Sales and Marketing Management

SEPTEMBER 27, 2019

Author: Tim Riesterer When it comes to creating lasting behavior change in salespeople, the assumption is that virtual sales skills training is a pale imitation of in-person classroom training. But what if an online training alternative could be proven as effective?—?or than classroom training? Live classroom training.

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Training Exercises Decision Maker Coaching 214

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. In 2023, on average, Janek clients realized a 1188 percent return on their training investment.

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Training Face-to-face Education Negotiation 62

Babette Ten Haken

NOVEMBER 13, 2017

Technical decision makers are skeptical by nature. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article. As a result, these decision makers continuously validate the technical and scientific truth underpinning What They Know.

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Decision Maker Social Media Infusion Retention 65

Paul Cherry's Top Sales Techniques

FEBRUARY 7, 2018

High-Level, Hard-to-Reach Decision Makers You’re trying to contact that high-level decision maker. Chances are, while everyone else is off for the weekend, mowing the lawn, having fun — that high-level, hard-to-reach decision maker is working, planning, strategizing and more. But I have a better idea.

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Decision Maker Influencer Coaching Training 58

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back on our sales training and coaching when it comes to dealing with RFPs. ” When training and coaching salespeople, theory is not enough. He started strong which you can see here.

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Decision Maker Proposal Distribution Territories 170

Paul Cherry's Top Sales Techniques

FEBRUARY 7, 2018

High-Level, Hard-to-Reach Decision Makers You’re trying to contact that high-level decision maker. Chances are, while everyone else is off for the weekend, mowing the lawn, having fun — that high level, hard-to-reach decision maker is in the office — planning, strategizing and more. But I have a better idea.

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Decision Maker Influencer Video Coaching 45

Mr. Inside Sales

JANUARY 7, 2023

Don Shula – the famous Miami Dolphin coach – once said that his players practiced, drilled and rehearsed their plays and techniques over and over again so they could internalize them and act automatically when they needed to. ON DEMAND SALES TRAINING THAT GETS RESULTS! Identifying decision makers. If not, do it this week!

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Face-to-face Guarantee Gatekeeper Licensing 259

Mindtickle

MAY 21, 2021

Your sales managers need the ability to identify why deals are lost and how they can train and coach reps to win today’s deal — and every deal in the future. These solutions record, transcribe and score customer calls, serving them back to sales managers to use as fuel for more effective coaching conversations.

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Coaching Conversion Sales Coaching Lead Rank 104

Paul Cherry's Top Sales Techniques

NOVEMBER 12, 2018

Take a step back and reply… “Before I supply a quote, let me ask you… ‘Who else should we get involved in this important decision?’ The post Discover the Decision-Makers Before Making a Deal appeared first on Paul Cherry Sales Training and Coaching. I would love Read More.

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Decision Maker Coaching Training Customer 40

Understanding the Sales Force

JANUARY 31, 2024

You can look at sales process any way you want but if what you want are more consistent, predictable results, in a framework that supports sales coaching, then you want a customized, formal, milestone-centric, customer-focused sales process and scorecard!

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Sales Process Decision Maker Sports Construction 182

Understanding the Sales Force

SEPTEMBER 20, 2023

They need to improve their ability to reach and build stronger relationships with decision makers. If you want to achieve greater sales or sales leadership success, the very best thing you can do is to invest in training and coaching. They need to be better at the discovery call and qualifying.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Allego

JULY 20, 2022

A sales rep schedules a meeting with a prospect, but then they receive a request to attend a training session for the exact same time. Sales training is critical. The best solution: Implement a sales training program that allows for both. In addition, the training must be worth it for sales reps to attend, Dulany said.

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Training Hiring Webinar Metrics How To 118

BrainShark

SEPTEMBER 10, 2023

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? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Objections Coaching 62

Understanding the Sales Force

FEBRUARY 26, 2018

I still conduct a limited amount of training with some of my personal clients. We work with companies in more than 200 industries, from startups to multi-billion dollar corporations, that call on every possible vertical and decision maker, in nearly every geography across the globe.

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Training Decision Maker Revenue Industry 185

Mr. Inside Sales

SEPTEMBER 19, 2020

This is the fourth year in a row we have been awarded with this valuable award that acknowledges our inside sales training, scripting, and coaching services as being the best of the best! Remember: The better training you get, the better results you get! ON DEMAND SALES TRAINING THAT GETS RESULTS! See it here.

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Decision Maker Gatekeeper Face-to-face Inside Sales 178

Mr. Inside Sales

JULY 24, 2023

Throughout my inside sales career, as both a sales rep and as a sales coach, I have always stressed the importance of those two words, “Thank you” and “Please.” ON DEMAND SALES TRAINING THAT GETS RESULTS! The easiest way to do this is to remember to be courteous and kind toward others.

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No More Cold Calling

JULY 27, 2023

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. I had heard enough. If you don’t, someone else will.

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Decision Maker Referrals Face-to-face Social Media 156

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. What Is B2B Sales Training? What is B2B Sales Training? The decision cycle is often longer.

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B2B Training Top of Funnel B2C 52

SBI

APRIL 6, 2021

Sales Training: Why You May be Struggling to Deliver. Are you struggling to deliver training that leads to positive, measurable outcomes? Most training fails to deliver long-term impact. As long ago as the 1870s, there was formal sales training.” It began more as sales coaching than training.

