Sales Training Connection

DECEMBER 3, 2014

Sales training. Each year lots of companies spend lots of money on sales training. Due to the transformational changes occurring in the market place, sustaining a superior sales team requires companies to adopt a culture where professional development is an ongoing effort. Is sales training as effective as it needs to be?

Training 99

Training Survey Sales Coaching Report 99

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. The media is flooded with articles about resolutions right now. Our inboxes are crowded with email marketing messages chock-full of New Year’s resolution products and programs. What referral-selling goals have you set for your team in 2014? Set manageable goals instead.

Referrals 240

Referrals Small Business Small Business Enterprise 240

SBI Growth

JULY 23, 2013

Marketing worries about the brand’s consistency. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. It is a risk mitigator, branding engine and market research mechanism.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Understanding the Sales Force

JULY 2, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot.

Airlines 196

Airlines Hubspot Inbound Top of Funnel 196

Score More Sales

DECEMBER 18, 2014

Expand market niche (70%). So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. When it comes to innovation (one of my interests within growing companies), it was interesting to see these statistics among the participant mid-market companies: 53% use cloud computing.

Hiring 198

Hiring Wireless Policies Travel 198

SBI Growth

NOVEMBER 1, 2013

This article reveals how top sales reps stay on top. You can access it when you sign up for SBI’s Sales & Marketing Research Review here. Video training modules are completed on a smartphone. Development: How can your training programs help top performers? Next Steps: Prepare for 2014 now. Staying On Top.

Hiring 308

Hiring Social Media Comparison Forecasting 308

Understanding the Sales Force

APRIL 9, 2014

Understanding the Sales Force by Dave Kurlan I read an article last month that actually had as its title, The Death of SPIN Selling. Although the author tried, the article did little to convince ME that SPIN was dead. For instance, today I was training a great group of salespeople and we worked on that very scenario.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

Score More Sales

SEPTEMBER 30, 2014

Forbes ran an article about selecting cloud computing vendors – it helps explain more about the questions you need to know to get the computing you require. ( [link] ). There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. So are you more productive?

Real Estate 249

Real Estate Compensation Vendor Intent 249

Sales Training Connection

OCTOBER 29, 2014

Sales Training. companies spend millions of dollars on sales training for their salespeople. And, by sales training we are talking about sales skills training not product training. An equal amount is spent on product training as well. Internal training departments develop some programs.

Training 96

Training Social Media Media Up-Sell 96

Pipeliner

AUGUST 12, 2019

Sue Barrett on 142 Days of Gratitude That Changed My Life Forever: Created in last October, the genesis of the book was started in 2014. Developing effective Sales Strategies and Go-to-market Action Plans. Market Segmentation Analysis and Plan. Customized Sales Training for the Classroom and Field. Sales Coaching.

Strategy 66

Strategy Exercises Segment Retention 66

Understanding the Sales Force

MAY 1, 2014

If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide. Register for this free June 5, 2014, 11 AM ET, webinar on the Magic of OMG''s Sales Candidate Assessment.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Sales and Marketing Management

AUGUST 20, 2020

On the professional level, athletes are paid exorbitant salaries, thus it only makes sense for owners to seek the best return on their investment by supplying elite training equipment that can help draw out every bit of their skills. At a fundamental level, health drives human performance. The problem of split incentives.

Real Estate 120

Real Estate Hiring Incentives Incentive 120

Understanding the Sales Force

JANUARY 28, 2014

This is the 10th article in a January series on the Architecture of the Sales Force. Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. Marketing and Sales Feedback Loop Can Help You Grow. I previously wrote this article about sales models in 2011.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Score More Sales

AUGUST 23, 2013

This came from a recent Forbes article, How Small Businesses Can Build a Relationship with Millennial Customers written by John Mason, GM of IBM’s Midmarket business unit. It is almost 2014. Maybe because we work with the tech sector we’ve seen the move to shorter, “just-in-time” training and the need for web-based solutions.

Customer 201

Customer Hiring Lead Rank Consumer 201

Customer Centric Selling

SEPTEMBER 2, 2013

Sales Training Article: Two Ways to Accelerate and Expand Your Reach on LinkedIn. By Tony Albachiara, Sales Benchmark Index Your Reach on LinkedIn will be one of your best sales assets in 2014. LinkedIn Profiles, Reach & Referrals is how you make your number in 2014. What else can you do to make the number in 2014?

LinkedIn 49

LinkedIn Buyer Persona Training Referrals 49

Smooth Sale

JUNE 15, 2022

This document should contain detailed marketing plans, financial projections, specifics about your target market, and related matters. A 2014 study concluded that entrepreneurs that write formal business plans receive more funding than if they had no plans. Product-Market Fit : What Do Investors Look For In Businesses?

Hiring 78

Hiring Proposal Enterprise Enterprise 78

Sales Training Connection

FEBRUARY 10, 2014

Pick up any business magazine – or for that matter any self help magazine – and more often than not you’ll see an article about how to reinvent yourself. Recently we read an HBR article where the author addressed this topic from a personal perspective. ©2014 Sales Momentum, LLC.

Competition 120

Competition Scale Vendor Influencer 120

The ROI Guy

JANUARY 7, 2014

How well prepared are you to meet your 2014 sales and marketing goals? Several analysts published important B2B sales and marketing research in 2013 that could impact your plans. Here''s a round-up of the top 3 research findings and important advice to help you drive success in the New Year: Sales Revenue Growth for 2014?

Research 65

Research Decision Maker Intent Sales Cycle 65

Sales Training Connection

APRIL 2, 2014

In times of transformational market change there are new winners and losers. Among market leaders the journey of change has already begun and will continue as the future unfolds. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

Increase Sales

JANUARY 10, 2017

A more recent article in 2014 at e-Marketer stated only 63% of salespeople made their sales quotas. The failure to include goal achievement is evidenced in many sales training programs. How many of these sales training programs include how to consistently plan, set and execute sales goals?

