Customer Centric Selling

FEBRUARY 20, 2017

That information is then relayed back to sales management either via a formal Loss Report or through a post sales ‘autopsy’ discussion. If you do, then I'd like to invite you to join me in Denver, March 7-10th for my first public CustomerCentric Selling® workshop of 2017 that is open to everyone.

Analysis 58

Analysis Channels Sales Up-Sell 58

Zoominfo

DECEMBER 13, 2018

Sales Hacker. Sales Hacker brings together top sales execs from the biggest tech companies to learn about the tactics and strategies they’re using to attain nine-figure revenues in B2B sales. Go take look if you’re in need of some quick sales inspiration! Go check it out! 6. Gary Vaynerchuck.

Channels 187

Channels Face-to-face Video Hubspot 187

Zoominfo

DECEMBER 13, 2018

Sales Hacker Sales Hacker brings together top sales execs from the biggest tech companies to learn about the tactics and strategies they’re using to attain nine-figure revenues in B2B sales. Go take look if you’re in need of some quick sales inspiration! Go check it out! The SalesPOP!

Channels 100

Channels Video Hubspot Face-to-face 100

Customer Centric Selling

FEBRUARY 15, 2017

Some of the most creative selling was done to convince the manager that numbers would be made. As a sales manager I noticed something curious…. I believe the most significant thing a sales manager can do for sellers is have them realize the difference between activity and progress during buying cycles.

Pipeline 64

Pipeline Buying Cycle Quota Call-back 64

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. But here’s the problem: A good candidate for sales management is hard to find. Why is there a knowledge gap for sales leaders? sales guidance. sales guidance.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

Customer Centric Selling

FEBRUARY 7, 2017

The lifeblood of organizations is top-line revenue. It isn’t and shouldn’t just be up to the Sales organization. Product Development, Product Marketing, Marketing and Sales all play a role in the overall result. A standard skill set for salespeople.

Survey 40

Survey Revenue Sales Cycle Sales Process 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

Sales Hacker Training

SEPTEMBER 5, 2018

JBarrows Sales Training. Revenue Storm. Sales Hacker. Sales Performance International (SPI). Sales Readiness Group (SRG). Founded in 1990, Action Selling provides a broad range of training resources to hundreds of thousands of sales professionals. Skills targeted include: Business development.

Training 103

Training Scale Lead Qualification Lead Rank 103

Hubspot Sales

JANUARY 22, 2018

According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. For a 100-person sales team with $1 million individual quotas and a $50,000 average deal size, that translates to a $20 million increase in revenue. On-Site Sales Training Programs. Your SalesMBA™ Workshops.

Training 144

Training Vendor Top of Funnel Workbooks 144

Vengreso

NOVEMBER 18, 2020

Sales professionals won’t be working from home all the time. However, outside sales teams will not be in the field as much as they used to be. For starters, their ability to do research before a sales meeting on each decision-maker. In addition, will they have the modern selling skills needed to engage with their modern buyer?

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Customer Centric Selling

MARCH 7, 2017

Keith has written several best sellers on leadership, time management and selling, including, Own Your Day and the globally acclaimed Coaching Salespeople into Sales Champions , winner of Five International Best Book Awards and the #1 best-selling sales management coaching book on Amazon.com for six consecutive years.

Journal 55

Journal Coaching Intent Sales Coaching 55

Customer Centric Selling

FEBRUARY 27, 2017

Sellers less than YTD against quota want their managers to believe they’ll catch up in the coming months. In my experience as a sales manager, once unqualified opportunities enter the pipeline they’re difficult to extract as sellers merely push back close dates (enter self-serving and inaccurate data).

Pipeline 40

Pipeline Forecasting Proposal Vendor 40

Mindtickle

JUNE 21, 2023

ABS aims to build strong relationships with individual accounts and deliver a personalized buying experience to drive higher conversion rates and revenue growth. Annual Contract Value (ACV) Annual Customer Value (ACV) is a metric used in business to calculate the average revenue or value generated by a customer over a one-year period.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Customer Centric Selling

OCTOBER 18, 2017

Sales Tips: 6 Best Practices for Sharing B2B CX Insights with Employees. By Connie Schlosberg, Primary Intelligence.

B2B 109

B2B Sales Sales Forecasts Forecasting 109

Customer Centric Selling

NOVEMBER 6, 2017

Sales Tips: 5 Tips for Handling Negotiations (and Saying NO). By John Holland, Chief Content Officer, CustomerCentric Selling®.

Negotiation 98

Negotiation Sales Sales Forecasts Forecasting 98

Customer Centric Selling

NOVEMBER 1, 2017

Sales Tips: 4 Successful Tactical Recommendations for Win Loss Programs. By Connie Schlosberg, Primary Intelligence.

