Hubspot Sales

MARCH 2, 2021

How are sales teams impacted by remote work? 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. But the question still remains, without an office, what will happen to sales teams?

Remote Working 134

Remote Working Sales Onboarding Digital Transformation 134

Sales Gravy

MARCH 6, 2018

Learning the skills of value selling and applying them is not easy. It often requires the rep to learn an entirely new philosophy about their sales responsibilities, not to mention connecting those skills to sales situations they encounter in real

Value Selling 50

Value Selling Sales 50

SBI

JUNE 3, 2015

I personally like a variety of business, sales, design, and psychology (neuro-science particularly) books and have a stack of recent reads and another stack of books on my to-read list. I’ll tell you about one book I’m reading that I think everyone who has a role in Sales or Marketing would get value from.

Value Selling 52

Value Selling e-Learning Advertising Publishing 52

Jeffrey Gitomer

APRIL 22, 2013

Here are some specific examples of before and after the sale “value ideas.” Teaching clerks how to close sales when a customer comes in to buy using your coupon or voucher. The post The Two Most Important Words In Sales appeared first on Jeffrey Gitomer’s Sales Blog. Think about these and then create your own!

Manufacturing 90

Manufacturing Value Selling Sales Training Sales 90

SBI Growth

OCTOBER 10, 2024

Buying friction disrupts the customer lifecycle and grinds deals to a halt. Buyers are continuously reconciling how their environment and needs are changing as they evaluate suppliers and their solutions, and at the same time dealing with the complexity of internal coordination and changing buying processes.

Value Selling 62

Value Selling Suppliers Marketing Sales 62

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. A survey of 330 U.S.

Sales 133

Sales Sales Training Sales Management Management 133

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. But they are not the same thing. It’s been proven in multiple studies and is worth the effort.

Sales 130

Sales Interpersonal Skills Account Management Sales Training 130

SBI

AUGUST 20, 2019

How to Do Both High-Volume and High-Value Selling. Outbound sales organizations continuously struggle to achieve the balance between high- volume calling and high- value calling. In this podcast I talk with John Steinert of TechTarget about: How to go from “Who should buy” to “Who probably will buy”.

Value Selling 44

Value Selling Prioritization Organization Marketing 44

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. What’s the Difference Between Sales Negotiation and Overcoming Objections?

Negotiation 97

Negotiation Value Proposition Sales Sales Training 97

SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. Sales incentives can be like square pegs. Incentive compensation is intended to reward specific behaviors of the sales force. Ideally, these should be activities that the customer values. How do sales reps spend their time?

Sales 107

Sales Decision-making Customer Value Value Selling 107

Customer Think

NOVEMBER 13, 2023

What is surprising is that the reality is two-thirds of a seller’s time is actually spent on non-selling activities, often of which are done manually. It’s not surprising that the most successful B2B sellers diligently protect their time. Here is where sellers are all eyes on AI – and it’s for a good reason. The […]

Value Selling 56

Value Selling Meetings B2B Sales 56

SBI

JULY 29, 2020

Mediafly Launches JumpStart ROI, Empowers Sellers with Fast Access to Affordable, Usable, Scalable Value-Selling Assessment Tool. Cost-effective to scale across the entire sales team, the program is also risk-free, offering solution providers with a 30-day, no obligation pilot period to ensure success before investment.

Value Selling 40

Value Selling Value Proposition Healthcare Media 40

Hubspot Sales

JUNE 15, 2020

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. Here are my top tips for smoothly transitioning to remote selling. Increase the impact of sales through value selling.

Decision-making 126

Decision-making Value Selling Meetings Organization 126

MTD Sales Training

JUNE 20, 2013

Sean''s Thoughts commodity selling pricing versus value selling value' and just wanted to have a drink while I prepared. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Value Selling 103

Value Selling 103

Sales Gravy

DECEMBER 10, 2013

Instead, they take a product-centered approach and fail to communicate clearly to a customer the tangible and intangible value that a customer will receive by using their product. Many top sales executives believ

Value Selling 40

Value Selling Communication Sales 40

Revegy

OCTOBER 16, 2023

The B2B sales landscape is undergoing a significant transformation.

Value Selling 64

Value Selling Sales B2B 64

Brooks Group

JULY 6, 2022

Sales people may not know it, but they have a lot in common with recruiters working for the United States Air Force, Air Force Reserve, and Air National Guard. This is a key example of why it’s important for your sales and marketing teams to be on the same page. Tip #3: Don’t let disruption change your selling fundamentals.

Sales 98

Sales Sales Training Retail Advertising 98

Customer Think

JULY 16, 2024

Last month, my latest book, The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life, won the Business Sales category in the 2024 International Book Awards.

B2B 59

B2B Value Selling Sales 59

SBI

MAY 7, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Mobile Selling. Sales & Marketing Content. Sales Enablement. Value Selling & ROI.

Account Planning 55

Account Planning Value Selling Sales Media 55

Zendesk

APRIL 21, 2022

A common issue in the sales industry is that some salespeople fixate on selling their product or service without considering if it will actually help the customer. Solution selling is a decades-old sales methodology that involves a more empathetic approach to sales. What is solution selling?

