SalesLoft

JANUARY 15, 2019

Be sure to consider the workshops on March 11th – there’s something for everyone. We have an entire set of 11 sessions tailored towards you in the Sales Operations & Systems track. However, these are can’t-miss sessions for sales ops stars. Frontline Sales Managers. You haven’t tasted the Kool-Aid.

Conference 52

Conference Sales Methodology Networking Face-to-face 52

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

It is an excellent book that helps the reader(s) build a systematic approach to identifying suspects, prospects, qualified buyers and closable opportunities. I liked the idea so much that I asked Dave if he would be okay with us using a baseball diamond to describe and teach our sales methodology to our clients.

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. It makes sense. The budget is a crucial qualifier.

Sales Methodology 52

Sales Methodology Groups Course Buyer 52

Customer Centric Selling

NOVEMBER 7, 2016

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In our workshops we don’t spend a great deal of time on objection handling. There will be times when prospects ask: Do you have the X feature? Need some help to increase sales? If a seller’s offering doesn’t, many get defensive.

Objections 88

Objections Buyer How To Training 88

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

Customer Centric Selling

NOVEMBER 15, 2016

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. I’m a big proponent of discovering the potential value to your prospect of acquiring and utilizing your products and services. Your prospect has probably equipped its sales team with a similar tool.

ROI 40

ROI Benefit Analysis Intent 40

Customer Centric Selling

DECEMBER 28, 2016

My concern is that sellers may be guilty of confusing buyers because terms used inside organizations are likely to be used in front of prospects and customers. In my mind, buying cycles and transactions work fine in branch offices but are much better terms to use when talking with prospects and customers.

Hiring 75

Hiring Buying Cycle Software Software 75

Hubspot Sales

MARCH 11, 2019

Alongside coaching, we're focusing on hiring and how employing the same kind of person limits your team, dissuades your prospects, and hurts your business. Simply put, your sales team needs to be more diverse if you want your team to grow better. The Sales Playing Field. Who wouldn't want a sales team like that?

Hiring 87

Hiring Ideal Customer Profile Customer Hubspot 87

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

Customer Centric Selling

SEPTEMBER 27, 2016

The year is coming to an end for both you and your prospects. Request for resources from prospects that aren’t real. Pressure for excessive fourth quarter discounts by prospects, etc.? Take control of your sales pipeline. It’s your prospects’ right and obligation to get the best possible price for their company.

Decision Maker 40

Decision Maker Negotiation Forecasting Proposal 40

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

Customer Centric Selling

MARCH 13, 2013

A useful question with the CustomerCentric Selling® sales methodology is to ask buyers: "What are you hoping to accomplish?" Develop a formal approach to having PD staff have exposure to customers and prospects so they have a better understanding of market requirements and trends.

Training 55

Training Face-to-face Buying Cycle Sales Methodology 55

Customer Centric Selling

JANUARY 18, 2017

The problem is that it gives the prospect ways to put sellers off: “I haven’t had a chance to review it yet.” (And Awhile back I was working with a prospect that provided furnished condos as an alternative to hotel rooms for consultants or support people that had lengthy engagements in a location. Need some help to increase sales?

Hotels 40

Hotels Collateral Buying Cycle Vendor 40

Customer Centric Selling

MARCH 1, 2017

The same thing can be said about attending sales training. Just because you attended a 3-day sales training workshop, you can’t expect your sales performance to simply improve. What are you going to do during the next 362 days that remain in the year to improve your sales performance?

Call-back 40

Call-back Sales Channels Training 40

Customer Centric Selling

DECEMBER 7, 2016

The selling year is coming to an end for both you and your prospects. Pressure for excessive fourth quarter discounts by prospects, etc.? Why submit what could turn out to be an embarrassing sales forecast? You want to spend this limited time working with the prospects that are real. Need some help to increase sales?

Decision Maker 40

Decision Maker Intent Sales Forecasts Discount 40

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 55

Sales Enablement Top of Funnel Revenue Motivation 55

Your Sales Management Guru

AUGUST 3, 2012

Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s suggesting I should comment in a future blog on the Harvard Business Review (July/August 2012) paper titled: The End of Solution Sales. At 35,000 feet it woke me up. Are their agile?

Ideal Customer Profile 72

Ideal Customer Profile Sales Leadership Sales Methodology Commission 72

Customer Centric Selling

JUNE 9, 2016

Although we recommend at the end of every training workshop we conduct that the role-playing should continue after the training is over, my experience is that it rarely does. Salespeople tend to “practice” on live prospects rather than take the time to role-play with a manager or a peer. Need some help to increase sales?