Sales Leadership 70

Sales Leadership Quota Call-back Facebook 70

Fill the Funnel

DECEMBER 2, 2014

According to a survey in September of 2014 , marketers continue to rate email the most effective digital marketing tactic. With that realization, and after numerous training requests that my schedule would not allow me to fulfill, I finally decided to offer a full blown training course that is available now.

Top of Funnel 102

Top of Funnel Constant Contact Funnel Video 102

Customer Centric Selling

DECEMBER 9, 2013

Sales Training Article: The Sales SVP Guide to Finishing the Fiscal Year. It''s a concise guide to our best articles about managing this time of year. Sign-up for one of the 2014 sales training workshops now open for registration and start the new year strong. This December has 22 business days. Getting Organized."

Training 45

Training Policies Channels Incentives 45

Sales Training Connection

OCTOBER 7, 2014

Mark Roberge – Chief Revenue Officer of Inbound Sales Products for HubSpot – published an interesting article answering this question in the SMM Monitor. They’re entrepreneurial – In today’s market bring a business mindset to the engagement is exactly what customer are expecting. ©2014 Sales Momentum, LLC.

Hiring 108

Hiring Hubspot Inbound Analytics 108

Customer Centric Selling

OCTOBER 20, 2014

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. If you were thinking you were going to rely on 2014 carryover, then it''s the end of January and nothing has closed, you are late to the party. This is the final quarter of 2014. Step 5: Tactics. Prospecting a pain?

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

No More Cold Calling

JANUARY 6, 2015

Thanks to readers like you, 2014 was a great year. Here is what you told me: My wife just read your Salesforce article about PITA clients and shared it with me this evening. Your article and knowledge confirmed our thoughts about this “potential client.” I liked your article on “ Do Your Leads Suck?

Referrals 120

Referrals Cold Calling Twitter Small Business 120

Customer Centric Selling

DECEMBER 6, 2013

Sales Training Article: 5 Quick Hits in Dec to Sell More Next Year. There is scarcity in the market. Training on defining the problem. By doing so, you will realize 80% of the benefit in 2014. Take a look at the sales training workshops available to you and improve sales performance. How do I know?

Hiring 45

Hiring Training Account ACT 45

Sales Training Connection

SEPTEMBER 8, 2014

We did and others must have too since the NY Times printed a front-page article about just that question. In many markets the team sale is becoming increasingly important. Check out this online sales skills training. ©2014 Sales Momentum, LLC. Did you watch the US Open doubles tennis matches?

Call-back 86

Call-back Sports Training Account 86

Sales Training Connection

MAY 12, 2014

They invest in sales training . They purchase CRM systems and commit time to working with Marketing to achieve better coordination. This idea was recently reinforced in an article from McKinsey. Sales Training. Sales Training can help sales reps both become more effective and more efficient.

Top of Funnel 112

Top of Funnel Sales Qualified Lead Funnel Inside Sales 112

Fill the Funnel

JANUARY 23, 2013

The number one topic that I will be speaking and training on during Q1 of 2013 – iPad’s for Sales. Here is what respected Forrester Research is saying about this: “The tech market is being transformed by mobility, cloud computing, and smart computing, which are highly desired because of their transformative potential.

Sales Technology 125

Sales Technology Top of Funnel Trends Tools 125

Sales Training Connection

DECEMBER 12, 2014

Recently Ian Altman published a Forbes article entitled – Top 10 Business Trends that will Drive Success in 2015. In the article the author makes the following point when discussing trend Number 1: “customers don’t value old-school high pressure manipulative sales methods. ©2014 Sales Momentum, LLC. Let’s take a look.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

Xactly

SEPTEMBER 19, 2018

For the days that are more the latter than the former, we’ve put together a list of a handful of motivational sales success stories to bring you some inspiration, along with a list of additional motivational sales articles at the end. However, these ventures led her to study digital marketing. Broke to Billionaire.

Motivation 97

Motivation Compensation Enterprise Enterprise 97

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. DRIP: The Secret to Reliably Penetrate the Market.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Sales Training Connection

JANUARY 13, 2012

According to Fine, industries with faster clockspeeds have more market experimentation, increased competition, and frequent waves of innovation. In fact, some estimates expect the health care IT market to experience a compound annual growth rate of 24 percent through 2014.” Clockspeed is a term used by Charles H.

Health Care 76

Health Care Scale Training Industry 76

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. But every time I read these articles and start discussing the big issues for the coming year, I get this overwhelming sense of “Deja Vu All Over Again.”

Fashion 90

Fashion Face-to-face Analytics Social Media 90

MEDDIC

MARCH 11, 2022

I have always been fascinated by the magic of LEVERAGE and want to share my view about how leverage applies to learning, particularly to MEDDPICC ® sales training. The MEDDPICC leverage is about using the MEDDPICC ® Sales Methodology and Training to achieve extraordinary results in a sales team, often unimaginable.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

Sales Training Connection

FEBRUARY 18, 2015

From time to time we come across articles that tell a tale of doom for Sales as a career. Given this rather draconian version of the state-of-the-career, we were delighted to read a recent article in the Wall Street Journal by Lauren Weber. students graduated from college in 2014. Sales reps and new college grads.

Hiring 50

Hiring Commission Engineering Pharmaceuticals 50

LeadFuze

DECEMBER 31, 2021

In this article, we provide insights on how to build a product sales organization structure that yields results. In the SaaS world, it is not enough for us to look at salespeople as individual contributors but rather as an entire team across departments such as marketing and product development. Who have more than 10 employees.

Hiring 52

Hiring Lead Rank Scale How To 52