Corporate Visions

MARCH 19, 2020

Great web conferencing platforms are within everyone’s reach, but don’t make the mistake of thinking that technology is all you need. Closing complex, high-value deals require you to influence decision-making part of your buyer’s brain. Lean on Visuals and Make Them Dynamic. With limited attention, comes less engagement.

Virtual Selling 120

Virtual Selling e-Learning Decision-making Sales Environment 120

Hubspot Sales

SEPTEMBER 21, 2020

Because of the intricacies involved in this process, enterprise deals are referred to as complex sales. Complex sales are most common in B2B sales environments. Unlike transactional sales, closing a complex deal means convincing multiple stakeholders. For example, suppose you're selling technical software.

Stakeholders 139

Stakeholders Insurance Decision-making Finance 139

Brooks Group

AUGUST 20, 2024

Successful sales professionals must be able to negotiate like Buffett, particularly in complex B2B sales environments. Sales professionals in every industry face intense competition, changing customer demands, and pricing pressures.

Negotiation 98

Negotiation Value Proposition Sales Sales Training 98

Revenue Storm

MARCH 14, 2023

Well, maybe not, because you may have been told one of the following buyer excuses: #1: “I am the decision maker.” – This is the classic of all deceptions. In a complex B2B sales cycle, there is rarely one decision maker. This can also be followed up with “…so I do not want you talking to anyone else.”

Procurement 78

Procurement Value Proposition Decision-making B2B 78

Hubspot Sales

MARCH 21, 2018

Transactional Versus Relational Sales Models. Now, before you look at these numbers and fire your entire outside sales team, I should warn you they are the result of sales activities performed in specific sales environments. There really is no manual when it comes to inside and outside sales. Conclusion.

Sales 145

Sales Decision-making Organization Digitalization 145

Zendesk

FEBRUARY 22, 2022

In this article, we’ll cover what counts as sales experience (and how to get it), provide examples of transferable skills, and offer tips on how to describe sales experience on a resume. What is sales experience? Sales experience is any amount of time an individual spends convincing someone else to make a purchase.

Sales 98

Sales Negotiation Telecommunications B2B 98

SalesPop

MARCH 25, 2021

The more I’ve been diving into account management in the creation of this series of articles, the more I’m discovering how widespread a lack of account management is in B2B organizations. In more complex B2B sales, the focus is constantly put on the lead machine, on obtaining new customers. It actually seems like a blind spot.

Account Management 98

Account Management Management B2B Advertising 98

Showpad

NOVEMBER 28, 2021

In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We We had a roadshow, where a semi truck would travel North America and make stops with customers. How do you use them?

Digitalization 98

Digitalization Sales Environment Sales Communication 98

Nutshell

JUNE 20, 2019

There are commission-based and salary-based positions, inside sales and outside sales jobs , and innumerable B2B and B2C industries to specialize in. Which environment will teach you what you need to know—and fast? We spoke with a variety of sales professionals to see what they had to say about each of these options.

Retail 112

Retail Healthcare B2C Sales 112

Hubspot Sales

APRIL 5, 2018

One of the most important lessons I’ve learned in the past year is “ If you want to know where B2B sales is going, look at B2C sales first. ” And, as soon as they figure out a distribution method that works, B2B will follow. SpaceX (Rockets) - Did you know SpaceX has no sales team , aside from Elon Musk?

B2C 111

B2C B2B Sales Environment Software 111

Hubspot Sales

SEPTEMBER 26, 2018

You’ll see the best sales teams are getting better every single day. They make it easy for new and seasoned reps alike to improve, which gives them the best chance to beat quota. Here are the tips for creating a winning sales culture through sales training and beyond. 4 Tips for a Winning Sales Culture.

Sales Training 101

Sales Training Sales Decision-making Sales Management 101

Arpedio

JANUARY 4, 2024

In the competitive world of B2B sales, harnessing the power of an effective account mapping strategy is key to sales optimization and revenue growth. Identifying Key Decision Makers Central to the art of B2B sales is the capability to pinpoint the individuals who hold the authority to make purchasing decisions.

Sales 52

Sales B2B Decision-making CRM 52

SBI

JANUARY 21, 2014

For a prospect to make a purchase decision, someone has to take action. A long-lived tenet of sales is that people make a decision to take action based on reason and then proceed to justify the decision with emotion. Rational decisions and emotional motivation go hand-in-hand, not one after the other.

