Your Sales Management Guru

SEPTEMBER 21, 2015

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

OpenSymmetry

FEBRUARY 7, 2017

Additionally, as vendors continue to shift towards cloud computing, we are continuing to see a trend in not only a reduction in the total cost of ownership but also enhanced performance for many off-the-shelf applications. A Vendor-Agnostic Evaluation for ICM appeared first on OS Blog. Found this article useful?

Outsourcing Services 40

Outsourcing Services Vendor Compensation Incentives 40

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

Babette Ten Haken

AUGUST 23, 2018

The day-to-day experiences of “living” with suppliers, vendors and consultants are what add up to whether customers are retained, or not. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Not how awesome the pre-sale activities and customer courtship are. Contact me.

Retention 154

Retention Customer Revelation Loyalty 154

No More Cold Calling

JUNE 9, 2019

In fact, tradeshow vendors are often the most egregious abusers of technology. Regardless of whether tradeshow vendors scan your badge, you still receive emails thanking you for stopping by their booth (even if you never did). Learn more about my Virtual Referral Selling Workshop Series. You are the ultimate sales technology.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

The ROI Guy

OCTOBER 7, 2014

Consisting of how-to training videos and advancing to a one-day instructor led workshop and certification program, the Value Expert Sales Training is designed to help sales reps improve their customer conversations, evolving from a typical company / product-focused pitch to a more collaborative and effective challenge / value-focused approach.

Vendor 70

Vendor Training B2B Channels 70

Sales and Marketing Management

NOVEMBER 8, 2017

Author: Staff There seems to be no end to the workshops, webinars and blog posts on how managers can better understand millennials in order to effectively recruit and retain this emerging workplace demographic. Have participants report on learnings or results.

Webinar Metrics 192

Webinar Metrics Meeting Demographics Exercises 192

Women Sales Pros

FEBRUARY 22, 2019

Strategies to Increase Retention, Expand Relationships and Drive Referrals This week I moved my business from one of my long-time vendors – hired someone new. The new vendor is not any less expensive, does not have a better product and is actually slightly less convenient to work with in terms of availability and response time.

Customer 107

Customer Vendor Hiring Referrals 107

No More Cold Calling

JUNE 6, 2019

In fact, tradeshow vendors are often the most egregious abusers of technology. Regardless of whether tradeshow vendors scan your badge, you still receive emails thanking you for stopping by their booth (even if you never did). Learn more about my Virtual Referral Selling Workshop Series. You are the ultimate sales technology.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Babette Ten Haken

SEPTEMBER 5, 2018

Often those initiatives make the vendor or supplier organization “feel” as though they are sticking close to the customer. Contact me today to discuss the speaking program and workshops which make the most sense for your organization, tomorrow. Start moving one millimeter forward beyond what is comfortable, today.

Customer 109

Customer SME Retention Engineering 109

Babette Ten Haken

OCTOBER 18, 2018

That customer-vendor journey involves getting from Point A to Point Z, not Point B. As a result, customers see vendors, suppliers and consultants as a portfolio of resources to be adopted, adapted and applied, depending on the sailing environment. Hire me to speak or conduct a workshop at your next corporate or association event.

Ideal Customer Profile 114

Ideal Customer Profile Customer Retention SME 114

Don on Selling

JANUARY 3, 2020

You may also pay extra fees to attend exclusive breakfast or lunch workshops. While some networking events are free, some vendors may charge a small fee to weed out freeloaders and curiosity seekers. You may be able to squeeze in some extra work between workshops or the early mornings or late evenings.

Trade Show 52

Trade Show Hotels Vendor Conference 52

Partners in Excellence

DECEMBER 19, 2018

Second, insist that your sales training vendors design and implement a reinforcement program that will be delivered through your managers for everything you buy. Too many vendors are glad to take your money, deliver a workshop, and say “good luck, God-speed,” as they rush off to their next workshop.

