Janek Performance Group

MARCH 15, 2022

Yes, your first responsibility is to increase the skill of the sales reps on the team. But just as important, your training also impacts your customers, the company’s revenue, and possibly your shareholders’ investment in your company. What is Sales Training and Development?

Training 62

Training Hiring Objections Workbooks 62

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.

Face-to-face 169

Face-to-face Solutions Selling Discount Call-back 169

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.

Hiring 156

Hiring Consultative Selling Coaching Report 156

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 95

Maximizer Training Customer How To 95

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. Subscribe to the Sales Hacker Podcast. powered by Sounder.

Training 119

Training Scale Webinar Metrics Face-to-face 119

Customer Centric Selling

APRIL 2, 2014

Sales Training Article: 2014 - So Far, So Good? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Now would be a good time to attend a sales training workshop to learn how you can save the year and make your number. Here''s Your Post-Q1 Wakeup Call.

Training 59

Training Buying Cycle Engineering Sales Cycle 59

Understanding the Sales Force

NOVEMBER 10, 2023

As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve. CEOs may be in a better position to start a sales transformation, but they tend to think their work is done after approving the payment.

Company 212

Company Hiring Scale Forecasting 212

Customer Centric Selling

APRIL 10, 2013

Sales Training Article: Competition. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In my first year of selling I worked for a company that had a competitive analysis group. For sellers doing bottom up sales, that means it starts almost immediately.

Competition 45

Competition Training Analysis Buyer 45

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. Bottom-up" selling is a path to long sales cycles and low win rates. I believe the major reasons that sales cycles end in no decision are: No business goals are discovered. Need some help with your sales performance?

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

Sales Hacker Training

JULY 24, 2020

That’s why ongoing product knowledge training needs to be a priority in every sales team. So, today, I’m going to walk you through five key areas you need to focus on for successful product knowledge training so your reps can start winning more deals. The Pitfalls of Poor (or no) Product Knowledge Training.

Training 116

Training ROI Software Software 116

Customer Centric Selling

JUNE 12, 2013

Sales Training Article: Confusing Activity with Progress. In doing so, those that gained traction were starting sales cycles at very low levels. Need some help with your sales performance? Take a look at the sales training workshops available to you and improve sales performance.

Trade Show 53

Trade Show Training Demographics Face-to-face 53

Customer Centric Selling

JUNE 26, 2013

Sales Training Article: Adaptive Sales Organizations. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company The great baseball pitcher Satchel Page is credited with the quote: “Don’t look back. Need some help with your sales performance?

Training 45

Training Sales Qualified Lead Quota Sales Cycle 45

Understanding the Sales Force

NOVEMBER 25, 2013

Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. You must read the article in order to understand the following questions. In the end, we are all in search of a shorter, more effective sales cycle and any help we can get is always appreciated. Magazine''s website.

Study 243

Study Sales Cycle Follow-up Account 243

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. By John Kearney, Sales Benchmark Index (SBI) Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Need some help with your sales performance?

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? A survey by Sales Benchmark Index showed 52% of sales cycles driven by sellers result in no decision. A final thought: With sellers involved 52% of sales cycles end in no decision. Need some help with your sales performance?

Training 45

Training Buying Cycle Hiring Vendor 45

The Pipeline

SEPTEMBER 19, 2011

The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

SalesHandy

SEPTEMBER 3, 2020

So to keep you productive high throughout the year, we have curated the latest and credible sales statistics from different research reports, analytical articles, and case studies of top-notch industries that can help you in building the best data-driven sales strategies for your business. The Best Sales Statistics of 2020.

Cold Calling 131

Cold Calling Lead Nurturing Outbound Inbound 131

Tenbound

APRIL 24, 2024

This article will delve into the intricacies of Time-to-Close, its implications, and its role in shaping the success of a SaaS business. Time-to-Close is a critical indicator of the efficiency of a company’s sales process. Understanding Time-to-Close At its core, Time-to-Close is a measure of the duration of the sales cycle.

Closing 52

Closing Lead Rank Sales Cycle Lead Scoring 52

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. ” Representatives for the publication say that editors assembled the list for the benefit of sales leaders that want to reach higher levels of productivity and performance. 5) strength of client satisfaction.

Company 119

Company Training Sales Coaching Coaching 119

Customer Centric Selling

APRIL 12, 2013

Sales Training Article: How the Big Deal Review Will Rescue Your 2013 By Greg Alexander, Sales Benchmark Index (SBI) 41% of b2b sales organizations missed the Q1 revenue target. The sales cycle in a complex sale is between 6-12 months. The 80/20 rule in B2B sales is very real.

Training 45

Training Scale Quota B2B 45

Understanding the Sales Force

JULY 17, 2023

Dinger, our GoldenDoodle, who I have featured in several articles , tore his ACL last week. Sales has become more professional, with more science, formal sales processes, tools, training and coaching to support the obvious changes to selling, and as with climate, there are two groups with differing opinions about selling.

