A Sales Guy

NOVEMBER 24, 2015

Sales people are not leveraging the benefits of good sales data. We’re sneaking up on 2016 planning, and if you’re like most salespeople, you don’t know them and you DO NOT include those numbers in your plans or reviews. Don’e believe me? Off the top of your head, can you tell me your exact close rate?

Data 60

Data Benefit Groups Remedy 60

Sales Training Connection

JULY 19, 2016

Medical sales training. If you are a company selling medical devices, equipment, consummables, software or other medical market products/services, a piece of the puzzle for being among the winners is making the investment in your sales team commensurate with the need for change and the opportunity to benefit.

Training 50

Training Pivotal Scale Software 50

Sales Training Connection

NOVEMBER 3, 2016

Sales training. Because it is transformation, the design work involves more than just some word changes to the title page of your sales training documents. Doing something different requires a greater time commitment, a different type of training design and greater top management engagement. . Understanding the leadership task.

Training 50

Training Pivotal Face-to-face Ideal Customer Profile 50

Hubspot Sales

SEPTEMBER 8, 2020

Yes, CRM software has many benefits for your sales team as a whole such as the ability to easily analyze performance, track selling trends, and assess your sales team’s health (among other things). Here are some rep-centric benefits of CRM software: Track prospect interaction in one location. Pick the right CRM for your needs.

Software 122

Software Software CRM Hiring 122

Sales Training Connection

JUNE 1, 2016

Sales Training Investment. The strategic “it” in this case is the decision about whether you should make an investment in sales training. The sales training discussion needs to be updated and reframed. What is the right question for determining if a sales training investment is appropriate? New product.

Training 50

Training ROI Territories Travel 50

Mindtickle

MAY 1, 2023

Sales certification or sales training programs include knowledge-based assessments and simulations to answer all those questions and more. Here’s what to know about sales rep certification, how it works, and what sales training programs should look like. Sales training certification programs can be as basic or specific as necessary.

Hiring 52

Hiring Face-to-face How To Case Study 52

Your Sales Management Guru

NOVEMBER 7, 2016

If you have other ideas or suggestions please comment within the blog so that all of our readers can benefit. ? Evaluate your sales team. Did it achieve your goals for 2016? Ask me for a template Ken@AcumenMgmt.com. ? Concerned about 2016’s tendency to not achieve quota each month or your inability to Predict Revenues?

Sales Management 85

Sales Management Hiring Compensation Quota 85

Sales Training Connection

SEPTEMBER 17, 2015

As the fourth quarter begins, many VPs of Sales and Sales Training Directors will be focusing on closing Q4 strong and positioning their sales teams for success in 2016. We have noticed, however, that some companies strive for a bridge too far and attempt to conduct serious sales training at their national sales meeting.

Sales Meeting 50

Sales Meeting Meeting Training Travel 50

Janek Performance Group

NOVEMBER 8, 2021

Since its acquisition by Microsoft in 2016, it has evolved into the go-to-platform for sales professionals. Salespeople should be educated and trained how to use LinkedIn to their advantage. As a training company, we realize adults are competency-based learners. I have a great new solution I think you will love.

Social Selling 117

Social Selling LinkedIn Guidelines Ideal Customer Profile 117

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. There’s no better way to get a closer view of the benefits and drawbacks of a product. “I

Engineering 130

Engineering Hiring Software Software 130

Allego

JULY 29, 2020

Voya Investment Management, an Allego customer since 2016, uses the learning and enablement platform to share high-priority internal information to keep financial advisers up to date on market changes, collateral, and product messaging. We’re also using it for onboarding by creating training channels.

Video 83

Video Face-to-face Conference Collateral 83

Hyper-Connected Selling

DECEMBER 13, 2016

In 2016, both holidays fall on the weekend so there is a full work week between the two. They are leaders in social selling, content creation, marketing, personal branding, sales training, and so much more. Perform a post mortem on 2016. The Black Hole between Christmas and New Years. What went well? What didn’t?

Networking 45

Networking Ideal Customer Profile How To LinkedIn 45

Miller Heiman Group

MARCH 6, 2018

According to the 2017 CSO Insights Sales Enablement Optimization Report , almost 60 percent of sales organizations currently have a person, program or function dedicated to sales enablement – almost double the number from 2016 (33 percent). Evaluate existing content and training services.

