Sales Hacker

DECEMBER 15, 2023

The train is in the station. So while I say train… it’s not a one-off, it has many trips. Forrester states that “the most popular priority of B2B marketing leaders for the next 12 months is an increased focus on achieving B2B revenue and growth via the partner ecosystem/channel.” The tracks are laid. All aboard!

Training 90

Training Marketing Campaigns Report 90

Fill the Funnel

DECEMBER 11, 2014

Excited to announce the public launch of LearnAboutLinked.com and the best LinkedIn training focused on B2B sales and marketing professionals that understand the power behind social selling. Having the opportunity to partner with Viveka to bring this training to the market is a blessing. Meet LearnAbout LinkedIn.com !

Social Selling 120

Social Selling LinkedIn B2B Training 120

Understanding the Sales Force

FEBRUARY 10, 2022

I found it challenging to write this article. The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

Insurance 321

Insurance Insurance Outbound Video 321

Janek Performance Group

DECEMBER 27, 2022

With the New Year just around the corner, it’s time to consider the new B2B sales strategies you may have been putting off. The B2B landscape is changing rapidly. This article explores the 2023 sales landscape and how sales leaders can position their teams for greater success. Adopting a Mobile-First Strategy.

Trends 62

Trends B2B Hiring Ideal Customer Profile 62

Membrain

JUNE 6, 2021

I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on “Identifying the New Post-Covid Frontline Sales Professional” with Dave Mattson of Sandler Training and Lisa Leitch of Teneo Results. I’ve included a link to the recording at the bottom of this article.

B2B 144

B2B Training Sales Sales Management 144

SBI

APRIL 6, 2021

Sales Training: Why You May be Struggling to Deliver. Are you struggling to deliver training that leads to positive, measurable outcomes? Most training fails to deliver long-term impact. As long ago as the 1870s, there was formal sales training.” It began more as sales coaching than training.

Training 122

Training Top of Funnel Lead Rank Call-back 122

Zoominfo

JUNE 10, 2022

Responsible business leaders should have a comprehensive understanding of GDPR, including what it is, how it relates to them, the most commonly asked questions about GDPR and data usage, and how to remain GDPR compliant with B2B marketing and sales. Has the company adhered to approved certification mechanisms under Article 42?

B2B 130

B2B Data Ideal Customer Profile Intent 130

Adaptive Business Services

MAY 12, 2021

In this series of articles, we’ll explore the many reasons why salespeople seem, almost universally, to HATE CRM. These three articles will explore …. I’ve been in sales my entire life and in B2B sales since 1977. The post Why Salespeople Hate CRM – A 3-Part Article Series appeared first on Adaptive Business Services.

CRM 71

CRM Salary Commission Google 71

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Between newsletters, blog article announcements, marketing and spam, we spend too much of our day deleting emails that we don’t consider MUST READ and unsubscribing from those we don’t want.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

BrainShark

SEPTEMBER 10, 2023

Today’s sellers are dealing with the high expectations of savvy B2B buyers, decision-by-committee, disruptive technology, M&A, product innovations… and more. 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? What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

SBI Growth

AUGUST 10, 2013

Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. Her clients were sharing articles that her competitors had written. A 4 day training at corporate. Does this ring a bell?

Training 293

Training Top of Funnel Hiring Hotels 293

Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. ” Those comments are not close to accurate, as the evaluations were designed for B2B sales where most complex B2B sales have long sales cycles. Most become huge advocates for our work.

Hiring 156

Hiring Consultative Selling Coaching Report 156

Increase Sales

DECEMBER 16, 2014

This morning I just read another article about the future of sales training in which they quoted the publisher of Selling Power that by 2020: “80% of all B2B transactions will be automated” “11 million lost jobs in sales” I always find these statistics interesting in that 97.7% Source: U.S. Social Media.

Training 141

Training Social Media Ideal Customer Profile Small Business 141

Janek Performance Group

SEPTEMBER 20, 2022

We all know the Kardashian’s can sell their products directly to consumers on social media, but what are the best B2B sales organizations and their sales reps doing with social midway through 2022? B2B Social Selling. The term “social selling” in the B2B sales process is a misleading term.

Social Selling 62

Social Selling B2B Outsourcing Services Strategy 62

Customer Centric Selling

AUGUST 26, 2013

Sales Training Article: 4 Levels of B2B Selling. Take a look at the sales training workshops available to you and improve sales performance. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.' Here they are: 1. The customer thinks: "Great!

B2B 45

B2B Training Proposal Sales 45

No More Cold Calling

OCTOBER 13, 2016

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant. needs us more than ever. Moreover, the U.S.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention.

Closing 61

Closing Training Buying Cycle Incentives 61

Adaptive Business Services

JANUARY 11, 2023

I agreed to do so and we also discussed me providing sales training to whoever we might hire. He did not have a B2B sales background (he was a banker), no electric sign experience, and he was new to Boise so he had few connections. I had helped hire and train this gal back in 2007. This would include implementing Nimble CRM.

Hiring 71

Hiring Case Study Study CRM 71

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder. Sam’s Corner [28:12].

Training 119

Training Scale Webinar Metrics Face-to-face 119

Pointclear

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Social selling is quickly becoming a term we are familiar with and with over 300M subscribers to LinkedIn, the number one platform for B2B social selling, it’s something that your sales team should be familiar with also.

B2B 189

B2B PointClear Buyer Social Selling 189

Customer Centric Selling

DECEMBER 11, 2013

Sales Training Article: Is Anybody Listening? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Register for one of our sales training workshops to kick start the year and make your new number. Scientists tell us no two snowflakes are identical.

