Veloxy

JANUARY 2, 2024

While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads. As a sales leader, your efforts directly impact the company’s stability and growth.

Product 246

Product Territory Objectives and Key Results Sales 246

Veloxy

JANUARY 20, 2023

Much has been said and written about the human side of selling. And how exactly should you apply it to everyday selling activities? How to Cultivate the Human Side of Selling Spending most of your day nurturing the human experience you share with prospects, leads, and customers is easier said than done. Let me show you how.

Sell 246

Sell Quota Sales Cold Call 246

Veloxy

FEBRUARY 15, 2024

Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

Adaptive Business Services

APRIL 24, 2024

The most challenging, and grinding, part of this whole process is fielding and reviewing applications. I do integrate behavior and selling skills assessments into this process, but only with the top candidates. For that matter, my selling style has also evolved, substantially, through the years. Here’s the thing.

CRM 71

CRM Repeat business Referrals Clients 71

Highspot

JANUARY 14, 2024

In turn, businesses have to adapt and innovate in virtual selling. What Is Virtual Selling? What Does Virtual Selling Look Like? Ways Virtual Selling Can Benefit Your Business Virtual Selling Best Practices and Tips Virtual Selling Tools Virtual Selling Challenges What Is Virtual Selling?

Quota 52

Quota Sell Sales Contract 52

STAR Results

JUNE 3, 2020

Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Your salespeople have had to adapt to selling via Zoom or telephone. As a result, they have had to adapt their messaging. Unleash the 10X Factor to Close the Sales Gap.

Closing 247

Closing Objectives and Key Results Sales Follow-up 247

Sales Gravy

NOVEMBER 27, 2023

Embracing the Fundamentals: Getting Started as a New Sales Manager in a Rapidly Changing World As we work to sell more in the face of constant change, the wisdom of industry veterans like Mike Weinberg stands out as a beacon, guiding us through the evolving landscape of customer relationships, technology, sales strategies, and sales leadership.

Technique 81

Technique Technology Technology Trust 81

RAIN Group

AUGUST 2, 2022

Differentiation often starts with marketing, but it truly comes alive in the selling process. Differentiating in sales is more than a good pitch—you need to differentiate in the right areas, adapt to your buyer’s needs, and build value.

Process 140

Process Sell Pitch Service 140

Partners in Excellence

JUNE 12, 2023

So much of what our focus in “modern selling,” seems to be the adaptation of Lean Manufacturing techniques into selling. If, somehow, in the manufacturing process, an error is made, we create “scrap.” If, somehow, in the manufacturing process, an error is made, we create “scrap.”

Manufacturing 68

Manufacturing Assembly Line Technique Quota 68

Adaptive Business Services

FEBRUARY 28, 2024

It was a modified version of the Xerox Professional Selling Skills (Xerox PSS) program although we did not sell copiers at that time. If I have followed my buyer-centric sales process correctly and I have built a relationship with that client and my services match their needs … “So, what do you think?”. Five years later we were.

Closing 71

Closing Sports CRM Consult 71

Understanding the Sales Force

JANUARY 4, 2024

Your goals for the new selling year should start with the things you want to have, places to you want to see, and things you want to do. Kurlan is best known for the Baseline Selling sales process and methodology I introduced in 2005 and I’ll be driving many updates to the look, feel, content and delivery methods of Baseline Selling.

Entertainment 68

Entertainment Sales Consult Sell 68

Highspot

FEBRUARY 28, 2024

They design sales processes, sift through sales data, and predict futures. Sales operations managers ensure sales teams work efficiently, adapt to market needs, and remain productive. This position is broad in scope, from planning and data analysis to pricing, technology, and process management. To improve sales outcomes.

Non-Profits 52

Non-Profits CRM Teamwork Sales 52

Martech

NOVEMBER 29, 2023

You’re positioned to serve oversell In many large, traditional companies, marketers are told to support selling at all costs. A question to ask your marketing team: To what degree do you operate with the intent of putting customers and prospects first, with efforts that help serve them, versus only help sell to them?