Sales Enablement 72

Sales Enablement Ideal Customer Profile How To Face-to-face 72

No More Cold Calling

OCTOBER 13, 2016

Department of Labor projects employment of sales managers will increase by 8 percent through 2022, and a 2016 CareerBuilder study predicts sales hiring will increase by 27 percent this year. While the benefits of inbound marketing are critical, we are also seeing periods of low buyer engagement. Moreover, the U.S.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Sales Evangelist

MAY 2, 2019

Even if you have been on LinkedIn since 2016 like I have, it’s possible that you aren’t even scratching the surface of what it’s capable of doing. You’ve heard us talk about the TSE Certified Sales Training Program , and we’re offering the first module free as a gift to you. LinkedIn isn’t paying me to say any of this. Preview it.

LinkedIn 40

LinkedIn Training Hiring Video 40

LevelEleven

FEBRUARY 28, 2019

According to CSO Insights 2016 Sales Enablement Report , “Sales coaching is a leadership skill that develops each salesperson’s full potential.” Follow these 5 steps to lead a modern, productive coaching session that benefits you, your team, and the organization. Set expectations up front.

Coaching 54

Coaching Guidelines Sales Coaching Construction 54

Hubspot Sales

APRIL 7, 2021

If you could change one thing about the training your end users receive, what would it be? This is why third-level questions are so powerful: They help you understand how potential customers will benefit from investing in your product or service. Is aggregating your data in this manner what you would like to do moving forward?

How To 129

How To Buyer Vendor Examples 129

Crunchbase

JULY 2, 2020

When UberEats first launched in EMEA in 2016, my team and I found ourselves immediately confronted with the challenge of scale. If you’re going to work with a third party though, understand that training is important. From 2016 to 2018, he was Head of Uber Eats in EMEA. Tiering of Leads .

Outsourcing Services 52

Outsourcing Services Scale Hiring Face-to-face 52

Vengreso

JULY 11, 2022

A lot has changed over the last few years and with the rise of remote selling in 2020, social selling training is at an all-time high. In February of 2016, LinkedIn released the ability for users to see how well the platform rated their social selling skills. So what LinkedIn’s Social Selling Index score do you want?

Lead Rank 116

Lead Rank Lead Scoring LinkedIn Ideal Customer Profile 116

Sales Training Connection

AUGUST 9, 2016

The selling with clinical data approach involves the sales rep customizing the integration of the key information from the study to each physician to help differentiate the product, emphasize the benefits and alleviate possible concerns. . Most importantly tie back the findings to the benefits for the patient at every opportunity.

Data 50

Data Study Fashion Call-back 50

DocSend

MARCH 16, 2018

Yet, some business leaders continue to resist the trend, while others remain unsure of the ways in which a sales enablement initiative can benefit their organization. In 2016, 60.7% A high-quality sales training program needs to be reinforced through coaching. Below Average Quota Attainment. of companies back in 2003.

Sales Enablement 68

Sales Enablement Strategy Hiring Quota 68

SBI

FEBRUARY 20, 2018

With Adobe, you can rely on trusted, legal electronic signatures and quickly see the benefits in your sales cycles. Our team works closely with yours to apply best practices, configure and customize your account, answer questions, and train your users. Then we define the use case(s) and develop a transformation plan.

Microsoft 139

Microsoft ROI SalesForce How To 139

Chorus.ai

JULY 16, 2020

In 2016, the NBA’s Sacramento Kings completed construction and moved to Golden 1 Center, a state-of-the-art indoor arena complex in an emerging lifestyle, entertainment, and retail neighborhood in Sacramento, known locally as DOCO, or Downtown Commons. We then designate sales managers to develop a curriculum based on that feedback.

Sports 62

Sports Coaching Call-back Inside Sales 62

MEDDIC

APRIL 1, 2020

VILT, or Virutal Instruction Led Training is trendy these days. This applies to all our communications and interactions, including trainings and classrooms. We refer to a mix of self-paced learning through our off-the-shelf video-centric courses , and instructor-led training. This way everyone is engaged in the workshop.

Face-to-face 69

Face-to-face Travel Exercises Enterprise 69

Sales Training Connection

APRIL 13, 2016

The most common benefit is cost reduction. An additional set of benefits derives from the other side of the balance sheet – they stem from increasing revenues as a result of gaining operating efficiencies. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Proposal 50

Proposal Remedy Retention Maximizer 50

PandaDoc

MAY 24, 2023

Acting as a liaison between the sales team, the marketing teams, the presales department, and even delivery units, they purvey the required training, marketing collateral , software tools, channels, and process improvement ideas to those who sell. Let’s take a look at some of them in greater detail.

