Highspot

JANUARY 9, 2024

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. This makes B2B sales training more important than ever. In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid.

B2B 52

B2B Training Top of Funnel B2C 52

Bernadette McClelland

JANUARY 14, 2024

The domino effect of that kickstarted a mindset of curiosity and research, which of course, always helps differentiate between mere speculation and well-grounded assumptions. Discover Sales for Non-Salespeople : Not everyone who sells is a stereotypical salesperson yet the psychology behind professional selling skills are still necessary.

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Vengreso

APRIL 4, 2022

With almost 800 million users, LinkedIn isn’t only for showcasing your professional skills, researching new employers, looking for jobs, or for getting career advice! The platform has quickly become a vitally important resource for B2B sales professionals too! That’s an excellent question!

LinkedIn 71

LinkedIn B2B Conversion Training 71

SBI Growth

MARCH 29, 2013

B2B Sales Reps compete with their peers for sales support resources. This Social Selling skill works with your customers and prospects. Sales Support includes groups in Product, Marketing, Care, Legal, and Research. In B2B environments, there are never enough product experts to support sales. Social Debt Economics.

B2B 293

B2B Incentives Incentive Commission 293

Pipeliner

MAY 4, 2022

Social selling is one of the most in-demand skills for modern sales teams. But how does it work, and how can you apply it to your B2B sales? Keep reading to learn what social selling is, how to do it the right way, and how it brings about a new era of B2B sales. What is Social Selling? The numbers don’t lie.

Social Selling 52

Social Selling B2B Lead Rank Lead Scoring 52

SalesFuel

APRIL 29, 2024

Real conversations serve a critical function in selling,” writes SalesFuel’s Tim Londergan. The art of conversation can sharpen your selling skills and provide insight to your prospect’s needs, wants and pains.” SalesFuel’s Voice of the B2B Buyer revealed just how important this can be.

Conversion 98

Conversion Hiring How To Case Study 98

Corporate Visions

MARCH 15, 2018

If our recent research reveals one big truth about marketing or sales, it’s that your messaging and skills training can’t be monolithic, a one-size-fits-all thing. Different situations across the B2B decision-making process demand different messages and different selling skills. Check out the research.

Research 40

Research Journal Selling Skills Study 40

Pointclear

SEPTEMBER 13, 2016

Ardath Albee: “Research finds that sellers can be involved in all stages of the buying process if they bring value to the conversation. Salespeople must be the value in order to overcome the redundancy and must have consultative selling skills to steer the conversation back to an earlier stage in the sales/buying processes.”.

B2B 100

B2B Cold Calling Inbound Lead Rank 100

Connect2Sell

JANUARY 23, 2019

Each post in this CONNECT2Sell series includes research from a study with 530 B2B buyers and in-field observations from a sales coach. This 12-part series on how to be a memorable salesperson includes specific ways you can make yourself stand out to buyers.

Buyer 229

Buyer How To Study Sales Coaching 229

Hubspot Sales

NOVEMBER 18, 2020

Per research conducted by The Brooks Group , only 31% of sales managers had strong confidence in their sales team’s ability to meet key business objectives. Per research conducted by The Brooks Group , only 31% of sales managers had strong confidence in their sales team’s ability to meet key business objectives. In the U.S.,

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

LeadFuze

AUGUST 13, 2021

As previously stated, the B2B purchasing path involves several decision-makers, each of whom has been assigned a unique task linked to the ultimate purchase. At this stage, your research should have identified the key decision-makers and departments that might benefit from your company’s services.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

Alice Heiman

MAY 13, 2020

Let’s examine how well your team is practicing basic, effective selling skills. . You might assume salespeople are already practicing these skills, but in uncertain times, salespeople sometimes fall back on bad habits (price discounting and following poorly qualified leads would be two examples). 3: Keep selling. .