Customers 90

Customers A/B testing Campaign Up-sell 90

Partners in Excellence

AUGUST 18, 2021

I see this happening too much, not just with sales people trying to sell me, but also as I watch sales people with my clients. They don’t know how to adapt to what the customer cares about, or what may be happening with the customer that may be different. He didn’t know what to do. It’s been several weeks.

Contact 129

Contact Meeting Customers Sell 129

Search Engine Land

APRIL 22, 2024

This cyclical process of giving structured data capabilities, consuming the information, learning from it and then removing or diminishing those capabilities seems to be a core part of Google’s strategy. Over the years, Google has seemingly established a pattern in how it interacts with the web. This step is important.

Engineering 104

Engineering Start-ups Follow-up Up-sell 104

APACSMA

MARCH 8, 2024

Sales leaders see that fragmented processes hinder customer experience, while sales enablement faces challenges adapting to economic turbulence. Sales leaders see that fragmented processes hinder customer experience, while sales enablement faces challenges adapting to economic turbulence.

Technology 52

Technology Technology Strategize Sales 52

Partners in Excellence

JULY 18, 2022

This is a trick question—but there is a lot of confusion about whether sellers should be focused on the selling or buying process. Some might fairly argue, “We are better aligned with the customer when we focus on the customer buying process.” Yet we know what effective buying processes look like.

Process 92

Process Sell Customers Closing 92

Partners in Excellence

OCTOBER 19, 2020

Several things struck me: The approach for most of these, regardless of how politely the suppliers phrase them, tends to be: “Here are the things we do to the customer… ” They focused on our selling activities and less on the customer buying process. I admire the author in taking the time. They are all linear.

Objection handling 103

Objection handling Sales Retail B2B 103

Partners in Excellence

SEPTEMBER 12, 2022

I’ve been writing a series on the importance of systems thinking in buying and selling. ” As we, sellers, look at the various pieces parts of selling—marketing, sales, customer service, etc—we tend to optimize these systems to achieve our separate goals. As a result we and our customers have a huge challenge.

Customers 107

Customers Up-sell Follow-up Sell 107

Gong.io

DECEMBER 21, 2021

Sales and marketing leaders that recognize their GTM model is a dynamic, continually-imperfect concept can anticipate these changes and put systems in place to proactively adapt it over time. As a result, how your team runs sales processes and manages the pipeline has to change. That almost never works. .

GTM 118

GTM Objectives and Key Results Growth CRM 118

Search Engine Land

JULY 18, 2023

Not all LLMs use crawlers and identify themselves The burden is on the website operator to identify and block individual crawlers, which may use and/or sell their data for generative AI products. However, in my opinion, this is the wrong tool to look at. This creates a lot of extra (and unnecessary) work, especially for smaller publishers.

Engineering 91

Engineering Product Start-ups Follow-up 91

Miller Heiman Group

DECEMBER 21, 2020

COVID has greatly affected the buying and selling process. A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process.

Sell 122

Sell Meeting Clients Presentation 122

Partners in Excellence

JUNE 28, 2022

Disruptive innovation may be radically new and different products, business models, processes. Adapting practices our competitors leverage, improving our sales processes/methodologies. Customers we have never served but represent expansions of where we currently sell. It is typically preceded by many failures.

Manufacturing 82

Manufacturing Non-Profits Represent Retail 82

Martech

FEBRUARY 7, 2024

But I know there’s no way to stop progress, so we must be agile and adapt the way we’ve always worked. I remember when the web was brand new, unknown and scary to many people. The company I worked for was extremely traditional and vowed never to have a website or allow employees to use email.

X-functional 107

X-functional Cross-sell Territory Retail 107

Partners in Excellence

JUNE 23, 2022

We develop our go to customer strategies, we develop our engagement processes, our selling processes. They leverage processes and tools that consistently work and produce results. They are persistent in their execution of these, yet at the same time they do it with flexibility or adaptability.

