Mindtickle

AUGUST 28, 2023

With those unique circumstances in mind, the importance of effective sales training cannot be overstated. In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. What are some challenges in pharmaceutical sales training?

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Allego

MARCH 9, 2023

Yuchun and Mark have experienced a lot since Allego launched in 2013. The biggest thing we have done in helping to invent this industry is recognize how people like to learn at work. The training organization set up some e-learning, and you had to sit in front of a computer and just watch.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

The Sales Hunter

MAY 16, 2013

I know it may surprise you to hear me say this, but sales training is not always the solution. Unfortunately, training is often pegged as the solution for everything. Obviously, I do often see where organizations could benefit greatly from training. Sometimes, sales training is exactly what is needed! But not always.

Training 210

Training Compensation Selling Skills Exact 210

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. The founding team realized that traditional sales training was broken. a leading sales and presentation training firm. The “Aha” Moment.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. Nimble Storage was founded and is run by industry veterans responsible for ground-breaking technologies and architectures around primary storage. I’ve had the privilege to work with and study hundreds of companies and their sales organizations.

Company 152

Company Analytics Enterprise Enterprise 152

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Customer Centric Selling

JANUARY 7, 2013

Sales Training Article: How to Build Customer Loyalty in the New Year By Geoffrey James, Inc. As we enter 2013, the business world remains in a state of uncertainty. Trade shows and industry events are great, but attending a charity event where your customers will be present is even better. Have a great 2013, everyone!

Loyalty 51

Loyalty Training Trade Show Customer 51

SalesProInsider

MARCH 27, 2024

From an alcoholic birth home, health challenges, a serious accident, CRAZY business situations as a young woman in the financial services industry, a misfit marriage, and general challenges as a business owner, I’ve lived tough stuff! Upleveling all my training. Tough situations aren’t new to me of course. In living life…life happens!

Face-to-face 62

Face-to-face Compensation Conversion Conference 62

Sales and Marketing Management

MARCH 29, 2019

AI-enabling technologies are becoming more prominent in all industries, not just the tech world. Fueled by a six-fold increase in venture capital investment, the number of jobs requiring AI-related skills has more than quadrupled since 2013. Artificial Intelligence Is Here – Embrace It.

Marketing 209

Marketing Webinar Metrics Software Software 209

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos.

Channels 112

Channels Video Training Hiring 112

Increase Sales

FEBRUARY 19, 2013

If being successful as a salesperson is all about having someone buy your solution, then most sales training really is buying training isn’t it? Now there are some efforts in the sales training industry that discuss being an assistant to the buyer. Share on Facebook.

Training 127

Training Discount Buyer Analysis 127

Increase Sales

JULY 5, 2013

During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? My quick and direct response was “banks and other financial institutions continue to use the same training providers they have been using for the last 20 plus years.”

Banking 136

Banking Training Infusion Retention 136

Score More Sales

JANUARY 13, 2014

We see this in training sessions quite often – people come in with their arms crossed tight. Learn what others in your industry are doing – this includes competitors as well as industry experts. Mega author and success guru Anthony Robbins has said this for years. Study the components of salespersonship.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

Sales and Marketing Management

JUNE 8, 2017

Author: SMM On April 6, leaders from across the meetings and events industry came together to support the second annual Global Meetings Industry Day (GMID). Net Optimism Score for incentive travel in the fall of 2016 was 26 percent, meaning the industry is still moderately positive about the outlook for incentive travel.

Travel 205

Travel Incentives Incentive Lead Rank 205

Sales Training Connection

MAY 13, 2013

Whether you analyze it from the perspective of the individual, company, or an entire industry, the expectations about value are dynamic. Sales Training. The second piece of the puzzle is getting Sales Training into the game. First of all – that type of sales training is feasible. ©2013 Sales Horizons, LLC.

Training 111

Training Trends Competition Sales 111

Score More Sales

MARCH 13, 2014

You say your industry is special? After several conversations, Joe identified a list of 20 people in adjacent industries – so not people who work at competitive companies but rather those at companies that compliment what Joe does. It always works to add at least one more strategy to any seller’s single strategy routine.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

Score More Sales

AUGUST 20, 2013

Recently a paper came out called Inside Sales Market Size 2013 – published by the InsideSales.com Research Division with Ben Warner who ran and challenged the data. The highlights first, then more detail: Inside sales represents more than half of sales departments surveyed, and as an industry inside sales is growing faster than outside sales.

Inside Sales 238

Inside Sales Survey Outside Sales Retail 238

Understanding the Sales Force

SEPTEMBER 9, 2013

Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' There are probably twice as many books on the subject than just 10 years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Score More Sales

DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. If you sell to an industry or niche, this will be easier than if you sell broadly or geographically – but it still can be done. What questions should you answer about your buyer’s industry or market sector?

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Train your team on areas of deficiency. Start by expanding your LinkedIn network – connect with customers, peers, industry experts and prospects. It went up.

