Hubspot Sales

JUNE 15, 2020

Sellers who were used to high-touch, in-person customer meetings have had to instantly pivot to remote virtual meetings. This new normal has left many sales organizations across the globe scrambling to provide their sellers the resources they need to operate successfully and efficiently from home and drive remote selling.

Decision-making 126

Decision-making Value Selling Meetings Organization 126

Hubspot Sales

MARCH 2, 2021

Recently, sales teams have been leveraging virtual meeting tools like Zoom to conduct calls and face-to-face meetings to help build relationships with prospects or interact with colleagues. Here are a few ways to shift your sales approach and smooth the transition to remote selling. Enhance sales through value selling.

Remote Working 134

Remote Working Sales Onboarding Digital Transformation 134

Brooks Group

AUGUST 20, 2024

Negotiating is a back-and-forth dialogue between the sales professional and the customer, where both parties aim to reach an agreement that meets their needs and interests. Top Sales Negotiation Skills to Drive Growth The most effective negotiation skills in sales are based on a value selling approach.

Negotiation 97

Negotiation Value Proposition Sales Sales Training 97

Hubspot Sales

MARCH 20, 2020

Are they meeting expectations? Image Source: Value Selling Associates. As a sales manager, if you're looking to improve your coaching skills, I recommend honing in on the following competencies: Observe and assess — If you are coaching a specific employee, it helps to be observant of how they show up in their day-to-day work.

Sales 133

Sales Sales Training Sales Management Management 133

Mike Kunkle

MARCH 31, 2023

For example, a salesperson who has strong relationship-building skills – especially trust-building – will likely be more successful in any sales environment, whether they are using Challenger, SPIN, Customer-Centric Selling, Value Selling, or my Modern Sales Foundations methodology.

Sales 130

Sales Interpersonal Skills Account Management Sales Training 130

Red Star Kim

OCTOBER 19, 2023

Fact-based selling When discussing different styles of selling (e.g. transactional, consultative etc) a delegate talked about fact-based selling. Sometimes called value selling, it is focused on the client (their current and future needs).

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Force Management

OCTOBER 13, 2022

Empower your sales teams to uncover evolving buyer needs and avoid discounting or stalled deals by providing them with value-selling strategies and skills. Reinforce these key areas to ensure your team is equipped for whatever sales challenges they meet this year.

Stakeholders 107

Stakeholders Communication Value Selling Organization 107

SBI Growth

NOVEMBER 24, 2012

This “high value” selling activity should be the most compensated. Start today by meeting with your sales leaders to assess your 2013 compensation plan. Will the incentives cause your sales people to engage in “customer-valued” activities? Some buyers complete 57% of their decision process without help from a sales rep.

Sales 107

Sales Decision-making Customer Value Value Selling 107

Zendesk

APRIL 21, 2022

Stage 5: Present your value. The main goal of solution selling is to show your potential buyers why your company’s product or service is the exact solution to their issues. With solution-based value selling strategies, there’s no need to highlight product specs and descriptions right out of the gate.

Sales 98

Sales CRM Cybersecurity Meetings 98

SBI

MAY 7, 2015

And it means empowering Sales with the right marketing materials so they can sell effectively no matter who they’re meeting with or where (that means mobile, social, and international)! CPQ & Guided Selling. Value Selling & RO. Social Selling. Communication & Engagement.

Value Selling 54

Value Selling Sales Analytics Sales Sales Leadership 54

Jeffrey Gitomer

FEBRUARY 14, 2011

Dont let your next sales meeting suck! Ash Mashhadi (@inspirationguy) says: February 14, 2011 at 5:27 pm. As usual, you’ve cut straight to the point here, Jeffrey. This is the absolute key reason for my business success over the past few years. Eric has both work ethic and ethics and this book conveys a message of timely urgency.

