Janek Performance Group

MARCH 12, 2024

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. Effective sales training should be an essential aspect of your sales strategy. In fact, it is vital for your long-term business success.

Outsourcing Services 62

Outsourcing Services Training Hiring Workbooks 62

Partners in Excellence

AUGUST 30, 2022

They were struggling with getting their people to develop and execute their account plans. They had invested a lot in training, content, and other programs to support the account based selling focus. Sometimes, I think we make Account Planning and Account Based Selling more complicated than it needs to be.

Account 85

Account Territories Penetration Referrals 85

No More Cold Calling

OCTOBER 19, 2017

Why don’t account based selling teams ask for referrals? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. Your Account Based Sales Reps Fear Rejection. Pointing fingers doesn’t change anything. Are you wondering? Click To Tweet.

Referrals 265

Referrals Account Cold Calling Social Media 265

Sales Gravy

OCTOBER 2, 2023

They emphasize the need for leaders to create a culture of role-playing and accountability within their teams. Role-playing in sales is a powerful tool that helps salespeople improve their skills, gain empathy for the customer's perspective, and build confidence.

Training 96

Training Strategy Construction Account 96

Highspot

MARCH 18, 2024

Enter Artificial Intelligence (AI) sales tools – a breakthrough development in the world of sales. In this article, we’ll share everything you need to know about using AI sales tools. We’ll look at what these tools are, why they matter, how to use them, and what to ask when evaluating vendors. What Are AI Sales Tools?

Sales Tools 52

Sales Tools Tools Lead Rank SAP 52

No More Cold Calling

AUGUST 24, 2017

You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. They’re expected to land and expand within their named accounts. They don’t have the skills or tools for success in a Sales 3.0 Account based sales reps are the only feet on the street anymore. environments. Congratulations.

Hiring 214

Hiring Account SalesForce Quota 214

CloserIQ

NOVEMBER 27, 2018

The most successful Account Executives (AEs) aren’t just smart and driven. Of course, using the right tools makes these tasks a lot easier. Here are seven indispensable tools every AE should try out. Ideally, the tool should enable screen sharing so that you can give a presentation or live demonstration remotely.

Tools 76

Tools Account Social Media Sales Forecasts 76

Hubspot Sales

JANUARY 13, 2021

For any growing company, the speed at which you hire means continuously tweaking your sales training playbook to find a balance between group sessions and one-on-one coaching. You need a sales training process that will equip each salesperson with a certain baseline of knowledge, and empower them to implement what they’ve learned.

Account 110

Account Hiring Coaching Motivation 110

The Spiff Blog

JUNE 20, 2023

Finance and accounting professionals perform tasks that are often complex, demanding, and incredibly consequential to the success of their company. But, mathematical skills and role-specific expertise are just a piece of the puzzle– success in finance or accounting also requires a number of equally important soft skills. Keep reading!

Account 90

Account Commission Hiring Compensation 90

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. Yet, only 14% strongly agree that they are confident that the information generative AI tools like ChatGPT provide is accurate. Thoughtful execution ensures AI can be trained correctly.

Training 94

Training Policies Guidelines How To 94

Sales 2.0

MARCH 30, 2014

and social selling tools improve (and they have), we are still only as good as how we use these tools. tools company” rep. Subject: @Your Company: Tips for Training Your People. Hi Bruce, Loved the recent tweet from [Your Company] on how to train your people. It did not come from my personal account.

Tools 323

Tools Face-to-face Social Selling Banking 323

The Spiff Blog

SEPTEMBER 14, 2023

An AI-powered tool that can automate plan creation based on simple inputs transforms an arduous and time-consuming activity into a hyper-efficient process– leaving compensation managers with more time to be strategic. On the surface, AI may seem like an inherently unbiased tool. Take commission plan creation, for example.

Commission 84

Commission Account Compensation Face-to-face 84

Sales Training Connection

JANUARY 8, 2013

Key Account Executives Sales Training. Key Account” is a label used differently across companies, let’s define the term. Here we are talking about very large accounts, like National Accounts. In this post, we are focusing on companies who have a separate Key Account sales team.

Account 98

Account Training Territories Margin 98

SalesFuel

MARCH 19, 2024

Organizations spend billions on B2B sales training every year. Despite the heavy investment in training, some businesses won’t benefit as much as they should. What The B2B Sales Training Program Should Include The average organization spends $1,200 a year on professional development per employee.

B2B 52

B2B Training Hiring Lead Rank 52

SBI

OCTOBER 17, 2018

Mark: Revegy’s mission is to help companies secure and grow revenue in their most important accounts by: Providing easy to use visual tools to understand the many stakeholders and their priorities. Mark: Our customer’s determine ROI by measuring: Newly identified revenue within existing accounts. Revenue retention.

Account 139

Account ROI Distribution eBook 139

Hubspot Sales

APRIL 25, 2023

Since December 2022, interest in the search term “AI tools” has skyrocketed by 292% in the U.S. Now Google, HubSpot , and Microsoft are racing to develop their own versions of AI chat tools to compete with ChatGPT. Pros and Cons of Using AI for Sales Emails AI is an excellent tool for sales teams, but it has limitations.

Tools 97

Tools Sales Tools Scale Lead Rank 97

Hubspot Sales

OCTOBER 14, 2020

We wrote this article to help you gain a better understanding of why training your reps in social selling is so important and how to go about doing so. Social Media Training for Sales Reps. Why is it so important to train your sales reps in social selling? And what benefits will you get out of training reps in social selling?