Fashion 40

Fashion Training Sales Up-Sell 40

Customer Centric Selling

OCTOBER 19, 2016

Developing the ability to align what a seller is hearing from a potential customer to a value package that the customer will actually see as relevant to them is critical, and that sales training can help professionals understand this connection. Need some help to increase sales? 92% of sellers improve selling abilities after training.

Social Media 40

Social Media Conference Vendor Software 40

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. His focus is to accelerate peak performance fast.

Channels 100

Channels Video Hubspot Face-to-face 100

The ROI Guy

DECEMBER 2, 2014

Part of the blame is with marketers and sales training – which want sales reps to have more value centric conversations, but instead, provide endless amounts of product-focused training – how our products work and how they are better than the competition. The bottom-line, a methodology is not a silver bullet.

Lead Rank 86

Lead Rank Lead Scoring Proposal Buyer 86

Vengreso

NOVEMBER 18, 2020

The first thing you need to know is how remote selling is different from traditional selling or otherwise known as field sales. In simple terms, remote selling is prospecting and engaging buyers and customers from a remote work location, generally, a salespersons home office. How to Hire a Remote Sales Team. Call-to-Action.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Customer Centric Selling

DECEMBER 20, 2016

In last week's blog I offered suggestions for (reactively) gaining access to Key Players when sellers are contacted by lower level staff within prospect organizations. These “no decision” outcomes waste vendors’ as well as prospects’ time and resources. Need some help to increase sales? Your Roadmap to Revenue Growth® awaits!

Buying Cycle 40

Buying Cycle Sage Inbound Vendor 40

Customer Centric Selling

AUGUST 29, 2016

They felt a working kitchen was a crucial benefit, but I helped them realize how it impacted different people within prospect organizations. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

Buyer 45

Buyer Hiring Hotels Travel 45

Costello

APRIL 16, 2019

He recommended the playbook include at least 3 things including a research and qualification step, a pitch and how to handle the objection when a prospect says they do not have time. Salespeople often have to call forty companies 4 times each to get through to a prospect. Playbooks and Templates for Email Prospecting.

Hiring 111

Hiring Top of Funnel Cold Calling Lead Rank 111

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 111

Channels Video Training Hiring 111

Customer Centric Selling

DECEMBER 20, 2016

2017 Compensation Plan: What will your sales revenue requirement be in 2017? Based on your analysis of your customer base, prospects and 2017 revenue requirements, you need to establish goals for what you need to accomplish. Identify the ‘Top Ten’ prospects that you will carry into 2017. Top Ten Prospects carried over from 2016.

Revenue 40

Revenue Territories How To InsideView 40

Customer Centric Selling

DECEMBER 20, 2016

If you think this is a sales phenomenon that will simply not happen again, or it will go away if you ignore it - think again. It can be minimized - even eliminated - once you understand the obstacles that are preventing a prospect from making an informed selection decision after a long and expensive sales cycle. The good news?

Decision Maker 40

Decision Maker Sales Cycle Negotiation Sales Qualified Lead 40

Hubspot Sales

JANUARY 22, 2018

On-Site Sales Training Programs. Your SalesMBA™ Workshops. Focus: Prospecting, negotiating and closing, social selling, and sales management. Intended audience: Sales reps and managers. Price: $395-$595 per attendee (depending on the workshop). Intended audience: B2B sales teams. Focus: Sales skills.

Training 144

Training Vendor Top of Funnel Workbooks 144

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.

Enterprise 53

Enterprise Enterprise Lead Rank B2B 53

Customer Centric Selling

FEBRUARY 8, 2016

These prospects believe sellers will try to manipulate them by influencing their requirements. Within the CustomerCentric Selling® sales methodology, the first significant milestone is qualifying a champion (someone who can provide the seller access to other key players). Need some help to increase sales?

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

Sales Hacker Training

NOVEMBER 6, 2019

President and Chief Sales Officer at Solutions Staffing. Keynote Speaker and Workshop Facilitator. Interview potential employers to find one that will give you two things: 1) An excellent, and engaged sales manager. There are a million different sales methodologies out there, but there’s only one you.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Customer Centric Selling

MAY 16, 2017

Sales Tips: How to Establish Urgency with Your Prospects and Accelerate Buying Decisions. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Buyer 69

Buyer Sales Prospecting Sales Forecasts 69

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

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