The Pipeline ? In Conversation ? How to Shorten the Sales Cycle

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s In Conversation – How to Shorten the Sales Cycle. A few weeks back, I was working with the folks at NetProspex to come up with a way to help clients improve their sales success. A Random Walk Up Sales Street. Sales 2.0.

Sales Tips: Are Your Sales Cycle Activities Planned or Random?

Customer Centric Selling

Sales Tips: Are Your Sales Cycle Activities Planned or Random? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Studies have shown that executive buyers like to be involved early (Phase 1) and late (Phase 3) in buying cycles.

Houston, We Have The Solution!

The Pipeline

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston. Take a proactive role in filling your sales pipeline.

Five Types of Questions to Ask Prospects

The Sales Heretic

The single best thing you can do with a prospect—at any point in the sales cycle—is to ask them questions. If you ask enough of the right questions, your prospect will tell you everything you need to know to make the sale.

Sales Tips: Don't Go the Distance and Lose

Customer Centric Selling

Sales Tips: Don't Go the Distance and Lose. Sales Training sales tips sales strategy sales training workshop sales training workshops sales process sales training company improve sales performance sales approach sales training approach sales qualification sales tip sales cycles sales losses

Sales Tips: Can You Make It Through the “Dip?”

Customer Centric Selling

Sales Tips: Can You Make It Through the “Dip?”. By Frank Visgatis, President & Chief Operating Officer of CustomerCentric Selling®.

Sales Tips: Untrustworthy Sales Forecasts Cost Billions

Customer Centric Selling

Sales Tips: Lack of Trustworthy Sales Forecasts Costs Billions. This guest post was created by MIT Sloan School of Management, courtesy of SellingPower.com.

Sales Tech Game Changers: @Highspot – How to Equip Sellers to Be Effective in Every Buyer Conversation

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION?

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Become a Top Sales Manager with These 6 Essential Tips

SalesLatitude

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. With so many diverse yet intertwined activities to deal with throughout the day, sales managers often find themselves in a perpetual juggling act. Become a Top Sales Manager.

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Talking Long-Term – Acting Short-Term – Sales eXchange – 109. Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days.

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Sales Tips: Is Your Organization Customer-Centric?

Customer Centric Selling

Sales Tips: Is Your Organization Truly Customer-Centric? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sellers refer to sales cycles rather than buying cycles. Need some help to increase sales?

The Pipeline ? Take Control!

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Metrics , Proactive , Productivity , Sales Strategy , Sales Success , Time Allocation , execution.

Sales Tips: Race to December 31st - Marathon vs. Sprints

Customer Centric Selling

Sales Tips: Marathon vs. Sprints. By John Holland , Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sales can be viewed as a series of races that end December 31 st and start the very next day. Read more sales training articles.

Sales Tips: Understanding "No Decision" Losses

Customer Centric Selling

Sales Tips: No Decision Losses - The Good, Bad & Ugly. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. You ARE going to correct an underperforming sales team. It’s what sales managers are supposed to do.

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The Pipeline ? Contest ? Enter To Win!

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. This specific link to the workshop site – [link]. Sales 2.0.

Sales Tips: Accelerating Close Dates

Customer Centric Selling

Sales Tips: Accelerating Close Dates. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. For years, CCS® has espoused viewing sales cycles as buying cycles to provide better buying experiences.

Sales Tips: Enabling Excellence

Customer Centric Selling

Sales Tips: Achieving Excellence through Process. 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. Shorten sale cycles.

Sales Tips: Losing - From Bad to Worse

Customer Centric Selling

Sales Tips: From Bad to Worse. If a salesperson were to come in second on every transaction he or she competed for, it would mean having to live on their base salary until a sales manager decides to replace them. Need some help to increase sales?

Sales Tips: How to Avoid a Stressful Year-end

Customer Centric Selling

Sales Tips: How to Avoid a Stressful Year-end. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. It’s drama that plays out at seller, district manager, regional manager, VP of Sales and CEO levels. Need some help to increase sales?

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Sales Tips: Proactively Gaining Access to High Levels

Customer Centric Selling

Sales Tips: Proactively Call at High Levels, Reap the Benefits. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When sellers proactively initiate buying cycles with Key Players: Sales cycles can be shorter.

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Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

Sales Tips: How to Plan Your 2017 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. The time to begin developing your 2017 Territory Sales Plan is NOW. Need some help to increase sales?

