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 217

Sales Interpersonal Skills Account Management Sales Training 217

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

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 103

Decision-making Value Selling Meetings Organization 103

Hubspot Sales

MARCH 20, 2020

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. Are they meeting expectations? Top 5 Outcomes to Expect from Sales Coaching. A survey of 330 U.S.

Sales 115

Sales Sales Training Sales Management Management 115

SBI

MARCH 25, 2020

You shift your sales approach, deploy the technology you need to support that approach, and you do it fast. . If you’re moving your in-person sales meetings online, most would argue that video conferencing is a must. Increase sales impact with value selling. But is it enough?

Remote Working 40

Remote Working Decision-making Value Selling CRM 40

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. Eric has both work ethic and ethics and this book conveys a message of timely urgency. Read it and implement it as fast as you can." Jeffrey Gitomer. Hire Jeffrey.

Leadership 62

Leadership Sales 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