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. A recognized consulting, she has designed and delivered coaching, and training solutions for world class companies such as companies, including Cisco, Autodesk, Citrix Systems, Adobe, and others.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. So far we’ve done half-day workshops in three cities with approximately 80 people ranging from senior business leaders to IT system managers.

CRM 82

CRM Strategy Customer Epiphany 82

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

Sales Training Connection

JANUARY 26, 2015

One of the great studies of achievement was conducted way back when in 1926 by a researcher named Catherine Morris Cox. She studied the background and works of 300 recognized geniuses, from Leonardo Da Vinci to Mozart to Albert Einstein. ©2015 Sales Momentum, LLC. Tenacity – committing to your purpose. Relationship to Sales.

Scale 50

Scale Face-to-face Study Call-back 50

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. Training your sales force to leverage customer insights for and from the buyer may not always be easy.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

Vengreso

MAY 28, 2020

What are the ongoing costs to support these tools and what training is required to maximize them? 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. In that role, I was able to drive 100% rep adoption with Social Selling and Video Sales Training.

ROI 122

ROI Sales Tools Tools How To 122

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

Hubspot Sales

MARCH 23, 2018

In sports, much of the science focuses on the athlete: genetics, biomechanics (movement techniques, training regimen), nutrition, and psychology (for mental toughness, behavioral modifications, and positive visualizations). 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

Gong.io

MARCH 11, 2021

The above are 3 actual headlines from Gong case studies. When we started Gong in 2015, our intent was to provide sales teams — VPs, managers, and reps alike — with the necessary tools to (a) make their people better, (b) execute on deals / save at-risk deals, and (c) better understand their market. Not scalable. Not time-saving.

Churn 62

Churn Customer Hiring Case Study 62

Customer Centric Selling

JANUARY 4, 2015

Sales Tips: How to Get Your 2015 Started Right. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. To avoid starting 2015 with unqualified pipelines, consider taking a hard look at quotes or proposals more than 60 days old. I hope this can help you make 2015 a prosperous year.

Proposal 40

Proposal How To Face-to-face Vendor 40

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. Fear of being in front of the camera, and speaking to an online audience, has to be overcome. Familiarity isn’t something that comes easy without face-to-face conversation.

Tools 52

Tools Face-to-face Video Channels 52

Sales Training Connection

JANUARY 12, 2015

McKinsey reported an interesting research study on leadership training. If you are a Senior VP or a Training Director, the study is a must read. Although it related to leadership programs across functions, we thought the finding would be particularly important for Senior VP’s of Sales and Sales Training Managers.

Sales Leadership 50

Sales Leadership Face-to-face Study Training 50

Customer Centric Selling

NOVEMBER 25, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The consensus was that IBM salespeople lost the ability to have conversations about business issues with non-IT executives. Companies continue to provide extensive product training to sellers. Sales Tips: Want a Future in Sales?

Hiring 81

Hiring Buying Cycle Education Software 81

Sales Training Connection

FEBRUARY 9, 2015

In a Harvard Business Review post, Rafi Mohammed reviewed an interesting McKinsey study on the relationship between price increases and profits. In the study McKinsey worked with the Global 1200. The key to the McKinsey study was of course – “if demand remained constant.” ©2015 Sales Momentum, LLC.

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Discount Negotiation Study Engineering 50

Sales Training Connection

NOVEMBER 18, 2015

Since Mets did make it to the World Series, it seemed like a good case study. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2015 Sales Momentum, LLC.

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Sales Coaching Coaching Hiring Sports 50

Sales Training Connection

APRIL 20, 2015

Sales managers spend their careers developing the required skills with corporations providing the necessary training and encouragement. Rather, begin in the beginning when you are in a sales rep position – leading sales teams, working with customer buying groups, leveraging training opportunities and seeking out mentors.