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Training Top of Funnel Lead Rank Call-back 122

Highspot

OCTOBER 24, 2023

Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.

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Training Hiring Coaching Course 52

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. With the proper training, salespeople can turn objections into opportunities.

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Closing Training Lead Rank Negotiation 52

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

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Training Lead Rank Hiring Course 92

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. Tips for adoption of social selling training. The four pillars of this training are: Harnessing the power of social networks effectively. Let’s embark on a journey towards social selling mastery!

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Social Selling Training Outsourcing Services Top of Funnel 52

Sales and Marketing Management

SEPTEMBER 4, 2018

Are they coachable, and do they implement the coaching? Are you speaking to decision makers or gatekeepers or influencers? For example, how many calls your sellers make each day is important, but won’t tell you how many of those dials led to decision-maker conversations. Are they disciplined and responsive?

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Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Allego

DECEMBER 22, 2021

During the pandemic, sales managers in all industries have faced time constraints, reduced visibility into seller activity, and hybrid work environments that make personalized coaching even more difficult than it was before. This had an immediate impact on increasing the effectiveness of coaching sessions. For Arco’s coach speci?cally,

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Conversion Decision Maker Hiring Face-to-face 139

Zoominfo

JULY 13, 2023

By analyzing sales reports and identifying potential obstacles, sales directors can engage in coaching conversations with individual sales reps. Enablement & Coaching You’ve created your sales strategy and identified the tools and tactics you’ll be using. Enabling reps is also all about proper coaching.

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Strategy Customer Hiring How To 130

Mr. Inside Sales

JUNE 25, 2022

I have listened to thousands of sales calls over the years, and I spend the majority of my coaching and training hours listening to sales calls even today. ON DEMAND SALES TRAINING THAT GETS RESULTS! And I still hear the same mistakes…. Need More Proven Responses to the Selling Situations You Face Every Day? Get Access Today.

Gatekeeper 156

Gatekeeper Face-to-face Licensing Decision Maker 156

Sales Hacker

AUGUST 12, 2021

Not involving the decision-maker. Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. Deals are 80% less likely to close when a decision-maker isn’t directly involved in the experience.?So How to prep and empower your team.

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Decision Maker Buyer Persona Collateral Case Study 119

Mr. Inside Sales

MAY 22, 2021

Example: I’m working with a coaching/consulting organization right now that has many related companies in their portfolio. They have specific, aggressive goals for the acquisition of business (and I mean, really big target revenue goals); They invest in sales training for their team. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 178

Face-to-face Gatekeeper Licensing Decision Maker 178

Mindtickle

MAY 21, 2021

Your sales managers need the ability to identify why deals are lost and how they can train and coach reps to win today’s deal — and every deal in the future. These solutions record, transcribe and score customer calls, serving them back to sales managers to use as fuel for more effective coaching conversations.

Coaching 52

Coaching Conversion Sales Coaching Lead Rank 52

Mr. Inside Sales

MARCH 1, 2021

football coach. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. “It’s not the will to win. that matters – everyone. It’s the will. to prepare to win. that matters.”.

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Face-to-face Call-back Gatekeeper Licensing 300

Sales and Marketing Management

APRIL 2, 2020

With the average sales manager devoting just 9% of his or her time developing direct reports, there is a tendency for sales coaches to focus on training sellers on the ins and outs of the products or services they are selling. Coach Your Reports on Benefits of Account Planning. Mentor Others to Share Experiences and Knowledge.

Lead Rank 156

Lead Rank Account Based Marketing Customer Hiring 156

BrainShark

AUGUST 15, 2023

Now that many sales organizations are permanently adopting hybrid and remote work, there’s been a shift from in-person to virtual coaching sessions. Sales readiness platforms with video coaching capabilities , as well as video conferencing and collaboration tools , can ensure there’s no interruption to facilitating effective role plays.

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Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

Partners in Excellence

MARCH 20, 2024

Our feeds are filled with hacks, prompts, “cheat sheets” offering things like, “What are key decision maker roles for this… ? I start thinking, perhaps we are failing our people in training, supporting, coaching, and reinforcing things they should know to be effective and efficient in doing their jobs.

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Ideal Customer Profile Revelation Decision Maker Face-to-face 117

Mr. Inside Sales

SEPTEMBER 4, 2020

Also, Mike is available for: Virtual, customized inside sales training for your team. One on One coaching for sales leaders and individual producers. ON DEMAND SALES TRAINING THAT GETS RESULTS! Creating Script Playbooks that will make everyone on your team more effective. And, of course, amazing keynotes and breakout sessions!

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

Mr. Inside Sales

MAY 8, 2021

As I coach sales reps these days and listen to how they ask for the sale, I’m reminded of myself because guess what? ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

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Face-to-face Gatekeeper Licensing Decision Maker 198

Shari Levitin

AUGUST 23, 2023

Did I strategically plan to stockpile various tape brands in the kitchen… or use Thomas Goetz’s decision-making tree in deciding to place the Nyquil next to the wrench? (I Your junk drawer, like your sales and sales training process, undergoes a natural sort of entropy. ” Unfortunately, most training programs are no different.

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Workbooks Decision Maker Case Study Sales 118