Social Selling 136

Social Selling Training Social Media How To 136

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. However, with so many sales prospecting tools out there, how do you know which ones are worth your time and money? Now let’s dive into sales prospecting tools.

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Objections Coaching 62

Pipeliner

APRIL 23, 2021

Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. And it’s fascinating that after so many years, and so many books, seminars, and training on sales, we still have the majority of salespeople underperforming. Pipeliner Quota Tool. Pipeliner Forecasting Tool.

Forecasting 98

Forecasting Quota Account Lead Rank 98

Emissary

AUGUST 16, 2022

Sales enablement functions can serve organizations in multiple ways, from helping to craft the content sales teams need at each point in the funnel to training and coaching individuals. Depending on your objectives, there are some excellent tools and services to help you get there. 1 – Highspot . 1 – Highspot .

Sales Enablement 52

Sales Enablement Tools Top of Funnel Hiring 52

SBI Growth

JANUARY 1, 2014

Step 2: Identify Training Needs and the Training Program. Now that productivity is defined, you need to identify the tools they need. Your training program should incorporate different modalities, topics and methods. Training should be focused on helping your sales reps identify prospects and close deals.

Training 282

Training Buyer Persona Hiring How To 282

Sandler Training

SEPTEMBER 10, 2020

In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by Sandler. The post Two Keys to Success in Large Territory Account Management appeared first on Sandler Training.

Territories 85

Territories Account System Resources 85

Sales Training Connection

JANUARY 11, 2013

Key Account Executives Sales Training. Key Account” is a label used differently across companies, let’s define the term. Here we are talking about very large accounts, like National Accounts. In this post, we are focusing on companies who have a separate Key Account sales team.

Account 78

Account Training Territories Margin 78

Pipeliner

OCTOBER 18, 2021

For instance, training platforms that offer courses in various sales training topics might empower salespeople and boost their performance. By the way, the average selling company uses about 10 tools (and still wants more). Let’s talk about this and discuss the top 22 tools for your sales team.

Tools 97

Tools Prospecting Ideal Customer Profile Face-to-face 97

SBI Growth

JANUARY 11, 2013

One challenge is to close more key accounts. Here’s how: Add the " L ook-to-Book" ratio to your key account Win/Loss Analysis. He can ensure his top salespeople attend key account sales calls. In the field, coaching, training, and quarterbacking on key appointments? Here’s How This Works: Let’s quickly define both tools.

Account 297

Account Closing Analysis Coaching 297

Salesmate

APRIL 7, 2020

I am listing down some of the coolest and useful SaaS tools that will come in handy during the work-from-home regime. The other half of the battle will be won with proper planning and with SaaS tools that will help businesses with their productivity in this work-from-home regime. Accounting tools. Quickbooks.

Tools 130

Tools Marketo Harvest Ideal Customer Profile 130

Hubspot Sales

MARCH 18, 2019

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management. Key Account Management.

Hiring 120

Hiring Account Analytics Sales Qualified Lead 120

Pipeliner

MARCH 14, 2022

From clients’ accounts to internal data, businesses rely on the safety of all credentials. Each of those accounts is a valuable asset to scammers that exploit account and password weak spots. Here are some tools you can use to enhance your business’s cybersecurity. Common Sense (aka Basic Tech Training).

Tools 52

Tools Software Software Networking 52

Steven Rosen

JANUARY 14, 2024

Sales leaders can drive revenue and achieve long-term success by avoiding the trap of rescuing and focusing on coaching and accountability. “The goal of the sales leader is to create self-managing people.” Self-awareness and assertiveness are key skills for holding salespeople accountable.

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Showpad

MAY 27, 2020

Just like salespeople, SDRs need tools and support to be successful. In this blog post, we will discuss the benefits of sales development tools, the types of tools available and other applications that further improve sales productivity. Types of sales development tools. Task management tools.

Tools 59

Tools Account Based Marketing Top of Funnel Scale 59

Force Management

OCTOBER 8, 2020

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. To help ramp up sales teams and get them ready to execute in 2021, many sales organizations are choosing virtual sales training engagements as a way to move forward with internal process changes. Read it here.

Training 147

Training Face-to-face Coaching Exercises 147

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account 52

Account Ideal Customer Profile Strategy Revenue 52

Mindtickle

SEPTEMBER 8, 2022

On top of that, without the proper tools, it’s hard to tell what problems make them miss their quota. But with sales enablement tools, you can understand the attitudes, content, and skills that help your sales reps reach their objectives. What to look for in a sales enablement tool. Only 43% of salespeople reach their quota.

Sales Enablement 52

Sales Enablement Tools Hiring Lead Rank 52

Sales Hacker

DECEMBER 20, 2021

As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. How to maximize customer training investment. Intelligent, strategic investment in customer training is crucial to remaining competitive in the upcoming year.

Maximizer 94

Maximizer Training Customer How To 94

Hubspot Sales

APRIL 23, 2021

One of my previous clients, a serial entrepreneur, joked that his first hire was an accountant. That's why the entrepreneur resources and tools below are essential to running a company and keeping your sanity. 29 Resources and Tools for Entrepreneurs. Pricing: Free Tools ($0/month), Growth Suite (starting at $1,343/month).

Resources 92

Resources Tools Hubspot Small Business 92