Sales 2.0

JANUARY 14, 2025

Sales history Ive been looking at some of the small healthcare accounts that my client serves. After some initial analysis and some conversations with sales management, it has become clear that one type of healthcare account is more likely going to have a shorter sales cycle than the other types of account.

Collateral 195

Collateral Account Territories Segment 195

Highspot

NOVEMBER 24, 2024

Identify participants such as a training coordinator, sales managers, subject matter experts, and the learning and development team. Additionally, outline the necessary curriculum resources, including training materials, a schedule, and feedback mechanisms, in the sales enablement charter.

Sales Enablement 52

Sales Enablement Training Top of Funnel How To 52

Gong.io

SEPTEMBER 19, 2018

This book is particularly well-designed for sales leaders, managers, and even founder/CEOs — really anyone who owns the responsibility of building a sales organization. It’s definitely not a selling skills book. It’s more of a sales management book (and one of the best ones out there, in my opinion).

Negotiation 111

Negotiation Tour de Force Influencer Lead Scoring 111

Mindtickle

SEPTEMBER 13, 2023

Perhaps you worked with a pushy sales rep who waxed poetic on all the features and benefits of the product – regardless of whether those features and benefits were actually relevant to your needs. They may have also shared generic collateral with you covering information you already uncovered on your own.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Chorus.ai

AUGUST 13, 2019

It helps reps navigate areas like: Economic Drivers; Economic Buyers; Decision Criteria; Implementation Process; Pain Points; and Landing a Champion who can sell on your behalf. Force Management : Force Management is a consulting company that enhances the effectiveness of B2B sales. What’s the value prop we can offer?

Sales Process 48

Sales Process Collateral Proposal Lead Rank 48

Tony Hughes

MARCH 13, 2018

Just reading Jonathan Farrington's statistic that, 'the average quota attainment in B2B sales is below 60%,' prompts me to lay out a blueprint on how to fix it. Challenger Sales marketing and sales alignment. You're going to need to get your Sales and Marketing teams in the same room every week.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63