Mr. Inside Sales

JULY 30, 2021

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. ON DEMAND SALES TRAINING THAT GETS RESULTS! Qualifying prospects.

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Understanding the Sales Force

JANUARY 4, 2024

In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! I am excited to return to my roots and grow the sales consulting and training firm I started in 1985, Kurlan & Associates. I want to return to the goal setting theme of today’s article.

Distribution 170

Distribution Exercises Course Call-back 170

Mr. Inside Sales

NOVEMBER 16, 2020

If not, start using it today: search my blog to read articles on how to do that.). Then, by feeding these back to them, you’ll be speaking to a person’s listening. ON DEMAND SALES TRAINING THAT GETS RESULTS! Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives?

Motivation 332

Motivation Face-to-face Gatekeeper Decision Maker 332

No More Cold Calling

JULY 29, 2021

It’s like back pain. You can stretch and put heat or ice on an aching back, but unless you treat the source of the pain—a pulled muscle or degenerating disc—your back will continue to hurt. The salesperson left without getting agreement on next steps or scheduling the next call. Would you buy from them? Save your money.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

SBI Growth

AUGUST 10, 2013

Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. When she went back into the field nothing had changed. The Need-Payoff that she had been trained on was thrown out the window. Her clients were sharing articles that her competitors had written.

Training 293

Training Top of Funnel Hiring Hotels 293

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. This makes B2B sales training more important than ever. This makes B2B sales training more important than ever. What Is B2B Sales Training? What is B2B Sales Training? What Does the B2B Sales Process Look Like? What Does the B2B Sales Process Look Like?

B2B 52

B2B Training Top of Funnel B2C 52

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

Sales Hacker

JANUARY 22, 2021

Have you ever presented something to help level up your team and just saw blank stares looking back? In-person training is hard enough, but now that we’re doing everything virtually, we have to deal with team members working on their second screen or giggling while messaging their team members through slack. Step 2: Less Is More.

Training 122

Training How To Exercises Call-back 122

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training. Sales Training Ideas to Try.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

Understanding the Sales Force

SEPTEMBER 5, 2023

Last week, I posted an article on the Impact of Relationship Building Challenges in Sales. The article explored what happens to salespeople who are skilled at selling, but aren’t very good at building relationships, as well as those who are great at building relationships, but aren’t very skilled at selling.

Scale 193

Scale Networking ACT Sports 193

Mr. Inside Sales

MAY 22, 2020

So, what do you do to overcome the stalls at the beginning of this article? You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. ON DEMAND SALES TRAINING THAT GETS RESULTS! Less than a week later, there was a red “sold” sign on it.

Face-to-face 281

Face-to-face How To Call-back Gatekeeper 281

Steven Rosen

APRIL 6, 2024

They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions. They underscore the significance of preparation, pre-call planning, agreement, and active listening in cultivating an organization’s culture of care and growth.

Conversion 156

Conversion Influencer Coaching Call-back 156

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

Understanding the Sales Force

JULY 20, 2012

Understanding the Sales Force by Dave Kurlan I was asked to comment on an article called The End of Solution Selling , which appeared in Harvard Business Review. The article was generally right on, but it also included several things that irritated me enough to question them and the article.

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Face-to-face Solutions Selling Discount Consultative Selling 169

criteria for success

MARCH 30, 2022

Use this outline to help you get good coaching training. As a coach, you build relationships with your team and a big part of your coaching training is learning when to challenge and when to support others. Learning how to facilitate these interactions is a key part of sales coaching training. The Coaching Process.

Coaching 95

Coaching Sales Coaching Training Journal 95

BrainShark

MARCH 29, 2022

The right customer service training software can help you onboard agents faster, track their learning progress, and ensure they always have access to relevant information for resolving client issues quickly. There’s usually no short, practical training for solving specific client problems on the spot. Articulate.

Customer Service 62

Customer Service Ideal Customer Profile Software Software 62

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. A small percentage won’t agree with some of the scores and/or findings and push back a little. The third time, the feedback is more direct and comes during or after a sales training kick-off.

Hiring 156

Hiring Consultative Selling Coaching Report 156

Mr. Inside Sales

APRIL 10, 2020

It is best to reschedule this call. The good part is this prospect isn’t saying no, rather, he/she is saying, “It is best to reschedule this call.” As I wrote in my first blog article , now is the time to take your salesperson’s hat off and connect with people. ON DEMAND SALES TRAINING THAT GETS RESULTS! That won’t work.

Objections 233

Objections Nonprofit Face-to-face Call-back 233

BrainShark

JULY 9, 2022

The right channel partner training software can help with this. Online or offline access on nearly any device , so channel partners can access trainings anytime, anywhere. Easy content authoring , so you can create personalized, engaging trainings for each channel partner. With Brainshark: .

