The Sales Hunter

MAY 16, 2013

Is your company and/or sales team in a bit of a sales slump? I know it may surprise you to hear me say this, but sales training is not always the solution. Unfortunately, training is often pegged as the solution for everything. Sometimes, sales training is exactly what is needed!

Training 210

Training Compensation Selling Skills Exact 210

Showpad

MAY 7, 2020

You may already have a sales enablement program, initiative or function at your organization. Or perhaps some of your colleagues want to talk to you about developing one. . If your enablement initiative drives sales results as expected, you don’t need to read this article.

Sales Enablement 134

Sales Enablement Lead Rank System Buyer Persona 134

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales Coaching 111

Sales Coaching Coaching Face-to-face Sales Enablement 111

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. 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? It’s no surprise that 20% of salespeople say their training needs a complete overhaul. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Mindtickle

DECEMBER 1, 2021

At Mindtickle, we work with sales leaders across a variety of industries, geographies, and markets. And while their organizational and competitive challenges vary, there’s one common challenge for every sales leader: ensuring sellers are ready to hit sales goals. An LMS is not built for sales enablement.

Sales Enablement 52

Sales Enablement Hiring Exercises Scale 52

Mindtickle

NOVEMBER 3, 2021

At Mindtickle, we work with sales leaders across a variety of industries, geographies, and markets. And while their organizational and competitive challenges vary, there’s one common challenge for every sales leader: ensuring sellers are ready to hit sales goals. An LMS is not built for sales enablement.

Sales Enablement 52

Sales Enablement Hiring Exercises Scale 52

Emissary

SEPTEMBER 27, 2021

Here are six indicators that your QBRs could use a refresh: 1. Here are six indicators that your QBRs could use a refresh: 1. Clients keep rescheduling your Quarterly Business Review. Do your clients frequently wait until right before a planned session and ask for a reschedule? And they were difficult to pull off.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Sell Integrity

AUGUST 30, 2021

When it comes to hiring salespeople, why has it become so hard to get people excited about a job in sales in the first place? After a devastating year for layoffs and record-setting degrees of turnover on the horizon, open sales positions abound and salespeople are in hot demand. Why Hiring Salespeople Is So Difficult.

Hiring 89

Hiring Positioning Journal SAP 89

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Training 98

Training Hiring Construction Case Study 98

Sales Hacker

OCTOBER 26, 2020

The same can be said for sales enablement. Earlier in my career, I helped build a global sales enablement team at Oracle Marketing Cloud that designed, deployed, and measured a sales onboarding program integral to a business unit responsible for $675M in annual recurring revenue. Sales Onboarding. Reinforcement.

Sales Enablement 104

Sales Enablement Top of Funnel Hiring Ideal Customer Profile 104

Partners in Excellence

DECEMBER 16, 2020

Somehow, this self centered approach must work, otherwise, why would otherwise smart people continue to do something that is known to be so ineffective? Even within our own organizations be become focused on our needs, which creates conflict with other parts of the organization (focusing on their needs). Bolding is my edit).

Ideal Customer Profile 146

Ideal Customer Profile Face-to-face Channels Fashion 146

Sell Integrity

MARCH 11, 2021

While salespeople across industries are settling in to a world of hybrid and remote sales , most are still working to adapt to the nuances and variables that can affect success in a virtual selling environment. Virtual Sales and the Distracted Customer. The meeting needs to be much more tightly organized when done virtually.

Webinar Metrics 127

Webinar Metrics Face-to-face Lead Rank Intent 127

Partners in Excellence

APRIL 1, 2021

As leaders, our jobs are to maximize the performance of each individual and the organization. It may be going to people saying things to the effect of, “You aren’t making your numbers, do more! It may be going to people saying things to the effect of, “You aren’t making your numbers, do more!”

Hiring 75

Hiring Churn System Coaching 75

Sell Integrity

NOVEMBER 23, 2020

Are your customers truly at the center of your business universe? It’s the product of a strategy that extends across the organization and is central to the way you do business. Are your customers truly at the center of your business universe? Culture isn’t just about one function or department or role.