Decision-making 54

Decision-making Sales Sales Environment Leadership 54

DemandFarm

JULY 30, 2024

The MEDDPICC sales methodology, developed by Jack Napoli and Dick Dunkel at PTC, stands out for its comprehensive approach to managing complex sales cycles. This blog aims to unpack the MEDDPICC framework, compare it with its predecessor MEDDIC, and explore why this methodology has become indispensable in modern sales strategies.

Decision-making 40

Decision-making Value Proposition Sales B2B 40

Arpedio

FEBRUARY 3, 2022

To be successful, you will need to be very familiar with the Nordic B2B market and preferably also with insights into the Salesforce environment. You will not only be able to continue our current ways of doing things, but you will also be able to bring forth new ideas of how to improve our SaaS sales results across the Nordics.

Account Management 52

Account Management Management B2B Healthcare 52

Arpedio

FEBRUARY 3, 2022

To be successful, you will need to be very familiar with the Nordic B2B market and preferably also with insights into the Salesforce environment. You will not only be able to continue our current ways of doing things, but you will also be able to bring forth new ideas of how to improve our SaaS sales results across the Nordics.

Account Management 52

Account Management Management B2B Healthcare 52

Corporate Visions

MARCH 19, 2020

Great web conferencing platforms are within everyone’s reach, but don’t make the mistake of thinking that technology is all you need. Closing complex, high-value deals require you to influence decision-making part of your buyer’s brain. Lean on Visuals and Make Them Dynamic. With limited attention, comes less engagement.

Virtual Selling 52

Virtual Selling e-Learning Decision-making Sales Environment 52

SBI

JUNE 11, 2014

There’s too much to remember and the sheer amount of product, industry, competitive and prospect information salespeople must deal with is exploding (it’s enough to make our brains implode.) You’re to influence their decision and actions even though in truth, you have little ability if any to control it. Let’s pile even more on.

Decision-making 48

Decision-making Sales Sales Environment B2B 48

Janek Performance Group: Account Planning

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. This makes account planning essential. It’s putting their needs ahead of the sale to form long-term relationships. As sales environments shift, so do organizations.

Account Planning 52

Account Planning Decision-making Communication B2B 52

Corporate Visions

MARCH 19, 2020

Great web conferencing platforms are within everyone’s reach, but don’t make the mistake of thinking that technology is all you need. Closing complex, high-value deals require you to influence decision-making part of your buyer’s brain. Lean on Visuals and Make Them Dynamic. With limited attention, comes less engagement.

Virtual Selling 52

Virtual Selling e-Learning Decision-making Sales Environment 52

Chally

MARCH 4, 2021

The past year has presented sales leaders with unprecedented challenges. Research shows that 65% of business-to-business (B2B) salespeople report losing deals due to the onset of the pandemic[1]. Buyers continue to delay closing deals and the willingness of buyers to make instant purchases has limited sales opportunities by 83%[3].

Virtual Selling 52

Virtual Selling Remote Working Onboarding B2B 52

DemandFarm

APRIL 13, 2023

Key Account Management Glossary: 65 Crucial Account Management Terms Explained Account Hierarchy: Account Hierarchy is the structure and organization of key accounts within a company visualized in a hierarchical system of decision-makers and stakeholders.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

PandaDoc

APRIL 14, 2025

Are they a decision-maker or stakeholder? How quickly do they need to reach a decision? While other variants have been introduced (more on this below), BANT is still around and remains highly effective when incorporated in decision-making processes. Can the prospect afford your product or service?

Sales 52

Sales Stakeholders Decision-making Digitalization 52

Arpedio

OCTOBER 25, 2022

Scott Kaplan, Founder and Chief Coach @ Quick Hit Sales Tips Scott has helped sales teams 2X their bookings with Sales TIPS (Tactics to Improve Professional Sellers), is an international bestselling author, and helps sales leaders and sales reps grow their sales skills and processes by creating a winning sales environment.

