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

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If so, great – make sure you show them plenty of case studies. B2B purchase decisions have many moving parts. Questions are an integral component of the B2B sales process.

B2B 100

B2B Closing Scale Guarantee 100

Highspot

APRIL 14, 2023

Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key. To do this, you need to have a high-impact and effective sales training program to help your salespeople excel.

Training 52

Training Scale How To Hiring 52

Lead411

FEBRUARY 8, 2024

Using Social Proof and Case Studies: Social proof can be a powerful tool for overcoming objections in sales calls. Share success stories, testimonials, and case studies that demonstrate how your product or service has helped other clients overcome similar challenges.

Cold Calling 97

Cold Calling Objections Case Study Call-back 97

Showpad

APRIL 11, 2022

Herding a bunch of gregarious ‘people people’ into inputting CRM data and completing online trainings doesn’t come without a few gray hairs. But when you’re trying to prepare your salesforce to take on the new B2B buying journey while battling eye-popping attrition, those grays may be growing in a little faster.

SalesForce 52

SalesForce B2B Hiring Case Study 52

Cience

OCTOBER 6, 2020

As sales become increasingly sophisticated these days, B2B companies everywhere are investing greater resources into outbound marketing. We draw from our experiences generating qualified sales opportunities for more than 1,000 b2b customers (ranging from seed-stage startups to the biggest global enterprises). Read the case study.

Ideal Customer Profile 105

Ideal Customer Profile Outsourcing Services Sales Qualified Lead B2B 105

The Digital Sales Institute

NOVEMBER 16, 2018

What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? Any business in the B2B (and increasingly in the B2C space) can leverage social selling to drive increased customer or prospect engagement. The Social Selling Training Course. The Case for using Social Selling.

Social Selling 59

Social Selling Course Training Social Media 59

LeveragePoint

FEBRUARY 20, 2018

These concerns are consistent with 2017’s results and are problems for B2B sales teams working their way through all stages of their sales cycles. But this misperception is not inherently a sales personnel or sales training problem. Case studies answer the question “what do you do for your customer?”

Case Study 20

Case Study Sales Cycle Study Opportunity 20

Janek Performance Group

APRIL 30, 2024

In B2B sales, motivation often drives engagement, satisfaction, and, ultimately, success. They note 71% of B2B buyers say most sales interactions feel transactional. They note B2B buyers who are confident about their purchase decision are 3.6x One powerful psychological phenomenon business can leverage is the Pygmalion Effect.

Motivation 62

Motivation Customer Lead Rank Loyalty 62

Alice Heiman

MARCH 12, 2024

Embracing Training and Defining Roles One of the first hurdles to overcome is the fear of the unknown and the potential for missteps online. Gillum points out, “ They want training…they want to know how to do it right. About Guest Scott is the Founder and CEO of Carbon Design, a Personality Based Marketing firm.

Social Media 75

Social Media Media Revenue Top of Funnel 75

Pipeline

APRIL 1, 2024

Train your reps to understand a lead’s challenge and offer solutions accordingly. Research shows 68% effectiveness in B2B demand generation. Create Case Studies Want to convince your audience that your logistics services can drive the promised results? Create case studies to support your pitch.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Zoominfo

APRIL 26, 2018

Training and onboarding. Around 3 in 4 organizations use classroom training as their primary way to train salespeople ( source ). High-performing sales organizations are twice as likely to provide ongoing training as low-performing ones ( source ). Continuous training gives 50% higher net sales per employee ( source ).

Hiring 197

Hiring Referrals Cold Calling B2B 197

Sales Hacker

DECEMBER 14, 2022

Sales enablement is the systematic approach of providing your sales team with content, tools, strategies, and training to help them succeed. Consumers on the B2C level and B2B level have changed their buying habits in the past 5-10 years as more and more information becomes available. Case studies. Objections. Collateral.

Sales Meeting 91

Sales Meeting Meeting Collateral Ideal Customer Profile 91

Mindtickle

APRIL 10, 2024

When it comes to B2B sales, content is still king. According to the Demand Gen Report , more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. The harsh reality is that most B2B sales content ends up on the shelf. How does sales content analytics help your B2B sales team?

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Sales Hacker

DECEMBER 7, 2018

My former Ambition colleague Dan Nice once compared B2B sales and marketing teams to Allied Forces storming Omaha Beach during the D-Day invasion. Hire, Organize and Segment Your B2B Sales Team. Hiring for Your B2B Sales Team. Organizing Your B2B Sales Team. Segmenting Your B2B Sales Team.

Inbound 75

Inbound Sales Qualified Lead Lead Rank B2B 75

SBI

DECEMBER 14, 2021

Mediafly Announces Definitive Agreement to Acquire InsightSquared; Creates the Most Complete Enablement and Intelligence Platform for B2B Revenue Teams. Despite a digital-first selling environment, today’s B2B revenue leaders forecast, prioritize and create sales strategies based on a small fraction of data. About InsightSquared.

Top of Funnel 140

Top of Funnel Lead Rank Forecasting Lead Scoring 140

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

Adaptive Business Services

OCTOBER 25, 2017

“I’ve found that having new reps read case studies about our successful clients can improve performance almost overnight” says Josh West, director of sales at LawnStarter. . The post The 5 Biggest Differences Between Top and Bottom B2B Sales Performers appeared first on Social Sales Training & Strategies.

B2B 91

B2B Hubspot Case Study Cold Calling 91

LeadFuze

JULY 13, 2023

This post aims to provide valuable insights into mastering the art of selling, from evading gatekeepers in B2B environments to closing tough customers effectively. We’ll discuss delivering powerful case study presentations as part of your overall strategy on how to learn sales effectively. How do you teach sales skills?