Strategy 117

Strategy Customer Loyalty Coaching 117

Showpad

JUNE 15, 2020

Critical to the success of a sales team is skill development — not just as a whole, but for each contributing representative. Sales professionals are expected to be experts in their industry and the products or services they sell. Components of a successful sales training program. Virtual elements.

Training 83

Training How To Sales Enablement Distribution 83

CloserIQ

JULY 20, 2020

Your ability in retaining b2b salespeople hugely impacts the success of your sales teams. Many of your top-performing sales reps are being actively recruited by other companies. According to a Glassdoor survey , 68% of sales professionals plan to look for a new job within the next year.

B2B 76

B2B Incentives Incentive How To 76

Miller Heiman Group

NOVEMBER 4, 2019

In this guest blog post, Tim Conroy, one of our inaugural Miller Heiman Group Icons , learning and development director with Applied Materials and an expert on sales coaching strategies, shares how he drives sales managers to perform their best. Why Sales Management Coaching Matters.

Coaching 58

Coaching Sales Methodology Sales Coaching Decision Maker 58

Sell Integrity

MAY 25, 2021

To ramp up sales performance and strengthen your sales pipeline, you have to develop your salespeople’s confidence; inspire them to be more proactive; improve their ability to build trust and rapport in an increasingly digital world; and equip them to engage in buyer-centric, results-driven conversations.

Call-back 113

Call-back Comparison Margin Pivotal 113

Showpad

DECEMBER 4, 2020

Sales enablement represents specific tools, systems and practices that play essential roles in improving the sales process. Numerous businesses are looking to implement this best practice in the interest of maximizing their sales efficiency and performance. The root of data-driven sales enablement.

Data 64

Data How To Lead Rank Sales Enablement 64

Gong.io

JUNE 8, 2022

Is an abbreviation enough to save your sales team? Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. It helps you qualify buyers so the right ones end up in your sales funnel.

Sales Process 62

Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

Vengreso

JUNE 16, 2022

Google, Facebook, Microsoft, Adobe, SalesLoft, Outreach, and every other sales organization of companies globally have as a result of Covid-19 been forced to pivot. A virtual sales training program can and will help remote selling teams and sales management grow sales opportunities and close more sales pipeline.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Babette Ten Haken

JUNE 7, 2018

Your business growth strategy says you are “poised to move to the next level.” After all, sales continue to increase. A weak workforce cross-training strategy makes your business growth strategy vulnerable. . A recent report by McKinsey reinforces workforce vulnerabilities I have observed when collaborating with clients.

Strategy 63

Strategy Outsourcing Services Hiring SME 63

Allego

AUGUST 9, 2018

But what does Joey Chestnut have to do with sales learning?”. If your sales training and enablement strategy centers on sales kickoff meetings, boot camps or classroom sessions, you’re running the pedagogical equivalent of a hot dog eating contest. Don’t Skip Out on Ongoing Reinforcement. Okay,” you say.

Scale 48

Scale Video ACT Competition 48

Braveheart Sales

JANUARY 7, 2020

Have you spent money on sales training without seeing rewards? And here are four reasons why: 1. Many sales training organizations focus on tactics and strategies only. And establishing a sequential flow to any sales conversation is critical. Inadequate Reinforcement. Methodology Only.

Training 59

Training Sales Cycle Account Coaching 59

Sell Integrity

JUNE 14, 2021

Saying there’s no time for coaching or that someone has already reached their potential are just two of the prominent misconceptions around sales coaching. But some simple and very effective sales coaching techniques- when applied consistently and with sincerity and skill- can greatly raise the game of individuals and your entire sales team.

Sales Coaching 107

Sales Coaching Coaching Lead Rank Sales 107

Sell Integrity

SEPTEMBER 23, 2021

Yet, for all the buzz surrounding solution or value selling, many organizations still struggle to execute on it. Why is it so difficult to demonstrate the value proposition of their offerings? Why is it so difficult to demonstrate the value proposition of their offerings? How do your salespeople identify a product’s value?

