Highspot

JANUARY 29, 2024

7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation? Case Studies: Analyze real-world case studies to illustrate successful negotiation strategies and tactics.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

BuzzBoard

MARCH 28, 2024

This initial step requires extensive market research to understand potential customer needs and challenges. Most potential clients are digitally fluent and have conducted extensive product comparisons and research before even contacting a salesperson, moving the sales model from seller-centric to buyer-centric.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

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

Vengreso

AUGUST 1, 2023

Embarking on the journey of SaaS Sales Training can feel like navigating a labyrinth. The truth is, without proper SaaS sales training, scaling your software company becomes an uphill battle. Vengreso's transformation from sales training firm to influential SaaS enterprise is a testament to business evolution.

Training 40

Training Lead Rank Pivotal Hiring 40

Lead411

FEBRUARY 8, 2024

Based on your experience and market research, identify common objections that prospects might raise and prepare responses in advance. Using Social Proof and Case Studies: Social proof can be a powerful tool for overcoming objections in sales calls.

Cold Calling 97

Cold Calling Objections Case Study Call-back 97

Partners in Excellence

MARCH 25, 2023

But I’ve been struck by the absence of discussions about how buyers can use these tools, simplifying their digital research and learning. For this example, I suggested I was looking for a sales enablement platform and asked ChatGPT to help simplify my digital research. I decided to become a buyer.

Lead Rank 62

Lead Rank Case Study Analytics Lead Scoring 62

Shari Levitin

AUGUST 23, 2023

Your junk drawer, like your sales and sales training process, undergoes a natural sort of entropy. Managers: Declutter Your Sales Training Approach According to neuroscientist Daniel Levitin: “Our phones and computers are just like our junk drawers, but thousands of times more disorganized. I think not). The problem?

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

SBI

MARCH 25, 2014

He is a nationally recognized authority on selling and has written hundreds of articles and training programs for sales reps and sales managers. Michael has managed programs for US Healthcare, Bell Communications Research, and DuPont. Case studies, customer references and site visits are effective ways to do this.

Research 134

Research Buyer Scale Hiring 134

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

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? The Social Selling Training Course. The Case for using Social Selling. Case studies and real social selling ROI. Social selling plan. Understand the impact of social media on the sales process.

Social Selling 59

Social Selling Course Training Social Media 59

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 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. Before buyers even consider a purchase, they do extensive research, including asking the opinions of friends, peers, and on social media. Case studies. Short, sweet, and simple.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Sales 2.0

MARCH 15, 2023

If a salesperson can now do this type of research in a short period of time, they will be able to speak to you more intelligently on your call. Carrying out really good research before a cold call and generating good lead lists is difficult. You need to start with process first, then training second and then finally tech.

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

Zoominfo

JULY 2, 2020

This new email list will send out thank-you emails, and then encourage them to download a case study. Usability – Remember, marketing automation platforms are supposed to simplify your marketing processes – if a tool isn’t easy to use, then it probably won’t help your case. Invest in training. Prioritize Data Hygiene.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Janek Performance Group

SEPTEMBER 12, 2022

Janek Performance Group is an award-winning global leader in sales training and coaching. Over the years, Janek has developed an extensive, award-winning catalog of training and coaching programs. We have published countless blogs, case studies, white papers, and other collateral.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Sales Hacker

AUGUST 12, 2021

Research from late 2020 shows that touches to close rose 65% from pre-COVID-19 pandemic levels. Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. Make sure you’re running training sessions with good tactics to bring new people into deals.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Partners in Excellence

MAY 26, 2023

I’m working on an interactive self study program for sellers to actually use ChatGPT in developing their own business acumen skills. My thinking is, rather than developing a conventional training program, I want to create a challenge for the participants. ChatGPT has been very enthusiastic about helping train sellers.

Case Study 101

Case Study Face-to-face Tools Study 101

Showpad

JANUARY 8, 2021

Research from Clearslide and CSO Insights found that, on average, it takes new reps between six and nine months to get fully ramped up to the performance levels of established sales agents. Your training content must clearly educate new reps as to the circumstances they’re likely to encounter in your corner of the sales universe.

Hiring 52

Hiring Training Sales Enablement Case Study 52

Zoominfo

FEBRUARY 7, 2023

Find case studies Perhaps you don’t have a ton of sales data at your disposal. Consider researching other companies in your industry that have implemented effective sales strategies. Use those trends to tweak your future training programs. We recommend that you invest in training strategically — using data, of course.

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

SBI Growth

JULY 23, 2013

SBI’s 7th annual research tour has begun. It is a risk mitigator, branding engine and market research mechanism. As the following BMW case study illustrates, Social Selling impacts the entire organization. They are ordering complex market research. Sales reps are trained to spread messages quickly.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

BuzzBoard

APRIL 12, 2024

It begins with deep research, with the seller digging into the prospect’s business to uncover hidden challenges. Prospect Research and Qualification The groundwork for successful consultative selling starts before the first conversation. Then, research your target businesses thoroughly before the first sales call.

