Gong.io

SEPTEMBER 19, 2018

It’s definitely not a selling skills book. This is another sales book that’s less a book about selling skills and more a book about both product marketing and sales management. This book teaches you how to make the leap from generic product pitch to consultative, solution-driven conversation. Predictable Revenue.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Mindtickle

JUNE 28, 2021

In fact, it probably isn’t surprising that companies that provide quality coaching can reach 7% greater annual revenue growth. Selling behavior : Evaluate how articulate and enthusiastic a rep is on a call, voicemail or presentation as well as the tone. This will gauge their overall confidence in selling your solution. .

Coaching 52

Coaching Data Sales Coaching Conversion 52

Partners in Excellence

FEBRUARY 19, 2018

Does it require different skills to present the value of this, perhaps differentiating it from an on premise implementation? Sure it may require a consultative/solution selling approach, it requires deep product knowledge, but there is nothing about the technology implementation that necessarily requires specialized selling skills.

Account Based Marketing 52

Account Based Marketing Revelation Sales Methodology Inbound 52

Gong.io

DECEMBER 19, 2022

This is one of the major ways that value selling differs from solution selling. Value selling and solution both acknowledge that buyers are trying to solve a problem. While value-added selling focuses on the buyer’s needs, solution selling focuses on your product’s features.

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

The Digital Sales Institute

OCTOBER 24, 2018

Sales techniques training courses are about improving a salespersons selling skills across a broad range of activities from sales prospecting to closing to social selling.

Course 49

Course Training Cost per Lead Social Media 49

Highspot

DECEMBER 5, 2023

And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Vengreso

APRIL 10, 2022

SPIN Selling. Solution Selling. Miller Heiman’s Conceptual Selling. Miller Heiman’s Strategic Selling. Consultative Selling. SNAP Selling. This may include mergers, new hires, regulatory changes, key movements in revenue, new rounds of funding, advances in technology, etc. The Challenger Sale.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

SBI

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Our decisions are colored by the history and experiences that shape our perspective.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

The ROI Guy

OCTOBER 5, 2011

We know that buyer’s want a consultative / outcome focused engagement, pushing salespeople to advance their methodology, skills and tools over the past 3 decades, from product selling to value selling: Product Selling: The sales organization sold products based on "feeds and speeds". Customers bought "products."

Sales Enablement 45

Sales Enablement Report Tools ROI 45