Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. Second, tune into the changes in the background and expectations of the people that are becoming new sales reps in 2015 and how these people are likely to function in today’s world-of-work. Being able to leverage new media technologies for creating and delivering persuasive conversations. World-of-work.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. Spend some time on the subject line.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. It was this book that was the focus of a recent conversation I had with Josiane, below are exerpts of that conversation. Some people are quick studies, but not everyone.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Mindtickle

APRIL 24, 2019

Based on the conversations with these industry leaders, practitioners, and TOPO analysts, it’s clear we’re making some progress toward creating better and more engaging experiences for prospects and customers. Read the Procore Case Study here.

Scale 66

Scale Sales Enablement Case Study Hiring 66

Corporate Visions

NOVEMBER 7, 2019

These fictional characters usually have names, and they embody all the traits of your ideal prospects. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs. In 2015, an average of 5.4 Here’s why. people needed to formally sign off on each purchasing decision.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Hubspot Sales

MARCH 23, 2018

But because selling is a two-way interaction, the science behind sales also covers the other party in the engagement: prospects, leads, or customers, depending on the stage in the sales process at which they are being engaged. One study tried to figure out how to increase room service tips for waiters in hotels. Use awesome labels.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Why salespeople need this book : It’s one of the best cold calling books on B2B sales prospecting—for both inspiration and insights. Gap Selling.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Seismic - Sales Effectiveness

AUGUST 25, 2019

The 2015 MHO Best Practices Study reveals that “having a strategy and knowing the right things to do [is] a huge differentiator between top performers and others” Sales Efficiency and Sales Effectiveness – What Do They Mean? According to Halsey Griffith, mid- to large-size organizations can waste $2.5-$3.5

How To 80

How To Quota Sales Enablement Survey 80

No More Cold Calling

NOVEMBER 29, 2015

Your sales team has one month left to finish out 2015 with a bang. Are they on track to blow past quota, or still struggling to get cold prospects on the phone? Referral selling is the only business-development strategy that converts prospects into clients more than 50 percent of the time. Face-to-face, that is. Read more.).

Referrals 120

Referrals Face-to-face Cold Calling Sales Qualified Lead 120

Pointclear

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. We have dozens of case studies to illustrate it.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Mindtickle

APRIL 24, 2019

Based on the conversations with these industry leaders, practitioners, and TOPO analysts, it’s clear we’re making some progress toward creating better and more engaging experiences for prospects and customers. Read the Procore Case Study here.

Scale 40

Scale Sales Enablement Case Study Study 40

Mindtickle

APRIL 24, 2019

Based on the conversations with these industry leaders, practitioners, and TOPO analysts, it’s clear we’re making some progress toward creating better and more engaging experiences for prospects and customers. Read the Procore Case Study here.

Scale 40

Scale Sales Enablement Case Study Study 40

Marc Wayshak

JUNE 22, 2021

Pay attention to the new psychology of selling in today’s market, and you’ll become much more effective every single time you’re in front of a prospect. What you learned in 2015 is now old-school. It may not seem like it was that long ago, but 2015 was a lifetime ago in terms of the psychology of selling. Stop probing.

Marketing 76

Marketing Face-to-face Discount Up-Sell 76

Sales Evangelist

AUGUST 9, 2020

The challenge is, not all salespeople know how to use these virtual tools and it’s inhibiting sales growth. Jeb Blount has been doing virtual sales since 2015. The question was how to utilize all these virtual tools for sales and blend these into a viable way to sell and prospect. Are you part of this selling process?

Tools 52

Tools Face-to-face Video Channels 52

Vengreso

MAY 28, 2020

That includes tracking prospecting, networking, email outreach, calls, meetings, pipeline growth, deal velocity, and, of course, closed-won and closed-lost outcomes. In fact, this is why LinkedIn ® asked me to speak at their Annual User Conference in 2015 when I was formerly a VP of Sales. LinkedIn ®. Not Applicable. Seamless.ai.

ROI 122

ROI Sales Tools Tools How To 122

Sales Hacker

JANUARY 15, 2020

Here’s a print version… The REPLY Method For Cold Prospecting. The fundamental principle behind every prospecting activity should be: Don’t prospect to make a sale, prospect to start a conversation. The goal of prospecting is not to sell your product/service. Results — Get the prospect’s attention.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Sales Hacker

AUGUST 4, 2020

He’s one of the small and medium-sized business owners of the world trying to build a huge business like we all are, and I think it’s a really interesting conversation. It’s not 2015. Years later, he’s got a thriving business but one that is not venture capital backed. It’s not 2019.

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105

SalesLoft

AUGUST 18, 2016

Ever try to reach a prospect and just get radio silence? We know it’s no surprise to you that potential ideal customers are becoming harder to reach , simply because there’s more information and more stimuli for prospects to sort through than at any other point in the history of the Earth. DOWNLOAD THE EBOOK TODAY.

Customer 52

Customer eBook Call-back Cold Calling 52

Customer Centric Selling

JANUARY 4, 2015

Sales Tips: How to Get Your 2015 Started Right. To avoid starting 2015 with unqualified pipelines, consider taking a hard look at quotes or proposals more than 60 days old. Clean House Consider sending return receipt requested withdrawal letters to prospects for proposals that have been out there too long. No access to power.

