Sales Tips: Best Practices for Collecting B2B Research Data

Customer Centric Selling

Sales Tips: Best Practices for Collecting Quantitative and Qualitative B2B Research Data. Building upon that “qual/quant” theme, this article discusses best practices for collecting qualitative and quantitative data in Business-to-Business (B2B) research.

Sales Tips: Do You Know the Difference Between Buyers and Researchers?

Customer Centric Selling

Sales Tips: Know the Difference Between Buyers - and Researchers. For complex B2B offerings, research is done mostly by non-Key Players wanting to learn about offerings without sellers influencing their requirements.

SmartStorming Brainstorm Leadership Workshop Friday, October 28, 2010 – New York CIty

Keith Rosen

SmartStorming Brainstorm Leadership Workshop. To learn more about the workshop, visit their site here. SmartStorming will be presenting its highly successful Brainstorm Leadership Workshop in New York City, on Friday, October 29th, from 9:00am – 5:30pm. This is the first the program has been offered in a public workshop. To learn more about the workshop, visit their site here. Live Event! Friday, October 28, 2010 – New York City.

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Sales Tips: Refresher on CCS® Selling Behaviors

Customer Centric Selling

Research has shown that the best sales calls are conversations, and conversations allow the sales person to better understand the buyer. Sales Tips: Refresher on CCS® Selling Behaviors. Converse Situationally A CustomerCentric approach to selling is a conversation - not a presentation.

Sales Tips: Qualitative or Quantitative Data – Which is Better?

Customer Centric Selling

For researchers who have used and benefited from both, there are distinct advantages and disadvantages from each. In market research studies, for example, collecting open-ended feedback can help identify some very interesting trends—trends that quantitative data alone may not reveal.

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The Story of Why You Prefer working in Departmental Silos

Babette Ten Haken

Babette Ten Haken’s One Millimeter Mindset Storytelling for STEM Professionals and Left Brain Thinkers speaking programs and workshops are created for organizations and associations, like yours, who want to catalyze employee stakeholder success and customer retention.

Why Selling Pressure impedes Service Delivery Quality

Babette Ten Haken

In taking my storytelling speaking programs and workshops to organizations and associations like yours, I constantly hear about how you are trying to do more. Adding selling pressure to the functional responsibilities of front line and back end service teams can backfire.

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How Qualifying Customer Experience helps Us Quantify CX

Babette Ten Haken

Except that conducting surveys is a form of data science as well as market research. I learned that years ago when I conducted Voice of the Customer qualitative research projects prior to working with the teams who created the quantitative research surveys.

Sales Tips: Invest In Your Sales Organization

Customer Centric Selling

Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Investing In Your Sales Organization. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A few years ago I attended a conference.

Sales Tips: The Critical Component for Your Long-term Strategy

Customer Centric Selling

This blending of hard data with softer, descriptive information is the essence of research, analysis and reporting for many companies. Take a look at the sales training workshops available to get started and improve sales performance.

Be Selective Before You Send that Prospecting LinkedIn Email

Increase Sales

One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Of course with the extensive sales research regarding prospecting on LinkedIn, maybe he thought he could take a short-cut?

The Pipeline ? Top 25 Sales Influencers for 2012

The Pipeline

One great thing about this time of year is the research done by others to help you kick-start your year. Workshops. CNi Rapid Research. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously.

Sales Tips: WHY Good Sales Teams Lose

Customer Centric Selling

Did they research macro environmental forces shaping the buyer’s environment? Take a look at the sales training workshops available to you to help improve sales performance. Sales Tips: Understanding Why Good Sales Teams Lose in Competitive B2B Opportunities.

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Sales Tips: Which Type of Questions Should Sellers Ask?

Customer Centric Selling

Neil Rackham’s early research that became part of SPIN Selling identified three (3) types of questions sellers can use: Open questions require “essay” answers. Take a look at the sales training workshops available to get started and improve sales performance.

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Sales Tips: Handling Inbound Opportunities

Customer Centric Selling

Inbound “buyers” are usually lower levels doing product evaluations , have looked at multiple vendor websites and believe they have a good idea of what their requirements (usually an aggregate of all offerings they’ve researched rather than a single “Column A” vendor) are.

The Pipeline ? Contest ? Enter To Win!

The Pipeline

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13.

Sales Tips: Losing - From Bad to Worse

Customer Centric Selling

Research done by the TAS Group concluded that it takes 50% longer on average for sellers to lose deals than to win them. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: From Bad to Worse.

Sales Tips: Behavior Follows Belief

Customer Centric Selling

Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Behavior Follows Belief. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling®. Back in the 1970’s, IBM was the gold standard of sales training.

Sales Tips: Overcoming Basic Instincts

Customer Centric Selling

They do their own research of offerings via the Internet and social networking. User-level buyers that have done research are likely to find sellers aren’t especially helpful. Take a look at the sales training workshops available to get started and improve sales performance.

Sales Tips: Social Media Is Here to Stay

Customer Centric Selling

Even if you find yourself in the increasingly rare situation where you actually cause someone to start an evaluation, they are going to research you and your company online. Sales Tips: Social Media Is Here to Stay. By Frank Visgatis, President/COO, CustomerCentric Selling®.