B2C 150

B2C Referrals Selling Skills Segment 150

Alice Heiman

SEPTEMBER 13, 2021

A recent Gartner research study cited that “An overwhelming 93% of sales reps are experiencing significant virtual sales challenges.” It’s not that I don’t believe the research because Gartner is great. FACT or FICTION: Virtual Sales are HARD. . How can this be? So give them what they need to do so.

Referrals 96

Referrals Cold Calling Account Based Marketing Conversion 96

Allego

MARCH 10, 2022

Read what this experienced panel said about the importance of virtual sales training–and how to build virtual selling skills. Challenges of Virtual Selling. Unlike other aspects of selling, virtual selling is not a regular part of how most salespeople gained their selling experience. Learn More.

How To 62

How To Video Selling Skills Proposal 62

Sell Integrity

JANUARY 18, 2021

This past year laid bare some critical underlying selling skills and cracks in their sales pipeline that sales leaders were able to ignore or avoid while focusing on more immediate concerns. Research from HubSpot shows that 68% of sales leaders plan to implement a hybrid or fully remote sales model in 2021. By Will Milano.

Pipeline 116

Pipeline Lead Rank Lead Scoring Social Media 116

Allego

DECEMBER 21, 2022

With 92% of buyers preferring virtual sales interactions, according to Bain and Company, it’s imperative that your sellers perfect their virtual selling skills. B2B buyers want Amazon-like experiences: virtual, fast, accurate, transparent, and personalized. This is when your sellers’ frontstage selling skills come into play.

Strategy 62

Strategy Collateral Case Study Video 62

The Digital Sales Institute

OCTOBER 25, 2018

Check out these free sales training videos if you are considering taking a sales training course or just looking to refresh your selling skills. B2B Sales Trends Sales Prospecting Tips Sales Techniques Tips. . Simply click on the sales training images below to start watching.

Video 51

Video Training Cold Calling Selling Skills 51

Allego

JANUARY 20, 2022

That means B2B buyer journeys require smarter virtual selling, he said. Sales uses only 20% of the content marketers create, according to recent research. Key criteria for creating a strong sales employee experience, according to their research: Easy to use tools and processes. B2B sales have changed forever.

Webinar Metrics 62

Webinar Metrics Sales Enablement Trends Coaching 62

Allego

OCTOBER 25, 2022

For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. The move to hybrid work forced sales organizations to adapt and adjust their processes for virtual selling environments. Virtual selling is here to stay , and it requires a new set of skills.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Score More Sales

JUNE 2, 2014

These might include downloading a white paper, clicking to an offer from your blog, or getting research and e-books from your site. Skill is the training piece – how you prospect, message, engage, follow-up, track and help clients buy. Basic selling skills can be taught. Close More Deals.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. 68% of B2B customers are lost because of indifference, not mistakes. Meanwhile, 64% of sales leaders who doubled down on remote selling reported meeting and/or exceeding their revenue targets in 2020.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

The Digital Sales Institute

OCTOBER 8, 2020

For salespeople to improve selling opportunities they need to apply a level of research that creates valid reasons for any buyer to listen to them. Sales skills true meaning is the ability to get a buyer to listen, open genuine sales conversations and recognizing if they have a true motivation to change.

Buyer 98

Buyer ACT Proposal Decision Maker 98

Gong.io

DECEMBER 14, 2022

Enter the Miller Heiman sales process — a framework that helps your team manage and close complex B2B deals. . The Miller Heiman sales process is a B2B sales methodology developed by Robert Miller and Stephen Heiman. Face-to-face interactions were fairly common in B2B sales. What is the Miller Heiman sales process?

Sales Process 62

Sales Process Decision Maker Sales Methodology Face-to-face 62

Igniting Sales Transformation

DECEMBER 1, 2019

Given the expense of these meetings, it is a huge miss to waste time on anything that does not directly impact a salesperson’s ability to sell more effectively to today’s modern buyer. As Salesforce reported in the 3 rd annual State of Sales research, “winning deals still requires human to human interaction.”.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Sales Hacker. Go take look if you’re in need of some quick sales inspiration!

