Selling Essentials RapidLearning Center

JUNE 14, 2019

MDM and the Rapid Learning Institute collaborated on a survey that offers keen insights into how wholesale distributors structure their sales teams, what they want to change, and which skills are mission critical to succeeding in the marketplace. Most Critical Skill Gaps. What This Means for Sales Managers.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

Miller Heiman Group

NOVEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made.

Chemicals 75

Chemicals Sales Management Top of Funnel Lead Rank 75

Sales Management Plus -- SMP

NOVEMBER 30, 2023

Sales performance gaps can manifest in many ways and can be measured on several parameters. One example is the sales activity gap. Sales Activity Gap = # of opportunities closed by reps with the most activities – # of opportunities closed by reps with the least activities.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Hiring Top of Funnel Funnel 109

Allego

NOVEMBER 10, 2022

If your sales organization hasn’t felt the impact, you’re probably on edge, hoping to get through this economic crunch unscathed. You’re watching your reps very carefully and doing everything you can to ensure they close deals and hit their numbers. 3 Modern Sales Enablement Tools to Adopt Now. Modern Sales Content Management.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

SBI

JUNE 4, 2014

It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. Today, organizations invest tons of money in sales meetings, where reps suffer through death by PowerPoint only to forget nearly 80% of what they learned days later. Your CRM has never closed a deal, your reps do.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

SBI Growth

NOVEMBER 14, 2012

But it’s your ICP numbers that will help to increase your close rate and put money in your pocket. 66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. After all, sales management is responsible for Sales Performance Management.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Janek Performance Group

MARCH 9, 2022

For example, viewing social media posts, following news or sports updates, or reading random newsletters. The opportunity cost as a sales rep of doing things that add no value to our performance can be an expensive luxury. . As sales reps, that number is likely low. At Janek, we call them Critical Selling Skills.

Engineering 62

Engineering Lead Rank Lead Scoring Maximizer 62

Understanding the Sales Force

JUNE 30, 2014

When a great salesperson is recommended by Objective Management Group''s (OMG) Sales Candidate Assessment, and this star has a great track record, and great references, should we expect this person to succeed? Skills and experience are terrific but track record is extremely misleading! Most executives do. Difficulty Level.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? For years, sales training presentations have been crammed into one- or two-day events.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Review your sales calls.

Film 138

Film Hubspot Sales Cycle Lead Rank 138

SBI

OCTOBER 25, 2017

Sales leaders have been well trained over the past decade to believe that when it comes to data, more is better. In fact, with the growth of CRM, sales professionals have become overrun with data – mostly lagging indicators like activity levels or close rates. Here are 3 key sales metrics you may be missing: 1.

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

Showpad

DECEMBER 12, 2023

To get started, understand the company goals, the main goals of sales and marketing, and the specific circumstances. What I see so often is that long sales cycles stress out the sales leadership team. It’s easy to prescribe negotiation training to fix this because they “cannot close.”

Sales Enablement 52

Sales Enablement Hiring Lead Rank Sales Methodology 52

Showpad

JUNE 29, 2021

Sales readiness should always be closely connected to the sales content management domain, as all your internal training content has to be managed and communicated as well. This domain should also be closely connected to sales effectiveness. Not enough training/coaching to succeed with remote selling.

Hiring 66

Hiring Study Survey Sales Leadership 66

Showpad

AUGUST 23, 2018

Sales managers at any organization are in a position to guide and motivate those they lead, similar to the coach of a sports team. So it would make sense to give managers the proper training for sales coaching, right? Unfortunately, many sales managers do not know how to coach properly and aren’t being held accountable.

Coaching 45

Coaching Sales Management Scale Sports 45

Understanding the Sales Force

NOVEMBER 15, 2012

These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

Apptivo

JANUARY 27, 2022

There are two types of sales detractors whom you will come across when selling your products or services. The customer is not ready for upselling or cross-selling. Sales Plan. To make the sales plan effective, it is recommended that the sales manager follow a definite strategy.

Real Estate 98

Real Estate Promotion CRM Software 98

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. Sales effectiveness is where enablement efforts translate into sales results.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Sales Hacker

DECEMBER 9, 2022

Related: How to Calculate a Lead Score, with Examples. Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Consider the selling skills, roles, and tenures of the sellers you will deploy in the territory.

Lead Rank 99

Lead Rank Territories Lead Scoring Quota 99

SBI

JUNE 3, 2014

It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. Today, organizations invest tons of money in sales meetings, where reps suffer through death by PowerPoint only to forget nearly 80% of what they learned days later. Your CRM has never closed a deal, your reps do.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Video skills. Framing skills. Challenger selling. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. And while anyone can do what Hartnett calls a “closing trick,” far fewer can be genuine.

Analysis 136

Analysis Scale Film Video 136

Braveheart Sales

MARCH 23, 2021

They need to be liked more than they need to close the business. Since, by and large, sales is a people business, this isn’t necessarily surprising. For example, remember back to elementary school when gold stars were handed out when someone participated in class. Managers Too. The Need to Please. Here’s my point.

