Miller Heiman Group

FEBRUARY 13, 2020

Nearly three-quarters of B2B buyers say they prefer to wait to engage a seller in the buying process until they have uncovered and prioritized their needs. Today’s buyers instead look to eight other resources first, including industry subject-matter experts, vendor websites, industry events, peers and even social networks.

Sales Leadership 80

Sales Leadership Leadership Sales Sales Management 80

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

Miller Heiman Group

JULY 16, 2018

In 1999, Salesforce entered the picture, offering a more cost-effective, cloud-based solution making CRM accessible to a wider range of companies. Since then, the solution has become a ubiquitous feature in sales organizations. CRM systems continue to benefit management teams, not sales representatives.

CRM 48

CRM Sales Technology Sales Analytics Decision-making 48

Miller Heiman Group

JULY 16, 2018

In 1999, Salesforce entered the picture, offering a more cost-effective, cloud-based solution making CRM accessible to a wider range of companies. Since then, the solution has become a ubiquitous feature in sales organizations. CRM systems continue to benefit management teams, not sales representatives.

CRM 50

CRM Sales Technology Sales Analytics Decision-making 50

Miller Heiman Group

DECEMBER 11, 2019

By combining methodology and technology, organizations give sellers what they really need to succeed at their jobs: forward-looking insights that guide them through the sales methodology and offer specific actions they can take to improve the odds of success. Start Closing More Deals with Scout.

CRM 50

CRM Prioritization Sales Technology Decision-making 50

Strategic Communications

JUNE 17, 2021

When conferences and other business gatherings came to a quick close in March at the outset of the pandemic, organizations and their sales and marketing teams had to scramble to find new ways to connect and engage with prospects and customers. My advice is to make sure your site is robust and can handle e-commerce traffic, if necessary.”.

Communication 59

Communication e-Learning Media Decision-making 59

Mike Kunkle

MAY 11, 2022

Understanding general buyer personas and buyers’ journey or buying processes, including challenges, opportunities, impacts, needs, objectives, priorities (COIN-OP), decision process, decision criteria, decision roles, desired outcomes with metrics and measures, and consideration of both the decision makers’ business and personal needs.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130