideal Customer Profile SME Hiring Customer Service 85

Customer Centric Selling

MAY 15, 2015

A Sales Benchmark Index survey found sellers win 24% of proposals issued and lose 24% to other vendors. A student selling accounting software to heating oil distributors realized during a workshop he lost a recent sale because the business owner decided to buy a delivery truck instead. Save yours now!

How To 40

How To Vendor Proposal Buyer 40

PandaDoc

OCTOBER 3, 2023

Sales enablement software remains vital for managing sales activities efficiently. AI tools complement such software through data-driven insights. Online B2B platforms employing sales enablement software can score leads not just based on interaction metrics like page views or downloads. All you need is to check and insert it.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

The Pipeline

JANUARY 13, 2012

I had a call from Bob, a director of sales with software company. While he liked some of the ideas, he felt it would be difficult to follow some of the discipline proposed, because they “we’re a different type of company, and being public, puts additional demands on us, especially at month end and quarter end.”

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

SalesProInsider

JULY 6, 2017

From closing a sale, creating a lead gen campaign, sending a proposal…or even painting a room,; anything you need to get done is easier when you have the right tools…and use them correctly. So go ahead and use the tools such as your apps, tablets, smartphone, and software (or a good paint roller) to gain efficiency.

Sales Tools 60

Sales Tools Tools Revelation Lead Gen 60

Babette Ten Haken

NOVEMBER 13, 2017

After all, incompletely specified data leads to software codes generating security vulnerabilities and engineered outcomes which miss targets (literally). As a result, they support the seller’s proposed solution, as perhaps the “only” viable option. However, many sales and marketing materials are skewed. How credible is this strategy?

Decision Maker 65

Decision Maker Social Media Infusion Retention 65

The Pipeline

MAY 12, 2011

He is internationally known for his ground breaking work in evaluating sales people, he is the developer of a tool for evaluating sales forces, and the co-developer of several software and web applications that help sales managers coach and hold their salespeople accountable. Tongue in cheek. Trigger Events. Voice mail. Walk Away Price.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Sales Evangelist

JANUARY 14, 2020

When James didn’t agree with Ben’s proposal, Ben decided to leave and went to Philadelphia. Take for example a sales rep selling a SAS software solution. If the sales rep presenting the product jumps directly into the proposal and price offering, he will likely lose the deal. Keep on learning more about your clients.

Groups 52

Groups Call-back Proposal Industry 52

Customer Centric Selling

FEBRUARY 27, 2017

The primary titles are IT (they have to implement and support the new software) and salespeople who ironically serve as the data entry staff. Few organizations try to sell their sales staff on benefits they may derive from CRM software. Rumors may circulate about the new CRM software. The “unhappy” quadrant is the lower right.

Pipeline 40

Pipeline Forecasting Proposal Vendor 40

Customer Centric Selling

MARCH 6, 2013

At a bare minimum it takes a phone call that could lead to several face to face calls, entries into your CRM software, involvement of other members of your staff, quotes, proposals, etc. Take a look at the sales training workshops available to you and improve sales performance.

Training 49

Training Top of Funnel Sales Qualified Lead Face-to-face 49

Customer Centric Selling

MAY 18, 2016

It prompted me to wonder if companies have modified their sales process milestones developed in the 90’s and imbedded them into their CRM software? Present a proposal with a detailed cost vs. benefit analysis and ask the buying committee to make a decision. Over the weekend I gave thought to changes in buying behavior.

Sales Process 40

Sales Process CRM Vendor Enterprise 40

PandaDoc

APRIL 27, 2018

See also: What is a business proposal? Host a free workshop? There is one simple answer – business plan software. Business plan software helps you organize your plan, taking you step-by-step through the creation process. Moreover, with this cloud-based software, you don’t have to worry about fussy plugins or downloads.

