Spotio

DECEMBER 22, 2022

To succeed in this space, you need to work hard, experiment with new strategies, and develop a winning B2B sales process that your reps can easily implement. The Main Differences Between B2B and B2C Sales? Sales Cycles: Higher price points and multiple stakeholders also lead to longer sales cycles.

B2B Sales 52

B2B Sales Sales process Sales Prospecting 52

Rep-Lite

NOVEMBER 21, 2023

A sales consultant is a professional who specializes in sales methodology and in providing expert advice and guidance on sales-related matters to businesses and individuals. Sales consultants may work independently, for sales team acquisition firms like Rep-Lite, or as part of an organization’s sales team.

Consulting 52

Consulting Sales process Sales Strategy Sales 52

Spotio

FEBRUARY 27, 2023

Sales efficiency is the key to not only generating more sales for your business but also streamlining your sales processes so that you get more sales, faster. In this guide, we’ll cover what sales efficiency is, why it’s essential to your business, and 12 ways to make your sales process more efficient than ever.

Sales 103

Sales Sales process Prospecting CRM 103

Infuse Medical

APRIL 5, 2024

Sales enablement is a multifaceted approach to equipping sales teams with the resources, tools, and information necessary to engage with prospects and close deals effectively. It encompasses a wide range of strategies, technologies, and processes designed to streamline the sales process and drive revenue growth.

Sales 130

Sales Sales process Prospecting Training 130

Quantified

MARCH 5, 2025

Customizable AI Sales Coaching: Align Training with Your Sales Strategy Every sales team has a different definition of success. Faster Deployment: Less Setup, More Selling Speed mattersespecially in industries like pharmaceuticals, where every day a product isnt in the field can mean millions in lost revenue.

Training 81

Training Sales Strategy Sales Sales process 81

Integrity Solutions

SEPTEMBER 23, 2024

Whether they’re a pro tennis player or a sales pro, a person’s success doesn’t hinge on what resources they have at their fingertips; what matters is how they successfully use those resources —in the lead-up to the big plays and in the heat of the moment. What Are the Elements of a Sales Enablement Strategy?

Sales 253

Sales Training Management Sales Management 253

Integrity Solutions

MAY 13, 2021

Many salespeople wrongly believe that the priority is to show excitement about what they are selling and assume that their “contagious enthusiasm” will lead to a sale. However, if they’re not asking the right questions early in the sales process, they will decrease their likelihood of making a sale.

Ethics 203

Ethics Sales Sales process Training 203

Spotio

MAY 14, 2024

You’re here because you want more manufacturing sales leads—and you’re not alone. Recent research shows that 63% of manufacturers consider marketing a “high priority” It makes sense: good marketing produces quality leads, who can then be sold to by sales teams. Let’s get started!

Leads 52

Leads Manufacturing Sales CRM 52

Medical Device Success

MAY 31, 2020

Reading time: 2 – 4 minutes In this episode Jeff Hydar takes us into the real world of a start-up medical device company that is quickly revising its sales process and marketing tools to adapt to selling in the very restrictive Covid Era. Meet Jeff Hydar, VP Sales at Kent Imaging. Meet Jeff Hydar, VP Sales at Kent Imaging.

Sales 100

Sales Medical Sales process Marketing 100

Close-Up CRM

MARCH 6, 2024

Case Study: How Close-Up’s Big Data services helped Hypera Pharma optimize sales processes. Driving Revenue Growth: Close-Up’s Big Data Case Study Explore how Close-Up’s advanced Big Data methodologies transformed sales processes for Hypera Pharma, one of Brazils major pharmaceutical companies.

Sales process 40

Sales process Sales Pharma CRM 40

Integrity Solutions

JULY 20, 2021

Early in the sales process, buyers will care more about the value and insights you bring to them than the nuts and bolts of what you’re selling. And it has to be an emotional why, like saving time or money or leading to better outcomes for their customers. This same concept applies to personal branding as well.

Sales 304

Sales Training B2B Sales Sales goal 304

Integrity Solutions

OCTOBER 8, 2019

Here are some takeaways from those conversations: Be transparent about the good and the bad: Taylor points out that because many CEOs don’t have a full understanding of the sales process, they tend to oversimplify or overreact to the anecdotal comments they hear about missed sales opportunities or trends that catch them off guard.

