Partners in Excellence

OCTOBER 3, 2022

So the selling process covers critical marketing, sales, and some customer experience activities. This broader view of the selling process is even more critical when we look at the increasing preference of customers to leverage digital tools in their buying process. Our selling process is unique to us!

Ideal Customer Profile 88

Ideal Customer Profile System Up-Sell Sales Process 88

SBI

JUNE 4, 2014

What problem/s are you solving for sales and/or marketing organizations? Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. As their manager, do you know what they know? It’s prettyscary to think about.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Partners in Excellence

JUNE 1, 2014

I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some interesting discussions. We see thoughtful books like Jill Konrath’s Agile Selling offering similar observations.

ROI 98

ROI Lead Rank Segment Analysis 98

Sales Hacker

NOVEMBER 22, 2017

True sales professionals may vent at times — but they follow through by winning. Validity/Verdict : Inefficient pipeline management and lead qualification is a common problem across sales organizations but should not constitute an excuse for poor performance. Value Generation: Examine your sales process for gaps in the pipeline.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

SBI

JUNE 3, 2014

What problem/s are you solving for sales and/or marketing organizations? Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. As their manager, do you know what they know? It’s prettyscary to think about.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

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. Leveraging sales-video messages to prospect and even close sales. Modern buyers are less willing to talk to a sales rep than ever before. What does this reveal?

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Hubspot Sales

JANUARY 22, 2018

On-Site Sales Training Programs. Vendor: Jeff Hoffman. Focus: Prospecting, negotiating and closing, social selling, and sales management. Intended audience: Sales reps and managers. Selling With Stories. Vendor: Hoffeld Group. Focus: Sales messaging and communication. Length: 1.5-2

Training 145

Training Vendor Top of Funnel Workbooks 145

Allego

JUNE 24, 2022

We want sellers to spend their time orchestrating better buying journeys, not trying to become experts on multiple tools. Allego 7 is the platform they can depend on for sales success.”. This new tool will help our FPs participate in more meaningful role plays by hearing AI responses. Award-Winning Products.

Buyer 62

Buyer Company Face-to-face Sales Enablement 62

The Ultimate Sales Executive Resource

MARCH 9, 2010

Marketing makes claims to be more involved in the revenue gen process wanting to manage and qualified leads when they are 'ready to buy'. There is an ever growing number of tools under the Sales 2.0 acronym suggesting they can improve sales performance.

Sales Process 45

Sales Process LandSlide Lead Rank Sales Qualified Lead 45

Hubspot Sales

DECEMBER 19, 2023

Inside sales is generally popular among niches like B2B, tech, SaaS, and vendors selling high-ticket services/products. Inside sales training teaches reps how to sell remotely and helps them perform better at the role. Further, only around three candidates are available for every B2B sales job vacancy.

Inside Sales 86

Inside Sales Training Hiring Outsourcing Services 86

Accent Technologies

NOVEMBER 10, 2018

It is true that sales reps are often apprehensive about learning and using a CRM. But fortunately for sales managers, there is no reason to believe their salespeople will “never” use a CRM. It is understandable for reps to be apprehensive about anything that takes time away from their selling and prospecting activities.

CRM 55

CRM ROI Commission Vendor 55

Sales Hacker Training

SEPTEMBER 5, 2018

Founded in 1990, Action Selling provides a broad range of training resources to hundreds of thousands of sales professionals. The company was among the first in the industry to incorporate big data into its learning infrastructure, focusing on critical selling skills and the best ways to reinforce these proficiencies.

Training 103

Training Scale Lead Qualification Lead Rank 103

Vengreso

JUNE 27, 2022

That means that modern sellers need to develop digital sales skills, learn how to interact with buyers in a remote selling environment, and learn how to use remote selling tools. So if you have a technical product, you’re going to want to ensure you’ve got your pre-sales team set up.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Gong.io

MARCH 11, 2021

Gong Gives Genesys Sales Managers The Ability to “Ride Shotgun” With Any Deal. Shopify Creates a Learning Environment for Their Sales Team. The non-renewal is a culmination of what happened over the lifetime of the customer/vendor relationship. HubSpot Reps Increase Productivity and Ramp Faster with Gong. It’s not easy.

Churn 62

Churn Customer Hiring Case Study 62

LeveragePoint

APRIL 17, 2019

An analytical person on the commercial team, perhaps a product manager or a presales professional, jumps into the fray, putting in extra hours to come up with a spreadsheet and a presentation to put out the fire. They are only useful for the next fire if a sales manager is aware of them and communicates the war story among his or her peers.

Sales Process 22

Sales Process Case Study Sales Cycle Engineering 22

SBI

NOVEMBER 7, 2019

By combining Seismic’s industry leading sales enablement and asset management functionality with Percolate’s content orchestration and campaign planning tools, marketers will have comprehensive control and agility to efficiently align the most compelling and personalized content wherever and whenever the customer interacts with their brand.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Highspot

NOVEMBER 7, 2022

The right sales enablement tool will unite marketing, sales enablement, and sales teams to drive business outcomes. It’s more than a purchase; it is an investment in your sales team’s ability to drive revenue growth. WHAT IS A SALES ENABLEMENT TOOL? SALES CONTENT MANAGEMENT.

Sales Enablement 52

Sales Enablement Tools Vendor Distribution 52