Training 82

Training Vendor Coaching Negotiation 82

Babette Ten Haken

OCTOBER 13, 2020

Then, those partners, suppliers and vendors are off to the races! Engage me to present one of my One Millimeter Mindset speaking programs, workshops or mastermind groups. Mostly because they’ve received a cue from that client. When customers identify a need which matches your current product and service features and benefits.

Customer 106

Customer Engineering Automotive Pharmaceuticals 106

Increase Sales

MAY 24, 2012

Every week millions of customers think “I don’t care about” as they interact with vendors. The more customers have this recurring thought specific to the same vendor, the greater likelihood they will leave and take their pocketbooks with them.

Customer Service 167

Customer Service Vendor Small Business Small Business 167

Babette Ten Haken

JULY 18, 2018

Looking for a speaker or workshop on customer experience and customer retention for your next association or organizational meeting or event? In your clients’ minds, it is the responsibility of the vendor to be accountable for the quantity and quality of messages thrown in the client’s direction. You get the picture. Contact me.

Webinar Metrics 59

Webinar Metrics Customer Strategy Real Estate 59

Customer Centric Selling

DECEMBER 31, 2014

They devour information posted on vendor websites. If they get serious about offerings, they solicit feedback from people about experiences with vendors and offerings by leveraging social networking. This can provide validation because vendors control website information. to warrant expenditures.

Research 92

Research Buyer Buying Cycle Vendor 92

PandaDoc

OCTOBER 3, 2023

Run workshops or surveys to understand the daily challenges of your team members. Attend vendor demos to view options in action. Quality of customer support provided by the tool vendor. If expertise is lacking in-house, engage external AI trainers or tool vendors. Explore tools tailored to your industry and processes.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

The Pipeline

JULY 25, 2011

in addition to presentations there were a number of vendors. All around the other vendors all were accepting credit cards, bit my man! One had a really neat utensil that caught my interest, I wanted to buy it and asked which plastic cards he accepted, he told me none. I asked if I can order the thing on his site, no. Tongue in cheek.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

Janek Performance Group

MARCH 6, 2024

Cultural competence enables sellers to build stronger relationships with buyers and vendors. Offer ongoing diversity education and workshops to foster awareness, empathy, and alignment within the sales team. For example, buyers in Shanghai differ from those in Tokyo.

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

Customer Centric Selling

MAY 14, 2018

During a workshop I taught, a CEO had an epiphany he shared with his team: Most of his salespeople had an annoying habit of losing slowly. The worst possible outcome of sales cycles is going the distance and losing, whether it be to another vendor or to no decision. By its nature selling is a winner take all proposition.

Epiphany 56

Epiphany Vendor Proposal Salary 56

Increase Sales

OCTOBER 30, 2013

Enter social media that provides opportunities for complete strangers to build relationships with potential vendors to strategic partners. (Source: US Census Bureau). For them spending any dollar is critical. ” Sales Training Coaching Tip: People buy on emotions (feel) first then justified their buying decision with logic. .”

Training 156

Training Insurance Insurance Social Media 156

Babette Ten Haken

SEPTEMBER 10, 2018

Just in case those vendor partners really do not live up to pre-sales promises. In case those vendor partners abandon customers, post-sale, because of faulty communication, processes, and systems. Our One Millimeter Mindset team chuckled when I sent them a marketing automation message from our now-former, ex-vendor. Guess what!

Ideal Customer Profile 58

Ideal Customer Profile SME Retention Vendor 58

Pointclear

JUNE 2, 2015

While it’s ultimately the vendor’s responsibility to execute the program, clients—whether they realize it or not—also play an integral role in the process. A collaborative vendor-client relationship equals a win-win! We also ask that all stakeholders participate in our “Discovery Workshop” to help us get up to speed on their business.

Outsourcing Services 100

Outsourcing Services Lead Generation Leads Marketing Qualified Lead 100

Customer Centric Selling

NOVEMBER 19, 2014

While we had access to the SVP he, like many senior executives , left a detailed analysis of both vendors to his Manager of Training, who attended one of our public workshops to assess our offering. Looking at the org chart, many sellers would have assumed the SVP was the decision maker. We had never gotten access to the SVP.