How To 52

How To Gatekeeper Case Study Proposal 52

Allego

NOVEMBER 30, 2022

According to research from Allego’s The State of Sales Onboarding Report , B2B sales leaders report only 60% of sales hires will stay with a company for at least six months. Companies that can’t retain new hires face mounting costs of recruiting and training in addition to lost revenue from unfilled sales positions.

Hiring 118

Hiring Exercises Lead Rank Case Study 118

Sales 2.0

MARCH 15, 2023

David is the President of SalesRoads , an award-winning B2B sales outsourcing firm providing appointment setting and lead generation services. You need to start with process first, then training second and then finally tech. I am examining where we are today with AI in sales and where we are going. This interview is with David Kreiger.

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

Mindtickle

SEPTEMBER 28, 2023

Cheers, [Your Name] #2: Phone pitch/cold call script for B2B sales Business-to-business or B2B sales pitch examples are a little more difficult to pin down, particularly when they’re done over the phone. Testimonials and case studies Showcase success stories or quotes from happy customers.

Examples 59

Examples Social Media Ideal Customer Profile Case Study 59

Crunchbase

JANUARY 13, 2023

The modern B2B buyer doesn’t need to get on the phone or fill out a contact form to learn the ins and outs of a product — they have all the fact-finding capabilities right at their fingertips thanks to the infinite sprawl of the internet. The seller could then explain how they compared to the competition and determine a reasonable price.

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

Pointclear

SEPTEMBER 28, 2018

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. This multi-use content is used in testimonial quotes, blogs, nurture messages, ebooks, hard cover books, guest websites, white papers or case studies.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Zoominfo

APRIL 15, 2018

Find case studies: Perhaps you don’t have a ton of sales data at your disposal—that’s okay, everyone has to start somewhere. For a more in-depth look at sales and data maintenance, check out the following article: B2B Sales Intelligence: Bad Data and Sales. Provide ongoing training. Get creative!

Data 170

Data Strategy Lead Rank Lead Scoring 170

Score More Sales

SEPTEMBER 2, 2014

Not in this case. People were SO loyal to the cause, it was truly amazing and will surely be a Harvard Business School case study in the future about loyalty toward a strong leader. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Why did employees stand behind Artie T so fiercely?

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

LeadBoxer

JUNE 9, 2020

At its core, sales enablement is the process of providing sales training, coaching, enablement technology, and content to your sales and marketing teams to improve performance across the board. Booking.com for Business is the B2B division of the popular travel website. Check out the case study here.

Sales Enablement 89

Sales Enablement Ideal Customer Profile Case Study Hiring 89

The ROI Guy

JANUARY 26, 2015

Based on who is being engaged, Sales reps should be guided, based intelligently on the prospect’s role, industry, location, size and challenges, to the right value messaging, storytelling, insights, case studies and financial justification. Advice: Training by itself is not enough to achieve effectiveness.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Zoominfo

SEPTEMBER 1, 2019

Provide Ongoing Customer Education and Training. Let’s talk about one of the biggest mistakes B2B brands make. On the other hand, when you offer ongoing assistance and training, you show customers that your business genuinely cares about their experience. Establish a process to engage with and support your existing customers.

Loyalty 130

Loyalty Customer Incentives Incentive 130

SBI

FEBRUARY 9, 2021

So many of these buying decision factors apply to B2B buyers. Status Quo Bias On average over 60 percent of B2B evaluations end up with no decision: status quo. What does that mean for B2B marketers and salespeople? TrustRadius), case studies, customer videos, etc. Either way, it’s still a loss.

Buyer 115

Buyer Customer Vendor Lead Gen 115

Hubspot Sales

DECEMBER 7, 2023

FastSpring reviewed 30 randomly selected businesses serving B2C and B2B markets across the globe and found a noticeable increase in Q4 sales. Buyer behavior: Many buyers are trained to buy at the end of the quarter or year. Image Source You might expect that only B2C sales would increase in Q4, but research suggests otherwise.

Data 121

Data Discount How To Quota 121

Zoominfo

JULY 2, 2020

This new email list will send out thank-you emails, and then encourage them to download a case study. Invest in training. Professional training may seem pricey, but ultimately, this step will save your organization in the long run. Luckily, most vendors offer training as a part of your original investment.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Zoominfo

SEPTEMBER 22, 2022

B2B Database The foundation of any tech stack should be a highly accurate, robust database. Content Marketing High-quality content, such as blogs, ebooks, whitepapers, and case studies, is a critical element for drawing in new business and capturing leads. ZoomInfo MarketingOS Finally, ABM with data you can trust. Get a Demo 2.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Sales Hacker

APRIL 20, 2020

As a result, B2B sales and marketing teams are yanked towards inside sales strategies like account-based marketing and remote selling. A lot of B2B businesses rely heavily on in-person events and traditional marketing. Testimonials, case studies, and referrals are powerful pieces of the B2B marketing puzzle.

Account Based Marketing 82

Account Based Marketing Webinar Metrics Strategy Marketing 82

Highspot

FEBRUARY 4, 2024

It equips sales reps with the tools, content, and training needed for each stage of the buyer’s journey. Guided Selling in B2B Sales Guided selling helps B2B sales reps understand business needs and align solutions with important priorities. Central to this is a sales playbook integrated into your CRM.

Lead Rank 52

Lead Rank Benefit Lead Scoring B2C 52