SBI Growth

JANUARY 1, 2014

Download the 4 Step Fast Ramp Guide at the end of this post. Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Training should be focused on helping your sales reps identify prospects and close deals.

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Training Buyer Persona Hiring How To 282

SBI Growth

JANUARY 11, 2014

It is so compelling, yet your sales training class did not grasp it. This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery. Download a copy of our FUNdamentals of Sales Training Checklist to keep them engaged. Show, don’t tell.

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Training How To Follow-up Exercises 303

The Sales Hunter

JULY 9, 2019

How can you ever expect to achieve the results you need from prospecting if you aren’t prepared to prospect? Prospecting is tough enough, so you shouldn’t make it even harder on yourself. Prospecting effectively includes getting ready and this always has to involve working a day ahead. Sales Motivation Blog.

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Prospecting eBook Motivation Video 153

No More Cold Calling

MARCH 20, 2014

Think sales training is unnecessary? Many sales organizations bristle at the idea of spending money on sales training programs. But recent research from CSO Insights shows a direct correlation between the quality of a company’s sales training and quota attainment. Click here to download the full report.).

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Training Hiring Referrals Enterprise 248

criteria for success

JUNE 21, 2022

Looking for the perfect active listening exercise for your next sales training event? Here at CFS, we are big believers in group training activities. Active listening is a great exercise for sales training events and workshops. For Better Prospecting, More Closed Deals, and Stronger Relationships. Download Now.

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Exercises Training Groups Exact 98

Mr. Inside Sales

JULY 20, 2021

This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Qualify prospects better and learn their buying motives. ON DEMAND SALES TRAINING THAT GETS RESULTS! (July 20 th to July 26 th , midnight). Click Here to read about the program. Click this special link to make a purchase.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

SBI Growth

SEPTEMBER 12, 2013

Prospects typically engage with vendors more than halfway through their purchasing process. Now more than ever, the first interaction between a prospect and vendor is critical. Companies with a world-class prospect experience convert more inbound leads to opportunities. The result? How can you tell where you stand?

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Prospecting Inbound Vendor Sales Qualified Lead 306

Mr. Inside Sales

FEBRUARY 3, 2023

And if you’d like more scripts like this, then download my Complete Book of Scripts by clicking here. 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 Decision Maker Licensing 233

Allego

OCTOBER 17, 2023

This blog post originally appeared on the Training Industry website. Poorly trained sales reps hurt an organization’s bottom line with inefficient processes, difficulties connecting with prospects and challenges in closing deals. Engage resident subject matter experts to create materials such as videos or training sessions.

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Hiring Training Retention Coaching 71

MTD Sales Training

MAY 20, 2019

Click on the link below for the podcast where you can also download/subscribe via iTunes, SoundCloud, Stitcher and Acast. The post A new way to present solutions to a prospect,getting rid of negative emotions & a quote from Steven Covey appeared first on MTD Sales Training. And we finish with a quote from Steven Covey.

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Prospecting Training Sales 120

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! As a gift to all of my readers, I would like to offer a free download sample of my best-selling book: “Power Phone Scripts.”. Download it here.

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Decision Maker Gatekeeper Face-to-face Inside Sales 178

Mr. Inside Sales

SEPTEMBER 17, 2023

Click Here to download a copy. 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. Finding ways to remain calm and collected during our busy jobs in sales is certainly needed!

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Face-to-face Gatekeeper Decision Maker Licensing 223

Score More Sales

JULY 7, 2014

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. Download the “Strategic Prospecting Plan” here. Increase Opportunities.

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Prospecting Education Territories B2B 222

Shari Levitin

JUNE 30, 2021

What Your Prospects Aren't Telling You. Here are three strategies you can leverage right now to enhance your customer experience and make prospects feel like doing business with you. Later, I incorporated this idea into our training programs. Here is an example of a pre-call planning sheet (you can download it here ).

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Prospecting B2C Travel Face-to-face 149

SBI Growth

JANUARY 22, 2014

Why do you need customized sales training program? A customized sales training program will do both of these. Customizing a sales training program is easier than you think. If you only have one style of training, (i.e. You won’t dismiss the “training event” entirely. Do you have the right training content?

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Training Customer Hiring Education 281

SBI Growth

JULY 11, 2013

The vast majority of training is focused on selling once you are face-to-face. The primary differentiator of today''s top Sales Rep is the ability to prospect. This could be prospecting for new business or different buying centers within existing customers. Download this tool to rapidly improve your prospecting results.

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Buyer Prospecting Face-to-face How To 317

MTD Sales Training

JUNE 1, 2012

Two minutes into the sales interaction, the prospect is demanding to know the price. You do what you can do avoid divulging the price too soon, but the prospect insists. However, when you have exhausted the usual options and answers and the prospect remains adamant on knowing the costs right away, here a few tips you might try.

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Prospecting How To Exact Report 285

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. If you don’t get the meeting, Part Two doesn’t matter.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

criteria for success

MARCH 30, 2022

Use this outline to help you get good coaching training. As a coach, you build relationships with your team and a big part of your coaching training is learning when to challenge and when to support others. Learning how to facilitate these interactions is a key part of sales coaching training. The Coaching Process.