Groups 156

Groups Comparison Buying Cycle Exercises 156

Understanding the Sales Force

OCTOBER 16, 2013

My post marks the 6th time I have strongly felt the need to question an article appearing on their pages. The November 2013 issue featured an article titled Dismantling the Sales Machine. They may have accurately identified the effects (sales cycle, conversion ratios, forecasts and margins) but missed the boat on cause.

Sales Process 249

Sales Process Margin Survey Forecasting 249

HeavyHitter Sales

AUGUST 12, 2012

Here’s one of my recent Harvard Business Review articles titled “What’s Wrong With Your Sales Training Program.”.   Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again).

Training 122

Training Decision Maker Lead Rank Segment 122

Customer Centric Selling

JUNE 10, 2015

Sales Tips: Are Your Sales Cycle Activities Planned or Random? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sellers run the risk of having long sales cycles that fall under their own weight because they are done “bottom up.”. S ave your seat now!

Sales Cycle 40

Sales Cycle Buying Cycle Vendor Negotiation 40

Customer Centric Selling

AUGUST 30, 2013

Sales Training Article: Why A Rising Win Rate Could be a Bad Sign. By Drew Zarges, Sales Benchmark Index The software company''s VP of Sales boasted about his win rate. Companies that live in the second half of the sales cycle will increasingly find themselves in a competitive battleground.

Training 45

Training Buying Cycle Collateral Software 45

Allego

APRIL 30, 2024

This article originally appeared in Training Industry. In the competitive landscape of modern business, staying ahead requires more than just traditional sales tactics. Training Assessments: Generative AI sales enablement platforms can automatically build quizzes based on training videos and their transcripts.

Sales Enablement 62

Sales Enablement Lead Rank Lead Scoring Analytics 62

Allego

SEPTEMBER 28, 2022

This article originally appeared on Sales & Marketing Management. According to a Bain & Company survey , 92% of B2B buyers prefer virtual sales interactions, with 79% of sellers also realizing its effectiveness. Sales teams must be equipped with tools to successfully close deals regardless of location.

Sales Enablement 71

Sales Enablement Hiring Video Sales Cycle 71

Understanding the Sales Force

APRIL 4, 2024

Top Salespeople are 8600% Better at This Than Weak Salespeople How to Use Buckets to Improve Sales Performance and Coaching The Difference Between OMG and Extended DISC Assessments Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers New Data – Most Sales Managers are a Disaster When it Comes to Coaching The New York Times’ Misleading (..)

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Sales and Marketing Management

DECEMBER 14, 2020

Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. As a result, your content can’t be just a companion to a sales-led customer conversation?— There are four forever changes transforming sales training and enablement from here on out: Marketing is the sales development team.

B2B 199

B2B Revenue Top of Funnel Margin 199

Smooth Sale

MARCH 29, 2024

Many employers are vested in training skilled, loyal employees so you can build and breathe life into your career without needing to shop for new jobs. Follow the sales cycle during each interview: questions and confirmation for each answer to move forward. Learn more to train teams and join the advocacy program.

Education 98

Education Hiring Coaching Networking 98

Engage Selling

JULY 13, 2019

Sales velocity is a powerful metric that every sales leader must know inside out. While it measures how fast you’re making sales and earning revenue, it gives you something even more valuable. You gain an understanding of the relationship between … Read More »

Sales Cycle 48

Sales Cycle Sales Revenue Objections 48

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. With each sales training topic we cover here….

Training 92

Training Cold Calling Webinar Metrics Objections 92

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Film 137

Film Hubspot Sales Cycle Lead Rank 137

Highspot

SEPTEMBER 28, 2023

In this article, we’ll explore Sandler’s core principles, compare it with other sales methods, and offer five questions to assess its fit for your team. What is the Sandler Sales Method? Maintaining post-sale follow-up ensures mutual trust for repeat business and minimizes buyer’s remorse.

Sales Methodology 52

Sales Methodology Lead Rank Sales Qualified Lead Top of Funnel 52

Hubspot Sales

NOVEMBER 3, 2023

Since sales forecasting is a rather complex and time-consuming process, organizations seek ways to improve it, with many turning to machine learning. In today’s article, we’re going to focus on machine learning sales forecasting. We will tell you what it is, its benefits, and the main sales forecasting techniques.

Sales Forecasts 83

Sales Forecasts Forecasting Lead Rank Top of Funnel 83

Customer Centric Selling

MARCH 26, 2014

Sales Training Article: "Send Me Some Info". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sign-up for one of these sales training workshops to learn how to better engage with prospects. Need some help with your sales performance?

Training 66

Training Buying Cycle Call-back Sales Cycle 66