Sales 62

Sales Leadership Media Sales Training 62

Corporate Visions

APRIL 25, 2019

It’s a “spec war” and you might gain the upper hand with one feature, but then the competition meets your feature and raises another. When you position yourself against your competitors, you’re competing in a vendor bake-off.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

SBI

DECEMBER 14, 2021

Mediafly , a leader in sales enablement, interactive content and value selling, today announced it has entered into a definitive agreement to acquire InsightSquared , a leader in revenue intelligence, forecasting and analytics. What happens in the sales meeting is no longer the sole indicator of deal health.

B2B 56

B2B Digitalization Decision-making Healthcare 56

SBI

MARCH 25, 2020

If you’re moving your in-person sales meetings online, most would argue that video conferencing is a must. While video conferencing is meant to make meetings feel more personal, studies show it does not deter people from multitasking, and in some cases, completely zoning out. Increase sales impact with value selling.

Remote Working 40

Remote Working Decision-making Value Selling Sales Training 40

Arpedio

APRIL 29, 2024

By identifying their needs, you can position your product or service as a solution that meets their specific challenges. This component is critical in demonstrating the value and relevance of your offering. Value Selling , on the other hand, focuses on demonstrating the value proposition of the product or service to the prospect.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

DemandFarm

APRIL 13, 2023

Account Review Meetings Regular meetings between a company and its key accounts to review progress, identify challenges, and set goals for future growth and collaboration. Account Segmentation The process of dividing a company’s customer base into groups or segments based on factors such as size, industry, and revenue potential.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Showpad

JULY 11, 2018

Especially if you’re selling complex products, have a large product portfolio or simply sell physically large products. You can’t drag a 2 ton vehicle or piece of machinery to every client meeting, and buyers often have different beliefs about what a product should be compared to what they actually receive.

B2B 49

B2B Sales Decision-making Value Selling 49

SBI

OCTOBER 28, 2020

While we were already differentiating ourselves by using Mediafly’s value-selling calculators, Presentify took our original PowerPoint presentation and created a simpler, more visual message that our sales team is actually excited to use,” said Greg Bell, Head of Product Marketing at 6sense.

Marketing 48

Marketing Sales Healthcare Acquisition 48

SOAR Performance Group

APRIL 29, 2022

At this meeting of the Sales Leadership Community hosted by the Chicago Chapter, the panel of senior executives share insights, perspectives, and experiences on “Operationalizing Outcome-Based Selling”. The post Episode 43: Operationalizing Outcome-Based Selling (Panel Discussion) appeared first on SOAR Performance Group.

Sales Leadership 52

Sales Leadership Leadership Meetings Sales 52

Blue Canyon Partners

JUNE 24, 2020

As you examine your product or offering portfolio, have the value and benefits provided by each product/offering shifted? Do some offerings need to be altered or enhanced to meet changed customer needs? Further, as offices open, different, more flexible equipment will be needed to meet social distancing needs.

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

Blue Canyon Partners

JUNE 24, 2020

As you examine your product or offering portfolio, have the value and benefits provided by each product/offering shifted? Do some offerings need to be altered or enhanced to meet changed customer needs? Further, as offices open, different, more flexible equipment will be needed to meet social distancing needs.

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

SOAR Performance Group

MARCH 10, 2022

Please join the April 22 virtual meeting of the Sales Leadership Community hosted by the Chicago Chapter. The post Operationalizing Outcome-Based Selling: Virtual Panel Discussion Hosted by Chicago Chapter of the Sales Leadership Community appeared first on SOAR Performance Group.

Sales Leadership 52

Sales Leadership Leadership Sales Meetings 52

SBI

OCTOBER 27, 2020

Like a good luxury brand, it is important to focus on where the “rubber meets the road”, the direct customer engagement. When asked by Forrester, 74% of buyers say they want sellers to not present a canned pitch, but pivot presentations / meetings to discuss what the buyer wants to talk about. So what does great look like?

Facilitation 43

Facilitation Communication B2B Decision-making 43