Sales 98

Sales CRM Cybersecurity Meetings 98

Zendesk

JUNE 30, 2022

The key to customer retention and lifetime value is after-sales service. In this guide, we’ll explain what after-sales service entails and reveal 10 core activities that can improve your after-sales statistics. What is after-sales service? Why is post-sale service important? Raise brand value.

Sales 98

Sales Decision-making B2C Profitability 98

Jeffrey Gitomer

FEBRUARY 14, 2011

The Real Way to Beat Price | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. The answer is in the difference between price and value. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Little Red Book of Selling. The Sales Bible.

Sales 62

Sales Leadership Media Sales Training 62

SBI

MAY 7, 2015

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Find the best sales tools to: Help salespeople convert more calls into appointments. See which tools we chose for: Mobile Sales Enablement.

Value Selling 54

Value Selling Sales Analytics Sales Sales Leadership 54

SBI Growth

SEPTEMBER 16, 2024

Sales professionals frequently talk about “selling value,” but few know how to focus the conversation on issues that impact value for the buyer. That’s unfortunate because the best way to offset pricing pressure is by identifying, quantifying, and presenting value.

Value Selling 71

Value Selling Sales Sales Training 71

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

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Sellers, however, tend to view their success point as the sale.

Stakeholders 107

Stakeholders Communication Value Selling Organization 107

Sales Readiness Group

JANUARY 18, 2021

Sales professionals frequently talk about “selling value,” but few know how to focus the conversation on issues that impact value for the buyer. That’s unfortunate because the best way to offset pricing pressure is by identifying, quantifying, and presenting value.

Value Selling 71

Value Selling Sales 71

SBI

MAY 10, 2019

Adaptive Insights Empowers Field Reps with Value Selling Tools and Gets More Prospects to Say “Yes!” ” Adaptive Insights, the worldwide leader in cloud corporate performance management (CPM) and business intelligence (BI), focused its sales messaging on how it could help prospects plan and budget faster.

Value Selling 23

Value Selling Marketing Sales Management 23

Brooks Group

FEBRUARY 27, 2024

Without the intangible value conferred by the label, the choice would come down to personal preference and price. In the absence of value-added components, the sale of virtually any offering depends on the bottom line. But when you only sell on price, margins are slim. Value-based selling is more important now than ever.

Sales Training 59

Sales Training Sales Value Selling Profitability 59

MTD Sales Training

MARCH 7, 2012

Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. I am talking about that buyer who can only see how much the product or service costs and nothing else, including quality, service, longevity, reputation, or even the value of YOU. Happy Selling!

Decision-making 121

Decision-making Profitability Sales Training Sales 121

SBI

JANUARY 7, 2015

Today’s sales leaders are fortunate to have a wide array of sales acceleration solutions to choose from. That becomes all the more evident when you take a look at the release of our final Top Sales Tools of 2014 guide where you’ll find the top 50 tools for improving sales performance and results. Membrain – Sweden.

Innovation 54

Innovation CRM Sales Internet 54

MTD Sales Training

SEPTEMBER 12, 2012

We all heard the old adage, “Sell the sizzle, not the steak.” However, I often wonder if some sales people truly understand the concept, or feel that it is still relevant when dealing with today’s modern buyer. Below is a quick Water Cooler style story that demonstrates why you must still sell the sizzle! Happy Selling.

Transportation 111

Transportation Sales Training Sales Management Management 111

SBI

OCTOBER 28, 2020

Mediafly Acquires Presentify to Transform Marketing and Sales Content. While sales enablement technology is the proven medium for sellers to deliver their sales stories in a way that resonates with modern buyers, to maximize return on investment, sales organizations need inspiring content.

Marketing 48

Marketing Sales Healthcare Acquisition 48

Showpad

JULY 11, 2018

Moreover, it will change how organizations serve customers, train employees, design and create products, and manage their value chains, and, ultimately, how they differentiate. Will Benefit Sales Teams. Especially if you’re selling complex products, have a large product portfolio or simply sell physically large products.

B2B 49

B2B Sales Decision-making Value Selling 49

Corporate Visions

APRIL 25, 2019

The post Five Selling Techniques That Really Work, And Five That Don’t (Updated April 2019) by Corporate Visions appeared first on Corporate Visions. The Five Best Sales Techniques… And Five of The Least Effective. Who couldn’t use an arsenal of effective selling techniques? Selling Techniques that Work.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

SOAR Performance Group

APRIL 8, 2022

Senior executives share their perspectives about “Evolution to Enterprise Selling: Transitioning Your Sales Motion”. The post Episode 42: Evolution to Enterprise Selling – Transitioning Your Sales Motion appeared first on SOAR Performance Group.

Sales 52

Sales Value Selling Sales Leadership Leadership 52

Arpedio

APRIL 29, 2024

Implementing the BANT methodology in your sales process can help you qualify leads more efficiently, focus your efforts on high-potential prospects, and ultimately close more deals. By targeting decision-makers, you can ensure that your efforts are focused on individuals who can actually move the sales process forward.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52