Customer Centric Selling

NOVEMBER 21, 2016

Sales Tips: A Brilliant Sales Management Strategy. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A sales manager’s dream is having “A” Players that can carry a branch, district or regional office. It took little time for Bob to manage the top 3 performers.

Sales Management 40

Sales Management Strategy Quota Incentives 40

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. This article was no exception, especially when they were writing about the sales process. I liked the idea.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Showpad

JUNE 29, 2021

Sales readiness should always be closely connected to the sales content management domain, as all your internal training content has to be managed and communicated as well. This domain should also be closely connected to sales effectiveness. Selling challenges directly linked to sales readiness.

Hiring 66

Hiring Study Survey Sales Leadership 66

Highspot

JANUARY 29, 2024

ValueSelling Associates research shows that 87% of high-growth companies have a value-based approach to sales. Value selling is a sales methodology that highlights the value a product or service can deliver to the customer. Related: The Ultimate Guide to Choosing a Winning Sales Methodology 4.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Showpad

JULY 21, 2020

That means adoption is critical for all enablement services your organization provides for salespeople and managers. Think about sales methodology and process training, the content your enablement team provides — customer-facing and internal enablement content — and the technologies and tools you want your teams to use.

Sales Enablement 139

Sales Enablement Leads Marketing Qualified Lead CRM 139

Highspot

JANUARY 9, 2024

Ethical Sales Practices Training Integrity and ethical behavior are essential for all sales reps. Sales Manager Training Management training is for those steering the sales ship, focusing on leadership, process development, and team management.

B2B 52

B2B Training Top of Funnel B2C 52

Pointclear

APRIL 19, 2017

These false pronouncements are having a severe negative impact on sales performance,” he said. Morning sessions set-up workshops in the afternoon. I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.” Mike is author of two of my favorite books: “ New Sales. And “ Sales Management.

Conference 124

Conference Outbound Social Media PointClear 124

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Proactive or Forensic Sales Management. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Management 55

Sales Management Sales Sales Forecasts Forecasting 55

MEDDIC

DECEMBER 16, 2021

In transactional sales with a short sales cycle and low value-added sales, it’s been prevalent to use the customer’s budget to qualify a sales opportunity. We go through this in many parts of the Advanced MEDDPICC® course at MEDDIC Academy and our workshops. It makes sense.

Sales Methodology 52

Sales Methodology Groups Course Buyer 52

MEDDIC

SEPTEMBER 9, 2021

You need to reward and recognize your sales force for their actual achievements and show the rest of your organization the power of your sales methodology and the sales process. Start by identifying the sales team’s challenges: What is the reason behind slipping deals? How could they chase bigger deals?

Sales Methodology 52

Sales Methodology Motivation Promotion Quota 52

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

Customer Centric Selling

AUGUST 10, 2016

I’d venture to say that in making decisions to implement sales process, most of the perceived and anticipated benefits would be realized by having B and C Players perform at higher levels. A few years ago I was teaching a workshop for new hires of a long-term client. Need some help to increase sales?

Hiring 40

Hiring Promotion Revenue Benefit 40

Zoominfo

DECEMBER 13, 2018

For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Its unrivaled and growing network of contributors brings different, unique perspectives and insights on today’s sales and business issues. The SalesPOP!

Channels 187

Channels Face-to-face Video Hubspot 187

Miller Heiman Group

OCTOBER 10, 2019

Predictive assessments identify the seller traits that lead to success in your organization, which helps you find the best ways to coach your team and identify sellers who make good candidates for sales management roles. Combating Turnover with New Generations. It’s also important to remember one size doesn’t fit all buyers.

Trends 60

Trends Webinar Metrics Lead Rank Lead Scoring 60

Customer Centric Selling

JANUARY 4, 2017

For example, when calling on a CSO the question could be: How do your sales managers assess and develop their sales staff? Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

Call-back 61

Call-back Buyer Research Training 61

Customer Centric Selling

FEBRUARY 22, 2017

During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast. In my next article I’ll discuss how first level sales managers should be grading opportunities based upon buyer actions rather than seller opinions. By the mid-90’s SFA needed to die and was replaced by CRM.

Hiring 63

Hiring Forecasting Pipeline Discount 63

Customer Centric Selling

OCTOBER 5, 2016

I mention Belichick’s “next man up” approach because sales managers, sales executives and CEO’s often rely heavily upon their “A” Players that comprise the top 10% of their sales staff to achieve top-line revenue. Identifying and sharing best sales practices can be a sustainable competitive advantage.

Face-to-face 74

Face-to-face Enterprise Enterprise Coaching 74

Customer Centric Selling

AUGUST 24, 2016

This is a major factor in doing “drive by” sales training that doesn’t stick. In my mind, a more logical approach would be for a small group of selected people to attend a sales workshop to determine if the content and skills are a good fit for their organization. Need some help to increase sales?

Training 40

Training Exercises Benefit Sales 40

OpenSymmetry

OCTOBER 28, 2016

For example, is investing more heavily in training a better option than the introduction of a content management or CPQ tool? Or is a new sales methodology a better option than investing in a sales manager coaching program? He or she will need to make some critical decisions.

Compensation 40

Compensation Incentives Incentive Decision Maker 40

Customer Centric Selling

DECEMBER 3, 2015

After repeatedly turning to various sales methodologies and sales trainings looking for the “magic bullet,” and despite investing significant amounts of money, nothing has changed from a revenue or performance perspective. Catch the newest podcast with the founder of Objective Management Group, Dave Kurlan!

