Your Sales Management Guru

DECEMBER 29, 2014

The One Must Do Action Step to Ensure a Great 2015. Immediate revenues, larger pipelines and increased levels of belief along with better customer relationships is a positive way to start the year. What is your plan to get a jump start on 2015? Sales Motivation Sales Training' It’s simple, but many times overlooked.

Penetration 99

Penetration Exercises Motivation Referrals 99

Sales Training Connection

JANUARY 16, 2015

As Bain points out: “Many buyers will have researched a supplier, queried some of its customers and screened the supplier out of consideration before the supplier’s rep has an opportunity to contact the prospective buyer. So what are some things a company can do right now to do a better job getting ready for 2015? Selection.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

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. While there’s some variance, I tend to see the following: Sales Training. Customer Focus/Customer Centricity. Customer Engagement.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. Customer Expectations. First, focus on how customers are buying in today’s market. Two make the short list.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Tony Hughes

NOVEMBER 4, 2018

Customer Relationship Management needs to be a strategy that’s focused on creating the best possible customer experience, supported by well defined processes that are enabled by technology and with everything being driven by managers and staff committed to a customer-centric culture.

CRM 82

CRM Strategy Customer Epiphany 82

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Map your strategy to the customer journey. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Top 7 Articles of 2015 .

Journal 40

Journal Territories Groups Coaching 40

Sales and Marketing Management

MAY 21, 2015

Issue Date: 2015-05-22. Teaser: With the use of custom content on the rise, many have predicted that in 2015, brands will begin to truly think like publishers. With the use of custom content on the rise, many have predicted that in 2015, brands will begin to truly think like publishers. Author: David Palmer.

Promotion 120

Promotion Training Strategy Marketing 120

Sales Training Connection

SEPTEMBER 1, 2015

While developing trust has always been important for sales success, today developing trust has taken on a new urgency due to a shift in customer expectations. Today, customers want fresh ideas and creative insights for addressing a set of needs and opportunities that are both new and challenging. ©2015 Sales Momentum, LLC.

Industry 50

Industry Sales Customer Conversion 50

The Pipeline

OCTOBER 9, 2014

We are actively selling, and as a result face many of the challenges and opportunities our customers do. They have decided that based on current numbers, they will need to cut budget for 2015, and her words, not mine, “training is on top of the cutting list”. Sales Skills Sales Training Tibor Shanto' Tibor Shanto .

Government 296

Government Face-to-face Incentives Incentive 296

OpenSymmetry

MARCH 24, 2015

2015 started strong for us at OpenSymmetry in Singapore. With such great activity, we took part as a speaker and exhibitor at the Anaplan Hub in Singapore on 18 th March 2015. The event ended with Anaplan doing a deep dive into their modeling, which is a continuation of their advanced training for partners. Connect on LinkedIn.

Cost Per Thousand 40

Cost Per Thousand Forecasting Revenue LinkedIn 40

Sales Training Connection

DECEMBER 17, 2015

They must bring value to the customer by the way they “sell” as well as by what they sell. All this means that sales training has moved closer to center stage and the spotlight is a little bit brighter than in yesteryear. Sales leadership must be engaged in helping to define the “why’s” and “what’s” of the training effort.

Training 50

Training Report Lead Rank Lead Scoring 50

Sales Training Connection

JANUARY 7, 2015

As 2015 starts and the need for new business opportunities emerge, sales reps will be finding themselves at industry conferences and other meetings where they can – and should – be on their networking game. Generate new leads from existing customers? ©2015 Sales Momentum, LLC. Sales Networking. Promote a new product.

Networking 50

Networking Conference Referrals Meeting 50

Highspot

JUNE 7, 2022

Next up in our #CustomerSpotlight series is Vincent Drapeau, Director of Sales Training from Intralinks , who shares his career journey and thoughts on the enablement practice. I joined Intralinks in 2015, as a Client Services Manager. I didn’t know how to do training. I remember very much the winter of 2015–16.

Scale 52

Scale Exercises Sales Enablement Training 52

Fill the Funnel

SEPTEMBER 24, 2015

This broadcast features answers on how to create and deliver successful online training and what your customers are expecting. Original article: What It Takes to Deliver Successful Online Training ©2015 Fill the Funnel. The post What It Takes to Deliver Successful Online Training appeared first on Fill the Funnel.

Training 48

Training Top of Funnel Funnel Course 48

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. Customer relationship management (CRM) systems remain the most critical, enabling sales teams to collaborate, managers to stay on top of business, and customer-facing people in other departments to share one prospect or customer record.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Sales Training Connection

SEPTEMBER 22, 2015

Online Sales Training. Recent years have seen tremendous disruption in how customers buy. Customers need fresh ideas and creative insights for addressing a set of needs and opportunities that are both new and challenging. In the last several years tremendous advantages have occurred in online sales training.

Training 50

Training Knowledge Base Travel Exercises 50

Chorus.ai

MAY 4, 2020

Because good sales teams don’t “do demos” for customers. Of course, you can’t have great conversations with customers if you don’t know what they want to talk about. And they must be able to identify a customer’s problems and pain points. You might think I’m crazy, but I want to strike the word “demo” from the sales lexicon.