The Pipeline ? Selling to Mr Know-it-all

The Pipeline

You meet him for the first time and he’s done a ton of research. What was the last thing you bought without researching it first on the web? Workshops. CNi Rapid Research. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email.

Customer Intelligence: The Secret Treasure from your Value Selling and Marketing Tools

The ROI Guy

And when value specialist, sales reps and channel partners use your Alinean Value Selling Tools in customer workshops and engagements, key profile and discovery data are collected, solution recommendations gathered and assessment results captured.

Sales Tips: Measuring and Tracking Success

Customer Centric Selling

Recent KPI Research Findings. Take a look at the sales training workshops available to get started and improve sales performance. sales tips selling tips sales training workshop sales training workshops sales process sales technique sales tip selling technique

How to Keep Your Eye on the Competition

Sales Benchmark Index

This finding is a result of SBI’s 8 th Annual Research Report. You can get a copy of the report and sign up for a workshop here. A recent SBI post shared that 78% of sales strategies are hopeless. In our report, there are 6 reasons why you might have the wrong sales strategy.

How Motivated is Your Sales Team?

OpenSymmetry

We are offering a workshop with your sales and/or leadership team to review how to assess and build out that perfect sales organization. Schedule that workshop with us, today! Is your organization driving the right sales behavior?

The Missing Key Element to Sales Success

Sales and Marketing Management

When we think of sales training, the first thing that usually comes to mind is a series of workshops - usually instructor-led and evangelically-delivered – designed to hone performance in time management, listening and communication, objection handling, closing, and so on. Forrester research.

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What Are Top Negotiation Strategies for Women in Sales?

No More Cold Calling

It’s well-known and researched that women typically don’t negotiate for salary. Below is a sneak peek at their research and insights: How Women Can Get What They Want in a Negotiation. Research suggests that 20% of women never negotiate at all.

Why the Best Sales Leaders Always Set the Standard for Team Meetings

SalesLatitude

I often facilitate a variety of meetings, team building programs and workshops. Their teams are taking time away from clients, proposals, RFPs, research, and maybe even their families if they are traveling. yet still participate in a meeting or workshop.

Finally! A Contact Strategy That I Appreciate

John Barrows

There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple, relevant, and direct messages, 2) Targeted: where you segment contacts based on similar characteristics and develop messages that focus on their broad priorities or challenges, and 3) Templated: where you create various, self-serving templates about your great solution and then blast messages out to everyone on a list.

Study Shows Employees Crave Meaningful Feedback from Managers

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Workshops. The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Get access to our customized sales performance training programs and management workshops. Leadership IQ, a Washington, DC-based research and training company, directs one of the largest leadership studies ever conducted. More Free Stuff | Email Us | Get Started Now!

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3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Engage me to speak or conduct an interactive workshop at your next corporate or association event. Do you have a customer retention scorecard? You know what I am talking about. Any of the plethora of scoring systems which measure customer satisfaction and loyalty.

5 Ways to Deliver a Truly Impactful Sales Kickoff

Sales and Marketing Management

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. Author: Joe Andrews We just wrapped up sales kickoff (SKO) season.

Sales Rejection or Objection? Chicken or the Egg?

Closer's Coffee

Researching the customers business and professional interests get you ahead of the game when building rapport and trust. A recent workshop I conducted presents a great example of the power of research. Sales rejection and objection; does it matter which comes first?

A Hopscotch Client Retention Strategy will not boost Client Success

Babette Ten Haken

Hire me to speak or conduct a workshop at your next corporate or association event. Babette Ten Haken is a STEM design thinker, Six Sigma Green Belt and Voice of the Customer facilitator, forged by her background in new product development, startups, market research and sales.

3 Ways Your Value Added Customer Experience Efforts are not Valued

Babette Ten Haken

Contact me today to discuss the speaking program and workshops which make the most sense for your organization, tomorrow. Engage me to speak or conduct an interactive workshop at your next corporate or association event.

Selling Value: The Missing Piece

ROI4Sales

Research from Sirius Decisions indicates that most buyers are 70% through their buying cycle by the time they talk with a vendor. They do research, they create committees to analyze needs from all areas of the organization. Conduct a Value Inventory Workshop. (Or

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What Type of Professional Legacy are You creating?

Babette Ten Haken

I survey the STEM professionals and left brain thinkers I speak to and conduct workshops for. Yet, the same two-thirds of these workshop attendees tell me that the people sitting around the table do not know who they are and what they do.

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Artificial Customer Conversations beget Artificial Customer Experiences

Babette Ten Haken

Researching the context of real customer stories showcases the power of customer experiences. Engage me to speak or conduct a keynote speaking program and/or workshop at your next corporate or association event.

CRM Hijacks Customer Experience Strategy

Tony Hughes

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015.

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Bestselling author Robyn Benincasa to keynote Miller Heiman Group Elevate 2019 in Arizona

Miller Heiman Group

The first chance to hear the results of the 2019 World Class Sales Survey from Chief Research Officer Seleste Lunsford— before they’ve been published. Optional workshops on Scout, Miller Heiman Group’s predictive analytics platform , and product-focused updates for client facilitators. A half-day workshop on how your business can use Scout to drive stronger results and win more deals.