Outsourcing Services 84

Outsourcing Services How To Transportation Advertising 84

The ROI Guy

MARCH 23, 2011

Moore describes the bad news facing B2B solution providers: Forced to do-more-with-less, most organizations lack formal budgets for new projects, leaving less than 15% in discretionary funds to fund a backlog of projects, likely your proposal. Geoffrey Moore confirms simply that what we have termed Frugalnomics is in full effect.

Sage 67

Sage Lead Rank Remedy Microsoft 67

PandaDoc

NOVEMBER 15, 2021

” The minor ones, like “I’ll email you my comments by tomorrow night” or “I’ll put in a request for new presentation software this afternoon,” must not be overlooked. Attend an objection handling workshop.” Have a common goal in mind. One call review per day is sufficient.

Hiring 52

Hiring Scale How To Incentives 52

Chorus.ai

JULY 28, 2020

How do you then sell them SaaS software? Best Practices: Ask your champion to introduce you, and say you’d love to help jointly make the business case together or host an educational workshop for the larger team. Resubmit a better offer, and walk their team through the proposal. And these may not be in line with reality.

Objections 104

Objections Case Study ROI Lead Rank 104

The ROI Guy

JANUARY 17, 2011

For sales teams, more advanced versions can be used to empower sales led workshops, helping to make sales more valuable again, and elevate perceptions from product sellers to valued consultants. Tailwinds for Marketing Automation Software - Insi. But how can you best develop and deliver these tools effectively to fight Frugalnomics?

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Chorus.ai

DECEMBER 1, 2020

How do you then sell them SaaS software? Best Practices: Ask your champion to introduce you, and say you’d love to help jointly make the business case together or host an educational workshop for the larger team. Resubmit a better offer, and walk their team through the proposal. And these may not be in line with reality.

Objections 73

Objections Case Study ROI Lead Rank 73

Babette Ten Haken

MARCH 14, 2019

However, no matter how insightful the solution proposed, there can be stakeholder resistance. Today we discuss a short debrief from a recent workshop I gave on the power of storytelling for stakeholder buy-in. machinery and software interfaces can communicate more compatibly than their human counterparts.

Account 63

Account Ideal Customer Profile Proposal SME 63

Your Sales Management Guru

OCTOBER 12, 2010

In our workshops or in our consulting role we work with sales managers on re-enforcing the use of this statement. A theorem is defined as an idea that’s accepted or proposed as a demonstrable truth; often, part of it is a general theory. The excitement and involvement brings individuals a new perspective on life.

Conference 66

Conference Microsoft Infusion Motivation 66

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

Gong.io

JULY 18, 2022

But if you’re deploying software at an enterprise scale, you’ll need extra support to ensure a smooth transition. Propose a solution. Once your reps have qualified a prospect and diagnosed their pain, the next step is to propose a solution. Let’s say that your company offers invoicing software. . This is just one example.

Solutions Selling 62

Solutions Selling Ideal Customer Profile Outsourcing Services Sales Methodology 62

The ROI Guy

FEBRUARY 2, 2011

According to the Wall Street Journal report on the study, Finance Chiefs Expand Role, several CFOs confirm the trend, and highlight how proving the ROI on proposals is more important than ever, for example: Terry Lillis, chief financial officer at Principal Financial Group Inc. now finds herself at marketing meetings.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

OnePageCRM

MARCH 8, 2017

One way to do this is to talk about the real-world value your product will deliver – If your HR management software can help your client save $200k on recruitment, use that as your price anchor. Why is Enterprise Software so Expensive? Tenders and proposals lead to purchasing cycles of months or years. Pay what you want.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Babette Ten Haken

JANUARY 31, 2019

When employees propose solutions, modifications to processes or requests for increased budgets? Are employees mentored to become more anticipatory about proposing solutions more aligned with stakeholder needs? How does an employee experience the outcomes of proposing solutions to stakeholders who rely on entirely correct answers?