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Coaching Sales Coaching Training Journal 95

Allego

FEBRUARY 23, 2021

At the same time, travel restrictions and pandemic protocols have prevented cybersecurity sales training teams from meeting in person.The result has been a surge in demand for scalable virtual sales training. 6 Ways to Enable Virtual Sales Training at Scale. It Must Balance Synchronous and Asynchronous Training.

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Scale Webinar Metrics Training Hiring 99

MTD Sales Training

AUGUST 9, 2012

Invariably you will run into prospects who trust no one and are afraid of everything and everyone. Often there is good reason for prospective buyers to share such a sentiment. However, usually the prospect overemphasizes takes these fears and takes them way out of context. Three Traits of the Paranoid Prospect.

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Prospecting How To Guarantee Buyer 273

Hubspot Sales

OCTOBER 13, 2020

If so, you're probably thinking about how to train them and conduct effective coaching. While it might seem like a hassle to spend a lot of time on training, it's crucial to prioritize. That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team.

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Hubspot Training Hiring How To 117

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. But before we start, let’s define what sales prospecting is.

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Tools Prospecting Top of Funnel Ideal Customer Profile 132

MTD Sales Training

SEPTEMBER 13, 2012

Sales training 101 teaches that you must always maintain eye contact with the prospect during a sales interaction. In fact, there are three times during the sale when you do NOT want to look the prospect in the eyes. However, there are a few times in the sale when you deliberately should not look directly at the prospect. #1

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Prospecting Sales Talent Media Engineering 272

Allego

MARCH 19, 2020

We tapped into our internal subject matter experts to create a Virtual Training Quick-Launch Kit to help organizations maintain productivity. Download our Virtual Training Quick-Launch Kit to find out how you can maintain productivity in the face of travel restrictions. 3 Ways to Succeed When Your Team is Remote. Go Virtual.

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Travel Training Face-to-face Skype 114

Mr. Inside Sales

DECEMBER 9, 2022

I thought I’d give you, my readers, a gift: Click Here to download a sample chapter from my bestselling book, Power Phone Scripts , on “ Better, Smarter Prospecting Techniques That Really Work !”. ON DEMAND SALES TRAINING THAT GETS RESULTS! Qualifying prospects. Getting screened out by the gatekeeper. Staying motivated.

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Face-to-face Gatekeeper Decision Maker Licensing 156

Anthony Iannarino

MAY 5, 2020

The senior sales leader said, “When I have the right team, I will train them.” He believed investing in this particular team wasn’t worth investing in, and that he was better waiting until he could assemble something like the cast of characters in an Avengers movie to train, coach, and develop them. His salesforce is poorly led.

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Training Face-to-face B2B Coaching 108

MTD Sales Training

APRIL 25, 2017

Many salespeople believe prospecting to be a one-way journey, where you make contact with the prospect and you have to do all the work to convince them they are making the right choice to talk to you, and eventually buy from you. But what if you could make yourself the target of prospects to contact?

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Prospecting Face-to-face Social Media Advertising 120

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Use a sales training template.

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Hiring Training Hubspot Exercises 140

MTD Sales Training

AUGUST 1, 2012

While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition. The prospect has had a bad experience or heard rumors of such about a competitor. Sean McPheat.

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Competition Prospecting Industry Exact 312

No More Cold Calling

JULY 27, 2023

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. My colleague thought it was rather presumptuous of the prospect to ask him to drop everything and hop on a plane. A sales leader in Europe needed the same splash of cold water.

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Decision Maker Referrals Face-to-face Social Media 156

MTD Sales Training

JULY 11, 2012

Yet, there are many situations where the sales person loses the sale AFTER the prospect has already agreed to buy. 1 – Get Too Excited When the Prospect Says YES. The prospect is objecting. Finally, the prospect agrees to the offer. Then, the prospect agreed to buy, and suddenly your time has just run out!

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Prospecting Commission Objections Negotiation 275

MTD Sales Training

MARCH 7, 2012

Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. This prospect usually leaves you with only two options: 1. Lower yourself, your company and what you offer, to the level the prospect demands. MTD Sales Training. No Loyalty. Too Much Work.

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Prospecting Commission Loyalty Discount 303

DiscoverOrg Sales

MAY 5, 2016

If IT departments are your prospecting focus, it might be valuable to know where the CIO you’re targeting falls in the Fortune 500 range of compensation – to gauge seniority, the value placed on security initiatives, and related budget. To find this out, you would need a team of highly-trained researchers.

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Prospecting Salary Compensation Report 120

Highspot

APRIL 14, 2023

Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key. Why Sales Training Programs Fail Most organizations use some type of LMS for onboarding new hires or retraining current staff. With hybrid workforces, in-person training isn’t always feasible.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key. Why Sales Training Programs Fail Most organizations use some type of LMS for onboarding new hires or retraining current staff. With hybrid workforces, in-person training isn’t always feasible.

Training 52

Training Scale How To Hiring 52