Consultative Selling 59

Consultative Selling Ideal Customer Profile Lead Rank Face-to-face 59

Allego

DECEMBER 22, 2020

This content falls into two types: 1) customer-facing collateral that sellers will share with buyers and 2) training assets, best practices, research, and tools that are for internal use. If you’re in sales enablement, training, product marketing, or content marketing, that’s what you do: crank out the sales content.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

LeveragePoint

FEBRUARY 20, 2018

But this misperception is not inherently a sales personnel or sales training problem. For effective use early in the sales cycle, Value Propositions should be designed as Flexible Case Studies. Case studies answer the question “what do you do for your customer?” It is a Value Proposition design problem.

Case Study 20

Case Study Sales Cycle Study Opportunity 20

Hubspot Sales

APRIL 25, 2023

Like any new tech, you need to dive in and research. We'll review use cases of AI emails, their pros and cons, and the tools you should consider when adding this tech to your arsenal. Research Buyer Personas AI gathers customer data on a massive scale. Give ChatGPT the right information for maximum impact.

Tools 97

Tools Sales Tools Scale Lead Rank 97

Hubspot Sales

FEBRUARY 23, 2018

How to perform market research and select your target audience. This course features case studies from NASA, Google, Zappos, and more -- grounding abstract concepts in plenty of real-world examples. It features a combination of videos and exercises, covering: The most common myths about being an entrepreneur.

Course 139

Course Training Analysis Exercises 139

Apptivo

JULY 25, 2023

Unforgettable Customer Service: Real-Life case studies of Effective Complaint Handling 3. Empower your employees Invest in comprehensive customer service training for your employees to equip them with the necessary skills for handling complaints effectively. And help create a customer evangelist.” — Shep Hyken 1. Proven Tips 2.

Customer 52

Customer Case Study Loyalty Customer Service 52

Mindtickle

MAY 1, 2023

Sales certification or sales training programs include knowledge-based assessments and simulations to answer all those questions and more. Here’s what to know about sales rep certification, how it works, and what sales training programs should look like. Sales training certification programs can be as basic or specific as necessary.

Hiring 52

Hiring Face-to-face How To Case Study 52

Nutshell

APRIL 24, 2019

Through extensive research, the sender positions himself/herself as a knowledgeable professional who can solve the recipient’s specific problems. Now that you understand the purpose of your email, it’s time to do research. Research allows your messages to sound highly relevant and personalized. A Meaningful Connection.

Prospecting 115

Prospecting Case Study Ideal Customer Profile How To 115

SBI Growth

JULY 21, 2013

Contribute company and/or 3 rd party executed audience research to validate BPM findings. Role of Marketing : Training and quick reference guidance on social selling best practices. Validate expert panel suggestions through the lens of audience research. Generates meetings with decision makers inside of your target prospects.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

Sales and Marketing Management

JANUARY 9, 2020

Conventional wisdom says if you want to talk to an executive, you need to win their attention with case studies, ROI and other quantified strategic results. That’s what we set out to find in our latest research study. the one promoted by so many sales training programs?—?finished But does this conventional wisdom?—which

ROI 156

ROI Study Vendor Promotion 156

Allego

MAY 17, 2023

To do that, sales leaders themselves need training and they must have modern revenue enablement tools that allow them to provide continuous learning, easily coach their sales reps, and uncover sellers’ full capabilities. In fact, 76% of sales leaders have too many demands on their time, Brandon Hall Group research shows.

Positioning 113

Positioning Hiring Strategy Scale 113

SBI

MARCH 1, 2020

RICH : Without a way to train and reinforce the buying experience, companies risk a plan that is good in concept but not fully realized in the field. For that reason, selecting technologies that train and even promote the desired buying experience are essential. Rich Lanchantin CEO, Qstream.

Case Study 119

Case Study Analytics Retention Training 119

Sales and Marketing Management

OCTOBER 21, 2019

From manual CRM updates, to uninspired training programs or hard-to-find content, the more roadblocks to seamless sales, the more staff becomes demoralized. Research from Sirius Decisions has found that salespeople typically spend about 27 percent of their time on administrative tasks, and only 26 percent on actual selling.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Zoominfo

AUGUST 5, 2021

Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. Chorus research shows that team selling. Here at Chorus, we parsed a lot of data in 2020.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

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. Sales training Statistics.

Cold Calling 131

Cold Calling Lead Nurturing Outbound Inbound 131

Hubspot Sales

NOVEMBER 14, 2023

Corresponding Content: How AI Saves Time in Sales & Where to Use Extra Hours [New Data] The Power of AI in Sales & 5 Ways You Can Use It How to Train (and Onboard) Your Sales Team With AI 2. Publish case studies on a blog. It’s been a game changer in how my team operates on a day-to-day basis."

Hubspot 91

Hubspot Lead Rank Data Social Media 91

John Barrows

FEBRUARY 6, 2019

It’s evident he didn’t do any specific research on me or my company — the Tailored approach — but it’s also evident that he knew who he was targeting ( Targeted approach). Subject: These apps can add value to your training services. Shall I send you a brief pdf with an overview of the training apps? From: Rob@abc.co.

Strategy 128

Strategy Education Scale Retention 128