Sales 200

Sales Sales process Training Marketing 200

Integrity Solutions

NOVEMBER 2, 2018

The three most common SaaS sales challenges can be overcome and lead to breakthrough levels of success. Anyone who’s been in sales will tell you: The job comes with some unique challenges. But an emphasis on features often leads the customer to treat your solution as a commodity. by Boris Zecevic.

Sales 194

Sales Sales Management Training Management 194

Spotio

JULY 25, 2023

B2B sales has evolved over the years. Cold calling and direct mail are still useful for some sales processes, but the way in which we do business has changed a lot. More companies are investing in B2B sales teams — inside and outside — across a range of industries. 9-Step B2B Sales Process Now let’s see how to sell B2B.

B2B Sales 98

B2B Sales Sales Prospecting Sales process 98

Spotio

JUNE 6, 2022

Inside and outside sales teams can, and in most cases should, work together. Sales Prospecting Statistics The way companies prospect for leads is changing. More than 40% of salespeople say prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%).

Sales 111

Sales Prospecting B2B Sales Leads 111

Infuse Medical

SEPTEMBER 3, 2024

The complexity of managing vast amounts of product information, engaging with increasingly informed healthcare professionals, and adhering to strict regulatory requirements has made traditional sales methods less effective. Enter Showpad-a leading sales enablement platform designed to revolutionize how pharmaceutical sales teams operate.

Pharmaceutical Sales 130

Pharmaceutical Sales Sales Pharmaceutical Sales presentations 130

Map My Customers

JUNE 16, 2022

Every industry, business, sales team, and sales process is unique. So each of their sales pipelines should be, too. A sales pipeline stage that fits into the sales process for one product or service may not for another. Prospecting This is the process of finding new leads.

Sales pipeline 77

Sales pipeline Sales Sales process Prospecting 77

Integrity Solutions

FEBRUARY 15, 2020

Here’s how that plays out in the sales world: You may know that you need to make a certain number of calls or see a certain number of clients today, and that if you complete those activities, it will lead you to be successful. Intellectually, you know that. But also, you just don’t feel like doing that today. And so you don’t.

Sales 258

Sales Sales process Sales Management Education 258

Spotio

DECEMBER 22, 2024

This creates alignment between teams, which elevates every aspect of the overarching sales process. Imagine how much easier your job will be when you can see lead gen data, customer interactions, and financial metrics at a glance. was designed to capture and organize data across sales activities. Way easier, right?

Sales Strategy 52

Sales Strategy Sales CRM Leads 52

Integrity Solutions

OCTOBER 8, 2024

Establishing rapport right off the bat can significantly influence the sales process, making communications smoother and ultimately increasing the likelihood of closing a deal. Building rapport is an essential sales skill that is developed over time with practice and genuine effort.

Sales 265

Sales Prospecting Sales process Leads 265

Map My Customers

JULY 5, 2022

Managing a large sales team can often lead to challenges within an organization. Having a defined sales process can lead the team through those challenges and bring continued success. Having a structured sales process is critical to helping your sales reps close more deals and increase sales revenue.

Engineering 75

Engineering Sales Sales process Sales Strategy 75

Map My Customers

OCTOBER 5, 2022

Stellar Sales Performance Doesn’t Always = Effective Sales Coaching Sales leaders typically get to their position by being stellar sales people. However, excellent selling skills don’t necessarily translate to coaching skills or knowing how to successfully lead a sales team.

Sales 70

Sales Leads CRM Management 70

Integrity Solutions

SEPTEMBER 12, 2023

Am I including multiple key stakeholders from the customer or prospect (not just a single “lead”) in the conversation and checking for agreement? Punting (Negotiation) Not every play or series of plays leads to success. Successful closes lead to successful, lasting relationships that grow and evolve.

Sales 243

Sales Prospecting Leads Management 243

Integrity Solutions

JUNE 13, 2023

According to research in MIT’s Sloan Management Review , toxic work culture is the biggest factor that leads to people quitting. All of these things lead to better engagement, retention and business results. How do you prepare for your sales calls? What step in the sales process are you in with ABC Company?