Sales Enablement 52

Sales Enablement Hiring Top of Funnel Ideal Customer Profile 52

Mindtickle

MAY 2, 2018

Plus, according to CSO Insights 2016 Sales Enablement Optimization Study, only 49% of study participants had Sales Enablement Content Management solutions with adoption rates of 76% or better. in 2017 over 2016. What are the benefits? This demonstrates how important effective knowledge management is to your bottom line.

SalesForce 52

SalesForce Sales Cycle Study Sales Enablement 52

DiscoverOrg Sales

JANUARY 6, 2017

Nearly a year ago on Monday, January 25th, 2016, during the review of our 2016 budget at the Board meeting, one of our Board members questioned whether we were sandbagging our aggressive budget and asked CEO Henry Schuck the quintessential question on every Board’s and CEO’s mind: “How can you grow the company faster?”.

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

Hubspot Sales

NOVEMBER 6, 2023

The training industry went through massive changes in 2020. Almost every form of education went virtual, from workplace training to recreational courses. Now that we have two forms of training available, it begs the question: What are the real advantages and disadvantages of in-person and virtual training?

Training 84

Training Face-to-face Data Education 84

DiscoverOrg Sales

JANUARY 29, 2018

General Data Protection Regulation, Regulation (EU) 2016/679, April 27, 2016 (“GDPR”), Article 3.). Training staff involved in data processing. If you’re established in the EU. Serving as the point of contact between the company and GDPR Supervisory Authorities. What difference can good data make?

Data 215

Data Marketing Ideal Customer Profile B2B 215

Your Sales Management Guru

FEBRUARY 1, 2016

I have listed a few slices to chew on in 2016: Prospective clients have done their homework as to their issues and potential solutions via the internet or other relationships. Get started fast in 2016! Generally with any sales offering a salesperson either is increasing productivity, reducing costs or providing a certain benefit.

Hiring 40

Hiring Networking Benefit Pipeline 40

PandaDoc

APRIL 11, 2023

Product knowledge training is an educational course for salespersons. Let’s briefly review the benefits of great product knowledge. See also 10 Sales training techniques every manager should know Higher customer satisfaction Customer support is always tied to answering their questions. Train your sales representatives regularly.

Education 52

Education Knowledge Base Customer Policies 52

Your Sales Management Guru

OCTOBER 24, 2016

With that economic domino effect affecting us all as 2016 begins to wind down, ending the year on a high note will be more challenging than ever. Here are 5 sales strategies to help you stay out in front as you approach the 2016 finish line: Count the days. Roller-coaster days on Wall Street. Middle East issues. Stay positive.”

Compensation 40

Compensation Pipeline Vendor Revenue 40

Allbound

DECEMBER 5, 2018

According to the CSO Insights 2016 Channel Sales Optimization Study , 46.9 Encourage self-guided training. One of the best features of a PRM solution is that it provides channel partners with self-guided onboarding and training so they can get up to speed at their own pace. Click To Tweet. Increase sales productivity.

Channels 57

Channels Sales Enablement Top of Funnel Vendor 57

CloserIQ

APRIL 23, 2019

Photo source: The 6 biggest sales-tech trends to watch in 2016. Some areas to look could be: Training — are the right pitches, cadences and behaviors being cycled through the sales floor? That’s one of the great benefits of SaaS in that you’re not locked in. Product training — Lessonly , Action Selling , Bloomfire.

Lead Rank 88

Lead Rank Scale Top of Funnel How To 88

DocSend

MARCH 16, 2018

Yet, some business leaders continue to resist the trend, while others remain unsure of the ways in which a sales enablement initiative can benefit their organization. In 2016, 60.7% A high-quality sales training program needs to be reinforced through coaching. Below Average Quota Attainment. of companies back in 2003.

Sales Enablement 40

Sales Enablement Strategy Hiring Quota 40

Cincom Smart Selling

FEBRUARY 2, 2017

In its July 2016 report, Powering a Profitable Sales Organization: How CPQ Cuts Costs, Aberdeen cites four specific measurable advantages that best-in-class CPQ solution users enjoy over those that are not invested in the technology. How long does product training take for your product lines? Is it defective on your vehicle?

ROI 48

ROI Travel Airlines Software 48