Proposal 40

Proposal How To Face-to-face Vendor 40

Nutshell

AUGUST 15, 2018

A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior. Question bank: Success in consultative selling depends on the kind of questions you ask your prospects.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

Chorus.ai

APRIL 1, 2021

You have to build a convincing sales deck that sells a vision of your prospect’s future. The best sales presentations lead your prospect on a journey through your product and leave your potential clients wondering how they ever did without it. Your message should focus on how impactful your product can be for your prospect.

Decision Maker 62

Decision Maker How To Lead Rank Lead Scoring 62

SalesLoft

DECEMBER 14, 2015

2015 has been a crazy awesome year of events and conferences in the B2B tech industry. Be like Sherlock Holmes in your visual discovery and find your prospects. is the most sincere conversation starter. Come prepared with at least 5 key customer case studies you can pick from when storytelling. Profile like crazy.

Conference 52

Conference Decision Maker Case Study Sports 52

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

InsideSales.com

JUNE 12, 2020

Of course, the buyer will need to rally their own buying committee and orchestrate larger conversations to make big purchases, but these are meetings that can be done just as easily over a video conference. They may use a personal cell phone to follow up on customers and prospects. For Enterprise Sales, Digital Transformation is Here.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

The ROI Guy

JANUARY 11, 2017

Build trust – Providing 3rd party insights and research, customer case studies and proof points helps validate potential results with prospects and drive credibility. Leveraging customer intelligence data gathered from each engagement to deliver new and unique insights, benchmarks and advice.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Customer Centric Selling

NOVEMBER 25, 2014

The consensus was that IBM salespeople lost the ability to have conversations about business issues with non-IT executives. I found the results of a recent Software Advice™ study encouraging (Software Advice™ is a sales software reviews firm ). Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

Hiring 81

Hiring Buying Cycle Education Software 81

Partners in Excellence

APRIL 7, 2021

Where we should be having deeper engagement and conversations, we never dive into the details. seconds in 2015 (and additional research shows it at about 8 seconds in 2020). It’s hard enough to do this as sales people engaging trying to engage customers in deeper/high impact conversations.

Social Media 57

Social Media Media Microsoft Sports 57

Hubspot Sales

JULY 13, 2023

Conversely, there are endless dilemmas about how AI will shape reality, raising serious concerns. Expensive Pricing Of salespeople, 22% think that AI is expensive , while 28% of sales leaders reported AI tools had returned a negative ROI, according to a HubSpot study. As for the US, there is no federal privacy law yet.

Data 74

Data Hiring Guidelines Lead Rank 74

Nutshell

AUGUST 24, 2018

According to one Salesloft study, inside sales reps are hired more frequently than outside sales reps by a ratio of 10:1. It’s where the tide is turning, due to higher productivity and the ability to reach more prospects. Among B2B companies, the use of inside sales reps has exploded in popularity. Like what you’ve read?

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Your Sales Management Guru

SEPTEMBER 28, 2015

Ken: This is a guest blog with wonderful insights from a detailed study on Lead Follow Up Strategies by Accounting Software. Enjoy…and STUDY this. Call volume matters with web leads too, but calling warmer web prospects offers some smarter-not-harder shortcuts. We qualified nearly twice as many prospects (39.6%

Follow-up 40

Follow-up Sales Qualified Lead Lead Rank Lead Scoring 40

Sales Hacker

AUGUST 2, 2019

In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep. But studies are showing that the old B2B sales and marketing mix isn’t working anymore.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Artesian Solutions

JULY 19, 2018

Back in 2015 we wrote a blog on sales and marketing alignment entitled Sales & Marketing: The Peace Process , I re-read it the other day and it got me thinking about how much has really changed in the last three years. A Harvard Business Review study found that companies using AI were able to increase leads by 50%.

Marketing 40

Marketing Retention Analytics Lead Rank 40

Growbots

MAY 22, 2018

SDR stands for Sales Development Representative and is a person that focuses solely on outbound prospecting. An SDR’s job is to free the sales executives of the time-consuming task of prospecting so they can spend more time selling to qualified leads. Master video prospecting. Prospecting tips. 7 Traits to Look For.

Face-to-face 40

Face-to-face How To Lead Rank Lead Scoring 40

Cience

NOVEMBER 20, 2019

Senior Vice President and General Manager, American Express Meetings & Events, Issa Jouaneh predicted a boom in the event industry for 2019 after a tremendous slowdown as recently as 2015. Here’s an example of the successful application of our methodology — CIENCE at INBOUND 2018 case study. Write a comment, then a message.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Sales Hacker

APRIL 24, 2018

Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams. A study by Censuswide and Geckoboard shows that metric-driven companies are more than twice as likely to hit their goals. 3) Use Existing Data to Help Sales Conversations.

Data 53

Data Hiring Margin Demand Generation Targets 53

Vengreso

DECEMBER 19, 2016

LinkedIn performed a study that showed 92 percent of B2B buyers would likely engage with a sales representative who is a known industry thought leader. These are the types of conversations, which contribute to a strong business relationship. “Remember, your goal is to take every online conversation to offline. Think again.

Social Selling 95

Social Selling Lead Rank Lead Scoring LinkedIn 95

DocSend

MARCH 10, 2019

Sales battle cards serve just one purpose: To help sales reps convince prospects to pick you over the competition. The competitive battle card is a popular resource that sales reps use to show prospects how and where your product wins. Golden questions: These are the most important questions that your reps ask prospects.

Competition 58

Competition Outsourcing Services Ideal Customer Profile Lead Rank 58