Management 217

Management Sales process Sales Leads 217

Integrity Solutions

AUGUST 9, 2023

What can you do as a seller to create greater urgency in sales? All of these sales cycle setbacks impact forecasting accuracy, which can lead to more pressure from sales managers, but pressure alone doesn’t change the realities that have dragged out the process. Did that lead stop calling you back?

Sales 185

Sales Leads Sales Management Prospecting 185

CloserIQ

JANUARY 3, 2019

Start with identifying what is a qualified lead. 2) Sending non-personalized sales emails. With so many emails to get through, people are looking for any reason to click “delete,” including sales emails that are obviously from a template. Although sending a template email may be quick, it’s not likely to lead to any conversions.

Sales 102

Sales Prospecting Sales process B2B Sales 102

Spotio

MAY 10, 2023

Business-to-business (B2B) prospecting is the pillar of lead generation. However, B2B sales prospecting strategy is not as easy as it sounds. According to Technology Advice , 70% of marketers at B2B companies reported that “improving lead quality” was the primary concern. So, what is the difference between a prospect and a lead?

B2B Sales 98

B2B Sales Prospecting Sales CRM 98

CloserIQ

APRIL 30, 2019

In today’s climate, where customers have clear expectations and a multitude of options to choose from – a shift in sales culture is required. Leading to the question: how do you as an organization change the culture of your sales team? The answer is a unified approach; a modern one sorely needed in B2B sales.

B2B Sales 101

B2B Sales Sales Prospecting Sales process 101

Spotio

AUGUST 4, 2024

Let’s be honest, managing a high-performance sales team is hard. Especially when you consider that 91% of sales reps missed their sales quotas last year. How can anyone be expected to lead a group of sellers effectively when almost all of them are likely to underperform in some way?

Sales 98

Sales Management Sales Management Training 98

Integrity Solutions

DECEMBER 13, 2019

Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Every sales leader is looking for that magic formula for sales success — the one that will lead to higher conversion rates, increased revenues and stronger customer loyalty.

Sales 143

Sales Training Sales process Ethics 143

Integrity Solutions

MAY 23, 2023

In terms of buying behaviors, we’re seeing an increased preference for self-service and digital interactions along with general uncertainty and hesitancy (often leading to inertia or sticking with the status quo ) when it comes to the purchasing decision. Prospecting is a part of the broader sales process.

Prospecting 229

Prospecting Sales Media Competition 229

Integrity Solutions

DECEMBER 13, 2019

Sales organizations that are not only meeting but surpassing their annual goals are relentlessly focused on two core principles: purpose and values. Every sales leader is looking for that magic formula for sales success — the one that will lead to higher conversion rates, increased revenues and stronger customer loyalty.

Sales 140

Sales Training Sales process Ethics 140

Spotio

NOVEMBER 18, 2022

Looking to level-up your door to door sales process in 2022? There is a stigma around door to door sales and that it’s an antiquated way of selling. As the next generation of outside sales reps join the workforce, the majority are unaware just how powerful door to door selling can be. Pillars of the D2D Sales Process.

Sales 105

Sales Prospecting Leads Sales process 105

Integrity Solutions

DECEMBER 11, 2023

But sales prospecting is the bread-and-butter, core activity that leads to sales growth and success — and cold calling is one of the most effective prospecting strategies available. While many people blanch at the thought of making cold calls, the (consistent) practice is vital for any sales-focused organization.

Sales 234

Sales Prospecting Leads Training 234

Spotio

JULY 22, 2024

In both inside and outside sales environments, a lot of emphasis is placed on nurturing leads and closing deals. Sales appointment setting is a vital part of any sales strategy. It’s a direct line between lead generation and the rest of the sales process.

Sales 98

Sales Prospecting Leads Sales process 98

Map My Customers

AUGUST 18, 2022

It is important to be able to see exactly how many of each specific sales activity each of your reps is performing. The goal of tracking this particular metric is to determine if your reps are following an effective sales process and that customers are experiencing a seamless buying journey (your sales funnel ).

Sales 77

Sales Sales process Prospecting CRM 77

MaBiCo

MARCH 27, 2024

As some sales leaders put it, “You can’t send a dove to hawks academy.” This is because the sales process itself can change, requiring different skills and attributes for success. This could lead to poor performance and sales outcomes. Sometimes these changes can be significant.

Medical sales reps 98

Medical sales reps Recruitment Medical sales Sales 98