Highspot

JUNE 11, 2024

B2B sales reps forget 87% of what they learn within 30 days of training. TIP: Leverage conversation intelligence capabilities to validate and reinforce critical selling skills in buyer engagements. The potential to scale coaching is largely untapped, as only 24% of organizations use conversation intelligence tools for coaching.

Coaching 52

Coaching Scale Sales Coaching Buyer 52

Hubspot Sales

NOVEMBER 18, 2020

Remote Selling. Sales leaders ranked video conferencing software as the most important tool for their teams, followed by their CRM. 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. B2B Sales Leadership Stats.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Allego

DECEMBER 21, 2022

The seller interacts with buyers live through a videoconference tool, phone call, Facetime, or in-person meeting. With 92% of buyers preferring virtual sales interactions, according to Bain and Company, it’s imperative that your sellers perfect their virtual selling skills. Personalize, Personalize, Personalize.

Strategy 62

Strategy Collateral Case Study Video 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

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. B2B businesses had to pivot to a workforce going remote almost overnight. READ THIS: Selling From Home? What this means for you.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

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. The HubSpot Make My Persona tool can guide you through this process.

Industry 117

Industry Buyer Persona Hubspot Retention 117

Allego

JANUARY 20, 2022

What new tools and technology will be released this year? Do our sales reps have the right skills to succeed in this continuing remote-work world? That means B2B buyer journeys require smarter virtual selling, he said. Sales uses only 20% of the content marketers create, according to recent research.

Webinar Metrics 62

Webinar Metrics Sales Enablement Trends Coaching 62

Score More Sales

JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Here is how it covers the gamut of selling -. Basic selling skills can be taught.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

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. Featured Video: The Phone is the Most Powerful Tool in Sales.

Channels 187

Channels Face-to-face Video Hubspot 187

SBI Growth

SEPTEMBER 6, 2013

Provide the right processes, tools, structure and guidance to best deliver revenue. 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. Does it require social selling skills?

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

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 Motivation 98

Vengreso

AUGUST 21, 2023

Valuable information about using social selling to get more leads, increase deal sizes and close deals. What is Social Selling? Social selling is the art of using social media tools to locate, contact, and nurture potential leads, enhancing the accomplishments of sales teams. Professional connection building.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

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

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

Vengreso

NOVEMBER 18, 2020

They prefer to do independent research and compare vendors online. This is why today’s modern B2B buyer needs a modern seller, who knows how to engage with their digitally connected, socially engaged, mobile attached, and video hungry buyer. For starters, their ability to do research before a sales meeting on each decision-maker.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

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

eGrabber

NOVEMBER 30, 2021

They generate leads, call prospects, follow up emails, take part in sales meetings, do prospect research, update CRM, and other administrative tasks. However, smart & successful salespeople use sales prospecting tools to build targeted prospect lists in no time. Spend Time on Prospect Research. What’s more?

Ideal Customer Profile 52

Ideal Customer Profile How To Campaigns Lead Generation 52

Vengreso

JUNE 12, 2023

To meet these expectations, modern selling leverages new tools and techniques, such as social selling and virtual selling , to achieve the same goal as traditional selling: create more sales conversations and increase win rates. Modern: Today’s B2B buyers can be found on social platforms.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Highspot

JULY 6, 2023

Recent research confirms the significant changes to the sales landscape. With increased access to knowledge and the changing role of technology in sales, the role of the B2B salesperson has become more complicated and requires sales professionals to work with more information than ever before.”

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Hyper-Connected Selling

MARCH 17, 2020

How do you coach a salesperson to improve their sales results using digital tools like LinkedIn? Unfortunately, lurking underneath the seeming simplicity of digital selling are a number of complications that differentiate these new sales activities from business as usual. Digital Selling is Rarely Linear.

Social Selling 59

Social Selling Coaching LinkedIn Ideal Customer Profile 59

Mindtickle

DECEMBER 1, 2021

That’s because although sales enablement has seen a 343% increase in adoption over the last five years, CSO Insights research found that only 27.5% In this blog, we’ll talk through why you can’t effectively enable your salesforce with an LMS or onboarding tool. And it’s no surprise. An LMS is not built for sales enablement.

