Highspot

DECEMBER 5, 2023

For dyed-in-the-wool, traditional sales reps, consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and, for all intents and purposes, turns it on its head. What Is Consultative Selling?

Consult 52

Consult Technique Closing Sell 52

Salesforce

SEPTEMBER 21, 2021

Late in 2020, executive leadership at Accenture recognized that their business-to-business (B2B) sales transformation offering was not going to serve clients the way they needed it to. Reimagine customer experience with Salesforce and Accenture. Behind every B2B interaction is a real-life customer. Learn more, do more. “It

B2B 96

B2B Territory Manufacturing Sales 96

Hubspot

JANUARY 9, 2024

D2D sales is more commonly associated with reps visiting people’s homes. But in the case of B2B sales, reps are more likely to canvas workplaces. Field sales executives, charity fundraisers, and business development reps are roles that often include door-to-door sales. Some prospects don’t want to talk.

Objectives and Key Results 72

Objectives and Key Results Sales Trust Up-sell 72

Heinz Marketing

SEPTEMBER 25, 2019

By Lauren Dichter , Marketing Consultant at Heinz Marketing. The VP of Sales is one of the most important roles within a B2B company. They’re at the top of the sales totem pole (unless there’s a CRO) and are therefore the internal face of the organization’s success. Is it sales experience?

Strategize 81

Strategize B2B Drivers/motivators Sales 81

Gong.io

DECEMBER 5, 2022

That’s why having a strategic sales plan is vital. It sets out everything your sales team needs to know about your sales process, including what they need to do at every stage of the B2B sales funnel to convert high-value leads. It outlines a clear path to reaching your sales goals. Sandler selling.

Strategize 62

Strategize Sales Quota Pipeline 62

Highspot

SEPTEMBER 28, 2023

Different Types of Sales Reps According to Challenger When considering the Challenger Sales Model, it’s worth noting that 40% of top performers adopt this approach. This Gartner data highlights its effectiveness and popularity in B2B sales. They’re diligent but often stuck in old, dated methods.

Cross-sell 52

Cross-sell Education Sales Technique 52

Highspot

JANUARY 14, 2024

Make the Most of Content A RAIN Group report indicates that only 16% of B2B buyers find virtual sales reps effective in explaining ROI. This highlights the need for sales and marketing collaboration in creating personalized content. It includes training, accessible content, and support systems designed for virtual engagement.

Quota 52

Quota Sell Sales Contract 52