Sales 104

Sales Sales Forecasts Forecasting Sales Methodology 104

Customer Centric Selling

DECEMBER 19, 2017

Sales Tips: 4 Foolproof Ways to Increase Sales Productivity. By Sam Holzman, Content Marketing Specialist at ZoomInfo.

Sales 95

Sales Marketing Sales Forecasts Forecasting 95

Customer Centric Selling

DECEMBER 27, 2017

Sales Tips: 6 Strategies to Get Buyers to Talk to You. By Connie Schlosberg, Primary Intelligence.

Buyer 104

Buyer Strategy Sales Sales Forecasts 104

Customer Centric Selling

JANUARY 10, 2018

Sales Tips: Stop Measuring Customer Satisfaction. By Connie Schlosberg, Primary Intelligence.

Customer 97

Customer Sales Sales Forecasts Forecasting 97

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Why Accurate, Actionable Buyer Intelligence Is a Direct Catalyst for Changes. By Heather McDougald, Director of Sales Operations, Primary Intelligence.

Buyer 80

Buyer Sales Operations Sales Sales Forecasts 80

Customer Centric Selling

MARCH 15, 2017

Sales Tips: 4 Reasons Why You Lose to "No Decision". By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Channels 86

Channels Sales Sales Forecasts Forecasting 86

Customer Centric Selling

JULY 26, 2017

Sales Tips: When You Know More, You Win More. By Primary Intelligence , a CustomerCentric Selling® Partner.

Sales 92

Sales Sales Forecasts Forecasting Sales Methodology 92

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Avoid Death by Presentation By John Holland, Chief Content Officer, CustomerCentric Selling®. Buyers despise "spray and pray" sales calls. Executives often end these calls before allowing sellers to finish them.

Buying Cycle 80

Buying Cycle Buyer Sales Sales Forecasts 80

Customer Centric Selling

FEBRUARY 21, 2018

Sales Tips: What Is Sales Intelligence? By Connie Schlosberg, Primary Intelligence.

Sales 93

Sales Sales Forecasts Forecasting Sales Methodology 93

Customer Centric Selling

AUGUST 9, 2017

Sales Tips: 4 Unexpected Benefits of Customer Experience Programs. By Primary Intelligence , a CustomerCentric Selling® Partner.

Benefit 83

Benefit Sales Customer Sales Forecasts 83

Customer Centric Selling

JUNE 20, 2017

Sales Tips: 2 Costly Mistakes Sellers Make with Pricing. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales 86

Sales Sales Forecasts Forecasting Sales Methodology 86

Customer Centric Selling

MARCH 14, 2017

Sales Tips: How to Think Like Your Customer. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Customer 93

Customer How To Sales Sales Forecasts 93

Customer Centric Selling

JULY 11, 2017

Sales Tips: How to Analyze Your Win Rate. By Primary Intelligence , a CustomerCentric Selling® Partner.

How To 91

How To Sales Sales Forecasts Forecasting 91

Customer Centric Selling

JANUARY 17, 2018

Sales Tips: 5 Habits for Being a Better Sales Professional. By Connie Schlosberg, Primary Intelligence.

Sales 83

Sales Sales Forecasts Forecasting Sales Methodology 83

Customer Centric Selling

MAY 23, 2017

Sales Tips: What IS a Sales Process and WHY Is It Important? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Sales Process 74

Sales Process Channels Sales Sales Forecasts 74

Customer Centric Selling

FEBRUARY 7, 2018

Sales Tips: The Quality of CRM Data Is the Keystone to Competitive Advantage. By Connie Schlosberg, Primary Intelligence.

Competition 78

Competition CRM Data Sales 78

Customer Centric Selling

NOVEMBER 15, 2017

Sales Tips: 3 Tips for Communicating with B2B Customers. By Connie Schlosberg, Primary Intelligence.

B2B 88

B2B Customer Sales Sales Forecasts 88

Customer Centric Selling

DECEMBER 10, 2017

Sales Tips: A Better Way to Gather CX Feedback. By Connie Schlosberg, Primary Intelligence.

Customer 89

Customer Sales Sales Forecasts Forecasting 89

Customer Centric Selling

JANUARY 24, 2018

Sales Tips: 6 Strategic Best Practices to Apply to Your Win Loss Program. By Connie Schlosberg, Primary Intelligence.

Sales 78

Sales Sales Forecasts Forecasting Sales Methodology 78

Customer Centric Selling

MARCH 15, 2017

Sales Tips: "Quote and Hope" Proposals Don't Sell. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Proposal 84

Proposal Sales Sales Forecasts Forecasting 84

Customer Centric Selling

JULY 18, 2017

Sales Tips: There's No Shortcut to Sales Improvement. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Channels 72

Channels Sales Sales Forecasts Forecasting 72

Customer Centric Selling

OCTOBER 16, 2017

Sales Tips: What To Do and NOT To Do with Costs vs. Benefits. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Benefit 74

Benefit Sales Sales Forecasts Forecasting 74