Sales Enablement 52

Sales Enablement Hiring Exercises Scale 52

Zoominfo

SEPTEMBER 30, 2018

Not only are podcasts a great source of entertainment, but more professionals use podcasts for professional development, research, and inspiration. B2B Revenue Leadership If you’re interested in B2B revenue leadership this is the show for you. Burns Episode Length: 30-40 minutes Listen to B2B Revenue Leadership.

Hiring 100

Hiring Top of Funnel Demand Generation Agencies B2B 100

Mindtickle

NOVEMBER 3, 2021

That’s because although sales enablement has seen a 343% increase in adoption over the last five years, CSO Insights research found that only 27.5% In this blog, we’ll talk through why you can’t effectively enable your salesforce with an LMS or onboarding tool. And it’s no surprise. An LMS is not built for sales enablement.

Sales Enablement 52

Sales Enablement Hiring Exercises Scale 52

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. This process ensures the training program is laser-focused on bridging these skill gaps. Key Elements of an Effective Sales Training Program Sales training is necessary for both B2B and B2C sales reps.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

The ROI Guy

JANUARY 11, 2017

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. The good news, the research is crystal clear. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value?

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Allego

APRIL 21, 2022

Not only that, but for B2B sales, the desire for virtual communications extends to buyers. Like it or not, virtual selling is here to stay. Mastering virtual selling skills. With the right strategies, tactics, and solutions, however, you can overcome those obstacles and help your reps master their hybrid selling skills.

Hiring 71

Hiring Video Distribution Buyer 71

Vengreso

JANUARY 21, 2020

These tools allow B2B buyers to perform more research and move further along the buyer’s journey before engaging with a salesperson. However, without a defined social selling strategy, reps may not connect with your ideal buyer persona, use consistent messaging, or have the tools to scale their social selling activities.

Social Selling 88

Social Selling Strategy Social Media Buyer Persona 88

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 sales prospect research , sales outreach, and professional development. Featured Video: The Phone is the Most Powerful Tool in Sales.

Channels 100

Channels Video Hubspot Face-to-face 100

Partners in Excellence

JUNE 1, 2014

I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some interesting discussions. We see thoughtful books like Jill Konrath’s Agile Selling offering similar observations.

ROI 99

ROI Lead Rank Segment Analysis 99

Sell Integrity

APRIL 5, 2021

Excellent selling skills and opportunity planning activities like researching the industry and current account situation are no longer differentiators; they’re the bare minimum. But major B2B buying decisions are not made by individuals; they’re made by buying coalitions. 3 Keys to Success in Complex Sales.

Up-Sell 64

Up-Sell Account Margin Influencer 64

The Pipeline

APRIL 27, 2011

We’re not selling in a vacuum. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Bring in outsiders to teach a skill or customer insight. Sales Tool.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Gong.io

APRIL 2, 2021

In fact, our research shows a 2.1X You’ve captured your buyer’s interest with your brilliantly researched, relevant questions. Our research shows that using ROI language in cold emails didn’t boost performance. You have to do the research. We all crave reasons. We want to know why things are the way they are.

Meeting 124

Meeting Prospecting Cold Calling ROI 124

Highspot

JANUARY 19, 2022

Programs can be categorized by industry, job responsibility, skill, or sales methodology. Here are a few courses that ASLAN offers: INTelligence – Inbound Selling Skills : How to change inbound sales calls into collaborative, consultative conversations. Cold Calling for B2B Sales : How to Prospect Over the Phone.

Training 92

Training Lead Rank Hiring Course 92

The Spiff Blog

AUGUST 25, 2022

Reps who are motivated to put in the time, who are always on the phone, researching prospects, and going above and beyond to close a deal– even in the face of constant rejection– are more likely to be successful. When a sales rep doesn’t have the necessary selling skills, leaders have options. What is the skill vs. will matrix?

Commission 78

Commission Compensation Motivation Intent Signal 78

Vengreso

DECEMBER 13, 2022

According to one research , only 24.3% According to research , 43% of sales teams find email to be the most effective selling channel, and social selling is also on the rise. Missed Follow-Ups – according to research , 80% of sales activities require five follow-up calls. What are your organization’s pain points?

Sales Process 52

Sales Process Ideal Customer Profile Top of Funnel How To 52