sales-process- Sales Related Topics 
Iannarino
JUNE 19, 2023
For as long as anyone can remember, sales leaders have searched for a way to consistently win new deals. To even out the natural variability across their sales force, they adopted a linear sales process, believing that the consistency of approach would invariably produce the results they were seeking.
Iannarino
AUGUST 13, 2022
The sales process is the stages you go through to create and win new opportunities. What follows here is Sales Process 101, a simple, straightforward sales process you can use and customize.
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Understanding the Sales Force
MARCH 20, 2024
Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Most of that group believes that a sales process is helpful.
Iannarino
AUGUST 28, 2023
The promise of the linear sales process was that every salesperson could follow it to win enough deals to hit their targets. Some proponents made the bold claim that following the sales process as documented was enough to allow a salesperson to win the client’s business.
Advertiser: ZoomInfo
More often than not, sales leaders strive to accelerate their deal cycle, but it’s critical to also consider the opportunity cost. The bottom line is that, in B2B sales, speed is useless without control. The bottom line is that, in B2B sales, speed is useless without control.
Iannarino
AUGUST 19, 2022
In the past, many people believed the sales process would provide each salesperson with the ability to win the deals they pursued, making it possible for every salesperson to hit their sales targets. Like many promises that seem too good to be true, this one never came to fruition.
Iannarino
AUGUST 2, 2021
The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. Creating a repeatable process for salespeople is supposed to ensure success, but it rarely creates value for clients. You need to make sales. A Process Past Its Prime.
Advertiser: ZoomInfo
Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. Get started today.
Advertiser: ZoomInfo
By using the power of intent data, capturing buyer interest has become more feasible for sales. Read on to learn more about how intent data can save salespeople time -- while capturing more qualified leads in the process! Not only that, but using it will save immense time during your workflow; a win-win on all fronts.
Advertiser: ZoomInfo
This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.
Advertiser: ZoomInfo
Leveraging a data provider to help identify and connect with qualified prospects supports company revenue goals by alleviating common headaches associated with prospecting research and empowers sales productivity. Many organizations fail to properly evaluate vendors during the selection process. So what’s the problem?
Advertiser: ZoomInfo
From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program. Inadequate contact inventory within universe.
Advertiser: ZoomInfo
Longer sales cycles. Every go-to-market team knows the frustrations that come from a drawn-out sales process. Larger buying committees. Slow-moving compliance reviews. How can you speed it up?
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Sales teams are trying to prospect, connect, and manage an effective sales cycle, yet many companies are falling short of hitting their sales numbers. You will learn: What sales engagement is. How to measure your sales engagement efforts. Effective communication techniques. Critical training and coaching tips.
Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing
Virtual sales success requires new ways of thinking. Sales managers, trainers, sales enablement managers, and sales reps across all industries must adjust to this digital transformation. You need to implement essential virtual selling processes or you will get left behind.
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