Customer Centric Selling

FEBRUARY 22, 2017

Sellers that were below quota would enter unqualified opportunities to artificially inflate their pipelines. While often glossed over, the fact is that salespeople were the data entry people for SFA software. During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast.

Hiring 63

Hiring Forecasting Pipeline Discount 63

Mindtickle

JULY 27, 2022

salesDisrupted, powered by B2B DecisionLabs, is a one-day, research-focused event held in Boston, MA that promises to help sales professionals and leaders level up their leadership and selling skills. The largest software conference in the world is returning to downtown San Francisco this fall. Dreamforce.

Sales Enablement 52

Sales Enablement Webinar Metrics Conference Networking 52

Highspot

JANUARY 9, 2024

A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. Each stage requires specific selling skills to satisfy prospect needs. This makes B2B sales training more important than ever.

B2B 52

B2B Training Top of Funnel B2C 52

Customer Centric Selling

JUNE 24, 2015

After graduating from college, IBM spent a year teaching me about computers for the SMB market, business fundamentals and selling skills. I’ll never forget the advice he shared after assigning my quota and territory: Call high, stay high and don’t lead with product. I had mistakenly believed I was selling computers.

Epiphany 40

Epiphany Territories Call-back Small Business 40

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. Some sellers work around the system.

Pipeline 40

Pipeline Forecasting Proposal Vendor 40

Highspot

DECEMBER 21, 2022

In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. While selling skills may be impressive, they often don’t crossover to managing several sellers and helping them produce sales results. Trying to build a high-impact sales team?

Training 52

Training Sales Management Lead Rank Lead Scoring 52

Mindtickle

JUNE 21, 2023

Much like an ICP includes characteristics that make the customer “ideal,” an IRP defines the competencies and skills a rep must have to regularly close deals and meet (or even surpass) quota. Quota A sales quota is a predetermined sales target or goal set for an individual salesperson or a sales team within a specific time period.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52