Conversion 62

Conversion Customer Film Lead Rank 62

Allego

FEBRUARY 19, 2021

In episode 20, SPARXiQ Founder and CEO David Bauders shares how sales organizations can adapt to the new normal, the power of analytics to accelerate sales performance, and why you learn the most from your most demanding customers. It’s innovation that helps us make it better to be our customer and harder to be our competitors.

Lead Rank 96

Lead Rank Lead Scoring Revelation Pivotal 96

Steven Rosen

AUGUST 26, 2021

It has been proven in multiple studies that highly engaged sales reps create highly engaged customers. If you have 8 or more, then you are going to have a great year in 2015. If both of these factors have been met, give yourself a ?. Is Your Sales Team Engaged? They deliver exceptional sales and profit. If you have, give yourself a ?.

Compensation 386

Compensation Lead Rank Lead Scoring Quota 386

Awarathon

AUGUST 8, 2023

It focuses on sales readiness through sales enablement and training. Brainshark is a sales enablement and training solution that offers interactive learning content, seamless onboarding and training, and AI-driven scoring and feedback. The list of features mentioned below will help you make an informed decision. Consistently.

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

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. Customers value subject-matter experts.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. With a web presence optimized to attract “more probable” prospective customers, using a content strategy, keywords and search technology, you can organically bring potential buyers your way. Inbound Marketing.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

Sales Training Connection

MARCH 25, 2015

Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. When asked about their companies’ biggest challenge with training programs, the respondents reported that the one growing most in concern was the lack of metrics.

Training 50

Training Exercises Survey Case Study 50

Score More Sales

AUGUST 28, 2014

We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. It is an evolution, and now is clearly the time to be thinking about this and planning for Q4 into 2015. Can you reach out to your customers through your mobile devices on the road?

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

Janek Performance Group

OCTOBER 4, 2022

Third, you can attend other Live Events and participate in conversations with your ideal customer profile (ICP). My reply is, you trained them to talk to prospects and trust them to do that. It would make sense to provide some training and give them the ability to leverage their network for the company.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

Score More Sales

DECEMBER 23, 2014

Sales organizations need to take advantage of this scenario and leverage it in 2015. Did you hear about the Chinese restaurant snafu where they did not have their latest prices on the website and a customer, Harvard professor Ben Edelman, made a big stink about it?

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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

BrainShark

JUNE 1, 2015

From March to May, the Brainshark Customer Community Team met with hundreds of customers in 21 cities.

Groups 48

Groups Training Customer 48

Jeff Shore

AUGUST 8, 2018

Company culture affects the sales environment you create for your customer. Are you setting yourself up for success in the sale by creating that customer-centric environment? 31 customer reviews). The post Episode #076: Creating Great Customer Sales Environments with Eric Chester appeared first on Jeff Shore.

Customer 48

Customer Scale Banking Conference 48

Zoominfo

OCTOBER 19, 2021

“What you see in ZoomInfo today is a lot of the vision that I had for DiscoverOrg in 2015, 2016, but I never built a good enough engineering and product team to make that vision come to life,” Schuck said. I want to be able to sell into the largest swath of [our] 20,000 customers as I can,” Schuck said. “I

Engineering 130

Engineering Hiring Software Software 130

Vendor Neutral

JULY 30, 2021

Improving remote engagement experiences with prospects and customers. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. Marko currently serves as a Director of Product for Varicent and is focused on helping customers drive efficient growth.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

Sales Training Connection

FEBRUARY 19, 2015

Sales and Marketing can no longer be two trains passing in the night, as so many VPs of Sales we know lament. Customers are changing what they buy, how they buy and what they are willing to pay for it. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Marketing 50

Marketing Customer Sales Cycle Lead Rank 50

Sales Hacker

FEBRUARY 8, 2019

The remote sales force and customer service team is officially here. employees reported working remotely all or some of the time in 2017, compared to just 23 percent in 2015 and 19 percent in 2003 , per the Bureau of Labor Statistics. Sales and customer service teams are not immune to these larger trends. Coordination.

Customer Service 64

Customer Service Lead Rank Lead Scoring Guidelines 64

LeadFuze

JULY 16, 2019

In the last few years, considerable attention has been paid to improving customer experience (CX) in the B2C world, however, research by Accenture Strategy makes it clear that CX is equally, if not more, important for B2B buyers as well. . Talking about expectations, B2B buyers seem to be much more demanding than B2C customers.

Influencer 63

Influencer B2B Customer B2C 63

The Pipeline

FEBRUARY 19, 2016

In 2015 they hosted over 30,000 attendees—and this year is going to be even bigger, better and more exhilarating. Grant Cardone , CEO of Cardone Training Technologies. Jim Steele , InsideSales.com President of Worldwide Sales and Chief Customer Officer. Dave Mattson, CEO and President Sandler Training. Sign up here!

Top of Funnel 120

Top of Funnel Groups Funnel Analytics 120

Zoominfo

NOVEMBER 1, 2022

Some attempt to go after every customer imaginable and completely lose focus, while others freeze up and decide to do nothing. Your plays should be a living, breathing part of your strategy, and market conditions and general prospect and customer feedback should inform how your team takes your product or service to market.

Hiring 100

Hiring Intent Data Intent Scale 100