Buyer 63

Buyer Training Forecasting Licensing 63

Vengreso

MAY 11, 2020

Consider this metaphor for your B2B sales team. Many athletes however, use the offseason to do strength training, stay healthy, and work on specific skills development to improve their game. A few years ago, I trained the USA’s largest supplier of portrait photography for K-12 school children. Guess what?

B2B 121

B2B Ideal Customer Profile Face-to-face Hiring 121

Zoominfo

MAY 25, 2021

Back in 1989, when hair metal music played on MTV and a lone protester famously stood in front of a tank in Tiananmen Square, the Harvard Business Review published an article that explored how automation was ready to boost marketing and sales teams. A Lack of Training. The answer has little to do with the technology itself.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Hubspot Sales

APRIL 15, 2020

If necessary, make sure that your employees have the right training to tap into the tools they need to use each day. For example, if you decide to implement a tool such as Microsoft Teams you would want to provide training to show your team how to use it before deploying. Embrace digital as much as possible.

B2B 102

B2B Webinar Metrics Video Microsoft 102

Steven Rosen

JANUARY 9, 2024

The individual and the manager jointly own training. ARTICLE In the world of sales leadership, one fundamental truth cannot be ignored: the people who make or break a team’s success. ARTICLE In the world of sales leadership, one fundamental truth cannot be ignored: the people who make or break a team’s success.

Account 156

Account Coaching Sales Leadership Resources 156

Steven Rosen

JANUARY 9, 2024

The individual and the manager jointly own training. ARTICLE In the world of sales leadership, one fundamental truth cannot be ignored: the people who make or break a team’s success. ARTICLE In the world of sales leadership, one fundamental truth cannot be ignored: the people who make or break a team’s success.

Account 156

Account Video Coaching Sales Leadership 156

Allego

SEPTEMBER 8, 2022

What you might not know is that LinkedIn members also publish a wealth of information, tips, and advice for their peers via LinkedIn articles and newsletters. Sales leaders, trainers, and consultants regularly post articles that they distribute via their LinkedIn newsletter. Recent articles: Buyer Engagement Content, Buyer Acumen.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Increase Sales

SEPTEMBER 28, 2013

Now social marketing specific to B2B is a subset of marketing just as direct mail, advertising, business to business networking and promotional items all are. For some social marketing is considered inbound marketing activities where the more traditional marketing of advertising, direct mail, B2B networking, etc. Prospecting.

Social Selling 153

Social Selling B2B Direct Mail Marketing 153

Pointclear

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keep your sales team motivated including offering performance bonuses, encouraging good-natured competition and providing valuable support, according to the entrepreneurs surveyed in this article. SolutionSellingBlog. Via Funnelholic.

Hiring 174

Hiring PointClear B2B Outbound 174

SBI

SEPTEMBER 27, 2019

Membrain Announces New Prospecting Engagement Playbooks Optimized for B2B Sales Teams. Membrain has released its new Prospect Engagement Playbooks today, making it easier than ever for b2b sales teams to contact, qualify, and nurture sales leads in an effective, human-centered manner. George Brontén, Membrain’s founder and president.

B2B 81

B2B Prospecting SAP Sales Qualified Lead 81

Sales Hacker

JANUARY 31, 2022

While we’re not yet able to claim victory over the pandemic, it’s time sales leaders think about what B2B sales might look like in a post-COVID world. How COVID-19 changed B2B communication. What emerged were some early insights into how B2B communication changed – and continues to change – in the face of our extraordinary new reality.

Survey 108

Survey B2B Channels Face-to-face 108

Steven Rosen

JANUARY 28, 2024

She emphasizes the need for teamwork in selling and highlights the critical role of trust in B2B sales. This article will explore the importance of collaboration in sales and how it can lead to better outcomes for all parties involved. She explores the challenges of building effective collaboration within sales teams.

Video 156

Video Sports Decision Maker Quota 156

Janek Performance Group

DECEMBER 20, 2022

This article explores how leading SaaS companies approach sales and what SaaS sales reps can learn from them. For example, we recently worked with a potential client considering us for sales training and our sales reinforcement service, Janek Xpert. We are looking for a sales training company to help us onboard our new sales reps.

Ideal Customer Profile 62

Ideal Customer Profile B2B Negotiation How To 62

Pointclear

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). See this article for my advice on “How to Establish a Meaningful Lead Definition.”.

Lead Generation 315

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 315

Increase Sales

DECEMBER 5, 2012

In B2B marketing, the words one writes can dramatically change one’s results. Sales Training Coaching Tip: To raise the performance BAR begins with one’s beliefs. Adestra analyzed 1.158 billion business to business (B2B) emails sent within the last year. Increase sales.

B2B 128

B2B Marketing Campaigns Email Marketing 128

Vengreso

JUNE 16, 2020

I cover these topics and more in this article. According to Technology Advice , only 27% of B2B leads are sales-ready. decision-makers in any B2B buying decision. There are often two parts to closing a B2B sale: a. What Is a Sales Pipeline? In simple terms, pipeline means viable opportunities with qualified prospects.

Pipeline 99

Pipeline B2B Top of Funnel Sales Qualified Lead 99

The Sales Hunter

FEBRUARY 3, 2012

Sales Articles. B2B Phone Sales Cold-Calling: It Still Works! The exact time you set aside for making cold calls is going to vary based on who you’re calling, where you’re calling and where you’re calling from. For many B2B industries, cold-calling on Mondays or Fridays is not feasible. sales training.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186