Vendor 40

Vendor Pivotal Sales Methodology Inbound 40

Your Sales Management Guru

AUGUST 3, 2012

Recently I spoke at a major software vendor’s partner and client conference and a few weeks later I received an email from one of the attendee’s suggesting I should comment in a future blog on the Harvard Business Review (July/August 2012) paper titled: The End of Solution Sales. At 35,000 feet it woke me up. Ken@AcumenMgmt.com. .

Ideal Customer Profile 72

Ideal Customer Profile Sales Leadership Sales Methodology Commission 72

Hubspot Sales

MARCH 11, 2019

Since I've started, I've implemented new hire and global sales team training focused on creating an inclusive sales culture. Our team encourages sales managers to lead discussions around specific D&I themes and share their thoughts externally. Hiring for a Learning Mindset. Athletes are awesome.

Hiring 87

Hiring Ideal Customer Profile Customer Hubspot 87

Customer Centric Selling

SEPTEMBER 7, 2016

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. I’ve said for years the worst possible outcome is to go the distance (an entire sales cycle) and lose, either to another vendor or to no decision.

Salary 40

Salary Sales Cycle Vendor Groups 40

Zoominfo

DECEMBER 13, 2018

For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Its unrivaled and growing network of contributors brings different, unique perspectives and insights on today’s sales and business issues. The SalesPOP!

Channels 100

Channels Video Hubspot Face-to-face 100

Sales Hacker

AUGUST 7, 2020

Showcase Workshop. Digital Sales and Development Manager. VP Europe Sales, Presales and Marketing. VP New business – Sales leader. Regional Vice President of Sales. Vice President of Sales. Sales Manager. Regional Vice President of Sales. Empowering Sales Development.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Customer Centric Selling

NOVEMBER 5, 2016

techie), I was given my first sales position with Compugraphic Corporation, selling production automation equipment to newspapers in Florida, Georgia, North Carolina and South Carolina. Successful salespeople who are promoted into sales management are rarely trained how to manage salespeople so they end up being 98% sales and 2% manager.

Analysis 40

Analysis Pipeline Promotion Engineering 40

Customer Centric Selling

JUNE 9, 2016

Although we recommend at the end of every training workshop we conduct that the role-playing should continue after the training is over, my experience is that it rarely does. Salespeople tend to “practice” on live prospects rather than take the time to role-play with a manager or a peer. Need some help to increase sales?

Fashion 40

Fashion Training Sales Up-Sell 40

Chorus.ai

MARCH 9, 2021

As an example, one event we’re currently organizing is a “Women in Leadership” workshop, where we’ll be discussing ways to help the women in our company grow professionally and better understand what support and resources they need to achieve their career goals at Chorus. Kora says, “Chorus continuously invests in my career development.

Hiring 65

Hiring Oracle Promotion Revenue 65

Customer Centric Selling

AUGUST 17, 2016

My sales manager was great at telling sellers what to do without sharing HOW to do it. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance. They were the equivalent of autopsies to figure out how and when things went bad.

Sales Cycle 40

Sales Cycle Travel Vendor Pipeline 40

Customer Centric Selling

SEPTEMBER 25, 2016

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. For years many sales organizations have used the BANT approach (Budget, Authority, Need and Timeline) to qualify opportunities. Sales managers ask sellers to commit that all four of these criteria are in place.

Sales Qualified Lead 40

Sales Qualified Lead Proposal Vendor Lead Rank 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. 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. performance KPI tracking.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

LeadFuze

APRIL 2, 2019

This can be because salespeople lack the technical ability and are still following ineffective sales methodologies. This is where sales enablement enters the scene! Sales enablement is a powerful tool for increasing sales performance. What exactly is Sales Enablement? 2 Understand your sales reps.

Sales Enablement 55

Sales Enablement Top of Funnel Revenue Motivation 55

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

Customer Centric Selling

FEBRUARY 8, 2016

What is a sales manager to do? Within the CustomerCentric Selling® sales methodology, the first significant milestone is qualifying a champion (someone who can provide the seller access to other key players). We show the seller how to draft a champion-qualifying email and give sales managers the ability to edit it.

Top of Funnel 40

Top of Funnel Hiring Sage Sales Qualified Lead 40

Sales Hacker Training

NOVEMBER 6, 2019

Find a new sales manager or someone with a few years experience successfully selling. Make sure everyone is in the same boat — new to sales, and maybe even selling in a similar context. President and Chief Sales Officer at Solutions Staffing. Keynote Speaker and Workshop Facilitator. SDR Manager at Outreach.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Customer Centric Selling

DECEMBER 20, 2016

However, the chances of it happening and the probability of you achieving your sales goals are much better when you have thought about HOW you are going to achieve it and have a plan in place to make it happen. This activity will pay HUGE dividends to the salesperson, the sales manager and your company.

Revenue 40

Revenue Territories How To InsideView 40

Hubspot Sales

JANUARY 22, 2018

On-Site Sales Training Programs. Your SalesMBA™ Workshops. Focus: Prospecting, negotiating and closing, social selling, and sales management. Intended audience: Sales reps and managers. Price: $395-$595 per attendee (depending on the workshop). Focus: The inbound sales methodology.

Training 144

Training Vendor Top of Funnel Workbooks 144