Understanding the Sales Force

JUNE 13, 2012

Understanding the Sales Force by Dave Kurlan CEO's are much more likely than Sales Leaders to pay companies in the sales development space for help yet Sales Leaders are much more likely than CEO's to attend workshops, seminars, and briefings.

Sales Leadership 188

Sales Leadership Sales Methodology Groups Sales 188

MEDDIC

MAY 6, 2021

During the course “ Introduction to MEDDIC ” at MEDDIC Academy , I explain that there is no such thing as the MEDDIC sales process (or the MEDDPICC Sales process ). There, I also explain that MEDDIC is a sales methodology which works with your existing sales process. In other words MEDDIC is process-agnostic.

Sales Process 52

Sales Process Sales Methodology Remedy Negotiation 52

SalesLoft

JANUARY 15, 2019

Be sure to consider the workshops on March 11th – there’s something for everyone. We have an entire set of 11 sessions tailored towards you in the Sales Operations & Systems track. However, these are can’t-miss sessions for sales ops stars. Frontline Sales Managers. You haven’t tasted the Kool-Aid.

Conference 52

Conference Sales Methodology Networking Face-to-face 52

MEDDIC

MARCH 31, 2022

Since our inception five years ago, we have constantly been innovating with modern ways to learn: Multimedia: Videos/Audio Book (Always Be Qualifying) Sample letters Quiz Live Virtual Workshops (vILT) Live in-person workshops Bite-sized eLearning Deal Review and collective coaching Sessions Blended Learning And more….

Hiring 83

Hiring Enterprise Enterprise Course 83

Mindtickle

MAY 8, 2020

The fact is, working remotely is no excuse to pull back on training and coaching because it CAN be done remotely just as well as it’s done in the office or better — that is, if communication is consistent and cogent, if everyone is aligned on sales methodology and processes, and if you have a Sales Readiness platform to underpin it.

Face-to-face 71

Face-to-face Sales Methodology Sales Enablement Coaching 71

Product Management University

MARCH 21, 2023

Qualifying the opportunity is usually something that comes from your sales methodology and focuses on things like budget, compelling events, approval process and building relationships with the right influencers and decision-makers. Unfortunately, most sales methodologies only give salespeople the equivalent of a high-level checklist.

Comparison 52

Comparison Sales Methodology Buyer Decision Maker 52

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

Highspot

JANUARY 19, 2022

When it comes to ongoing training for sales reps, there are dozens and dozens of options available. Programs can be categorized by industry, job responsibility, skill, or sales methodology. Without further ado, let’s dig into our picks for the best sales training programs available today. The Brooks Group.

Training 92

Training Lead Rank Hiring Course 92

Product Management University

FEBRUARY 15, 2023

Solution selling is a basic sales methodology that has long been the norm in enterprise B2B. Contact us about a personalized Discovery & Product Demo Skills workshop that will help make your products the clear choice. What is Solution Selling? They buy because they’re convinced you understand them.

Solutions Selling 52

Solutions Selling Pharmaceuticals Margin Sales Methodology 52

Mindtickle

MAY 8, 2020

The fact is, working remotely is no excuse to pull back on training and coaching because it CAN be done remotely just as well as it’s done in the office or better — that is, if communication is consistent and cogent, if everyone is aligned on sales methodology and processes, and if you have a Sales Readiness platform to underpin it.

Face-to-face 52

Face-to-face Sales Methodology Sales Enablement Coaching 52

Anthony Cole Training

SEPTEMBER 8, 2014

I liked the idea so much that I asked Dave if he would be okay with us using a baseball diamond to describe and teach our sales methodology to our clients. Call to Action – Hire us for a 1-day workshop to help you help your team become highly motivated to achieve extraordinary results. I liked the idea.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Hubspot Sales

JULY 13, 2020

Are there recurring workshops to strengthen your reps’ selling skills? ?? Do you have product and sales methodology trainings in place? ?? (Here are some tips for coaching and training salespeople.). ?? How often do you polish your reps on their skills? How effective is the onboarding process for new reps?

Hiring 98

Hiring Decision Maker Collateral Demographics 98

Showpad

JUNE 29, 2021

As an example, instead of a three hour workshop put into Zoom, it probably makes a lot more sense to split up the workshop topics into smaller chunks and invite the specific buyer roles to the different shorter meeting formats.

Hiring 66

Hiring Study Survey Sales Leadership 66

Highspot

JANUARY 9, 2024

Integrate Sales Methodology into Training Ensure your training program integrates your sales methodology. Offer materials and exercises that reflect the methodology’s sales strategies and principles, so sales reps can apply the techniques in real-world scenarios.

B2B 52

B2B Training Top of Funnel B2C 52

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

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. With two well-received books and proven sales methodologies, I travel much of the time, typically more than 200 days per year, not only in the United States, but globally as well.

Conference 124

Conference Outbound Social Media PointClear 124

Showpad

JULY 21, 2020

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. Based on the CSO Insights Fifth Sales Enablement Study , it’s fascinating to look at an example. .