Up-sell 89

Up-sell Process Growth Sell 89

SalesProInsider

JULY 6, 2022

As you guide sales conversations with prospects, your job is to help them work through their decision-making process. Adapt to their customers with the following selling strategies. Selling Strategies and Tips for the Expresser Buyer Tribal Type. In this episode, I introduce you to the Expresser Tribal Type.

Meeting 125

Meeting Customers Conversion Follow-up 125

SalesProInsider

JUNE 29, 2022

It’s a communication tool that helps us identify and adapt to the customs necessary for people to get what they need, when they need it, and how they need it to make competent decisions to work together. Below I share the descriptors, clues, or pace, word choice, and level of personal connection, and then tips for selling with them.

Meeting 114

Meeting Customers Pitch Conversion 114

Partners in Excellence

FEBRUARY 14, 2024

The way they work is from an out of date version of selling. The methods, tools, processes have changed dramatically. The methods, tools, processes have changed dramatically. ” More people are involved in the buying process. She wanted to get some new apps, but was struggling to get them on her phone.

Technology 92

Technology Technology Up-sell Meeting 92

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 102

Customers Contract Consult Electrical Engineering 102

Partners in Excellence

MAY 5, 2022

Readers might be a little surprised about the concept of Improv In Selling. Some would be somewhere in between, suggesting we have to follow the process and never deviate. So while we aren’t scripted, there is a very strict process we have to comply with the process. ” And, usually, they fail.

Sell 68

Sell Drivers/motivators Up-sell Follow-up 68

Xant

MAY 13, 2021

Sales teams navigated unexpected changes to their processes and motions and are still learning how to adapt today. As organizations solidify their plans for the new buying landscape, sales leaders are adapting to the new normal. In 2020, 52.8% The Death of the Conference Room Meeting. The Death of the Conference Room Meeting.

Outside Sales 99

Outside Sales Inside sales Territory Sales 99

Adaptive Business Services

MAY 3, 2023

Regardless, isn’t selling all about relationships? If their sales are low is it because they are not making the calls, they struggle in the sales process, or they just can’t close a deal? Selling skills … not a data item. Nor have I ever required extensive reporting from my salespeople. What are my/our sales for the month?

CRM 122

CRM Pipeline Consult Business Services 122

The 5% Institute

JUNE 29, 2023

The right leadership style can significantly impact the selling process, empowering sales professionals to excel and exceed targets. By understanding and implementing the appropriate leadership style for selling, businesses can unlock their true potential in the modern market. Understanding Leadership Styles 1.1

Sell 52

Sell Drivers/motivators Promote Trust 52

Partners in Excellence

APRIL 12, 2023

There seems to be an arrogance or conceit in so many of the conversations I see about the future of selling. My feeds are filled with new technologies, new selling models, new engagement strategies, new organizational structures. Sellers have, blindly, applied “manufacturing” technique to managing their selling process.

Assembly Line 84

Assembly Line Customers Tradeshows Manufacturing 84

Salesforce

FEBRUARY 19, 2024

A playbook is a comprehensive guide that outlines your team’s approach to selling. The playbook also provides guidance and examples to help sales teams navigate through every stage of the sales process effectively. This section is crucial for ensuring your team understands what they’re selling. What are sales plays?

Objectives and Key Results 59

Objectives and Key Results Technique CRM Follow-up 59

Adaptive Business Services

APRIL 5, 2023

It can be used for … Self improvement As a part of the candidate hiring process Evaluating an employee for a position move Promoting team communications Profiles can also be used by salespeople to make them better communicators with specific clients. Who needs to adapt if they want to make this sale? Time to adapt and adjust.

Promote 71

Promote Business Services Meeting Conversion 71

SalesPop

MARCH 18, 2022

These are found in our: Processes. Whenever we are looking to be strategic in building our competitive advantage, there is a specific process that we can follow. Clarity and Adaptability. There always needs to be room for agility and adaptation. The four major opportunities for gaining a competitive advantage.

CRM 97

CRM Strategize Pipeline Follow-up 97