Hubspot Sales

JULY 13, 2020

What is a sales audit? A sales audit — also referred to as a sales process audit — is a detailed analysis of a company’s sales process. This entails reviewing everything from staff, software, to strategy. Audits help identify gaps and opportunities for your sales team to improve on.

Hiring 100

Hiring Decision Maker Collateral Demographics 100

Sales Hacker

JUNE 7, 2021

Persona and market insights come in here – even though we’re at an early point in the sales process. There’s been a lot of talk about disruptive insights and a number of selling methodologies put them at the heart of the early sales process. Produce workshop pre-read. Persona insights and intelligence.

Conversion 108

Conversion Ideal Customer Profile Customer Face-to-face 108

Increase Sales

APRIL 19, 2012

There are a lot of how to increase sales myths with “work smarter not harder” as probably one of the most common. Sales Training Coaching Tip: Work smarter not harder translates into the quick fix mentality. Action is needed. Yes that action does require some thought. Brains must be accompanied by brawn.

How To 170

How To Face-to-face Small Business Small Business 170

Customer Centric Selling

MAY 18, 2016

Sales Tips: Is It Time to Update Your Sales Process and Align Your CRM? It prompted me to wonder if companies have modified their sales process milestones developed in the 90’s and imbedded them into their CRM software? They vary from the prescribed approach defined in a sales process.

Sales Process 40

Sales Process CRM Vendor Enterprise 40

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. Buyers sometimes raise objections to slow down speeding trains.

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Objections Buyer How To Training 88

Vendor Neutral

JULY 16, 2021

Cold calling is evolving, and performed correctly, it can be a valuable part of the sales process. Chris Beall, ConnectAndSell For 30 years Chris Beall has led software start-ups as a founder or early-stage developer. Mark Hunter, The Sales Hunter Mark Hunter, CSP, is also known as "The Sales Hunter." REGISTER NOW.

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

PandaDoc

MAY 28, 2024

Tools like CRM and document workflow management software are key to a seamless transition to consulting sales. What is consultative sales? Consultative sales, by definition, is a selling strategy that focuses on meeting customer needs. For example, you sell customer relationship management (CRM) software.

Consultative Selling 52

Consultative Selling Top of Funnel Sales Qualified Lead Lead Rank 52

Lessonly

MARCH 1, 2021

Before you know it, you’re in the back of the race, losing sales and profits. Time to level up with online sales training! What is Online Sales Training? Overall, sales training programs help sales reps learn and improve their selling techniques, skills, and processes.

Selling Skills 26

Selling Skills Training Motivation Up-Sell 26

Customer Centric Selling

NOVEMBER 25, 2014

Sales Tips: Want a Future in Sales? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Companies continue to provide extensive product training to sellers. They analyzed job qualifications for Sales Directors. Become a Business Expert. Old selling habits linger.

Hiring 81

Hiring Buying Cycle Education Software 81

The Pipeline

AUGUST 5, 2011

One profession that stands to benefit most from these apps is sales. We at Software Advice typically focus on sales force automation software , but we decided to broaden our focuse and see what is available on mobile devices to match the needs of a mobile sales force. EDGE Sales Process. Sales Cycle.

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Pipeline Hiring Travel Twitter 275

Customer Centric Selling

DECEMBER 28, 2016

Sales Tips: Which Language Are You Using - Your Key Player's or Yours ? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. As a new hire sales trainee at IBM it was confusing and discouraging to attend the monthly Branch Office Meetings that were held. Player: our software.

Hiring 75

Hiring Buying Cycle Software Software 75

The Pipeline

JANUARY 13, 2012

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. I had a call from Bob, a director of sales with software company.

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Pipeline Cancellation Sales Cycle Cold Calling 224

SBI

OCTOBER 15, 2019

A great playbook documents processes that work and pitfalls to avoid when selling. Improves training. Playbooks shorten training, coaching and employee onboarding periods. Normally, when sales departments train, they make use of demos, mentorships, shadowing or similar methods – which are all prone to human error.

Scale 101

Scale Sales Cycle Quota Sports 101

Customer Centric Selling

OCTOBER 19, 2016

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. One of the speakers was in the sales training and consulting business. He recalled a conversation when the CEO of one of his clients shared a concern: What if I train a seller that decides to leave the company?

Social Media 40

Social Media Conference Vendor Software 40

Customer Centric Selling

OCTOBER 6, 2015

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! Image courtesy of Stock Images at FreeDigitialPhotos.net.

Vendor 40

Vendor Cancellation Proposal Software 40

The Brooks Group

FEBRUARY 3, 2017

They follow an ineffective sales process (or they don’t use one at all!). Do your salespeople know at any given time exactly which stage of the sales process they’re in with a prospect? If they’re not applying a repeatable process to every opportunity, your salespeople are wasting time. Use them to your advantage.

Hiring 63

Hiring Sales Qualified Lead Sales Cycle CRM 63

Anthony Cole Training

JUNE 5, 2015

Ike is a media relations specialist at SoftwareAdvice a company that helps businesses find sales software. I asked Ike to tell me more about Software Advice. Our team of software advisors provides free telephone consultations to help buyers build a shortlist of systems that will meet their specific needs.”.

