Sales Training Advice

DECEMBER 6, 2011

The personality tests were given to high-technology and business services salespeople as part of sales strategy workshops I conducted. In addition, tests were administered at Presidents Club meetings (the incentive trip that top salespeople are awarded by their company for their outstanding performance).

Lead Rank 47

Lead Rank Lead Scoring Strategy Decision Maker 47

Janek Performance Group

APRIL 12, 2022

To avoid fixating on a singular sales approach, sellers must become proactive problem solvers. As deals become increasingly complex, with longer cycles and more decision makers, sellers must think outside the box. More than innovative products, buyers need innovative solutions to align disparate needs and decision makers.

Decision Maker 62

Decision Maker Quota Face-to-face Call-back 62

Tenbound

JANUARY 3, 2024

The Ideal Prospect Persona (to help identify the right people) includes: Decision maker. Professional objectives 1- increase the productivity and engagement of sales (measured by average revenue per associate and employee retention rate). Influence map : a map of those who influence decision makers.

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

Sales Hacker

JULY 17, 2018

Every account — and the decision makers who lead it — is treated as a market of one. As a rule of thumb, account based sales matches the goals of many B2B companies where: Sales interactions are complex and involve lengthier cycles. Major purchases require the tiered approval of several decision makers.

Ideal Customer Profile 54

Ideal Customer Profile Account Decision Maker Buyer Persona 54

The ROI Guy

MARCH 14, 2013

That’s $135 large a year folks on the hidden cost of sales ! This does not include sales compensation, incentive or benefits – just the incremental annual investment trying to make sales professionals more effective and efficient.

Decision Maker 68

Decision Maker ROI Remedy Social Media 68

Product Management University

FEBRUARY 25, 2020

For the few big investments you’ll make in any given year, product teams have more incentive than ever to work together because it’s clear that they can deliver more value collectively across products than each team can deliver on its own. Sales Training on Customers vs. Products. Here’s how this scenario plays out.

Lead Rank 52

Lead Rank Marketing Segment Face-to-face 52

Sales Hacker

DECEMBER 8, 2017

This is the greatest time ever in history to be a sales rep. There’s more knowledge available to you right now as a sales professional than you can probably handle. Sales tools and automation capabilities are more advanced than ever before. Review Sites Continue to Influence Decision Makers in a Powerful Way.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

Sales Hacker Training

NOVEMBER 21, 2022

And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. But here’s another fact: sales is HARD! There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52