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Women Sales Leaders: From Pioneers to Modern-Day Trailblazers

No More Cold Calling

Thanks to Todd Caponi’s diligent research. She decided special training was needed for girls who wanted to become saleswomen, and perhaps one day, women sales leaders. And as a member of the executive committee of the Women’s Educational and Industrial Union of Boston, she had the means to provide that training.

Hiring 379
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Timing is Everything

John Barrows

Unfortunately, they developed it in 2006 when the market wasn’t ready, so it died. I used to focus the majority of my training on a very specific e-mail approach called the “Why You Why You Now ” e-mail approach developed by MJ Hoffman. It was basically Salesloft + InsideView + Nova.ai baked directly into Salesforce.

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Every team makes mistakes – but do your people tell you about them?

Selling Essentials RapidLearning Center

But according to research from organizational behavior experts at Stanford University, you’d be far better off with the former. The researchers found that the units with the best leadership and best co-worker communication reported 10 times more mistakes than the worst performing units. Of course not.

Report 52
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Sales presentations: Why more ISN’T better when it comes to benefits

Selling Essentials RapidLearning Center

Research studies based on behavioral experiments have concluded that too much information can make an offer seem less compelling and reduce your chances of winning a deal. If you provide good training, it’s not a big problem.”. The blog post and Rapid Learning video module are based on the following research studies: Lurie, N.

Benefit 59
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3 New Sales Article Series, A Holiday Tradition and Future Blog #1000

Understanding the Sales Force

That's right; since 2006, I've posted nearly 1,000 articles. And, if you haven't noticed them before, there are also article series on: Data and Research (all based on science). Sales Training Impact (very important). Then, on Thursday, December 20, we'll post the winning article. Comparing Salespeople to Children (my favorite).

Hiring 163
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How to Find a Sales Mentor

Score More Sales

I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. Trish Bertuzzi has set a standard in research and factual study of B2B Inside Sales, and is top thought leader for it. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams.

How To 284
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How Getting Fired Actually Launched My Referral Business

No More Cold Calling

I did my “feet on the street” research and interviewed sales leaders and salespeople. The book was published in 2006, and it’s selling even better today. I managed major training projects part-time and was on several faculties teaching sales programs. My next step was to validate my beliefs. It’s worked for the past 23 years.

Referrals 291