Hiring 120

Hiring Sales Management CRM Scale 120

Costello

APRIL 16, 2019

In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned. Sales scripts and objection handling are the core of my sales playbooks,” says Meah.

Hiring 111

Hiring Top of Funnel Cold Calling Lead Rank 111

CloserIQ

FEBRUARY 25, 2019

More importantly, through membership in the NASP, you’ll gain access to a wealth of networking, training, and career opportunities. 2) Certified Inside Sales Professional (CISP). Demonstrate a commitment to excellence in the field of remote sales. More effectively navigate the complexities of the modern sales landscape.

Hubspot 59

Hubspot SalesForce Social Media Google Analytics 59

The Pipeline

MAY 12, 2011

I see this over and over again in the early stages of sales development at every company we help. the industry leader in sales assessments and sales force evaluations, and the CEO of Kurlan & Associates, Inc., an international consulting firm specializing in sales force development. EDGE Sales Process.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

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. Need some help to increase sales?

Sales Management 40

Sales Management Strategy Quota Incentives 40

Customer Centric Selling

FEBRUARY 22, 2017

While often glossed over, the fact is that salespeople were the data entry people for SFA software. 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.

Hiring 63

Hiring Forecasting Pipeline Discount 63

Customer Centric Selling

MAY 15, 2015

Sales Tips: How to Document Value and Avoid "No Decision". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A Sales Benchmark Index survey found sellers win 24% of proposals issued and lose 24% to other vendors. New sellers are taught how to beat competitors. Save yours now!

How To 40

How To Vendor Proposal Buyer 40

Customer Centric Selling

JUNE 24, 2015

Sales Tips: Making Sense of Vague Advice. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. IBM taught me about hardware and software and I mistakenly thought my job was to educate buyers. Grab one of the last seats available at our next open workshop in Boston, Aug 3-6 !

Epiphany 40

Epiphany Territories Call-back Small Business 40

Anthony Cole Training

SEPTEMBER 24, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

Customer Centric Selling

MARCH 29, 2016

Fast forward and consider the millions of dollars being spent on Customer Relationship Software (CRM). Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance. The mantra at the time was “garbage in, garbage out.”.

CRM 40

CRM Report Pipeline Quota 40

The Pipeline

OCTOBER 3, 2011

A variation on the familiar “oh no, it is not the hardware, it’s a software issue” ya right. EDGE Sales Process. Hiring Sales Talent. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Defining your CPP is a critical step to the success of your sales process.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

The Digital Sales Institute

SEPTEMBER 29, 2022

Brands are working hard to make the sales process as simple, easy, and quick as possible. In today’s day and age, when the e-commerce market has become highly competitive, subtle improvements in sales experience for the customers can go a long way in building customer loyalty and increasing lead conversions.

Social Media 59

Social Media Top of Funnel Retail Analytics 59

Customer Centric Selling

AUGUST 28, 2015

Sales Tips: Please Stop Selling! By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sellers and vendors are also guilty of taking ownership for business results with phrases like: My software will reduce your receivables by 37%. Image courtesy of FreeDigitalPhotos.net.

Vendor 40

Vendor Retail Commission Buyer 40

Customer Centric Selling

APRIL 8, 2015

Sales Tips: Dangers of Selling Technology to IT. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Extensive product training make talking about products a "comfort zone" for salespeople. Sharing best practices in software development. Some always do.

Hiring 40

Hiring Enterprise Enterprise Churn 40

Customer Centric Selling

MARCH 11, 2015

Sales Tips: What NOT to Say in Sales. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The objective of product training, skill training and sales enablement is allowing sellers to make better calls. Software won’t improve forecasting accuracy.

Buyer 40

Buyer Vendor Forecasting Guarantee 40

The Brooks Group

JULY 7, 2017

As a sales leader, it’s your job to give your sales team the tools they need to get organized, build a plan, and stay focused. The Sales Territory Planning workshop will teach your salespeople to build detailed action plans that they can execute, track, and measure for success. Use them to your advantage.

Hiring 74

Hiring Energy Case Study CRM 74

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Andrea Austin – VP at Nokia Software | Published Author.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Customer Centric Selling

JANUARY 28, 2015

Sales Tips: Enterprise-wide Views Are Key to Relevance with Senior Buyers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Vendors continue to provide an extraordinary amount of product training despite the fact that most researchers want to learn about offerings on their own.

Enterprise 40

Enterprise Enterprise Vendor Margin 40

Customer Centric Selling

NOVEMBER 29, 2016

Sales Tips: Time for a Name Change. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The candidate I’d like to nominate for a name change is Sales Enablement (SE). My software will reduce your costs.”. Need some help to increase sales?

Vendor 40

Vendor Buyer Buying Cycle Software 40

LeadFuze

APRIL 2, 2019

Here comes the role of B2B sales leaders who need to ensure proper sales training and the sales management infrastructure. 2 Understand your sales reps. Just having a sales enablement team is not sufficient as you need to find out whether your team member really understands the company set goals.

Sales Enablement 55

Sales Enablement Top of Funnel Revenue Motivation 55