Sales Enablement 139

Sales Enablement Leads Marketing Qualified Lead CRM 139

Miller Heiman Group

JULY 11, 2018

To quash the competition, Xerox developed Professional Selling Skills (PSS), a formal sales methodology the company used to train its own sales reps that was later sold to other organizations (and eventually acquired by Miller Heiman Group). Strategic Selling pioneered solution selling as we know it today. What’s perspective?

Sales Methodology 53

Sales Methodology Decision Maker Groups Face-to-face 53

Mindtickle

JUNE 19, 2020

Before further discussing how to effectively facilitate remote training and coaching, sales enablement leaders must first make certain that all pertinent information and content are specific to the markets, segments and customers that your team is contacting.

Coaching 90

Coaching Face-to-face Sales Enablement Trends 90

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

SBI Growth

NOVEMBER 26, 2012

We advocate using a common sales methodology / process / approach. Success requires a lot more than reading a book and attending some workshops. Focus less on the new approach and more on driving its correct use. The Challenger approach is worth considering, as are others. Be careful. Author: Greg Alexander.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

Customer Centric Selling

NOVEMBER 7, 2016

Sales Tips: How to Better Handle Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In our workshops we don’t spend a great deal of time on objection handling. Need some help to increase sales? Executives prefer to understand usage and business outcomes.

Objections 88

Objections Buyer How To Training 88

Product Management University

OCTOBER 21, 2020

Qualifying the opportunity is something that usually comes from your sales methodology. Your sales playbook will be simpler, smaller and far more effective in helping salespeople drive the process to a close. A Simple Sales Playbook Salespeople Will Use. Sales Presentation Techniques That Improve Discovery.

Comparison 52

Comparison Face-to-face Sales Methodology Buyer 52

Customer Centric Selling

AUGUST 12, 2016

In other words, when faced with underperforming sales organizations, someone (usually the new VP of Sales) decides, “We need to train our salespeople.” Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

Face-to-face 40

Face-to-face Sales Methodology Case Study Vendor 40

Customer Centric Selling

FEBRUARY 20, 2017

Or if you're a salesperson reading this, do you want to arm yourself with the sales skills, strategies, and tactics to become better, more successful, and a more valuable salesperson to your employer? I currently have only six (6) seats remaining in this workshop so you will need to register today.

Analysis 58

Analysis Channels Sales Up-Sell 58

Mindtickle

JUNE 19, 2020

Before further discussing how to effectively facilitate remote training and coaching, sales enablement leaders must first make certain that all pertinent information and content are specific to the markets, segments and customers that your team is contacting.

Coaching 52

Coaching Face-to-face Sales Enablement Trends 52

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

Miller Heiman Group

OCTOBER 10, 2019

A good starting point is to bring in marketing, product and sales and run workshops to uncover the stories you can tell and how you can add perspective that inspires your customers. It’s also important to remember one size doesn’t fit all buyers. By providing perspective, sellers help their buyers attain success in a new way.

Trends 60

Trends Webinar Metrics Lead Rank Lead Scoring 60

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

Customer Centric Selling

OCTOBER 5, 2016

As highlighted in the inContact® video in our Customer Showcase, one of their top individual producers increased production by 40% using the CCS® sales process. Identifying and sharing best sales practices can be a sustainable competitive advantage. Need some help to increase sales? Your Roadmap to Revenue Growth® awaits!

Face-to-face 74

Face-to-face Enterprise Enterprise Coaching 74

Customer Centric Selling

JANUARY 4, 2017

Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance. “How” questions often yield more information than a series of control questions and allow buyers to do most of the talking. Your Roadmap to Revenue Growth® awaits!

Call-back 61

Call-back Buyer Research Training 61

OpenSymmetry

OCTOBER 28, 2016

Or is a new sales methodology a better option than investing in a sales manager coaching program? For instance, many would concur that a high percentage of sales training is forgotten or ignored in as little as 30 days after the workshop. He or she will need to make some critical decisions.

Compensation 40

Compensation Incentives Incentive Decision Maker 40

Customer Centric Selling

DECEMBER 28, 2016

Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance. The only thing worse than not gaining access is talking with Key Players and failing to relate to them. Your Roadmap to Revenue Growth® awaits!

Hiring 75

Hiring Buying Cycle Software Software 75

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. It ultimately produced neater looking reports that were just as far off the mark as the spreadsheets that had been used. By the mid-90’s SFA needed to die and was replaced by CRM. At that time I worked with a CRM vendor.

Hiring 63

Hiring Forecasting Pipeline Discount 63

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

Customer Centric Selling

NOVEMBER 15, 2016

Sign-up to attend one of our 2017 public sales training workshops that are available for registration now. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance. Your Roadmap to Revenue Growth® awaits!

ROI 40

ROI Benefit Analysis Intent 40

Customer Centric Selling

MARCH 13, 2013

A useful question with the CustomerCentric Selling® sales methodology is to ask buyers: "What are you hoping to accomplish?" Read more sales training articles from CustomerCentric Selling® - The Sales Training Company. Take a look at the sales training workshops available to you and improve sales performance.

Training 55

Training Face-to-face Buying Cycle Sales Methodology 55