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

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

Tenfold

SEPTEMBER 19, 2017

billion global population as of July 2015, more than 3 billion use the internet. The difference is that you do it online through focused useful content and active participation in social media conversations. Interestingly, among the B2B companies surveyed in the Forrester study, there is a decreasing resistance to social selling.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Sales Hacker

JANUARY 15, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. The fundamental principle behind every prospecting activity should be: Don’t prospect to make a sale, prospect to start a conversation. A conversation has to start in order for a sale to take place. Prospect to start a conversation.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Vendor Neutral

JUNE 10, 2021

HubSpot reported from a recent study that “5% of meeting attendees remember statistics, while a whopping 63% recall stories.” On the first discovery call, it is a conversation and NOT a presentation. EDT) to learn exactly what makes a sales presentation engaging and able to drive a successful customer conversation.

Buyer 59

Buyer Constant Contact Call-back Energy 59

Marc Wayshak

JUNE 22, 2021

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. Things have completely changed since then—and yet, most sales training hails from at least that time…or before. We need to update our approach. Stop probing.

Marketing 76

Marketing Face-to-face Discount Up-Sell 76

Lessonly

JULY 8, 2020

Gender Parity at Lessonly 2015-Present. In this Zoom conversation, we started by talking about where we’re all working from (we’re all four in Indianapolis!), A classic, collaborative study Carnegie Mellon University, Union College, and MIT ran back in 2010 looked at how 700 people worked in small groups. Take that 2020! .

Groups 47

Groups Exercises Call-back Intent 47

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

Sales Training Connection

MARCH 11, 2015

As a matter of fact, most people who study the use of competition in the workplace suggest that sales as a field is more conducive to the application of competition practices then many others. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Competition 50

Competition Sales Management Lead Rank Lead Scoring 50

Pointclear

OCTOBER 11, 2012

Commenting on the complete alignment across the organization, he notes, “Never once did we start the conversation with how are we going to get you guys to get along. He describes a recent conversation with a client: “She said, ‘I’ve got to develop how I’m going to approach inbound vs. outbound.’

Outbound 169

Outbound Inbound Telemarketing Education 169

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. He has trained more than 15,000 sales professionals worldwide during the course of his career, and is passionate about helping sales professional improve their selling careers—and as a result, their lives as well.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Allego

APRIL 27, 2018

Top performing companies actively capture institutional knowledge from seasoned reps for newer generations of sellers twice as often as underperforming companies do, according to a 2015 study by Aberdeen Research. Some of the best sales training happens when people from your team get into a room together and compare notes.

Video 48

Video Retail Banking Report 48

Crunchbase

MARCH 1, 2023

She also built the company’s sales process herself, hired and trained the company’s first sales team, and drove over 70% growth month over month. She hosts an award-winning podcast called “ Conversations with Women in Sales ” and is a top sales thought leader in the B2B space.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

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

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. The study takes on four questions that every sales and marketing employee deals with on a daily basis: How does the speed of follow-up affect the results? Russ Davidson.

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Follow-up Sales Qualified Lead Lead Rank Lead Scoring 40

LeadFuze

JULY 16, 2019

In November 2015, Temkin Group published research indicating the CX maturity level of B2B organizations. A study by the American Marketing Association found that companies using live chat witnessed a 20% increase in conversions as compared to companies who don’t. . Do so by training employees suitably. Co-Browsing.

Influencer 63

Influencer B2B Customer B2C 63

Your Sales Management Guru

APRIL 20, 2016

Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. Submit Findings to prospect along with appropriate Case Study. Why is this important enough to write about? The Results!

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

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

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Step one: study your competitors. Build out concise case studies with testimonials from your happiest reference customers.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Customer Centric Selling

JULY 8, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In the first few weeks back in school in Boston I had a habit of freeing up my calendar for relaxation by deferring my studying. As a sales manager, I learned a long time ago that train wrecks happen a month at a time.

Lead Rank 40

Lead Rank Quota Sales Cycle Pipeline 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. Templates Case Study.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Growbots

MAY 22, 2018

It’s time to invest in your SDRs’ training to generate better results. According to a study Google did in 2015, 70% of B2B buyers are watching videos throughout their path to purchase. When SDRs are trying to build a relationship with their prospects, sending helpful insights (study cases, infographics etc.)

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