Sales Training Connection

MARCH 27, 2014

Shifting decision-makers, rising number of new influencers, pricing pressures, increasing consolidation, and consumerizing healthcare will require MedTech salespeople to redefine their sales strategies to continue growing the business. And to learn more about our MedTech sales training programs, click here.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

Sales Training Connection

SEPTEMBER 15, 2014

Across industries, we’re witnessing B2B sales becoming increasingly complex – involving more decision makers, buying committees, longer sales cycles, vendor consolidation initiatives, and cost reduction programs. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Decision Maker 105

Decision Maker Face-to-face Vendor Sales Cycle 105

The ROI Guy

JANUARY 7, 2014

How well prepared are you to meet your 2014 sales and marketing goals? 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? See what the research says about the shift in IT purchase decision-making, and what you should do to be prepared in 2014.

Research 65

Research Decision Maker Intent Sales Cycle 65

Sales Training Connection

MARCH 10, 2014

For example, the right internal champions can build your credibility with key decision makers, speak for you in places where you can’t go, and advocate for you in meetings you can’t attend. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Greater access.

Competition 114

Competition Decision Maker Lead Rank Lead Scoring 114

Hubspot Sales

APRIL 28, 2020

Contact decision-makers at all organizational levels. Sometimes, you may also give things away for free such as consulting calls, training sessions, and even content. Editor's note: This post was originally published in October, 2014 and has been updated for comprehensiveness. Whenever possible, ask for an introduction.

Decision Maker 99

Decision Maker Twitter Channels Research 99

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. 84% of B2B decision makers begin their buying process with a referral. What else can you do to make the number in 2014?

LinkedIn 49

LinkedIn Buyer Persona Training Referrals 49

Sales Training Connection

JUNE 23, 2014

Some 74% of B2B decision makers, for example, use LinkedIn for business reasons, while 42% use Twitter. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC. Technorati Tags: sales best practices , sales training , sales trends.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Sales Training Connection

FEBRUARY 5, 2014

Accenture surveyed 600 corporate employees, 200 corporate business decision makers and 200 self-employed individuals in the United States to better understand how the workforce views the importance of entrepreneurialism and how companies support idea generation. ©2014 Sales Momentum ®.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

The ROI Guy

JANUARY 26, 2015

Each stakeholder may be at a different point in the decision making process – some early: just getting a handle on the issues, and some late: already with a clear solution in mind. Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Sales Training Connection

OCTOBER 15, 2014

Which people will be involved in the buying decision? What’s the importance of the role each will play – is Lee Baker the key decision maker or simply a minor influencer? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Networking 88

Networking Decision Maker Policies Training 88

The ROI Guy

NOVEMBER 10, 2014

Despite significant changes in prospect expectations, sales leadership recognizing that value selling is needed in order to meet quota, and the millions spent on solution / value selling messaging and training, only about one in ten sales professionals engage with “value”. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Your Sales Management Guru

OCTOBER 27, 2014

What are your action steps to reduce fear and finish off 2014? Focus your sales team on selling to the business challenges of the NON-IT decision makers. This requires sales training that includes adding role play in your sales meetings. Create a sales theme. Each of these is designed build a certain sales mentality.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

SBI

MAY 14, 2014

Our portfolio of applications simplifies the day-to-day lives of sales reps, manages the information from CRM and marketing automation solutions, reinforces training best practices, supports reps on-the-go, and promotes alignment between marketing and sales. Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. In this post I want to recommend three ideas to raise your game in 2014. Reps struggling to get in front of Decision Makers. Sign-up for one of these sales training workshops to get on track to making your new year''s resolutions in 2014.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

SBI

APRIL 9, 2014

They’re also a 2014 SIIA Codie Winner. DiscoverOrg produces insights and contact data on more than 300,000 IT decision makers at more than 16,000 companies. Certainly, if you hire and train a full-time staff of researchers and have them contact every one of the companies until a complete org chart and profile are completed.

Webinar Metrics 139

Webinar Metrics Hiring Decision Maker Call-back 139

The ROI Guy

JANUARY 23, 2014

More Risk Averse – In a “do more with less” economy, decision makers don’t want to make a mistake. In 2014, it is clear you need to Mind the Value Gap for success. So what are you doing to Mind the Value Gap?

Lead Rank 77

Lead Rank Lead Scoring Decision Maker Proposal 77

The ROI Guy

APRIL 14, 2015

YoY decline from 2014. increase compared to 2014. Despite significant changes in prospect expectations, sales leadership recognizing that value selling is needed in order to meet quota, and the millions spent on solution / value selling messaging and training, only about one in ten sales professionals engage with “value”.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

JANUARY 16, 2014

We don’t buy it, and believe that Gartner has missed a major sea change in IT spending and decision-making in their forecasts. For IT solution providers who may be using these forecasts to invest in a turnaround for 2014 revenues, another flat year could have significant implications for your organizations and your career.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

The ROI Guy

APRIL 8, 2014

trillion in 2014, a 3.2% Although the forecast predicts healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. We don’t buy these reasons for the forecast shortfalls, and believe that Gartner has missed a major "sea change" in IT spending and decision-making in their forecasts.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

Tenfold

SEPTEMBER 19, 2017

But at a very base level, it’s how a salesperson uses social media to listen and engage with decision makers that are on these networks, asking questions and looking for help.”. A majority of B2B buyers across all age groups rely on social media, according to a 2014 IDC study. It’s different from social media marketing.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Sellers can quickly search and filter to identify influencers and decision makers and save them as leads to create high quality lead lists. That’s me with Sassy. Avention ToolSkool. LinkedIn ToolSkool.