Channels 187

Channels Face-to-face Video Hubspot 187

Hubspot Sales

NOVEMBER 9, 2020

Business to Business , or B2B, sales occur between companies that sell products or services to other companies. This could look like a technology company selling marketing software to other companies and wholesalers selling products to supermarkets. Industrial Selling Skills. Fewer Customers.

Industry 119

Industry Buyer Persona Hubspot Retention 119

SBI Growth

SEPTEMBER 6, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” With each passing day, B2B buyers become more self-directed. Do they focus on skills that align with having a deep knowledge of the buyer? Does it require social selling skills? Reverse Your Approach.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Allego

JULY 28, 2022

But in today’s B2B world, sales teams must think of selling as a service—the service of helping people buy, said Allego President & Co-founder Mark Magnacca. And these changes are going to be with us for a while, as increasingly more B2B buyers prefer virtual meetings over in-person meetings.

Sales Enablement 115

Sales Enablement Strategy Top of Funnel Face-to-face 115

Mereo

MAY 12, 2022

Many in the B2B industry are buzzing about the death of in-person sales training programs. The remote requirements of early 2020 forced B2B organizations to scramble to shift sales training programs to virtual. When you give your salespeople enough chances to practice, a new selling skill starts to become not so new.

Training 36

Training Travel Exercises Sales Enablement 36

Increase Sales

JANUARY 11, 2013

As I read the most recent data regarding these wants by Richardson Sales Training , I am not sure if business to business sales representatives (B2B) understand the reality of SMB (small to mid size business). Even if we accept that B2B salespeople with under $500 million share similar wants, there is still a big disconnect.

Small Business 152

Small Business Small Business Outbound Inbound 152

Mindtickle

MAY 20, 2021

Call AI collects and analyzes data across all aspects of readiness – all in one place, giving sales leaders the unique ability to understand readiness levels, knowledge gaps and skill improvements for each seller. Unlock the skills that drive successful sales interactions . How it works.

Conversion 98

Conversion Lead Rank Lead Scoring Remedy 98

Gong.io

AUGUST 10, 2022

In the end, the buyer sells themselves on the product. . Consultative selling works best for big-ticket items — which is why B2B salespeople find it so effective — but you can use it to sell any product or service. . What are the benefits of consultative selling? Research like you’re writing a thesis.

Consultative Selling 62

Consultative Selling ACT Cold Calling Buyer 62

Vengreso

JUNE 16, 2022

A virtual sales training program can and will help remote selling teams and sales management grow sales opportunities and close more sales pipeline. Leveling up selling skills and keeping sales reps selling virtually will also drive more virtual meetings and allow your sales enablement team to do more with less.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

The Digital Sales Institute

MARCH 20, 2018

In fact, reports now show that the B2B buying process is not too dis-similar to the way consumers purchase, hence the growth in the SaaS and Freemium models. This has had the knock-on effect of the traditional sales process being no longer valid placing an onus on sales skills training to accurately reflect todays buyers journey.

Ideal Customer Profile 61

Ideal Customer Profile Training Social Media Buyer Persona 61

The Digital Sales Institute

JANUARY 18, 2021

Well, the answer could be to learn all the essential selling skills, however the beauty of online learning, is the salesperson can pick and select what topics are most relevant to their skill set. Some research shows this increase at over 30% especially for newer salespeople.

Training 98

Training Hiring Remedy Video 98

The Sales Hunter

JANUARY 8, 2013

An example of how it works is you might be selling B2B in the software industry. Before you make the call, you quickly research the web and find out something of interest. When you are doing research what you will find is one piece of information can be used with multiple sales prospects.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

Gong.io

DECEMBER 7, 2022

Again, this prospecting method still works, but you’ll need to research your prospects before you hit the send button. Social media: In B2B environments, this typically entails using social media channels like LinkedIn. To succeed in B2B sales, you need to know who you’re targeting. . Research your prospects.

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62