Channels 62

Channels Software Software Training 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

Adaptive Business Services

JANUARY 11, 2023

I agreed to do so and we also discussed me providing sales training to whoever we might hire. I also went on some calls with him including some significant opportunities and I placed him in a leads group. I had helped hire and train this gal back in 2007. They needed help with replacing some of these folks if not all.

Hiring 71

Hiring Case Study Study CRM 71

No More Cold Calling

JANUARY 27, 2022

As a recent article in the San Francisco Chronicle about the benefits of diversity noted, employing more people with disabilities could be one solution to the severe labor shortage. The author writes: “All employees need training and support to be successful. times faster and profits 4.1 times faster than their peers.”.

Research 257

Research Benefit Hiring Demographics 257

Close.io

DECEMBER 23, 2019

In this post, we look back at the sales posts and topics that sparked the most engagement in 2019. This is an article rich with great sales objection advice. READ THE FULL ARTICLE ?. I know appointment setting probably isn't the sexiest topic, but read this article and you may change your mind! READ THE FULL ARTICLE ?.

B2G 89

B2G Outbound Government Sales Forecasts 89

The Sales Hunter

DECEMBER 2, 2011

Sales Articles. Sales Call Best Practices. At the end of each day, look back and congratulate yourself for the most significant thing you accomplished that day. Avoid them completely if possible, and if you are exposed to them, immediately seek out someone positive to move you back to a positive outlook. cold calling.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

BrainShark

JULY 1, 2022

When it comes to measuring sales training ROI, most advice is either self-explanatory or ambiguous, such as “decide what success looks like” or “set expectations for your training.” Then, we’ll discuss the specific metrics you can track, as well as several best practices for calculating sales training ROI.

ROI 62

ROI Examples Training Lead Rank 62

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. Prior to the call, I asked this sales rep to send over recordings, so I could play and point out exactly what he was doing wrong. Prior to the call, I asked this sales rep to send over recordings, so I could play and point out exactly what he was doing wrong.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Mr. Inside Sales

NOVEMBER 2, 2020

I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Response #2: “I didn’t expect you to be interested; heck, our marketing department hasn’t yet figured out a way to get our prospects to call us back—and that’s why they hired me!

Face-to-face 178

Face-to-face Gatekeeper Hiring eBook 178

Adaptive Business Services

OCTOBER 18, 2017

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Backed up files are never where I expect them to be and it seems to slow down my computer at the least opportune of times. For some time now I have been curating “Ultimate Guide” articles.

Social Selling 59

Social Selling Hiring Face-to-face Google 59

Showpad

JUNE 27, 2022

They’ve shadowed every call they can. You’ve given them all the training you possibly can, and now it’s time to release them into the wild. Have you heard of this thing called sales readiness? If you read that and thought, “surely a highly-trained team is ready for anything?” They’re willing to learn.

Training 52

Training Hiring Face-to-face Coaching 52

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

Customer Centric Selling

SEPTEMBER 18, 2013

Sales Training Article: Are You Cloning Bad Selling Habits? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stuart Miles at FreeDigitalPhotos.net My first sales manager''s advice as he put me on quota was: "Call high. Don''t lead with product."

Training 53

Training Outbound Inbound Vendor 53

Vengreso

APRIL 4, 2022

This on-demand LinkedIn training for sales professionals program teaches you how to leverage the site to create more sales conversations and build your book of business. So, if you want to make the very best online impression and actually attract customers to you, taking a LinkedIn learning course, tutorial, or training is the way to go!

LinkedIn 71

LinkedIn B2B Conversion Training 71

Sales Training Connection

DECEMBER 2, 2013

Sales Training. Recently we came across an article about an innovation in our public schools that is getting a lot of buzz – Flipping. The article took me back a number of years to my dissertation using Flander’s system of behavioral analysis for observing classroom instruction in public schools. Sales Training.

Training 112

Training Exercises Travel Call-back 112

Customer Centric Selling

JUNE 19, 2013

Sales Training Article: A Silver Bullet. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Most people have a deep-seated need to be perceived as a decent person. He said he “liked my number” and would get back to me in a few days. Need some help with your sales performance?

Training 55

Training Call-back Negotiation Vendor 55

Mr. Inside Sales

JULY 25, 2020

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. Enroll your team into my On-Demand Training here. ON DEMAND SALES TRAINING THAT GETS RESULTS! Want more help?

Face-to-face 173

Face-to-face Gatekeeper Decision Maker Licensing 173

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. I suggest organizations step back and consider that buying cycles start in one of two ways: 1. Take a look at the sales training workshops available to you and improve sales performance. Marketing organizations by default now own the top of sales funnels.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61