Vendor 139

Vendor Twitter InsideView InsideSales 139

The Science and Art of Selling

OCTOBER 20, 2014

Comment #2: To make matters worse (for them) more and more decision makers are setting up “fake” mailboxes where the cold callers are transferred to – these boxes are NEVER checked! This author is in sales training. And yet he’s way WAY too busy to return a few calls (and perhaps train a few people).

Cold Calling 61

Cold Calling Call-back Gatekeeper Decision Maker 61

SBI

MAY 13, 2014

Our portfolio of applications simplifies the day-to-day lives of sales reps, manages the information from CRM and marketing automation solutions, reinforces training best practices, supports reps on-the-go, and promotes alignment between marketing and sales. Nancy: What would you challenge sellers and/or marketers to think about for 2014?

Up-Sell 54

Up-Sell Revenue Collateral Closing 54

SBI

APRIL 8, 2015

They perform tasks imposed on them internally, like expense reports, product training and internal meetings. Identifying key decision makers. Technology Footnote: For ideas on sales tools that can impact selling time, view our Top Sales Tools of 2014 Guide. Salespeople do other things besides selling. Pre-call research.

Revenue 50

Revenue SAP Decision Maker ROI 50

SBI

MAY 14, 2014

Our portfolio of applications simplifies the day-to-day lives of sales reps, manages the information from CRM and marketing automation solutions, reinforces training best practices, supports reps on-the-go, and promotes alignment between marketing and sales. Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 50

Up-Sell Revenue Collateral Closing 50

Hubspot Sales

JANUARY 17, 2018

After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube. Bowery Capital has been producing this show since 2014, so there’s a lot in the archives. Host: John Barrows, founder of JBarrows Sales Training. The Sales Podcast. Like what you hear?

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Markempa - Inside Sales

FEBRUARY 2, 2015

As part of my research and training, I read a series of books on the subject of lead generation through strategic connections with people. 2014), a book that explains a step-by-step guide on how marketers can set up and use joint ventures to help your business grow.

Lead Rank 40

Lead Rank Networking Decision Maker Webinar Metrics 40

Hubspot Sales

MARCH 2, 2018

What training can I facilitate that will help the majority of my team members perform better? Can I train them on things like selling skills, product knowledge, time saving tools, etc.? I know this is easier said than done, but there are a lot of training assessments out there to help. Recruiting. Salespeople love numbers.

Sales Management 105

Sales Management Hiring Top of Funnel Funnel 105

Jonathan Farrington

OCTOBER 5, 2014

Over the past twenty-five years I have trained and developed more than one hundred thousand sales professionals from foundation right up to “master craftsman” level and this has given me the opportunity to formulate an accurate profile of a Top 5% Achiever. So What Is It That Top 5% Players Do?

Top of Funnel 50

Top of Funnel Penetration Decision Maker Cold Calling 50

SBI

APRIL 9, 2014

They’re also a 2014 SIIA Codie Winner. DiscoverOrg produces insights and contact data on more than 300,000 IT decision makers at more than 16,000 companies. Certainly, if you hire and train a full-time staff of researchers and have them contact every one of the companies until a complete org chart and profile are completed.

Webinar Metrics 50

Webinar Metrics Hiring Decision Maker Call-back 50

Klozers

JUNE 5, 2014

. The report provides a long list of areas where sales people failed to ask and understand fundamentals such as Project Goals, Decision Makers and Decision Criteria. F urthermore only 1 out of 10 were proficient at understanding the customers buying process. When two products appear the same, why pay more? .

Company 46

Company Revelation Survey Report 46

Cience

NOVEMBER 6, 2019

Philip Krim is a co-founder and CEO of Casper Sleep, the mattress firm started in 2014 as a purely online provider. The bad news is that the managerial complexity in this aspect of business has also increased, and many Sales leaders, in particular, are not trained or equipped to deal with the new realities and opportunities. .

Channels 42

Channels Marketing Retail How To 42

Sales Hacker

AUGUST 2, 2019

In fact, BrightFunnel report found that from 2014 to 2015: It took 52% more marketing touches to close a deal. The purpose of your first call is to obtain the name and contact information of the Key Decision Maker (KDM) within each company. As it worked. For a time. The length of lead-to-revenue cycles increased by 32%.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

SBI

APRIL 1, 2014

Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? Content creators, marketers and decision makers can track wit usage statistics, effectiveness, user ratings and comments to increase the value of existing content and promote what’s working.

Up-Sell 126

Up-Sell Decision Maker Revenue Closing 126

The ROI Guy

JULY 8, 2014

trillion in 2014, a 3.2% Although the forecast at the beginning of the year predicted healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. for 2014, down over 34% from the 3.2% According to Gartner, worldwide IT spending was expected to reach $3.8 for the year.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

SBI

APRIL 1, 2014

Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? Content creators, marketers and decision makers can track wit usage statistics, effectiveness, user ratings and comments to increase the value of existing content and promote what’s working.

Up-Sell 50

Up-Sell Decision Maker Revenue Closing 50

Cience

MAY 7, 2019

In the B2B selling process, a sales lead is a decision maker (and her/his contact data) at a company that you hope will become your client. For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58