Decision Maker 89

Decision Maker Vendor Buying Cycle Analysis 89

Anthony Cole Training

NOVEMBER 20, 2012

I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio. You don't need to know why we want to move away from our current vendor. We're going to stay with our current vendor (who you learned earlier has been screwing the crap out of them). The speaker was the one and only David Sandler.

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

Customer Centric Selling

AUGUST 6, 2014

Procurement doesn''t want to choose vendors that: Provide poor quality. With commodities they may well be able to dictate which vendor to do business with. It isn’t an option to say they couldn’t come to terms with the committee’s vendor of choice and suggest choosing Vendor X. Provide poor service.

Vendor 73

Vendor Training Sales Benefit 73

Customer Centric Selling

DECEMBER 3, 2014

Instinctively I took the check from his hand and told him as the vendor it was mine to pay. I sometimes tell this war story during workshops to make the point that selling is a combination of science and art. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! Nothing had been decided.

Vendor 78

Vendor Quota Up-Sell Exact 78

Customer Centric Selling

DECEMBER 10, 2014

After asking a few questions it seemed clear that they were the vendor of choice and were in a death spiral of discounting. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! My suggestion was they had to say “NO” to making any further reductions.

Discount 81

Discount Negotiation Face-to-face Vendor 81

Customer Centric Selling

NOVEMBER 25, 2013

As someone who has worked in or with sales organizations throughout my career, it''s been painful to watch the snail''s pace at which vendors have adapted to changing buying behaviors. Vendors have failed to accept that people prefer buying rather than being sold. It''s better to be late to a party rather than not attend.

Training 63

Training Vendor Government Construction 63

ROI4Sales

OCTOBER 5, 2016

Research from Sirius Decisions indicates that most buyers are 70% through their buying cycle by the time they talk with a vendor. Conduct a Value Inventory Workshop. (Or Here is a sample of the output from a workshop. This workshop is something you can do on your own, or have ROI4Sales come in and facilitate it.

Decision Maker 54

Decision Maker Buying Cycle Influencer Exercises 54

Partners in Excellence

NOVEMBER 27, 2018

Rather than a sales focused training workshop on problem solving, what if sales people train with finance, engineering, operations, and manufacturing people? In that workshop, I was learning with them, understanding their perspective, how they thought about things.

Selling Skills 91

Selling Skills Face-to-face Banking Scale 91

Julie Hanson

OCTOBER 8, 2017

Each day your prospect navigates through a steady stream of vendor e-mails, voice mails, proposals, presentations and demos. Each vendor claims to be the best. Deliver your message in a way that wins the minds and hearts of your audience and inspires them to take action. Why you need an X Factor.

Decision Maker 112

Decision Maker Proposal Vendor Sales Qualified Lead 112

Sales Hacker

NOVEMBER 16, 2020

The leader of the CI program at a large enterprise technology vendor described to me their four-year journey to using CRM data, all sourced by reps. The vendors providing this service vary by size, industry specialization, methodologies used, and pricing/packaging.

Outsourcing Services 99

Outsourcing Services Data Survey Analysis 99

Showpad

NOVEMBER 18, 2019

The three-day event will include interactive workshops, general keynote presentations, and targeted sessions split across four tracks. The theme of Unleash this year is “Building the Future of Sales,” and the conference will include trainings and workshops, dynamic breakout sessions, and a reception to get to know your peers.

Conference 58

Conference Sales Enablement Outbound Inbound 58

Babette Ten Haken

JULY 16, 2018

I offer two scenarios reflecting what I see the majority of the time when speaking about and giving workshops on retaining customers. This model rates and ranks customer willingness to recommend a vendor’s products and services. Thus, this model correlates customer satisfaction with probability of recommending that vendor.

Customer 58

Customer Survey Loyalty Promotion 58

Customer Centric Selling

DECEMBER 12, 2012

Sales Training Article: Responding to "I Need Your Best and Final" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company A common in phrase I use when teaching workshops is that “always and never” seldom apply to sales. One my few “always’ is to negotiate as the vendor of choice (Column A).

Training 53

Training Discount Vendor Negotiation 53