Highspot

FEBRUARY 25, 2024

Shifting Customer Expectations Digitized selling has changed customer-business interactions. The company responds with a targeted sales training program to enhance negotiation skills and product differentiation. Sales reps can spend more time selling and less time searching for and entering data.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Sales Strategize 52

Martech

OCTOBER 23, 2023

Justice Department claims Google, which owns a 90% market share in search, paid massive sums to companies like Apple to make it the default search engine on products like the iPhone. 12 John Schmidtlein, lead lawyer for Google, claims the company dominates the search market due to being a superior product.

Trust 75

Trust Objectives and Key Results Engineering Negotiate 75

Salesmate

OCTOBER 15, 2020

It controlled 70% of the market share for the computer mainframe industry. However, everything changed in the 1990s with new evolving trends and competition surging in the market. IBM lost approximately $16 billion, and its market share plummeted to 26%. However, the rules of the game have changed.

Cold Call 59

Cold Call Appointment Negotiate Non-Profits 59

Sales Hacker

MARCH 2, 2020

I’ve pulled together the top 97 books from a range of sales disciplines to give you the information you need to stay relevant, lead conversations, understand the trends — and of course, improve your game. The New Solution Selling. The Little Red Book of Selling. Unbreakable Laws of Selling. The New Strategic Selling.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

Lead Fuze

JANUARY 9, 2024

And here you are, with your digital bat ready to swing for those sweet, sweet market share candies. This could include everything from showcasing assembly instructions to highlighting unique selling points—all contributing towards driving conversion rates northward. So how do we get you more than just a few treats?

E-commerce 52

E-commerce Growth Retail Gaming 52

The Lost Book of Sales

JULY 12, 2021

Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Being sales vs. market driven when crossing the chasm. In both cases, the reason we have separate markets is that the customers could not have referenced each other. What is the "Chasm"? A war analogy.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Gong.io

FEBRUARY 9, 2019

It’s more than a mindless numbers game. Cold calling isn’t about discovery – it’s about selling the meeting. In fact, the talk-to-listen ratio for successful cold calls is HIGHER than unsuccessful ones: It’s your job to sell your buyer on why they should attend the meeting. It’s your time to sell the meeting.

Technique 133

Technique Cold Call Objectives and Key Results Objection handling 133