Case Study 65

Case Study Solutions Selling Coaching Sales Coaching 65

PandaDoc

JUNE 4, 2019

Solution selling has earned itself a bad rap in recent years as buyer behaviors and the role of the sales rep have both changed drastically. So is there still value in solution selling that can be harnessed if this classic sales philosophy is approached with a fresher, modernized mindset? The answer is yes! What is it exactly?

Solutions Selling 72

Solutions Selling Decision Maker Case Study Ideal Customer Profile 72

Miller Heiman Group

SEPTEMBER 9, 2019

On the surface, the sales machine seems to be moving along for many organizations. For the third year in a row, sales organizations hit their revenue goals, according to the 2019 World-Class Sales Practices Study from CSO Insights. In this post we tackle the first: declining sales performance.

Webinar Metrics 52

Webinar Metrics Decision Maker Trends Retention 52

PandaDoc

MAY 26, 2022

Is my sales strategy clear? Without a clear and documented plan to help your sales team position your products and services directly to buyers, the risk of misinterpretation, miscommunication, and costly errors increases dramatically. Here’s a closer look at how to write a sales strategy that works.

Strategy 52

Strategy Buyer Persona Top of Funnel How To 52

Your Sales Management Guru

JUNE 23, 2014

for the first time sales manager, chapter 24. For the first time Sales Manager, there are 56 additional chapters in this book. Sales is a corporate priority. Training and recruitment are viewed as critically important. Want to assess how your own company stacks up against these characteristics?

Sales Management 82

Sales Management Scale Energy Objections 82

OpenSymmetry

OCTOBER 28, 2016

“Moving the needle” in terms of overall sales force performance is no mean feat. Sales Enablement – yes, big S, big E – is becoming an increasingly important function of many sales organizations, charged with increasing productivity, typically through the effective application of investments in people, technology, process and content.

Compensation 40

Compensation Incentives Incentive Decision Maker 40

CommercialTribe

JULY 16, 2019

We can probably all agree that a great sales manager is one whose team consistently reaches or exceeds its revenue goals. Why do some managers have repeated success at reaching goal, while others repeatedly fail? You see, it isn’t sales training that makes more A-sellers. It’s more A-sales managers.

Sales Management 40

Sales Management Guidelines Coaching Quota 40

Mindtickle

MARCH 9, 2022

It’s co-hosted by Hannah Ajikawo, Practice Lead at Skaled Consulting, and Tony Germinario, Director of Sales at Mindtickle, and in our first episode, they sat down with Bob Apollo, Founder and Chief Outcomes Officer of Inflexion-Point Strategy Partners. How to build trust, and why it matters. What sales leaders should prioritize.

Coaching 59

Coaching Scale Up-Sell Sales 59

PandaDoc

NOVEMBER 15, 2021

The term “sales culture” is a bit of a fuzzy concept. Its quality can’t be measured the same way your team’s monthly revenue, email activity, average tenure, or quota achievement can, but that doesn’t mean it’s irrelevant. How to build a winning sales culture. The role of congruence in sales.

Hiring 52

Hiring Scale How To Incentives 52

Product Management University

SEPTEMBER 20, 2017

Most B2B organizations get started the same way. The ideal time to re-route your growth strategy is before your growth starts to taper off. Here are seven things to consider to keep your growth in high gear. Sometimes, it’s as simple as positioning, marketing and selling your value in the context of each vertical market.

Strategy 45

Strategy ROI Segment B2B 45

SBI

OCTOBER 29, 2019

Allego and Seismic Form Strategic Partnership to Optimize Sales Readiness with Personalized Content, Learning and Collaboration, All in One Place. New integration between market leaders delivers the benefits of Allego’s sales learning and readiness platform with Seismic’s advanced sales enablement solution. Rowe Price.

Collateral 50

Collateral Hiring SAP Sales Enablement 50

Your Sales Management Guru

NOVEMBER 7, 2011

After reading my blog, then read the article, I would enjoy reading your comments. They had a well organized retail customer approach. They had a sales process & system and they were trained in the same mode that my Knoxville TN salesperson was trained. They even responded to my emails.

Penetration 69

Penetration Retail Hiring Sales Leadership 69