Face-to-face 52

Face-to-face Objections Negotiation Groups 52

The Sales Hunter

FEBRUARY 13, 2012

They write a lot of proposals, but have low closing ratios. Phase 2: Closed-Ended Questions (Sales Amateur). Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). ” Phase 4: Open-Ended Questions (Sales Novice). high profit selling.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

Sales Hacker

JULY 25, 2022

Let’s review the responsibilities of a sales development rep (SDR) to determine the desired result. Before a new customer deal can close, an SDR has to find that customer. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. New accounts. Monthly recurring revenue.

Engineering 100

Engineering Revenue Top of Funnel Sales Qualified Lead 100

Miller Heiman Group

DECEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Joan Ridgeway, sales training performance consultant at Roche Diagnostics , suggests innovative ways to make sales training more fun—and more effective. One of the most challenging roles in any sales organization is that of the sales manager.

Enterprise 51

Enterprise Enterprise Coaching Sales Methodology 51

Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers.

B2B 52

B2B Training Top of Funnel B2C 52

Pipeliner

JANUARY 16, 2018

Despite today’s explosion of technology and information, we’re still encountering some of the same selling challenges we did 25 years ago. For example, have you ever seen a salesperson move straight into the “product dump” when she knows she should actually be asking questions instead of pitching solutions?

Proposal 60

Proposal Selling Skills Discount Negotiation 60

Sell Integrity

SEPTEMBER 22, 2020

There are three factors that play a pivotal role in healthcare sales reps’ ability to adjust to this virtual selling environment and deliver value that results in more appointments and more closed deals. In all likelihood, the future of healthcare sales will be a blend. Don’t Forget the Sales Managers.

Face-to-face 82

Face-to-face Pivotal Gatekeeper Energy 82

Allego

JANUARY 28, 2021

Stanley describes one of the most telling exercises she conducts during her sales management workshops—she asks sales leaders for their worst hire stories. “I And so, what becomes very obvious for sales managers is they’re not vetting candidates for the soft skills.” . for example.

Hiring 77

Hiring How To Face-to-face Pivotal 77

Mindtickle

MAY 20, 2021

Without visibility into what your salespeople do in front of buyers and a way to improve their skills, you can’t win more deals — just predict which ones you’re going to lose. Unlock the skills that drive successful sales interactions . Identify and share successful sales behaviors team and organization-wide.

Conversion 52

Conversion Lead Rank Lead Scoring Analysis 52

BrainShark

MAY 3, 2022

Manage live training sessions. There are many instances where companies want to manage live training sessions. For example, you may invite a guest speaker to do a presentation and Q&A with your team or have team members do role-playing exercises to practice different sales scenarios. Customize checklists.

Training 71

Training Hiring How To Course 71

Xvoyant

JULY 30, 2020

Warren Buffet’s oft-quoted phrase, “Only when the tide goes out do you discover who’s been swimming naked,” is quite timely for sales managers leading during a pandemic. The pandemic has forced CEOs and sales managers to look closely at their sales ocean — and many are finding a less-than-scenic view.

Face-to-face 62

Face-to-face Decision Maker Motivation Commission 62

Gong.io

AUGUST 10, 2022

Increased revenue is one of the biggest benefits of consultative selling, especially in terms of annual contract value (ACV). Understanding your buyer’s needs and tailoring your pitch to meet those needs increases the likelihood of closing the deal, but it also helps you squeeze every drop of value from a contract. .

Consultative Selling 62

Consultative Selling ACT Cold Calling Buyer 62

Allego

JULY 28, 2022

. >> Learn More: Listen to the podcast episode— The Gambler: Why Allego CEO Yuchun Lee Is Betting Big on Just-in-Time Learning —to learn more about how to develop sales reps’ virtual selling skills. Selling Today Is Hybrid—and We Won’t Be Going Back. 2 Tips for Enabling Sales Managers.

Sales Enablement 115

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

Jeffrey Gitomer

NOVEMBER 1, 2011

Probably the best example of change I can offer you comes from a column I wrote several years ago about the “Benjamin Franklin close.” Basically what the column says is rather than use an old, time-worn manipulative sales close on the customer, try using it on yourself before you go into the sale as a means of preparation.

Hiring 221

Hiring Social Media Loyalty Referrals 221

Mindtickle

SEPTEMBER 14, 2021

Instead, most sales teams are composed of reps with a wide range of experience, strengths, and weaknesses. Usually, there are a number of common competencies and selling skills top performers have. Those skills are correlated with success in the field. Sales leaders are busy, with a to-do list a mile long.

Ideal Customer Profile 97

Ideal Customer Profile Customer Coaching Education 97

Zoominfo

DECEMBER 13, 2018

For more than 30 years, David’s firm has helped companies of all sizes achieve growth, improve margins, recruit stronger salespeople, and develop high-performing sales professionals. Its unrivaled and growing network of contributors brings different, unique perspectives and insights on today’s sales and business issues. The SalesPOP!

Channels 187

Channels Face-to-face Video Hubspot 187