Resources 321

Resources Networking Face-to-face Quota 321

Score More Sales

OCTOBER 21, 2013

What would be much more effective for me is to go to industry events that represent who my buyers are. It could be an annual event that comes to my city, or I may go once a year to a big event where all of my buyers’ industry counterparts meet up. If you don’t want to leave your desk, you can do this virtually too.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Score More Sales

FEBRUARY 10, 2014

Matt (check out his blog here ) talked about hiring myths in sales – specifically whether previous industry experience is required for your sales position and even whether previous sales experience is required. She wrote in detail about her points on the Smart Selling Blog. What’s the biggest myth in selling that YOU see?

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Score More Sales

AUGUST 9, 2013

You have incredible connections from over the past years you’ve been in your industry or have been a business professional in multiple industries. You run into these folks sometimes at an industry conference – you might drop a note if you see something they said in a social community you’re in online. Think about who is missing?

Referrals 223

Referrals Networking Lead Rank Lead Scoring 223

Understanding the Sales Force

MAY 6, 2013

While reinventing the wheel doesn''t work, in his industry, it''s simply a case of survival of the fittest. c) Copyright 2013 Dave Kurlan' Anyway, those 3 data points (not following best practices, no business, nothing useful there) would be quite useful to a sales manager that wanted to coach him up or hold him accountable for change.

Coaching 232

Coaching Sales Coaching Sales Leadership Sports 232

Score More Sales

JULY 31, 2013

We knew the industry and the job requirements, and we went with our gut. It wasn’t just mine, but my co-leaders when we made a joint decision. We were WRONG half of the time, and we were all very successful as former sales reps ourselves.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

Score More Sales

NOVEMBER 11, 2013

You may have a few variations if you call on multiple industries or multiple buyers within a company. I’m contacting you because we work with others in your industry and thought you might be interested in hearing what we’re doing with your peers that might be helpful to you. My number is xxxx. .

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

Score More Sales

SEPTEMBER 9, 2013

You share overwhelming value for them by knowing them – what they need and how their business or industry works. What IS effective is when you know something about me – my industry, or my company, or my role in the company, and you craft a message around that. That means that old-fashioned cold calling is not effective.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Score More Sales

NOVEMBER 1, 2013

You do this with the words you choose, the pace you go at, the follow-up, the examples you give, and others in their industry you have helped. The rule of thumb in sales research varies a bit, but generally has been that it takes 5-12 “touches” to make that impression for the customer to buy. How do you demonstrate it?

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Sales and Marketing Management

MARCH 3, 2013

Issue Date: 2013-01-01. Teaser: When you speak with sales training professionals with the regularity that I do, it’s only natural to develop some insights about the recent trends affecting our industry. Author: By Dave Stein, CEO and Founder, ES Research Group, Inc. So we conduct research.

Trends 120

Trends Groups Research Industry 120

Score More Sales

FEBRUARY 17, 2014

If you know who your best prospects are (you know who your best customers are) then you need to contact others in the same industries with similar issues you can solve. This is a problem more from the past than present.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

Score More Sales

NOVEMBER 5, 2013

It will help you to KEEP the business, because they will let you know what your industry counterparts might be doing, and they will be reaffirming why they are working with you and your company. Ask them what they do with new people trying to sell them on ideas, products, and services. Understand the business your perfect buyers are in.

Study 198

Study Inside Sales Buyer Lead Rank 198

Score More Sales

OCTOBER 17, 2013

To do this, listen to TED talks, and listen to executives in the industries you call on. They probably won’t call you back, since our industry statistics show that about 2% -5% of voice mails are returned. If you call on C-level executives, you must sound like one yourself. There is abundant video online to watch.

Lead Rank 241

Lead Rank Lead Scoring Call-back Outbound 241

Score More Sales

AUGUST 28, 2013

I am the first one to embrace technology – in fact most everyone I work with these days is involved in the technology industry or has new technological aspects to their businesses. You can read about it and download the new ebook. We’d love to hear your thoughts.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

Score More Sales

APRIL 26, 2013

What is new in CRM in 2013? Moderator and CRM / Social Industry leader Paul Gillin asked fantastic questions including: What are best practices for broader adoption of CRM? This leads into another topic – is CRM any easier to use in 2013? Click here to view the embedded video. What has not changed much?

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

Score More Sales

JUNE 17, 2013

Content can be: Industry reports on trends and new developments. training materials. . ———————————– According to Cliff Pollan, CEO of Visible Gains, buyers are demanding sellers bring more value to the table. customer success stories. ROI Calculators. blog posts.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

Score More Sales

DECEMBER 16, 2013

I tend to recommend LinkedIn groups where your buyers are, as well as online association communities where your industry niche is. Give prospective customers and those who could refer you many times over the chance to know you. You can do this by being in a number of places online. Don’t just join these communities but interact.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Score More Sales

FEBRUARY 14, 2014

You work in a position in an industry that is ever growing – be it individual contributor or sales leader -. This valentine is for you. My hope is that it inspires you to have the best day, or week, or month ever, and to be proud of what you do. A Valentine for Inside Sales. You follow-up when others don’t. We appreciate you too.

Inside Sales 208

Inside Sales Lead Rank Lead Scoring Outbound 208