Julie Hanson

AUGUST 2, 2022

Convincing salespeople to use a camera in remote meetings prior to spring of 2020 was like pulling teeth – without the Novocain. Two+ years later, virtual selling is as ubiquitous as Starbucks and most salespeople will tell you they “know” how to sell virtually. The Virtual Selling Grace Period is Over. By Julie Hansen.

Video 62

Video Face-to-face Sports Knowledge Base 62

Showpad

JUNE 29, 2021

Reason #1: Changing buyer behaviors. Enablement is becoming more prevalent than ever due to changing buyer behaviors. As in previous economic crises, buyers have adjusted their buying behaviors very quickly. These changing buyer behaviors were a huge challenge for many sales forces. Now, that sounds like a lot, right?

Study 111

Study B2B Face-to-face Report 111

Vengreso

NOVEMBER 18, 2020

Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. A 2020 study by the RAIN Group found that pre-pandemic, only 27% of respondents reported conducting more than half of their sales activities virtually. That’s an increase of 163%.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Showpad

JUNE 29, 2021

With the term “content assets,” we mean all assets that customer-facing professionals need along the entire buyer journey to effectively serve their prospects and customers. Customer-facing professionals with outstanding communication skills and lots of intuitive abilities were still able to tune into their prospects and clients.

Face-to-face 59

Face-to-face Case Study Study Lead Gen 59

Mereo

MAY 12, 2022

The remote requirements of early 2020 forced B2B organizations to scramble to shift sales training programs to virtual. When you give your salespeople enough chances to practice, a new selling skill starts to become not so new. Role-playing sales conversations in-person simply works better. Then practice it again.

Training 36

Training Travel Exercises Sales Enablement 36

Gong.io

JUNE 25, 2021

Then they look at how seller and buyer actions impact success rates. Sales Stats for Prospecting. And even if buyers “buy into” your numbers, it’s too early! . Your buyers certainly do. Annoyed prospect. Annoyed prospect. 2020 was the year of the video call (and a few “other” things). Time is finite.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Vengreso

JUNE 10, 2022

LinkedIn has become the defacto standard for the professional world, prospective employers to find job seekers and for an account executive to find potential customers. I know it’s your LinkedIn Summary, but ironically, it really needs to focus more on your buyer and their needs and wants than your own. Insert a Call to Read.

LinkedIn 105

LinkedIn Ideal Customer Profile Hiring How To 105

Mindtickle

MARCH 2, 2022

If you don’t keep your finger on the pulse of changing buyer expectations, technology, and skill sets, you might get left behind as competitors adapt faster and capitalize on new opportunities. Mindtickle Director of Sales, Jason Alumbaugh, says: “Effective prospecting and generating demand will be essential skills for sales reps.

Hiring 52

Hiring Sales Qualified Lead Social Media Inbound 52

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

Vengreso

JUNE 16, 2022

A virtual sales training program can and will help remote selling teams and sales management grow sales opportunities and close more sales pipeline. Leveling up selling skills and keeping sales reps selling virtually will also drive more virtual meetings and allow your sales enablement team to do more with less.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Corporate Visions

MAY 6, 2020

With Corporate Visions’ Mastering Remote Selling training program, you’ll learn to use science-backed techniques to grab and hold your buyers’ attention, make sure they remember your most important message, and persuade them to take decisive action after the call. But what happens after a prospect becomes a customer?

Churn 59

Churn Quota LinkedIn Call-back 59

Sales Hacker

FEBRUARY 17, 2021

Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. A few months back, I was inspired by a section in Scott Barker’s “The Forecast” newsletter where he referenced some data from Chorus.ai

Energy 121

Energy Up-Sell Call-back Case Study 121

Corporate Visions

MAY 6, 2020

With Corporate Visions’ Mastering Remote Selling training program, you’ll learn to use science-backed techniques to grab and hold your buyers’ attention, make sure they remember your most important message, and persuade them to take decisive action after the call. But what happens after a prospect becomes a customer?

Churn 52

Churn Quota LinkedIn Call-back 52

Corporate Visions

MAY 6, 2020

With Corporate Visions’ Mastering Remote Selling training program, you’ll learn to use science-backed techniques to grab and hold your buyers’ attention, make sure they remember your most important message, and persuade them to take decisive action after the call. But what happens after a prospect becomes a customer?

Churn 52

Churn Quota LinkedIn Call-back 52

Corporate Visions

MAY 6, 2020

With Corporate Visions’ Mastering Remote Selling training program, you’ll learn to use science-backed techniques to grab and hold your buyers’ attention, make sure they remember your most important message, and persuade them to take decisive action after the call. But what happens after a prospect becomes a customer?

Churn 52

Churn Quota LinkedIn Call-back 52

Go for No!

MAY 14, 2020

The old adage, “buyers are liars” is no longer valid because it’s where we all are. The answer is not, stop making connections or prospecting. How do we handle the onslaught of rejections sure to be a part of this new reality? Total acceptance. Or, cease meetings and demos. The answer is have more.

Positioning 162

Positioning Up-Sell Pipeline Course 162

Nutshell

AUGUST 4, 2020

Related: The BOUNDLESS 2020 reading list: 12 must-read sales and success books recommended by the experts. Ready to learn the strategies and tactics you need to succeed at sales in 2020 and beyond? This is a fun sales podcast that’s sure to boost your selling skills. Let’s dive in! Sales Podcasts. Mark Hunter.

Resources 71

Resources Hiring Cold Calling Channels 71

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

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. This has ushered in an era for sales prospecting tools such as LinkedIn and their premium social selling platform, LinkedIn Sales Navigator. What is the LinkedIn SSI?

Lead Rank 116

Lead Rank Lead Scoring LinkedIn Ideal Customer Profile 116

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . These are the top sales skills… with data to support them. #1 1 Sales Skills for Prospecting: The ideal talk-to-listen ratio.

Cold Calling 118

Cold Calling Negotiation Face-to-face Objections 118

Gong.io

NOVEMBER 12, 2021

Gong captures anonymized data from our customers – web conference meetings, call recordings , and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . These are the top sales skills… with data to support them. #1 1 Sales Skills for Prospecting: The ideal talk-to-listen ratio.

Cold Calling 71

Cold Calling Negotiation Face-to-face Objections 71

Sales Hacker

DECEMBER 23, 2020

The Make My Persona tool is an easy and colorful way to create buyer personas. Input things like demographics, business details, and buyer habits, and even download a PDF of your persona and create as many variations as you’d like. LinkedIn Social Selling Guide. Sales requires a perfect balance between hard and soft skills.

Resources 82

Resources Webinar Metrics Hiring Hubspot 82

Vengreso

NOVEMBER 19, 2020

Capable of building strong relationships virtually, agile enough to leverage data to help determine key actions, and can quickly identify the purchasing stage a prospect is at, all the while he/she can come up with concepts that can help their buyers’ business. The rise of the internet, however, took time away from everyone.

Face-to-face 98

Face-to-face Lead Rank Lead Scoring Analytics 98