Understanding the Sales Force

MAY 30, 2023

They won’t improve unless you have them trained on cold-call delivery. Opportunities getting stuck in the pipeline? There are five possible reasons and some obvious solutions: Salespeople are not reaching decision makers. Get them trained on how to reach decision makers. Not being the value.

Decision Maker 156

Decision Maker Hiring Proposal Sales Cycle 156

Understanding the Sales Force

APRIL 15, 2024

You should spend money on training and development for the twelve challenges I listed above. Not just any sales training, but results-focused sales training with role-plays, and with your sales leaders becoming effective coaches. What are the twelve biggest challenges?

Hiring 182

Hiring Discount Decision Maker Call-back 182

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.

Training 62

Training Face-to-face Education Negotiation 62

Customer Centric Selling

NOVEMBER 19, 2014

Sales Tips: Who Is REALLY the Decision Maker? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Shortly after launching the company we had an opportunity with a large account that ultimately narrowed their short list to CustomerCentric Selling® and another competitor.

Decision Maker 89

Decision Maker Vendor Buying Cycle Analysis 89

Score More Sales

JULY 11, 2013

Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. It can take weeks or months for some in sales to truly qualify a sales opportunity. Increase Opportunities. Ron would always ask the same questions –. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Understanding the Sales Force

AUGUST 28, 2023

Relationship Building is one of the 21 Sales Core Competencies and on its own, is not as significant as five other competencies such as Sales Process, Reaches Decision Makers, Consultative Seller, Value Seller or Qualifier. You can teach sales process, reaching decision makers, a consultative approach, value selling and qualifying.

Decision Maker 156

Decision Maker Compensation Sales Process Sales 156

Customer Centric Selling

JANUARY 11, 2017

Sales Tips: Maintaining Contact with Decision Makers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When sellers begin at decision maker levels: Opportunities can be more quickly qualified. Larger transactions are likely. Need some help to increase sales?

Decision Maker 40

Decision Maker Buying Cycle Maximizer Enterprise 40

Understanding the Sales Force

JANUARY 31, 2024

In its most generic form, stages correspond to opportunities as they move from suspect to prospect to qualified opportunity, to closable and finally, closed. There are stages to a journey, like driving to the airport, the airport check-in and wait, the plane flight, baggage claim, and the drive to your final destination.

Sales Process 182

Sales Process Decision Maker Sports Construction 182

The Digital Sales Institute

JUNE 21, 2023

Sales training program expert tips for anyone involved in sales management or sales enablement some insight into planning any form of sales training. It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

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.

Training 118

Training Hiring Webinar Metrics How To 118

Mr. Inside Sales

JUNE 11, 2021

Also, learn to use layering questions when you get answers you either don’t fully understand, or when you get an answer that makes you want to know more about their process, decision making, budget, etc. Many reasons: nervousness, not wanting to hear no, lack of training, etc., ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 317

Face-to-face Gatekeeper Decision Maker Licensing 317

Mr. Inside Sales

MARCH 2, 2023

BUT, by being transparent, polite, and promising not to waste someone’s time, you’ll be giving yourself the best opportunity to get those who might call you back, to go ahead and dial your number. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 230

Face-to-face Call-back Gatekeeper Decision Maker 230

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.

B2B 52

B2B Training Top of Funnel B2C 52

MTD Sales Training

JUNE 29, 2017

When your decision-makers see the efforts you are making to support their business rather than just sell products, they will believe you have a part to play in the future of their business. To become a favourite with the decision-maker, you need to personalise the contacts you have with them, customising at every opportunity.

Decision Maker 163

Decision Maker Hotels Loyalty Up-Sell 163

MTD Sales Training

APRIL 7, 2020

There are many solutions out there that exist for virtual meetings and they can be quickly adapted to meet the needs of the modern-day salesperson who needs to keep in contact with buyers and decision-makers alike. Training companies like mine are now doing more and more online sales training instead of face to face delivery.

Face-to-face 210

Face-to-face Decision Maker Skype Microsoft 210

Understanding the Sales Force

FEBRUARY 9, 2024

I’m hiring a salesperson for a client and using my time-tested process which we also train clients to use (so that WE DON’T have to recruit!). My experience shows that 10% of the candidates will be viable but, of more importance, how do we know which 10% to focus on?

Hiring 193

Hiring How To Decision Maker Guarantee 193

SBI

JULY 12, 2018

Below are a few ways we help sales organizations: Go-to-market – As the market shifts from volume-based to targeted sales and marketing strategies like ABM, InsideView helps organizations identify new market opportunities, align sales and marketing execution, and optimize revenue performance. companies and 32M decision-makers globally.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

Understanding the Sales Force

MAY 8, 2023

In a perfect world, Hunters make lots of outgoing calls in order to find an opportunity which could pay them to eat. So let’s assume that we are talking about a traditional sales organization with traditional salespeople who have responsibility for both finding and selling opportunities. Do you know why?