Sales 52

Sales B2B Prioritization Account Management 52

Arpedio

OCTOBER 25, 2022

Scott Kaplan, Founder and Chief Coach @ Quick Hit Sales Tips Scott has helped sales teams 2X their bookings with Sales TIPS (Tactics to Improve Professional Sellers), is an international bestselling author, and helps sales leaders and sales reps grow their sales skills and processes by creating a winning sales environment.

Sales 52

Sales Prioritization Account Management CRM 52

QYMATIX

SEPTEMBER 20, 2022

Introducing new technologies for B2B sales is not always easy. Joachim Meyn has many years of experience in B2B sales and has managed many projects in the area of CRM implementation. This article is closely linked to my article on the acceptance of new technologies in sales. – Open resignations.

Sales 40

Sales B2B Decision-making Suppliers 40

SBI

OCTOBER 9, 2012

In essence, it is all about making investigations and discoveries to acquire firsthand knowledge instead of hearing or reading about the experiences or narratives of others. Experiential selling is the application of experiential learning to the sales profession. According to David A. Use experiential selling to create Aha!

Software 48

Software Software Decision-making Sales Environment 48

Arpedio

MARCH 27, 2023

Basically, a sales methodology outlines the steps a salesperson should take to identify and qualify leads, win customers, and close deals, so the salesperson can be more successful in their sales efforts and achieve higher sales results. Executing and communicating sales plans effectively and successfully.

Sales 52

Sales Account Management e-Learning Decision-making 52

SBI

JUNE 11, 2014

There’s too much to remember and the sheer amount of product, industry, competitive and prospect information salespeople must deal with is exploding (it’s enough to make our brains implode.) You’re to influence their decision and actions even though in truth, you have little ability if any to control it. Let’s pile even more on.

Decision-making 35

Decision-making Sales Sales Environment B2B 35

Revegy

JULY 17, 2018

A good strategic account program requires a clear understanding of the customer’s internal structure, personnel and decision-making process, including the buying centers with responsibility for initiatives and budgets. Increase forecast visibility: JDA increased forecast horizon from 3 months to 3 years.

Account Planning 40

Account Planning Suppliers Profitability Decision-making 40

SBI

OCTOBER 10, 2019

Transforming Sales: How to Make Your Way of Selling Into Your Competitive Advantage. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. Define your customer segments, value proposition, and sales strategy. Analyze and iterate 1-5.

Value Proposition 39

Value Proposition Sales CRM Decision-making 39

SalesGlobe

NOVEMBER 10, 2023

However, it’s fundamental that they create a connection with their customer, even in a sales world where omnichannel has become table stakes for doing business, and bringing a more self-service B2C experience into the B2B sales world has permeated the sales strategy coming directly from the C-Suite.

Sales 52

Sales Account Planning B2C Organization 52

Arpedio

FEBRUARY 22, 2024

By following the SPIN framework , sales professionals can engage prospects more effectively, build rapport, and ultimately guide them toward making informed purchasing decisions. Sales professionals delve deeper into the prospect’s needs by asking probing questions designed to uncover specific problems or concerns.

Software 52

Software Software Decision-making Performance Review 52

PandaDoc

OCTOBER 3, 2023

Don’t worry — you are not alone: 69% of your colleagues feel the exact same way, according to Salesforce’s State of Sales 5th edition. As the same State of Sales 5th edition claims, salespeople, on average, sell only 28% of their working hours. But Colibri Sales Copilot and other similar AI software surely can.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

SmartKarrot

SEPTEMBER 1, 2022

In this write-up, I will first explain what makes enterprise clients different and then take you through the all-important enterprise sales terminology that every B2B SaaS company should know. What makes enterprise clients different? . Important enterprise sales terminology that every B2B SaaS company should be aware of.

Suppliers 10

Suppliers Insurance Energy and Utilities B2B 10

KAM With Passion

MARCH 28, 2022

In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? Is this sufficient to capture the degree of complexity of a sale situation?

Procurement 130

Procurement Stakeholders CRM Government 130

Nutshell

AUGUST 28, 2023

Enhanced data-driven insights A structured sales process allows for accurate tracking and analysis of each stage’s performance. This data-driven approach helps you identify bottlenecks, refine strategies, and make informed decisions that create continuous improvement. ‍ Whitney Sales Founder of The Sales Method 3.

Sales 118

Sales Decision-making Negotiation Advertising 118