Brooks Group

JULY 14, 2023

Virtual selling, changes in buyer behavior, and unstable market demands are just a few of the factors putting new pressures on sales professionals. Decisive and Authoritative The best sales leaders are decisive and display their authority confidently. Teamwork is a vital aspect of collaborative sales organizations.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52

Hubspot Sales

JUNE 23, 2020

Many organizations are already taking steps to build a roadmap that will guide their teams and their customers through to the marketplace of tomorrow. Additionally, analyzing the responses and sentiment of employees and customers will assist with future decision-making. Let’s discuss how we adapt to an ever-changing marketplace.

B2B 117

B2B Digital Transformation Virtual Selling Digitalization 117

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. Zoltner on HBR: 4 Things Sales Organizations Must Do to Adapt to the Crisis. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

CoSell

JANUARY 19, 2021

Before we jump into the mindset of making warm introductions, let’s look at how to take action. You may know some of these from traditional marketing and virtual marketing. With their goals in mind, you know who is looking for specific services, has a budget, has decision-making power, and has a collaborative mindset.

Supply Chain 88

Supply Chain Virtual Selling Decision-making Meetings 88

Chally

MARCH 4, 2021

Buyers continue to delay closing deals and the willingness of buyers to make instant purchases has limited sales opportunities by 83%[3]. Clients are also embracing virtual engagement with sellers. Seventy to eighty percent of decision makers prefer remote or digital interactions to face-to-face interactions[6].

Virtual Selling 52

Virtual Selling Remote Working Onboarding B2B 52

Miller Heiman Group

JUNE 4, 2020

Over the last five years, sales organizations have hit their revenue targets, even though individual sellers’ metrics declined. decision makers involved in a deal and the sales cycle stretching beyond 5 months. Then consider the buying influence’s buyer persona, which reflects their decision-making style. Buyer Persona.

Supply Chain 84

Supply Chain Decision-making Digital Transformation Virtual Selling 84

Miller Heiman Group

OCTOBER 6, 2020

Too many sales executives make the mistake of giving in to their sense of urgency as the year-end approaches, pushing their teams to try to close as many deals as possible. Always ineffective, this approach becomes even more unproductive as we consider the impact of selling in a virtual environment. win rates, but 23.8%

Supply Chain 109

Supply Chain Prioritization Decision-making Virtual Selling 109

Brooks Group

JULY 11, 2022

Building relationships is essential for any salesperson, but it becomes even more critical when selling virtually. By its very nature, virtual selling removes the personal connection that is important to building relationships and making sales. Virtual sales is all about communication. Be a good listener.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

CoSell

JANUARY 14, 2021

Focus On People Naturally, sales and marketing leaders know that it’s the people that make the difference. By focusing on the human element, they are building a stronger business, team, and organization. With Co-Selling, this is foundational. As you’re looking to support your teams virtually, what can you do?

Marketing 80

Marketing Virtual Selling Sales Prioritization 80

Miller Heiman Group

MARCH 25, 2020

Without travel and face-to-face meetings, how can sales organizations maintain—and grow—their sales revenue? Sales organizations must take a critical first step in crisis management and help sellers figure out how to shrink the gap between themselves and buyers. Maintain Selling Activity—with Perspective. Listen to the webinar.

Sales 80

Sales Virtual Selling Decision-making Meetings 80

Chally

MARCH 18, 2021

Once hired, a salesperson’s success in achieving an organization’s sales goals can be explained with an even 50/50 split between the individual’s fit for the role and the performance conditions surrounding the sales role [i]. Getting the hiring decision right is essential for success on the job. Assess for job fit and potential.

Onboarding 52

Onboarding Decision-making Virtual Selling Sales Leadership 52

CoSell

DECEMBER 22, 2020

Designing Your Successful Sales Process What makes a successful sales process—in simple terms? People will have questions, concerns, and objections about price, timing, selection, change, and decision-making. Making It Yours My hunch is you’re already grabbing a pen or rattling the keyboard, making notes.

Prioritization 85

Prioritization Sales Decision-making Virtual Selling 85

Mike Kunkle

OCTOBER 24, 2021

To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year. Then you can build the playbooks and sales support content to help your reps sell to these buyers effectively. (For

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

SBI

MARCH 18, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Virtual Selling 65

Virtual Selling Onboarding Negotiation Decision-making 65

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Make time for user training.

Account Management 58

Account Management Sales Facilitation CRM 58

Brooks Group

JUNE 26, 2023

Every organization offers distinct products and/or services, has a specific go-to-market (GTM) strategy, and faces different competitors. The best sales training and development programs are tailored to the unique needs of your organization and sales force. This leads to an increase in revenue for the organization.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

PandaDoc

AUGUST 10, 2020

Through his social content and discussions on LinkedIn, James Harris (the CEO of Seraph Science) mentions that the C-suite are not interested in making more friends or building their networks. During a recent Stop the Sales Drop Podcast , Lori Harmon mentioned that virtual selling will not be temporary.

Investors 52

Investors Decision-making Leadership Virtual Selling 52

PandaDoc

OCTOBER 3, 2023

There are significant reasons why today’s fast-changing sales environment is making your job more difficult, including skyrocketing buyer expectations forcing sales reps to become trusted advisors, a switch from reactive adaptation to proactive prediction strategy, and widespread adoption of low-performing yet less risky sales techniques.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

SBI

FEBRUARY 16, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enable remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Sales Training 45

Sales Training Virtual Selling Decision-making Digitalization 45

SBI

MARCH 1, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Will they make the most of this opportunity?

Manufacturing 37

Manufacturing Decision-making Meetings Digitalization 37

Nutshell

APRIL 28, 2020

If you’re a salesperson, this working arrangement has probably been a tough transition—making sales calls from your kitchen table while the kids fight over the remote in the living room isn’t what we’d call an ideal work environment. The Sell to Win Playbook collects 55 of the best expert sales tips we’ve ever published.

Remote Working 121

Remote Working Sales Software Software 121

Showpad

JUNE 14, 2021

70% of B2B decision-makers say they are open to making new purchases over $50,000 in a fully self-serve or remote fashion, and 27% would spend more than $500,000.*. Old school personal relationship selling no longer works. That’s why today’s modern selling organizations need a new type of team. But that’s not all.

Meetings 59

Meetings B2C Stakeholders B2B 59

Zendesk

JUNE 28, 2022

Companies willing to invest in sales training are 57 percent more effective than rival companies that make no such investments. Companies willing to invest in sales training are 57% more effective than rival companies that make no such investments. MEDDIC Academy aims to make enterprise sales easy. Enterprise sales training.

Sales Training 52

Sales Training B2B Sales Profitability 52