Sales Tips: Knowing When to Walk

Customer Centric Selling

Sales Tips: Knowing When to Walk. The worst possible outcome for sellers and vendors is to go through entire sales cycles and lose. Early in my sales career with it became clear management didn't like unpleasant surprises. Need some help to increase sales?

Sales Tips: Accelerating Sales and Buying Cycles

Customer Centric Selling

Sales Tips: How to Accelerate Sales and Buying Cycles. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Need some help to increase sales?

Sales Tips: Social Media Is Here to Stay

Customer Centric Selling

Sales Tips: Social Media Is Here to Stay. As we documented in our latest book, Rethinking The Sales Cycle (McGraw-Hill, 2010) , buyers are leveraging the vast resources of the internet BEFORE they ever engage with a salesperson or vendor.

The Five Pillars to Business Value / ROI Selling Success

The ROI Guy

A business value / ROI sales tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more. Your business value / ROI sales tools should be simple, easy and fun to use, all while providing credible analyses and results.

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Media Round Up

The Pipeline

Some outlets have picked up some of my writing, while others have done a full-blown feature on myself and Renbor Sales Solutions. Canadian Business Journal, the leading Canadian B2B publication has done a feature on the work Renbor does along with some of the views I take on sales.

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The Missing Key Element to Sales Success

Sales and Marketing Management

Imagine for a moment that you’re a sales manager evaluating how to deliver a sales enablement program that will benefit both new hires who need to hit the ground running and provide value to more experienced team members.

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Successful Selling - Must You Demonstrate What You Know/Do?

Anthony Cole Training

When we evaluate a sales organization using the Objective Management Tool - Sales Force Evaluation and Impact Analysi s, we uncover the Sales DNA that drives sales results for the individuals and therefore the company. Conduct joint/observational sales calls.

The Success Premium – Sales eXchange 172

The Pipeline

Well it is the same for sale success. There are things you know you can do to improve the outcome of your sales effort. Specific steps you can take to engage with more prospects, better and shorter sales cycles, bigger closes, , more, any or all of the above.

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Improve Sales Forecasting to Improve Sales Performance?

Anthony Cole Training

Yes, the title, "Improve Sales Forecasting to Improve Sales Performance?" It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. And, because of these problems, there are challenges in the predictability of future sales.

Trust and the Rise of the Transparent Seller

Sales and Marketing Management

Like clockwork, this year’s results show sales once again in two of the bottom three positions, only trusted more than members of congress. Today, the world of sales is once again shifting under our feet. Todd Caponi is the author of the book, The Transparency Sale.

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Stop the Lose-Lose-Lose Selling and Increase Your Close Rate

SalesProInsider

At the start of a recent workshop, I asked the group, “What do you want to get out of your investment of time and energy today?” At least 50% mentioned a desire to close more sales. Not a surprise for people in a sales workshop, I’m sure.

Has a Prospect Ghosted You? Here’s What to Do Next

Sales Hacker

I ran a Sales Academy in Barcelona last year for a group of sales reps from a global technology company. Why does this behaviour seem to happen at key stages of the sales process? The B2B sales industry still revolves around people, which means ghosting is a real possibility.

Sales Tech Game Changers: How to Align the Sales Organization to Strategic Corporate Initiatives

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

The Pipeline ? Work Your Cycle not the Calendar

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Work Your Cycle not the Calendar. Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again. EDGE Sales Process.

Sales Tips: Minimize the Expensive "Four-Legged" Sales Calls

Customer Centric Selling

Sales Tips: Qualify Before Requesting a "Four-Legged" Sales Call. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my first sales management position I soon noticed that one of my salespeople seldom made calls alone.

Sawbucks Are Better than Free

Increase Sales

In education based marketing, many small business owners to savvy entrepreneurs engage in free offerings from assessments to actual consulting time to marketing webinars to sales training coaching workshops. Also do not forget your overall sales cycle.

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

Account-Based Sales Development. More specifically: Account-Based Everything (ABE) is a strategic go-to-market approach that orchestrates personalized marketing, sales, and success efforts to drive engagement and conversion at named accounts. Start with an alignment workshop.

Sales Tips: Bad Assumption #3 - "I Just Compete with Vendors"

Customer Centric Selling

Sales Tips: Bad Assumption #3 - "I Just Compete with Vendors". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Listen to Social Selling evangelist, Jill Rowley, in Episode 20 of Sales Rehab!

Competitive Sales Insights Based on 1,000+ Interviews

HeavyHitter Sales

Sales Strategy. Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and closing large deals. SALES STRATEGY from Amazon.com. Learn More About IT Sales Training and Selling to the CIO Workshops.