Decision Maker 156

Decision Maker Penetration Account Comparison 156

Mr. Inside Sales

JANUARY 2, 2021

While this may seem like a bad thing, it can actually present a great opportunity for you. If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of our new ‘ On-Demand Inside Sales Training Program’ ?” . Or, “How big of a role do you think increased sales training is going to play this year?”

Face-to-face 314

Face-to-face Gatekeeper Inside Sales Decision Maker 314

No More Cold Calling

JULY 26, 2018

Salespeople say meeting with decision-makers is important, but the OMG research shows that only 10 percent of salespeople are actually reaching decision-makers. However, MOST salespeople are NOT reaching the actual decision makers and those are the opportunities that lose traction and/or result in a loss.

Pipeline 184

Pipeline Decision Maker Closing Referrals 184

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

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Closing is about finalizing a sale and creating a lasting relationship that can lead to more opportunities. Let’s explore the key benefits of developing a comprehensive sales training program.

Closing 52

Closing Training Lead Rank Negotiation 52

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.

Training 52

Training Hiring Coaching Course 52

Mr. Inside Sales

JUNE 8, 2023

At home, there are endless opportunities to be of service—even if it’s not my chore or my day to do something. I don’t mean you should do others’ chores for them; however, if you have an opportunity to lighten someone else’s burden one day, go ahead and do it. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 208

Face-to-face Gatekeeper Decision Maker Licensing 208

Hubspot Sales

MAY 11, 2020

At that point, that lead is no longer a lead — they've become an opportunity. But let's say you have no overarching structure, milestones, or reference points for converting that opportunity to a customer? And what happens if you have multiple opportunities to keep track of? How to Start Opportunity Management.

Opportunity 74

Opportunity Closing Lead Rank Decision Maker 74

Janek Performance Group

DECEMBER 12, 2023

For sales professionals experiencing a dip in their sales momentum, there could be an opportunity to reassess strategies beyond external factors like product quality, market competition, or economic conditions. Recently, a CEO said, “We are closing 50% of our opportunities. Our challenge is generating enough opportunities.”

Decision Maker 62

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

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!

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Pipeliner

OCTOBER 27, 2020

At the very heart of running a sales, pipeline is opportunity management. Opportunity management consists of, first, setting up a sales process. This means knowing the various stages that your opportunities pass through, from lead all the way to close. An important aspect of opportunity management is visualization.

Opportunity 80

Opportunity CRM Lead Rank Lead Scoring 80

Understanding the Sales Force

APRIL 4, 2024

How to Identify Candidates Who Will Succeed in Your Sales Roles Sales Process for the Anti-Sales Process Crowd How To Stop Sucking by Understanding and Changing Your Sales Metrics The Wrong Salespeople are Hired 77% of the Time Most Sales Processes, Funnels and Pipelines are How Old? Is Your Sales Process Backwards, Upside Down or Stupid?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Zoominfo

MARCH 29, 2023

This instant engagement doesn’t happen without a structured, systematic approach to scoring and routing leads — and building a culture that helps every salesperson improve through proper training and two-way communication. Target All the Decision Makers Up Front There are typically six to 10 decision makers in a buying committee.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

Mr. Inside Sales

MARCH 25, 2021

And you’ll get there if you’re creating more opportunities, and that means making more calls. 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. In other words: Rolling more numbers.

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

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?

Training 92

Training Lead Rank Hiring Course 92

Mr. Inside Sales

APRIL 15, 2022

Then, with a smile, I begin looking for ways to improve what I had before or begin looking for better opportunities that are now available. When I do, I often find better upgrades for what I had, or better options/opportunities for the future. ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

Face-to-face 156

Face-to-face Call-back Gatekeeper Decision Maker 156

Sales 2.0

APRIL 23, 2020

Deals are stuck in the pipeline and new opportunities are in short supply. Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. A time to plan. Conversely, this slow time is a great time to plan for the future. What happens after this crisis is over?

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Sales and Marketing Management

SEPTEMBER 4, 2018

Can they solve problems, and do they look for opportunities to do so? 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. Do they have grit?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Mr. Inside Sales

MAY 22, 2021

One of the companies does it the best, and it’s no secret why: They aggressively market across all appropriate and available opportunities; They have the largest staff of inside sales appointment setters (while the majority of the other companies don’t have any!); ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

No More Cold Calling

JULY 29, 2021

When you analyze what really went wrong with missed sales opportunities, you’ll typically discover that your sales reps didn’t make time to prepare for their meetings. Don’t even think about training your sales team on closing the deal. Bypass the gatekeeper and score meetings with decision-makers every time.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409