Proposal 70

Proposal Retention Ideal Customer Profile Engineering 70

Corporate Visions

SEPTEMBER 5, 2019

Live classroom workshops and facilitated training has long been heralded as the gold standard of sales training. A recent field trial with Fortune 250 software company identified a flexible model for online sales training that gave reps more confidence and resulted in more pipeline creation, compared to live classroom training.

Training 53

Training Scale Decision Maker B2B 53

Hubspot Sales

FEBRUARY 7, 2018

Industry and career path: Are you interested in working for Software-as-a-Service (SaaS) companies? That rep is responsible for presenting or demoing the product, resolving the buyer’s objections, and creating a proposal. Before you can analyze a sales job, you need to know what to look for. Some sales engineers are always on the road.

Hiring 127

Hiring Salary Engineering Compensation 127

OnePageCRM

MARCH 8, 2017

One way to do this is to talk about the real-world value your product will deliver – If your HR management software can help your client save $200k on recruitment, use that as your price anchor. Why is Enterprise Software so Expensive? Tenders and proposals lead to purchasing cycles of months or years. Pay what you want.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Sales Hacker

NOVEMBER 7, 2017

I run a European based sales agency for software and technology companies. Most SaaS B2B companies immediately go to a sales demo , but there are other options including a workshop, a second call with more stakeholders on the buyer side, you sending them an eBook/white paper, etc. Sounds basic and redundant, I know.

Ideal Customer Profile 105

Ideal Customer Profile Outbound Sales Qualified Lead Face-to-face 105

Pipeliner

SEPTEMBER 29, 2020

For instance, an automated sales phone software can send pre-recorded voice messages, dial numbers whenever required, and take note of your company’s essential phone activities to minimize manual dialing efforts by sales reps. Add Templates In Your Remote Selling Arsenal To Streamline Your Workflow.

Strategy 98

Strategy Top of Funnel Face-to-face Hiring 98

Contact Monkey

SEPTEMBER 5, 2017

There are common myths and misconceptions about getting started with Salesforce that can stop these small companies from implementing the very software that could be instrumental in helping them become a big, successful one. Salesforce CPQ handles quotes, proposals, and contracts for businesses in which those things play a vital role.

SalesForce 45

SalesForce Scale Software Software 45

Close.io

OCTOBER 29, 2018

And with the addition of our predictive dialing call automation software, you’ll drastically cut down on the amount of time spent listening to dial tones. Built-In Calling : Our CRM is the only one on the market with built-in calling that keeps your reps inside just one application to do all of their core tasks, saving even more time.

Lead Rank 117

Lead Rank Closing Lead Scoring Hiring 117

Costello

JANUARY 15, 2019

Sales then follows up to better understand the need and propose the right solution for [the prospect]. We quickly set-up a sales workshop where the sales process, playbook with cadences and call scripts were developed together. I then ran workshops to document and optimize all our sales and marketing processes.

Lead Rank 105

Lead Rank Revenue Top of Funnel Lead Scoring 105

Hubspot Sales

JULY 1, 2019

Albro proposes we use “Account-Based Everything,” or ABE. Suppose you're sell marketing and sales automation software. Workshop: Host a workshop on a topic some of your stakeholders are interested in. A successful account-based approach requires cross-department coordination.

Ideal Customer Profile 79

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 79

Distribution Pricing Journal

NOVEMBER 15, 2023

Pericle challenges us to envision a future where we can go from idea to implementation within days and be less reliant on costly consultants, enterprise software, and internal IT constraints. Reach out to Tony Pericle and his team at tony@profitoptics.com for workshops and tailored solutions. Interested in starting your AI journey?

Distribution 52

Distribution Analytics Lead Rank Margin 52

Highspot

FEBRUARY 22, 2024

S&OP roles include: Executive leader Sales leader Marketing leader Demand planner Operational leader Supply chain leader Technology S&OP software and technology support tasks like real-time data analysis, forecasting, and planning for uncertainty. Execs resolve remaining issues and ensure the business’s objectives are met.

Forecasting 52

Forecasting Trends Lead Rank Survey 52